This planning is divided into three nodes,
The first one is about goal planning;
The second is talent planning;
The third is process planning.
When doing planning, I hope that when you are doing planning, you ask this question within yourself.
The first question is what do we want to be?
This is our goal.
The second question is what do I need to do?
This is our process.
The third is what kind of people do we need?
This is our talent planning.
Through the joint exhibition of these three node boards, I came to a conclusion:
The goal is different, the planning is different;
The planning is different, the process is different;
The process is different, the talent needs are different.
1
How are the goals set?
The first goal is how to set the target?
We *** with extend this thinking. When we do targeting is oriented to do what?
To first understand what stage they are in a, then in this stage of positioning and now combined with the positioning of the store phased, this phased cut into four stages.
The first stage is our planning period; the second is our start-up period; the third is our growth period; the fourth is our maturity.
In fact, the whole process of making a store is nothing more than walking in walking this one journey. From a clueless white into the whole industry of e-commerce, to gradually go to power growth, and then has grown to a certain height.
So at different stages will face different problems. I believe we will also have this in-depth experience.
The first stage is that we are in the planning period is the core problem, what are the problems? It is at this stage when the whole operation is blind, unclear, easy to make some low-level mistakes, the acquisition of knowledge of this operation is relatively weak, in this stage how do we cope?
Then the direction of the approximate response is to say, through a market analysis and accumulation of knowledge, in the research of competing products, pricing system and the dimensions of cooperation, category and product planning, staffing. At this time to understand these issues clearly.
The second stage of our core problems will be faced: low traffic, poor conversion, low customer trust, so some of the problems.
How do we plan for this problem and develop solutions, we will break through the flow, single product to win, attract more new customers, resulting in more transactions.
The third stage we come to the growth stage
In this stage when our stores are becoming a crazy, fast growth stage.
The sales are unstable, the promotion cost is relatively high, the rough operation and the problem of product sourcing. What is our solution at this stage?
We need to clearly make plans for our store, to create our pop-up group, a single product is not enough to support our development, this time we need to core to expand and expand. Including the internal building of our stores, activity marketing, CRM, modular management, the whole is to promote the way to do a second promotion of the store.
Our fourth stage is the maturity of the store
What are we facing at this time?
It is the bottleneck of the store traffic, the profit margin is very low, the promotion cost is very high, the management will appear as our store level pulls up the richness of the team members and then there may be a duplication of our management waste, resulting in the whole management cost is on the high side. At this time we need to expand our traffic path, enhance our unit price, to solve the flow of the ceiling. Then correlation marketing, refined operation, improve their management ability. The whole level is strategy-oriented.
When we have enough knowledge about the store, we also have to have enough knowledge about our company.
To the company, there are six corporate questions:
The first question is who am I?
The second question is what are my strengths?
The third question is what can I offer?
The fourth question is who are my customers?
The fifth question is what is my value?
The sixth question is how do I work with my customers?
At this point in my own positioning within the business company, I made a list of tables, just for your information. As shown:
This time will be on the store, on the company, will form a clear perception and positioning.
2
How to position what is the goal?
We are thinking in the traditional way of doing business in the target positioning of the only guide to point to sales? Or are there other positioning goals?
The vast majority of companies target sales. But here to emphasize the point is that our e-commerce now this trend tends to be more and more white words to the state. At this time, we are still to sales as the only goal-oriented, regional positioning of our goals, then it will lead us to problems. That is, we may be a year or two years on the surface to earn one hundred million two hundred million, but a calculation, the result is a loss of three million. That's really not a joke. So we need to understand who we're competing against and how the goals are really set!
Target positioning:
The core to profit as the core orientation
The first dimension is to the sales target,
The second dimension is the cost control target,
Must know clearly what my cost control target has been, that is to say, through the regulation, I want to know clearly how much money I can do to do my dry target! I can earn how much money!
The third targeting is about market targeting.
We need to know what the gold standard market is? The gold standard market is our mainstream profit market, the blue standard market is our expandable market; green standard market is the integration of our resources and diversified cooperation. The black label market is our bottom line can not be touched.
And market assessment.
Here is a summary of:
Clearly accurate positioning of the self, the goal is not a slogan, it must be done but can be practiced, can be achieved.
3
Process planning
We do things it is ****, do things are set.
The purpose of process planning and construction:
1. to establish a modular operating system;
2. to clarify the relationship of authority between the functional modules;
3. to efficiently link the cooperation between the functional modules.
On the process of building the core of the extension of ideas and directions, more in our hypothesis want.
This is the process from scratch, from the original no process to build out, are through our deduction, preconceived ideas, combing, summarizing, sorting out a **** sex indicators, and then we on a certain important node process, board to build.
Preparation for process construction:
1. Organizational process classification and sorting
2. Organizational process research and analysis
3. Organizational process framework design ideas
We need to list clearly what is the necessary process for that functional board him?
I'll take customer service as an example:
Firstly, he needs customer service information management; secondly, he needs standardized tactics; thirdly, he needs to have customer service handling process.
Through the combing found that this three things is the whole customer service department must have intelligent board. Then we have to research our existing functions.
On the components of organizational processes and design ideas:
The first is the action of the process
The second is the way of linkage
The third is the judgment decision
The fourth is the support conditions
The fifth is the output of the results
The way the flow is presented
About the latitude of this, there is a simple flow board diagram, the first dimension of the market is analyzed, the second and the third is our planning and selling point of the whole product. Then on to do the rest.
About the sub-process settings (about customer service)
Because the store on the customer service requirements are relatively high, so our entire process planning matters, in accordance with our most important nodes, the first principle of the most urgent things important to do. So will do a simple dismantling of the customer service process.
Pre-sales customer service process is generally similar.
What is the service process in the sale?
What are the things we need to do during the sale of a product that we need to understand.
How is the post-sale meaning handled?
To form a standard process.
So about the optimization of the process, there are seven core elements to share:
1. Dare to break and the original pattern of interests of the original idea
2. will now be hungry for several business or work to be recombined
3. process steps in a new order
4. for the same workflow Set up a number of ways to carry out the same workflow
5. The process can go beyond the boundaries of the function, at the most appropriate point of control
6. Propose a number of process improvement options, from the cost, efficiency, technical conditions and the level of risk and other aspects of the assessment, to select a feasible option.
7. Revise the structure, human resource allocation, business specification and process optimization elements that go along with the process improvement plan.
That is to say, once we have a process, your original process, the original specification should be overturned to overturn, our original human resources structure should be the conflict on the conflict. The core of everything is to go around the new process.
4
On talent planning
Core lies in the process
The core of the organizational structure
Significance:
Organizational structure is based on the objectives of the enterprise, co-ordination of the relationship between the various departments and collaboration, the efficient link between the various sectors of the cooperation, to determine the scope of the work, the distribution of rights and responsibilities.
Organizational structure features:
1. organizational structure must have *** with the same goal,
2. organizational structure must have closely around the company's operating process configuration,
3. organizational structure must have the division of labor and cooperation
4. organizational structure must be adapted to the current and future environment
We have gone through the second optimization. As a result, the original store manager operation and promotion is summarized into the first major plate is the flow center, the second major plate is the conversion center, so that the separation. Then there is the addition of financial settlement.
On the relationship between the process and organizational structure, there is a schematic diagram, as follows,
5
Summary
The core of the organizational structure is closely around the company's operational processes for staffing, through the clear delineation of duties, responsibilities and rights of the post, efficiently "people" string together. "
The final summary is that the goal is the same, the same thinking, the same action.