The Fundamentals of Business Consulting SMEs Perspective

THE FUNDAMENTALS OF BUSINESS CONSULTING:

SME PERSPECTIVE

SOME FACTSABOUT BUSINESS CONSULTING

FOR SMETHE FACTS THAT YOU SHOULD

KNOW!!!

FACTS YOU NEED

7TO KNOW ABOUT

CONSULTINGFOR SME

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SMEs WANT IT SIMPLE, NOT COMPLICATED

SMEs WANT TO HEAR THE “EARTH LANGUAGE”, NOT “ALIEN LANGUAGE”

SMEs CARE ABOUT THE CONCEPT, BUT THEY CARE MORE ABOUT THEIMPLEMENTATION

SMEs VALUE THE PROCESS, BUT THE VALUE MORE ON THE RESULT

SMEs CAN NOT IMPLEMENT YOUR STRATEGY ALONE, YOU HAVE TO ASSIST THEM

SMEs ARE LOOKING FORWARD TO GROW WITH YOU, NOT TO GROW ON THEIR ONWHILE YOU WERE GONE (KONSULTAN = KONCO-NYA ORANG KESULITAN)

THE MOST IMPORTANT FACT IS:SMEs WON’T LISTEN TO WHAT YOU SAID, UNLESS YOU ARE CONSIDERED CREDIBLE

why

?

THIS IS WHY…!

EVERYBODYJUDGE THE BOOK

BY IT’S COVER!!!

THE FACT IS ALWAYSAND REMAINS

THE SAME

IN CONSULTING SERVICES

FOR SME?HOW TO BE

A CREDIBLE CONSULTANT

ATTITUDECOMES

FIRST!

SET A CLEAR VISIONTO BECOME A FAIR

BUSINESS CONSULTANT

YOU DON’T

LIE!YOU DON’T

CHEAT!

YOU AIM ONLY

TO HELP THEMIN GROWING

THEIR BUSINESSFOR BETTER

ECONOMY!

BY IMPLEMENTING THOSE RULES, YOU WILL BE PROTECTED FROMTHE MOST DESTRUCTIVE BEHAVIOR THAT A CONSULTANT MIGHT HAVE:

GREED!

BY BREAKING THIS RULES, YOU WILL BUILD A DIRECT AND STRAIGHT CHANNEL

TO LOOSE ALL THE TRUST GIVEN TO YOU!

WITHOUT A TRUST,

THERE ISNO

FUTUREFOR YOU

IN CONSULTING

BUSINESS!

WOM(WORD OF MOUTH)

TERBUKTIEFEKTIF!

#1

http://www.mediabistro.com

BADSERVICE

GOODSERVICE

BADWOM

GOODWOM

HATI-HATI

WOMMEMILIKI

2 SISI

SEMUAORANG

KINITERHUBUNG

#2

#3

SEGALANYA

KINITRANSPARAN

INFORMASI

ADADIMANA-MANA

EVERYBODY

KNOWSEVERYTHING

ABOUT

YOU

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WHICH BUSINESS SECTOR THAT YOU UNDERSTANDTHE MOST? WHY?

WHICH BUSINESS SECTOR THAT YOU LIKE THE MOST?WHY?

IS THERE ANY OPPORTUNITY FOR YOU TO BECOME ABUSINESS CONSULTANT FOR THE SMEs AT THATSECTOR?

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DO YOU HAVE THE STRENGTH TO BECOME A BUSINESSCONSULTANT FOR THE SMEs AT THAT SECTOR?

IS THERE ANY WEAKNESS THAT YOU NEED TOOVERCOME IN BECOMING A BUSINESS CONSULTANTFOR THE SMEs AT THAT SECTOR?

IS THERE ANY THREAT THAT YOU NEED TO OVERCOMEIN BECOMING A BUSINESS CONSULTANT FOR THESMEs AT THAT SECTOR?

THE ANSWER TO THOSE QUESTIONS WILL MAKE YOU UNDERSTAND MORE ABOUT YOUAND THE BUSINESS THAT YOU’RE GOING TO ENTER!

