Article 10 the sales amount of the ascension path

 1. Use data analysis method
In addition to personal understanding of the Angle from user besides, also can use data analysis tools. Understand customer groups, including customer characteristics, the customer retention time and conversion etc pages.

-in 2012, 46% of Internet retailers added data analysis employees;
-statistics in 76% of retailers in 2011 started to use the data analysis and achieve good effect;
The data analysis after use, discount tire website online sales rose 14%;

2. Accurate assessment of marketing return on investment
Understand customer base, then you need to in his divided all the market marketing precision, and the effect of monitoring, to ensure that your marketing input that definition. In 2010-2011, the investment of retailers in the precise advertisers increased 270%;

3. Conducting user faithful degree program
Through the discount, free gift favorable measures such as to improve user faithful degrees, improve the lead.

Every American average family involved in the 18 customer loyalty degree activities, customer loyalty degree in related activities customers to consume more, but a quarter of the customers think they do not get the real needs of the promotion project, so want to use the data analysis results, provide accurate sales promotion activity.

4. All the points of
There is no one fix-all method, especially in marketing. So will the customer points, for each points to make the group of marketing plans, in order to get the best marketing effect.

5. Mobile marketing investment
For online retailers, it has a mobile version of the website or App is necessary. During the last Christmas data show that the mobile page views and shopping amount to new highs, will move as a fixed channel trend will continue. 44% of Internet retailers are increasing mobile marketing investment, it is estimated that by 2016, the U.S. mobile sales will share from 2% in 2011 to 5%, mobile marketing will be wise choice. (readings: 2012 mobile marketing trend expectation)

In the execution of knowledge and art

Preface:

In today's business environment, to be successful, the enterprise must have a new leadership idea. New leaders must learn to create, arouse and sustain a integrated business enterprise. In the process, is comprehensive and not have independently to be considered in personnel, strategy and business operation the results of what it is no longer just simple link together. This is the key to execute meaning.

Perform any enterprise is the biggest problem. Not only those who can perform finish or can not complete thing, or a set of very specific behavior and technology, can help the company in any case set up and hold their competitive advantage. Executive itself is a subject, because people can never by thinking form a new practice habit, can only through the practice to learn a new thinking mode. According to the famous leadership training experts tan small fang teacher observation, the excellent performance of the company leaders generally has the following six features:

1. On their own business has enough understanding, they can in some major decision to contribute their strength.
2. They can for the development of enterprises establish clear and clear goals. The complex will lead to misunderstanding, concise will exclude temptation.
3. They understand and the courage to accept reality, not led his company to the direction of the grotesque (according to their own company's experience and culture to judge) development.
4. They have a strong character. The leaders won't because of small victory and complacent, they always uphold the a faith-stop not the former will be eliminated.
5. They will often give your subordinates to provide guidance and training. In these people, the ability to judge their leadership standard is what the quality of people employed, so they will determine the ascension object in the full understanding before.
6. They will pass in the pay and promotion opportunities for different staff performance distinguish to treat a manner as to build up a strong leadership the gene pool. In addition, they can be sure that if I can be for those who have executive spirit give full of return, his company will gradually establish a executive culture.

The enterprise strategy is concerned, any a good strategy is not accomplished without foundation speculative, all need to carry out enterprise leaders of steadfast attitude, to the enterprise in the macroeconomic environment and the development of the industry characteristics comprehensively analysis and research, on this basis, combining the resources of the enterprise itself to determine the feasible strategy plan. In this process, the core is solved "barrel effect" and "fingers theory" problem.

Specifically, the enterprise is like a barrel, by each business plates, decided to put the barrel of water is the shortest of the size of the piece of wood. If the enterprise wants to from ordinary to succeed, the leader must be able to find and fill together make enterprise "leaking" the shortest of the piece of wood. On this basis, the enterprise decision makers also found positive and play "the longest finger" advantage, also is the play to their comparative advantages in all business resources one of the largest, to build their own core competitiveness.

For the problem of personnel, the leader in addition to have ability to perform for the standard, the positive selection of appropriate personnel to the correct position but also other exercise team of employees performance ability, one of the most essential is to solve the three problems. First, the enterprise leaders to make soldiers love battle, to use all kinds of methods to mobilize the enthusiasm of members; Next, want to let the soldiers will battle, to go through the continued ascension of personnel training of comprehensive quality and professional quality; Finally, enterprise decision makers to combat the order of training team. Only trained team in the battle to not random condition, in a orderly, and become the special-grade invincible.

