<p>很是受教呀！常老师的思考也很深入、细致，我会再三研读，非常感谢！</p><p>咨询顾问就是指南针，随时保持大格局方向，须建立和覆盖客户企业的内部小环境，还要释放应有的磁场效应才能保证项目的顺利实施。</p>
dds
[此贴子已经被作者于2009-2-15 19:18:13编辑过]
<p>很不错的文章,把TOC应用到销售层面,我还没想过.有启发!</p>
<span style="font-size: 12pt; color: black; line-height: 120%; font-family: 宋体;">我个人对两位老师所讲</span><span lang="EN-US" style="font-size: 12pt; color: black; line-height: 120%;"><font face="">TOC </font></span><span style="font-size: 12pt; color: black; line-height: 120%; font-family: 宋体;">审计员，及</span><span lang="EN-US" style="font-size: 12pt; color: black; line-height: 120%;"><font face="">DOC1</font></span><span style="font-size: 12pt; color: black; line-height: 120%; font-family: 宋体;">、</span><span lang="EN-US" style="font-size: 12pt; color: black; line-height: 120%;"><font face="">DOC2</font></span><span style="font-size: 12pt; color: black; line-height: 120%; font-family: 宋体;">、</span><span lang="EN-US" style="font-size: 12pt; color: black; line-height: 120%;"><font face="">DOC3<span> </span></font></span><span style="font-size: 12pt; color: black; line-height: 120%; font-family: 宋体;">非常推崇.........<br/><br/> —— 这DOC1 2 3 是啥？没听过呢..？<br/></span>
<p>写的太好了！</p><p>很多与自己的感触一样！</p><p>TOC更多在改善的思维方面，与其他的改善工具并不排斥。</p><p>反倒可以相辅相成。</p>
<p>我仔细的研读过高德拉特的四本管理小说，非常的赞同docter的观点，但是对于具体的实施，及操作特别是销售方面，理解的不够。很多的关于销售方面的书籍，更多的是强调一种主观个人领会方面的作用，靠理解，空洞，而博士的流程观点却很好的将所有的主观方面的分析，改为了一种可视化，客观分析，有章可循，不会偏离目标。楼主是否有相关的资料，想仔细的研读，我是从事建材行业的，邮箱<a href="mailto:zgb613@163.com">zgb613@163.com</a>。</p>
感谢你关注此文，但还是先看一下你的文章（有没有博客）再说吧，避免空谈。
首先，恭祝<span class="Apple-style-span" style="color: rgb(97, 183, 19); font-family: Verdana; font-size: 12px; font-weight: bold; line-height: 30px; ">changqing</span> 兄业务开展顺利，生意兴旺发达！对你们“重执行，讲实效，树口碑”的做事方法深表敬意。<div><br/></div><div>我不知道你们是不是也在考虑如何做大的问题。</div><div><br/></div><div>对于做大，我觉得应该有如下几个条件：</div><div>一、有大企业作为客户；</div><div>二、有规模效益；</div><div>三、有速度。</div><div><br/></div><div>看了您的文章，我觉得做大的关键是在市场——销售解决的是生存问题，市场决定的是成长问题。传统的市场理论在现在这个经济社会是一个很美丽的愿望——在一定条件下也能实施和实现。但这个经济社会的发展却要求无论何时、何地、何事都要讲究“尖、精、专”。这就要求做好市场其实就是要将市场的基本面与自身的基本能力紧密结合起来。而这本身也要求“尖、精、专”。</div><div><br/></div><div>所有的所有道理都是可以讲清楚的。但是这些道理到了具体的企事业单位就千变万化了。为什么？因为人，不同的人，不同的人与人之间的关系。这就是咨询公司做大所面对的挑战，也是企事业单位做大所面对的挑战。</div><div><br/></div><div>这个挑战需要咨询公司的市场的基本面与自身的基本能力紧密结合起来，做到“尖、精、专”，为大企业服务，发挥组织效能，快速运作。</div>
感谢kimi指教，我最近就在尝试阁下提出的“尖、精、专”，合同马上就签，所不同的是，我这次服务的企业是一个小企业（只有5000万左右年销售额）。希望有一天能进入大企业。附近我最近的一期博客的内容，请查收！<br/><br/><meta content="text/html; charset=utf-8" http-equiv="Content-Type"></meta><meta content="Word.Document" name="ProgId"></meta><meta content="Microsoft Word 12" name="Generator"></meta><meta content="Microsoft Word 12" name="Originator"></meta><link href="file:///C:\DOCUME~1\chris\LOCALS~1\Temp\msohtmlclip1\01\clip_filelist.xml" rel="File-List"></link><link href="file:///C:\DOCUME~1\chris\LOCALS~1\Temp\msohtmlclip1\01\clip_themedata.thmx" rel="themeData"></link><link href="file:///C:\DOCUME~1\chris\LOCALS~1\Temp\msohtmlclip1\01\clip_colorschememapping.xml" rel="colorSchemeMapping"></link><!--Element not supported - Type: 8 Name: #comment--><!--Element not supported - Type: 8 Name: #comment--><style>
