快速成长企业的人才发展策略资料.pdfVIP

快速成长企业的人才发展策略 People Development Strategy for Fast Growing Company qBusiness aspiration qFrom growth strategy to growth of organization qClose the organizational gaps 5005 growth aspiration globally 50% growthf rom 2000 to 2005 TP China s 2005 volume target: 8.6 billion packages 10000 9000 8000 7000 6000 5000 4000 3000 2000 1000 0 2000 2001 2002 2003 2004 2005 3 Key Strategies to Achieve the Aspiration q Move from traditional sales to KAM model § Grow together with customers § Long-term partnership q Penetrate into category management § Manage the value chain § Identify business opportunities § Develop category strategies § Innovation of products and systems § From concept to commercialization q Provide integrated customer service § Technical § Sales and Marketing Mandate on Organization Can organization cope with the growth and change? The challenge is not the quantity growth of organization, but the alignment of organizational competence with business strategy New Core Competences qCustomer management KAM qMarketing and category management qTechnical Services Organizational challenges q Traditional sales model change to Key Account Management § Change of structure § Change of working approach § Change of competence – from industrial knowledge to understanding of FMCG operations qno existing competence in category management § No centralized business development § No internal resources q Need more experienced technical service staff with customer management mindset q The business is outgrowing the organization HR Strategies