Finally, the leader of the executive power through the operational process, through the concrete operation designed to reflect, this is also the most difficult and most exquisite artistic part. As a force to the other side of the river, across the river goal is clear, the key lies in the way across the river and process, also is to solve good is shipbuilding across the river or bypass across the river. In the process, an important guiding principle is to "turn the big turn", namely for enterprise operation to the solution of the problem of important to play DiQianLiang foot, as soon as possible to carry on the design, can't wait at the last moment again on the brakes, sharp turn. Only "turn big curved", the solution of the problem to be stable and smooth, meet resistance would be small, enterprise's shock and loss can also reduced to the minimum.

In addition, the specific operation in the handling of the problem of process, must learn to "twist screws". As with four screws to fix a plane, not to tighten the screws to twist a three other, should be gradual, each the set screws a few laps, take turns to fixed, in the process of continuous balance, and finally fix all tightened. This approach can discover in time and avoid the process of enterprise development problems that may occur, can adjust enterprise strategy not the right parts to achieve the ultimate success.

Execution is put their ideas into action, the action into the results of ability. Modern organization's biggest problem is no executive power. No matter how grand blueprint, how the correct decision-making, and how much the rigorous plan, if not the efficient implementation of, the end result is on paper. No executive power, no success, the execution is a hard truth. After all, great idea again, someone will it practice out of it all, lean is execution. Execution decided to the success or failure of the enterprise, the success of any enterprise must is the success of the execution, no implementation, which have competitive power.

Execution: to the individual character execution is the power to do; For the team is fighting for execution; For the enterprise to executive power is the ability to operate. Famous corporate governance experts tan small fang teacher said, measured in the execution of the standard, to the individual character is binding on time and qualified to finish their work tasks; Speaking of the enterprise is at a predetermined period of time to complete the enterprise strategic goals. Executive power to become a strong, must want to hold executive winning 24 word true through: identity culture, unified concept, clear objectives, thinning scheme, strengthen the implementation and strict examination.

One of the most important executive ability is to make others the execution of the ability, subordinates, executive force strong or not and this has the very big relations. To do well the strategy has not easy, carry out the more difficult. "To carry out" is the ability of the best executives execution. When a staff of excited emotion, mood cheerful, don't we urge, his execution will be high, the behavior is very active; Conversely, when his mood is not high, depressed, even if his mouth say to us "must be the good work", but its operation must not ideal, execution and could not have much stronger.

Zeng guofan when resolve to be saints,'re well-read. But the conflicting others experience, often let him in action without wanted to follow, slow response. One day, he saw a old monk to hold furnace reading, with relish, will hasten to browsing the title before. But old monk to throw the book charging, told him: "for others useful book is not the book for you." Zeng guofan present consciousness: the world there are too many people and things you never see not pure, need not GuaAi, you just put you see clear that bit of truth, over and over again, in the life practice, can make achievement. Look at the private enterprise growth course and winners often is the execution of a strong man. Before, I was once believed that a viewpoint, strategic direction errors, execution, the better the faster death. Later I found out executive force strong person, reflection ability, if the discovery in practice strategy is incorrect, they will to the fastest time to correct, not to die did not consciousness.

In successive a few th tsinghua university President class, the author's students including a number of well-known domestic enterprise of managers, they now market to grasp and understanding of the future market, are real vision, vision far-reaching. But, I found that, in their group communication and classroom questioning the break-they ask few of the strategic level, but more consult how to implement. Visible, China's enterprise has never had a lack of thinkers, need is the executor.

In the United States military academy at west point, there is a widely read a long tradition of, is met officer for questioning, can only have four kinds of answer: "report sir, is", "the report sir, not", "the report sir, don't know", "the report sir, no any excuse". In addition, can't say a word. "Without any excuse," it is the United States to keep the west point is the most important standards of behaviour. It strengthened the is every student tried hard to finish a task, and not for did not complete the task to find an excuse, even if plausible excuse. Its core is the dedication, responsibility, obedience, honest. The idea is to promote the enterprise cohesion and competitiveness, and construction of enterprise culture and the most important criteria. Adhering to the this concept, many famous enterprises set up their own outstanding team.

