贝恩-战略分析方法-分析方法-bdp006.ppt

1、Author:Laird Reed Reviewers:Sarah Millard,Jason Trevison bc BDP Copyright 1998 Bain&Company,Inc.bc BOS Copyright 1998 Bain&Company,Inc.2 CU7122997KRA BDP Agenda The Best Demonstrated Practices(BDP)Concept Applications BDP Steps Client Example Key Takeaways bc BOS Copyright 1998 Bain&Company,Inc.3 CU

2、7122997KRA BDP Agenda The Best Demonstrated Practices(BDP)Concept Applications BDP Steps Client Example Key Takeaways bc BOS Copyright 1998 Bain&Company,Inc.4 CU7122997KRA BDP Description*Whereas an RCP always deals with costs,a BDP could deal with costs or revenues BDP is used to identify the best

3、practices-those leading to the most revenue at the least cost-inside of or outside of a company.BDP-practices leading to the most revenue at the least cost*Internal External Between organizations Historical Competitors Companies in different industries bc BOS Copyright 1998 Bain&Company,Inc.5 CU7122

4、997KRA BDP Internal vs.External Internal BDPs are more straightforward to conduct than are external BDPs,but they tend to lead to less dramatic,though often significant,change.Gathering data:Degree of change:BDP Internal External Between organizations Historical Competitors Companies in different in

5、dustries Straightforward Continuous improvement Difficult Dramatic change bc BOS Copyright 1998 Bain&Company,Inc.6 CU7122997KRA BDP Possible Reasons for Better Performance More consolidated supply(VMRs)Lower cost raw materials Higher quality raw materials More parts outsourced More parts made in low

6、er-cost countries Products Simpler products Fewer product variations Plants Fewer,more highly-focused plants More efficient production process(longer runs,less waste)Better equipment Better quality control Labor Longer-term contracts Better structured incentives Better supervisor-to-labor ratio Foll

7、owing is a list of possible reasons some companies perform better than others:Manufacturing Distribution Selling Better delivery method(truck vs.train vs.airplane)More(or less)frequent deliveries Larger(or smaller)delivery sizes Better trained salesforce Larger salesforce Better organized salesforce

8、(by region,by product,by industry)Better structured incentives bc BOS Copyright 1998 Bain&Company,Inc.7 CU7122997KRA BDP BDP in Theory In theory,by applying BDP practices,you could create a BDP company.Purchasing Manu-facturing Distribution Selling Corporate Purchasing Manu-facturing Distribution Se

9、lling Corporate Manu-facturing Distribution Selling Corporate Client Competitor A Competitor B BDP Company Non-BDP BDP bc BOS Copyright 1998 Bain&Company,Inc.8 CU7122997KRA BDP BDP in Practice In practice,BDP analysis is used only in areas of the company where it can have a significant impact.Manufa

10、cturing BDP Salesforce BDP Non-BDP BDP Situation:Before BDP:After BDP:Corporate Purchasing Manufacturing Distribution Selling Corporate Purchasing Manufacturing Distribution Selling Manufacturing costs are a significant portion of total costs,and the client is far from BDP in manufacturing.Revenue p

11、er sales representative is a major driver of profitability,and the clients sales representatives are far from BDP in revenue per representative.Corporate Corporate Actions:Purchase new equipment Rearrange equipment to improve production flow Recycle waste Decrease supervisor to labor ratio Increase

12、amount of training Reorganize salesforce by industry Restructure incentives to encourage cross-selling bc BOS Copyright 1998 Bain&Company,Inc.9 CU7122997KRA BDP Reasons for Using BDP Because BDP is simple,pragmatic,and positive(it focuses on what the client does best),it helps us achieve results.BDP

13、 helps us achieve results Simple Pragmatic Positive Simple methodology Easy to explain to client Straightforward to implement Easy to measure results Focuses on existing business Focuses on most leveraged areas Allows for quantification of potential improvement Leads to concrete actions Builds moral

14、e at the client by focusing on what client does best Provides a framework for continuous learning bc BOS Copyright 1998 Bain&Company,Inc.10 CU7122997KRA BDP Agenda The Best Demonstrated Practices(BDP)Concept Applications BDP Steps Client Example Key Takeaways bc BOS Copyright 1998 Bain&Company,Inc.1

15、1 CU7122997KRA BDP Applications A large European paperboard manufacturer operated seven plants throughout Europe.A Bain team analyzed unit costs at each plant and identified a number of best practices worth$20MM or 40%of total operating expenses.A Spanish steel producers margins were coming under pr

16、essure from falling trade barriers.The company asked Bain to conduct an analysis of the technology and practices of its global competitors.The BDP resulted in dramatic cuts in labor costs and a reduction in the cost per kilogram of steel of 20%.The CEO of an Italian supermarket chain demanded cost cuts his management team could not deliver.A Bain BDP revealed 10-15%productivity gaps between departments in the chains 200 stores.The full scale BDP led to an average cost improvement of 10%per store