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<p align="center" class="MsoNormal" style="margin-left: 0cm; text-align: center;"><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">销售型服务公司－尝试一种新模式</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p class="MsoNormal" style="margin-left: 0cm;"><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">这次项目中，我尝试一种新的模式，改变自己到处找项目的被动局面。</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p class="MsoListParagraphCxSpFirst" style="margin-left: 21pt; text-indent: -21pt;"><!--Element not supported - Type: 8 Name: #comment--><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><span>1.<span style="font-family: ""; font-style: normal; font-variant: normal; font-weight: normal; font-size: 7pt; line-height: normal; font-size-adjust: none; font-stretch: normal; -x-system-font: none;">
</span></span></span><!--Element not supported - Type: 8 Name: #comment--><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">我要成为企业的一部分，身份为企业的区域经理，不是独立顾问，直接管理一个区域的七家店（一家旗舰店与六家专卖店），企业每月支付我一部分工资。</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p class="MsoListParagraphCxSpMiddle" style="margin-left: 21pt; text-indent: -21pt;"><!--Element not supported - Type: 8 Name: #comment--><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><span>2.<span style="font-family: ""; font-style: normal; font-variant: normal; font-weight: normal; font-size: 7pt; line-height: normal; font-size-adjust: none; font-stretch: normal; -x-system-font: none;">
</span></span></span><!--Element not supported - Type: 8 Name: #comment--><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">对于销售额增长的部分的毛利，我拿</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;">30</span><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">％，每月支付一次，这对老板来将不是一个负担。</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p class="MsoListParagraphCxSpMiddle" style="margin-left: 21pt; text-indent: -21pt;"><!--Element not supported - Type: 8 Name: #comment--><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><span>3.<span style="font-family: ""; font-style: normal; font-variant: normal; font-weight: normal; font-size: 7pt; line-height: normal; font-size-adjust: none; font-stretch: normal; -x-system-font: none;">
</span></span></span><!--Element not supported - Type: 8 Name: #comment--><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">我收取部分押金。</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p class="MsoListParagraphCxSpLast" style="margin-left: 21pt; text-indent: -21pt;"><!--Element not supported - Type: 8 Name: #comment--><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><span>4.<span style="font-family: ""; font-style: normal; font-variant: normal; font-weight: normal; font-size: 7pt; line-height: normal; font-size-adjust: none; font-stretch: normal; -x-system-font: none;">
</span></span></span><!--Element not supported - Type: 8 Name: #comment--><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">一个合同期后，双方如觉得仍有一起做点事的需要，可筹建一个家具咨询公司。</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p class="MsoNormal" style="margin-left: 0cm;"><span style="font-size: 12pt; line-height: 120%; font-family: 宋体;">希望这次转型能够顺利。</span><span lang="EN-US" style="font-size: 12pt; line-height: 120%;"><op></op></span></p>
<p>Chris兄：</p><p>好久不見。</p><p>拜讀大作，果然發人深省！</p><p>也從中學了很多TOC與營銷融合的解決方案。</p><p> </p><p>David(AEP15)</p>