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                            學習華為——標桿企業客戶關系管理與LTC流程變革

                            課程編號:26300
                            回款一、管理體系流程化建設概述1.從業界標桿看流程體系構建的價值2.企業組織運作的能力階段3.業界標桿企業的流程總體框架4.業務研討一:如何能做到以客戶為中心二、從線索到回款的由來1.以客戶為中心的流程變革2.CRM變革項目群中的項目群和項目3.循序漸進的四個項目流和路標4.LTC是CRM變革項目群中的核心項目5.LTC流程對企業的價值是什么6
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                            學習華為——標桿企業客戶關系管理與LTC流程變革課程內容

                            [課程背景]
                            客戶關系是生產力,在華為征戰市場的27年間,無論是國內還是海外,客戶關系管理都為企業的發展提供了強大的支撐,也是企業發展的核心命脈!期間,經過總結與提煉,華為逐漸形成一套完成的客戶關系管理體系與方法,并通過流程運營的方法,不斷的優化與改進,成為華為快速發展的核心競爭力之一!
                            目前中國企業的客戶關系管理存在諸多問題,比如客戶關系預算經常超標、無法有效管理客戶決策鏈、很多客戶信息保留在個人手中,工作的變動會導致客戶信息流失,缺乏全員的客戶關系理念等。而在經營管理中面臨組織對客戶和市場變化不敏感、項目成敗依賴個人式的英雄、跨部門團隊作戰協同能力弱、項目運作過程缺乏質量管理的方法與工具等問題。
                            我們希望通過對業界標桿企業發展歷程的回顧,特別是管理體系的變化,來從側面了解一個草根公司成長為世界500強、行業標桿的內因是什么?用確定的管理規則來應對不確定的市場變化,流程化組織建設的目標:價值創造流程簡潔高效、組織與流程匹配運作高效、管理體系集成高效、運營管理卓越、持續改進的質量文化與契約交付的項目文化去做好企業的管理,幫助企業實現長期有效增長。

                            [課程定位]
                            本課程致力于通過對華為客戶關系管理流程方法論的研究,為企業破解客戶關系管理困局,提供LTC等實操性的方法論、流程、工具。

                            [課程收益]
                            1.學習華為客戶關系管理流程方法論,通過管理大客戶策略,提升客戶滿意度,有效支撐市場目標的達成;了解常用工具痛苦鏈、痛苦表、權利地圖的使用以及解讀客戶檔案。
                            2.學習基于戰略的流程變革管理能力,將戰略落實到核心業務流程上、發揮集團價值創造的作用,充分地實現資產與能力的共享,在流程上實現跨事業部的集中共享與標準化管理。

                            [培訓方式]
                            1.方法工具講授 +學員個案現場提問、現場指導解決思路方案建議;
                            2.培訓期間,可設置茶歇,把脈企業客戶關系管理流程、機制、方法工具運用等核心問題,按照課程點對應討論分析,讓學員感受培訓內容學了就會,會了能用,用了就有成效!

                            [課程大綱]
                            DAY1 客戶關系管理流程方法論與實踐
                            一、客戶關系管理概述
                            1.導論
                            2.客戶關系的定義
                            3.客戶關系管理的價值

                            二、客戶關系戰略
                            1.客戶洞察與選擇
                            2.如何構建客戶關系管理流程
                            3.客戶關系管理流程的總體架構
                            4.重點客戶分析的方法
                            5.客戶關系管理的核心資產CP/VP
                            6.客戶洞察與業務發展的關系
                            7.客戶分級
                            8.客戶的策略制定
                            9.客戶策略執行與監控
                            10.客戶關系管理的常見問題
                            11.問題研討一:客戶關系現狀問題對標診斷

                            三、客戶關系規劃
                            1.客戶關系規劃的思路
                            2.客戶關系規劃步驟
                            3.客戶關系類型
                            4.普遍客戶關系規劃
                            a)提升普遍客戶關系關鍵4要素
                            5.關鍵客戶關系規劃
                            a)提升關鍵客戶關系4要素
                            b)關鍵客戶規劃要點
                            6.關鍵客戶關系管理的五個步驟
                            a)決策鏈分析
                            b)關鍵客戶拓展卡片
                            c)關鍵客戶關系的量化評估方法
                            7.客戶關系支撐工具