WHAT YOU SHOULD UNDERSTAND!

TAKE A QUICK LOOK AT YOUR HOMETOWN,

ANSWER THIS QUESTION:

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WHAT’S GOING ON IN POLITICAL SECTOR THAT MIGHTAFFECT THE BUSINESS SECTOR THAT YOU WISH TOENTER?

WHAT’S GOING ON IN LEGAL SECTOR THAT MIGHTAFFECT THE BUSINESS SECTOR THAT YOU WISH TOENTER?

WHAT’S GOING ON IN ECONOMIC SECTOR THATMIGHT AFFECT THE BUSINESS SECTOR THAT YOU WISHTO ENTER?

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WHAT’S GOING ON IN SOCIAL SECTOR THAT MIGHTAFFECT THE BUSINESS SECTOR THAT YOU WISH TOENTER?

WHAT’S GOING ON IN CULTURE SECTOR THAT MIGHTAFFECT THE BUSINESS SECTOR THAT YOU WISH TOENTER?

WHAT’S GOING ON IN TECHNOLOGY SECTOR THATMIGHT AFFECT THE BUSINESS SECTOR THAT YOU WISHTO ENTER?

THE ANSWER TO THOSE QUESTIONS WILL MAKE YOU UNDERSTAND MOREABOUT THE LANDSCAPE IN THE BUSINESS THAT YOU’RE GOING TO ENTER!

WHAT YOU SHOULD UNDERSTAND!

READ THE NEWS,

ANSWER THIS QUESTION:

1

MEMBANGUNIDENTITAS

MEREKYANG KUAT

2

STRATEGI YANGTEPAT UNTUK

MASUK KEDALAM PASAR

3

HUBUNGANYANG ERAT

DENGANPELANGGAN

KUNCI SUKSES

PEMASARANYANG EFEKTIF

1

MEMBANGUNIDENTITAS

MEREKYANG KUAT

3

HUBUNGANYANG ERAT

DENGANPELANGGAN

KUNCI SUKSES

PEMASARANYANG EFEKTIF

2

STRATEGI YANGTEPAT UNTUK

MASUK KEDALAM PASAR

MEMILIHASOSIASI

YANG TEPAT

ASOSIASI:hal yang diinginkan untuk

terpikir pertama kali dibenak pelanggan ketika

mendengar merek

MEDIA:nama, logo, maskot,

warna, jargon

MEMBANGUNIDENTITAS

MEREKYANG KUAT

Wilayah Atribut

Kepribadian

Selebriti

Harga

Kegunaan

Manfaat

AbstrakPesaing

KategoriMEMBENTUK

ASOSIASI

Mengasosiasikan obyek denganatribut atau karakteristik produk.

Mengasosiasikan obyek dengansesuatu yang tidak berwujud

Mengasosiasikan obyekdengan manfaat yang akanditerima pelanggan dariproduk yang bersangkutan

Mengasosiasikan obyekdengan harga relatif

Mengasosiasikan obyekdengan penggunaan

Pengguna

Mengasosiasikan obyekdengan pengguna/pelanggan

Mengasosiasikan obyek dengangaya hidup/kepribadian

Mengasosiasikan obyekdengan selebriti/tokoh

Mengasosiasikan obyekdengan kelas produk

Mengasosiasikan obyekdengan pesaing

Mengasosiasikan obyek dengannegara/daerah geografis

PENETAPAN POSISI MEREK DI PASAR:

NAMA: KATEGORI: NILAI JUAL:

JARGON:

PENETAPAN POSISI MEREKDI PASAR:

“(Nama merek) adalah(kategori merek)

(utama/pengikut/spesial) yang memberikan

(nilai jual) kepadapelanggan”

