Study On The Basic Form Of Enterprise Converse Consuliting And The Key Links

The traditional positive consulting form has been played the major role since the emergence of enterprise consulting (or management consulting).But the converse consulting based on customer value is not only a concept idea in theory. It is able to have complete new consulting process familiar to positive consulting, at the same time there is possibility to solve the problem of lacking professional value in positive consulting, and to help the consulted enterprises realizing value enhancement by the transfer of consulting point.Under the guidance of the concept of converse consulting which is proposed by Professor Liang, the paper builds up the converse consulting process based on the development and problems of the traditional positive consulting process. This kind of process makes the interaction between consultant, consulted enterprise and the final customer as the starting point and the value chains of VFB as the carrier.Furthermore through the comparative analysis between the outcome of game in positive and converse consulting, the importance of the final customer which is a invisible participant is studied and so it can solve the problem of lacking professional value.And then, it describes the phenomenon of consulting point transfer in converse consulting and explores the reasons of the two kinds of point transfer.The game outcome responses well to one kind of point transfer caused by understanding.The other kind of point transfer caused by method characteristics includes the point transfer in one value chain and between different value chains, especially a balance model under the enterprises life circle theory is built up to solve the problem of point transfer between the value chains.The paper tries to make the concept of converse consulting specific, clear and operable, so that converse consulting as a new way of enterprise consulting can be theoretical and feasible.