                            四、客戶接觸活動管理
                            1.客戶接觸的目的
                            2.察言觀色-人的性格色彩分析
                            3.關鍵客戶關系的拓展方法
                            a)如何把握關鍵人士的需求
                            b)提升關鍵客戶關系的方法和措施
                            c)如何接近難以接近的客戶
                            d)關鍵客戶關系拓展常見問題
                            4.普遍客戶關系的拓展方法
                            a)基于全業務的普遍客戶關系拓展
                            b)普遍客戶關系拓展常用方法
                            c)點線面要結合
                            5.客戶關系拓展視頻分享
                            6.問題研討二:客戶接觸情景演練

                            五、客戶期望與滿意度管理
                            1.客戶聲音的主要信息來源
                            2.客戶滿意度管理
                            六、客戶檔案
                            1.客戶檔案的價值
                            2.企業檔案
                            3.個人明信片管理

                             Day2 業界標桿企業流程化運作-從線索到回款
                            一、管理體系流程化建設概述
                            1.從業界標桿看流程體系構建的價值
                            2.企業組織運作的能力階段
                            3.業界標桿企業的流程總體框架
                            4.業務研討一:如何能做到以客戶為中心

                            二、從線索到回款的由來
                            1.以客戶為中心的流程變革
                            2.CRM變革項目群中的項目群和項目
                            3.循序漸進的四個項目流和路標
                            4.LTC是CRM變革項目群中的核心項目
                            5.LTC流程對企業的價值是什么
                            6.建立以鐵三角為核心的面向客戶的運作體系
                            7.LTC流程方案包
                            8.業務研討二:企業在大項目運作過程中的困惑討論

                            三、業務流程與工具

                            四、從線索到回款九大功能領域介紹
                            1.流程推行成功的四大核心要素
                            2.業務痛點與解決的問題
                            3.橫向拉通:貫穿銷售全過程
                            4.縱向集成:六大領域協同作戰
                            5.業務研討三:線索類項目與機會點類項目的差異性分析
                            6.線索項目業務流圖
                            7.收集與生成線索
                            8.驗證和分發線索
                            9.跟著和培育線索
                            10.做好“生成和管理線索”,提升業務增長
                            11.線索挖掘和培育的系統方法
                            12.機會點管理流圖
                            13.驗證機會點
                            14.標前引導
                            15.標前引導強化價值主張的能力
                            16.制定并提交標書
                            17.談判和生成合同

                            [講師資歷]王占剛


                            LTC營銷變革全球樣板點負責人、原白俄羅斯COO、鐵三角變革項目負責人
                            專業領域:
                            戰略規劃與市場洞察、從市場到線索、從線索到回款、管理客戶關系、客戶滿意度管理、競爭情報管理等。
                            講師背景:
                            “猛將必發于卒伍,宰相必取于州郡”,王占剛先生有14年華為工作經驗,歷經研發、市場一線、管理等多個崗位的錘煉,對于“流程運營既是業務運營”擁有獨特的理解以及成功的一線實踐經驗。
                            在擔任長春辦無線產品部主管期間,成功建成了第一個無線通全國樣板點,吉林省無線村通覆蓋市場份額達到70%,年度銷售貢獻超過1.2億。
                            在服務中亞地區部期間,承擔地區部銷售管理、哈薩克代辦處銷售管理、中亞地區部流程質量部長等工作,是地區部業務運營與流程重塑領域資深專家,任命為白俄代表處COO。
                            承接公司15個一級流程中的9個在代表處的落地,主導地區部層面管理架構、流程設計和綜合變革,設計并完成核心流程L5/L6級適配、管理體系及運營機制建設,同時主導完成LTC方案在海外的優化和實施,組織參與并完成華為LTC流程兩大全球樣板點之一-土耳其樣板點建設。
                            主講課程:
                            《學習華為客戶關系管理》、《銷售項目管理之重大項目運作》、《銷售項目鐵三角運作-打造面向客戶界面的無敵鐵軍》、《企業競爭情報管理-如何在殘酷的市場競爭中取得優勢地位 》、《商機管理-從市場到線索》、《業界標桿企業從線索到回款流程化運作》

                            學習華為——標桿企業客戶關系管理與LTC流程變革報名/咨詢
                            聯系電話:020-39948135 聯系傳真:020-39948135 尊貴熱線:15989016928  聯系郵箱:2975726672@qq.com
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