"Without any excuse" embodies a kind of perfect performance ability, a kind of obedience and honest attitude, a dedication, responsibility, spirit. In real life, we lack of it is this: they tried hard to finish the task, and not to find an excuse. Famous corporate governance experts tan small fang teacher says, each group did not lack of great strategic, really need is, put the strategy in place of executive power. After all, more recession, there is still a company to the expected goal of the operation; Great idea again, someone will practice it out, it all depends on is execution.

Do you think: why in the streets coffee shop, only starbucks to outshine others? Why is doing with PC (PersonalComputer), only dell pulls ahead? Why did the supermarket, only the no.1 top wal-mart retail? Should say, all the convenience stores and coffee shop strategy is roughly the same, but performance is the same, the truth? The key lies in whether it has the very strong executive power.

Famous corporate governance experts tan small fang the teacher found that the world do the largest cisco network equipment, have the trades monopoly technology, yet the President talked about in the major reason for the success of the company, that success is not actually technology, but in execution. This shows, "execution" in the world-class company was seen in how. Even so, every development quick and good world-class enterprise, all is the executive force strong enterprise.

Bill? Gates has said: "in the next 10 years, Microsoft is with the challenge of the execution." Of course, we can not deny, many organizations success without its strategy innovation or business model of novel, but if the executive power is strong, also will be imitators catch up, because they and competitors is that the gap between the execution of the intensity of......

When dell's direct sales model in the U.S. the super successful, always with "channels advantage" of the association for computer company also began transformation in China through the team, such as direct marketing center fact phone launched direct marketing business, dell, sheceremoniously against the competition. Although lenovo is also a very good local companies, but it is in direct marketing business on the start has been great difficulties, the effect is not ideal. You know, really damaged wheel, not the sea the tip of the iceberg, but under the sea creatures. In dell's behind, we see the "nearly perfect supply chain", "excellent management technology" and "and strategic matching enterprise culture", so, success is not only the dell's direct sales model, but also around the model dell direct selling "executive system".

Today, for the executive power of the significance, has needless to say; To improve the focal point of executive power, because people to this problem concerns, also have known more comprehensive. Now, we need to focus on is: "improve execution" itself to be performed. Tan teacher stressed that the execution is not an appearance problem, to achieve "improve execution" goal, we must first find out the root of executive force management-those who have the elements of genes, to ensure implementation of the health and development.

In practice, tan teacher summed up the execution of the poor ten causes: a, pushed a LAN work and irresponsible; Two, a candidate for the misdirected, employing unsuitable; Three, only heavy system, ignore culture; Four, improper management, the leadership is insufficient; Five, the goal is not clear, plan unknown; Six, the standard is missing, finds assessment; Seven, only heavy instructions, don't understand communication; Eight, micromanager, won't license; Nine, process not free, cohesion bad; Ten, lack of control, not to punish. Please first look at a case it--

"A city in the south, a multinational company executives in China a skyscraper 60 layer of annual meeting, an annual marketing all of more than 80 people, the United States has more than 50 executives, and the rest is the Chinese side of the senior employees. The meeting is about to end, the President of the United States to suddenly stood up and said: all personnel with me jump down go to, this time, the air suddenly get together, see that more than 50 people JiShuaShua to stand up and staring at the President. The Chinese employees panic, is also keen to move up in the chair body in terror, looking at the US President, the heart say: this old man crazy!"

The story has come to the end, trainers say: let's just say, they are really jump down go to, the simple test but reflects two kinds of culture under the system of a kind of humane the instinct of the reflection. Tan small fang teacher said, in a foreign company, absolute obey is the first, second innovation; At home, the same demand has during the implementation appeared deviation, the boss in considering how employees think, employees in the boss to consider the right, actually, in the enterprise management point of view, since post Settings has ended, and the rest is each doing his own job, each its. Tan teacher to think, executive power to is on time, quality and quantity assurance three standard--

On time, work in the time limit is the requirement. Quality, is work in quality requirement. Results at least not less than standard, are not allowed to fake and shoddy; Quality, is work in the number requirements. At least to meet the prescribed quantity, not allowed to cut corners, QueJinDuanLiang. Tan small fang teacher think, improve the execution, the key is that every employee really clear and perform their respective responsibilities, in its place, for the administration, the heart thinks toward one place, interest makes toward one place, form executive together.