1

MEMBANGUNIDENTITAS

MEREKYANG KUAT

2

STRATEGI YANGTEPAT UNTUK

MASUK KEDALAM PASAR

3

HUBUNGANYANG ERAT

DENGANPELANGGAN

KUNCI SUKSES

PEMASARANYANG EFEKTIF

MENYUSUN STRATEGI YANG TEPATUNTUK MASUK KE DALAM

PASAR

MEMILIH

SEGMEN&

TARGET PASARYANG TEPAT

SEGMEN BAGIAN PASAR YANG LEBIH KECIL DAN DIBENTUK BERDASARKAN KESAMAAN

TARGET

ANGGOTASEGMEN PASARYANG DIBIDIK

SEBAGAIKONSUMEN POTENSIAL

MEMILIHSEGMEN DAN TARGET

POTENSIPERTUMBUHAN

UKURAN

DAYASAING

SITUASIPERSAINGAN

TARGET ADALAH KONSUMEN POTENSIAL

YANG MEMILIKI DAYA BELI

UANGKEPUTUSAN

KEBUTUHAN

MENYUSUN STRATEGI YANG TEPAT UNTUK MASUK KE DALAM PASAR

MENGEMBANGKAN

PRODUKYANG TEPAT

SESUAIKAN DENGANKEBUTUHAN SEGMEN

DAN TARGET

MENENTUKAN

HARGASECARA TEPAT

SESUAIKAN DENGANPOSISI MEREK DI PASAR

MENENTUKAN

TITIK AKSESPELANGGAN

TERHADAP PRODUK

SESUAIKAN DENGANPREFERENSI SEGMEN

DAN TARGET

MENENTUKAN

MEDIAPROMOSI

YANG TEPAT

SESUAIKAN DENGANPERILAKU SEGMEN DAN

TARGET

MEDIAMASSA

media cetak, elektronik,papan iklan, dsb.

EVENTPEMASARAN

SALURAN PROMOSI

MEDIADIGITAL

BBM, Twitter, FB,Instagram, Path, Blog,

Web, dsb.

PAHAMI

PERSPEKTIF KONSUMEN

PEROLEHAN > PEMBERIAN

PAPARKAN

FITUR, KEUNGGULAN, DANMANFAAT PRODUK

BAGI KONSUMEN POTENSIAL

MENGEMAS SALURAN PROMOSIDALAM PEMASARAN DIGITAL

PELAJARI

KARAKTERISTIKMEDIA DIGITAL

YANG DIGUNAKAN

MELEK INTERNET

1

MEMBANGUNIDENTITAS

MEREKYANG KUAT

2

STRATEGI YANGTEPAT UNTUK

MASUK KEDALAM PASAR

3

HUBUNGANYANG ERAT

DENGANPELANGGAN

KUNCI SUKSES

PEMASARAN DIGITALYANG EFEKTIF

PELANGGAN SELALU BENARPERSPEKTIF PELAYANAN:

TETAP POSITIF DALAM MELAYANI

CEPAT MEYAKINKAN

PERSONALAMAN

HANDAL

MEMPELAJARI PERILAKU PELANGGAN

BENTUK DATABASE PELANGGAN UNTUK MEMBANTUDORONG PEMBERIAN TESTIMONI UNTUK CIPTAKAN WOM POSITIF

That’s why teamwork is important…IN CONSULTING SERVICES, TEAMWORK IS EVERYTHING!

WHAT YOU SHOULD MASTER!

KEMAMPUAN BERKOMUNIKASIADALAH TULANG PUNGGUNG

CONSULTING SERVICES

7%

38%

55%

Spoken words

Voice, Tone

Body Language

ELEMENTS OF PERSONAL COMMUNICATION

Elements of Personal Communication:

