营销战略、人力资源管理跟信息技术计划前期项目组人员培训.pptVIP

? KPMG Consulting 2001 培训内容 毕马威管理咨询简介 管理咨询基本操作方法的介绍 调研和分析的基本技能 我们的业务以每年两位数递增，2000年收入达到30亿美金 由于毕马威咨询骄人的增长业绩，因此世界著名的思科(Cisco)和微软(Microsoft)投资于毕马威咨询成为最大的投资商之一 我们曾为亚洲许多著名的企业提供服务 培训内容 毕马威管理咨询简介 管理咨询基本操作方法的介绍 调研和分析的基本技能 访谈的三步曲 确定访谈目的 了解访谈的重点 解决被访谈者关心的问题 选择正确的问题类型 开放式问题的利与弊 封闭式问题的利与弊 确定访谈的方式 避免落入典型的陷阱 访谈小组的组成 清理思路 访谈的三步曲 奠定气氛 对不同行为的反应 鼓励被访谈者 访谈技巧 悉心探究 有效地聆听 优雅地结束访谈 访谈的三步曲 共享访谈结果 访谈纪要的内容 最终的建议 ü ü ü ü 描述背景 访谈目标 参与人员，地点，时间/长度 被访谈者的背景 访谈气氛 整合关键结果 被访谈者的判断和结论 自己的结论 结论的支持性细节 界定下一步工作 如需要附上其它文件 访谈准备 分享成果 访谈 What our key partners say about us. 12 Consultants who excel at interviewing all have certain characteristics in common. They take the time to prepare for the interview, carefully thinking through what they want to achieve and what the interviewee’s sensitivities may be. They conduct the interview as a guided dialogue rather than as an interrogation. Afterward, they draw out the “So what’s” from their findings and share them with their team. Above all, they demonstrate strong interpersonal skills. They know when to question and when to listen – and how to establish rapport. First, we need to identify the reason for the interview. As a rule, most of our interviews will have information-gathering or relationship-building objectives. In addition, the extent to which either relationship building or information gathering will dominate the interview depends on the interviewee’s role in the engagement, previous contact with McKinsey, and the insights we seek. Therefore, defining the interview’s overall objective requires thinking about our specific objectives in the context of the engagement. Typically, interviewees have some common concerns. Typically, the interview’s core section consists of clusters of questions arranged strategically to match the interviewee’s needs, the situation, and the team’s objectives. We can ask our questions in two formats: open or closed. Therefore, we need to consider the advantages and disadvantages of these questions to determine their sequence. Ope