1, improve the implementation, all levels of leaders want to rise to "guide" role.

"Leadership" duty but two, one is "brought", one is "leading". The so-called "brought" is to a lot in, set an example, no privilege, give full play to the leadership of the model and the lead role. The so-called "lead", is to "bring" basis, and grasp the direction and the big picture, timely solution to meet the various contradictions and problems, and correct the deviation and wrong there, and actively guide the employee heading in the right direction, promote the development of the enterprise.

2, improve the execution, middle-level cadres at all levels should earnestly play "bridge" role.

Middle-level cadres's primary responsibility is to link, upload given, both to the responsible for, and to lower responsible for; Both understanding the superior spirit, the leadership intention here to convey worker, and combining with actual, carry out the problems appeared in the course of comprehensive report in time to the leader. Good competent personnel to be can the independent thinking and the independent action, as long as the least instructions, can to perform the work. A competent chief responsibility is, under the guidance of his staff-they work activities. Guidance is to show leadership, so good competent talents, must like leaders can new ruling and thinking.

3, improve the implementation, ordinary employees to fully develop "bee" spirit.

Ordinary employees job is implemented, is carried out. To further setting up the general situation consciousness and sense of responsibility and learning awareness, strengthen the theory knowledge and business skills learning, improve their quality, develop a "bee" that conscientiously, bears the burden of responsibility of the spirit, solid efficient to do my own job, having to carry out the spirit.

Tan teacher training course in the execution caught in the execution of fundamental-team construction, process specifications, boost morale this triangle, plus "without any excuse" of the spirit, no excuses--embodies a kind of dedication, responsibility, spirit, a kind of obedience and honest attitude, a perfect performance. We need it is the spirit of the people, they tried hard to finish the task, and not looking for any excuse, even if plausible excuse.

Looking for new business five clever method

Who don't want to carry out the company can help themselves more on one building new business? The desire for new business usually stay with the emotional aspects (" I also want to have more income "). The searching process of investment in the more emotional, discussed how to sell you in when they can have more logic.

In the search for new business, sales staff sometimes with very few some data to analyze their target customers, and they hope or don't want analysis get what. This can lead to some very dangerous conclusion. Here are five kind of looking for new business good methods:



1. With valuable information to attract new business

Once in the harvard business school professor David Maiste as the said, "today is the customer of articles, speech and wanton seminar, a large amount of content is generalized, completely let a person can't take the author or the speaker with his or her main rivals to distinguish." He said, and found the key to attract new business, is to show that you can provide and your rivals could not provide the thing. Maister think to do this, the key is that a forgotten sales tool: analysis of potential users interested topic. You don't need to have the market marketing experts can do that.

2. Become a new business experts

For seminars, web sites and publicity for studies. Remember the interpretation of the scientific method of scientific lecture? Well, now should these knowledge dust on the clean clean. The scientific method is to observe, form a kind of theory (or assumed), and then to try to test its results. According to your experience and observation, choose you to solve customer's three biggest problem, and then will these problems as the subject of the study.

3. Be careful to choose a topic

Ask yourself: "the study and potentially useful or industry if the magazine editor?" If the answer is no, then think again theme. If the answer is yes, please continue. Look for on the Internet and you study the topic of the books, articles and publications. Through the collection, focus groups and opinion case analysis research data collection. Maybe the best thing you can do is to see some meet your target customers of the standard. Tell them you will use the information to write an article (and then really write an article).

4. According to the survey put forward some Suggestions

The analysis of data, draw the conclusion, and based on this put forward some Suggestions. Write a summary report on the results of the study (it can be a simple report, also can be like a book detailed report). In your seminars, lectures, suggest articles, web sites and research material using these research information.

5. Give your method named

Target customers like to be proved effective method. According to your research and experience, for your own problem solving system named will help you attract new customers. Briefly explain what you have done the work to provide solutions. Then will the process into a series of arrangement good steps (usually divided into five to seven steps is enough). For these steps up a can inspire others interested in name, usually not more than four word. Beginning with "The", with "System", "Process", "Methodology" end. Trademark to your goal customer sends such information: you make the correlative preparations, and to their own intellectual property rights cherish. Search the United States Patent Office website, see if you can use the name (clear up this name is where you are in the industry is used).