Channel

SendMessage

Sender Receiver

Decode /Encode

ReceiveMessage

Signal Signal

Feedback Feedback

Encode /Decode

ReceiveMessage

Noise2. Sender

3. Form

4. Channel5. Receiver

SendMessage

CLAUDE SHANNON – WARREN WEAVER MODEL

1. Message

EXTROVERT-PEOPLE FOCUSED

The DominanceContinuum

EXTROVERT-TASK FOCUSED

INTROVERT-PEOPLE FOCUSED

INTROVERT-TASK FOCUSED

COMMUNICATION STYLE MODEL

The Sociability Continuum

1 2 3 4 5

Kooperatif Kompetitif

Penurut Otoriter

Penyesuaian diri Dominasi

Ragu-ragu Tegas

Pendiam Lincah

Kompromi Menekan

Hati-hati Ambil Resiko

Sabar Terburu-buru

Puas diri Berpengaruh

Diam Banyak bicara

Pemalu Berani

Suka mendukung Suka menuntut

Santai Tegang

Manahan diri Sombong

INDIKATOR DOMINASI

1 2 3 4 5

Disiplin Urakan

Terkontrol Ekspresif

Serius Periang

Terstruktur Tidak Terstruktur

Penuh perhatian Spontan

Tertutup Terbuka

Kaku Lucu

Menyendiri Akrab

Formal Santai

Menahan diri Cari perhatian

Hati-hati Ceroboh

Menyesuaikan diri Tampil beda

Malu-malu Dramatis

Sabar Menurut kata hati

INDIKATOR SOSIAL

Excess ZoneIntense and Rigid Zone 2

Easily identified

COMMUNICATION STYLE MODEL

The Sociability Continuum

The DominanceContinuum

Zone 1Hard to identified

How they dress?

What is their background?

How’s their workplace?

What word that can describe them?

How do they talk on the phone?

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IDENTIFYING COMMUNICATION STYLE

EMOTIVE DIRECTIVE REFLECTIVE SUPPORTIVE

Bright Conservative Conservative Casual

How they dress?1

EMOTIVE DIRECTIVE REFLECTIVE SUPPORTIVE

• Artist• Art

• Business• Politics

• Science• Technical

• Public• Social

What is their background?2

EMOTIVE DIRECTIVE REFLECTIVE SUPPORTIVE

• Messy table• Trophy• Poster• Famous person’s

picture

• Wide table• Clean table• Table clock• Award

• Certificate• Symbol• Award• Pile of papers

• Feels like home• Family picture• Souvenir• Poster

How’s their workplace?3

EMOTIVE DIRECTIVE REFLECTIVE SUPPORTIVE

• Optimistic• Fast• Spontaneous• Expressive• Emotional• Pleasure

• Control• Take over• Competition• Number 1• Focus• Strong

determination• Impatient• Busy

• Logic• Innovative• Careful• Idealist• Individualist• Accurate

• Humble• Diplomatic• Not in a hurry• Predictable• Tough• Peace• Friendly

What word that can describe them?4

EMOTIVE DIRECTIVE REFLECTIVE SUPPORTIVE

• Strong voice• Fast• Responsive• Lots of intonation• Friendly

• Strong voice• Fast• Responsive• Lack of intonation• Directive words

• Weak voice• Slow• Careful• No intonation• Formal

• Weak voice• Slow• Careful• Little intonation• Soft

How do they talk on the phone?5

Paris Hilton (Artist)

Appearance is number 1, the rest is just detail.Love compliments.

Optimistic and enthusiast.

Like social interaction.

Think emotionally, listen to feelings.

Attracted to innovation.

CHARACTERISTICSEMOTIVE STYLE

CHARACTERISTICS

Bill Gates (Businessman)

Logic.Fact based.

Love to be praised over their success.

Love to make a decision based onpersonal consideration.

Result oriented.

Like changes.

DIRECTIVE STYLE

and brilliance.Stephen Hawking (Scientist)

REFLECTIVE STYLECHARACTERISTICS

Logic.Data based.

Avoiding conflicts.

Like a calm approach.

Process oriented.

Love to be praised over their accuracy

Muhammad Yunus (Nobel Prize Winner) Dislike debates.

SUPPORTIVE STYLECHARACTERISTICS

Love stability.Avoiding changes and risks.

Logic.Fact based.

Wants to be involved personallyin doing activities.

Love teamwork.

Avoiding conflict.

FACT ABOUT LISTENING

Most of us only listen about 25% content from overallconversation made with counterpart.

On average, we digest the first 10 minutes conversation,and forgot the half of it within only 48 hours.

We often listen to others,but often didn’t understand what their saying.

LISTENING SKILL

Prejudice

POORLISTENING

Lack of FocusSelf Centered

TIPS FOR EFFECTIVE LISTENING

FOCUS ASKING QUESTION

CONTROLLING EMOTIONS TAKING NOTES

LESS INTERUPTIONEYE CONTACT

AVOID “WISE GUY” ATTITUDE

CONTROLLING GESTURE

1

ORAL

2

WRITTEN

VERBALCOMMUNICATION

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3

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Articulation

Audibility

Diction

Fluency

Intonation

Pitch

Pace

Color

Volume

Rate

Stressing

Tone

ELEMENTS IN VERBAL COMMUNICATION

EyeContact

BodyStance

Non-VerbalCommunication

TalkingDistance

TheGestures

TouchingBehavior

ELEMENTS IN NON-VERBAL COMMUNICATION

FacialExpression

ANGRY

HAPPY

SHY

PLEASE

SAD

GLOOMY

FACIAL EXPRESSION

THE FACE IS FILLED WITHCOMMUNICATION ASPECT.

FACIAL EXPRESSION REFLECTSTHE EMOTIONAL CONDITION

OF A PERSON.

IT REFLECT HIS/HER MIND.

THE EXPRESSION LEADS TOPERCEPTION DEVELOPMENT

Be friendly to others

Think positive!

Relax

Making your face looks shinny:

FACIAL EXPRESSION

A smile can improve your vocal quality.How? By relaxing all muscles in the cheek.

A smile can perceived you as a friendly,relax, open, and pleasing person to have.

A smile reflects that you are happy andenjoying your work and your life.

Smile is an instant energy booster

FACIAL EXPRESSION

Reflects:Openness, honesty, current situation

Benefits:Incresing the confidence level ofyour counterpart, especially whenyou deliver a warm eye contact andsupported with smile.

Drop your stare around the eyes and nose area. Don‘t make a nasty eye contact.

EYE CONTACT

Business Gaze Social Gaze Intimate Gaze

EYE CONTACT

MEN:Open feet, not more thanthe shoulder

WOMEN:Closing feet

BODY STANCE

Proper Stance to Stand

BODY STANCE

Imroper Stance to Stand

Make counterpart much morecomfort in doing the conversation Stance your body toward

your counterpart

BODY STANCE

Lean Forward

Reflect:Heavy interest aboutthe conversation.

Benefit:

Hand Shakes

Make sure that your hands are in dry conditionbefore you shake your counterpart’s hand.

To attract your counterpart’s attention, shake his/herhands a couple of seconds longer, and start to talkbefore you let it go.

Aim for his/her palm, not only his/her fingers.

TOUCHING BEHAVIOR

Reflects:A person is in the middle ofa day dreaming. A person might bebored with the conversation.

Placing your hand under the chin

THE GESTURES

Head nod

Reflect:Confirmation, affirmation,likeness

Do this:Between the sentence break

in a conversation.When you need

your counterpart toconfirm what you were saying.

THE GESTURES

Cover your yawn with hands No finger pointing!

If you want to show something,use the whole fingers

THE GESTURES

Avoid folding your hands and putting your hand(s) in your pocketin the middle of a conversation. You might be perceived as an unpleasant person.

THE GESTURES

Stand up straight!It provides you power and dignity.

THE GESTURES

Don’t drag your feeta long the way!

Srrttttt….

THE GESTURES

Srrttttt….

Stop moving your feetwhile you were seated!

THE GESTURES

Stop knocking the table withyour finger! Make your call later!

THE GESTURES

Don’t pick your nose, teeth, and earswhile having a conversation!

THE GESTURES

Don’t play with your tieand/or your stationery!

THE GESTURES

Stop playing with your fingers!

THE GESTURES

People will forget what you said, people will forget what you did, but people will never forgetHOW YOU MADE THEM FEEL.

(Maya Angelou)

LastImpression

isImportant!