According to the above five steps, you will be able to those who are also looking for from the new business competitors middle stand out. From the facts of you already know, evaluate you've heard of choice, and take the time to consider all sorts of gossip. Just make sure you're looking for a new business of time not using any other method to offer the same solutions.

How to train large entrepreneurs consciousness?

The President's thinking consciousness is very important, most of the President have "small entrepreneurs consciousness", is the enterprise long-term growth are not the thought of the source. The enterprise must realize the long-term development in thought to from "small entrepreneurs consciousness" to "the big entrepreneurs consciousness".

【 opens with the case 】

Some electronic Co., LTD. Is a collection of r &d, production and sales in one of the private enterprise. Company was set up three years, two years before the rapid development in the period, from the establishment of sales in the period of the hundreds of thousands of yuan jumped to more than five thousand yuan, but nearly 1 years, the company not only have no development, and gradually sales to drop. Through a period of time for the company's survey and observation, discover this company has below are some phenomena:

(1) the company many employees is the general manager family middleman, "family staff" privilege, part of the "family staff" notarized by the general manager, allow late, leave early and some other special power; "The family staff" enjoy super treatment, "the family staff" common salary to be higher than other ordinary employees, or even individual "family staff" higher wages to the superior almost 1 times; Part of the "family staff" don't respect other employees, also often ignore the enterprise rules and not to the higher command.

(2) in the company of the top positions, some "family staff" possession, their qualifications and ability are much lower than a few of their subordinates; Some other position is similar, "family staff" than other flexible employees have more "upgrade" priority; Some ordinary employees for the general manager or "family staff" not satisfied by the company to "fire" off, including with the suffering of the total of 3 years old employees.

(3) the company pay levels far below market average salary, the company senior management staff to lower than market corresponding wage level position in half, and common clerk also lower than many market wages; The sales staff salary executes is "low basic salary + high commission" salary system of basic salary can barely keep a no burden "bachelor" the basic life needs, for a have certain experience in sales, and you have a family or burden of people, basic salary far less basic life need.

(4) the general manager of the company's things really "meticulously," small to bother about, sometimes over some of the higher levels of employees often, to direct the work staff. On many issues, general manager usually do not listen to others perspective on things and to deal with things train of thought, and, with his own understanding and experience directly made a decision.

(5) in addition to the general manager often over some staff management superior outside, some "family staff" often wielding the "stick" command other department or smooth level work, also usually don't directly to the immediate superior management, across the immediate superior to the general manager.

A, what was the reason for the "small entrepreneurs consciousness" phenomenon

Many small and medium-sized enterprise exists in the case of electronic company similar phenomena, especially in some family enterprise or private enterprise, the phenomenon is more typical. Because of this phenomenon for small and medium enterprise "disease", in order to facilitate analysis, we call this phenomenon as "small businesses phenomenon".

What was the reason for the "small businesses phenomenon"? Undeniable, business owners think every day in the business management and business operation questions, to take effective business strategy and management behavior, in order to achieve both can reasonable avoid risk and can create the purpose of profit. However, many business owners and their actual result of not the good will of wishful thinking, their business strategy and management behavior often received their own potential consciousness the domination of the victors. These business owners latent consciousness itself is wrong, it also decided to take their business strategy and management behavior is wrong, this wrong operation strategy and management behavior of course also decided to enterprise management failure.

From the case of the "small businesses phenomenon" we can see, these phenomena, basically for business owners act of management. Business owners of these business management behavior depends on the consciousness of the potential business owners, because these consciousness for most of the "grow up", "change not strong" enterprise of common business owners, and these limits the development of the enterprise consciousness and expands, in order to analysis is convenient, we call it a "small entrepreneurs consciousness". Through for many "grow up", "change not strong" enterprise of investigation, we found that the enterprise's business owners exist the following "small entrepreneurs consciousness" :

1, "enterprise is my personal enterprise."

2, "I give employees create the jobs, for they gave a lot."

3, "outsiders are not reliable, the family is the only reliable."

4, "my ability are stronger than other, as long as others according to my instructions will do."

5, "I as long as you put enough energy, you can do all things."

It is these "small entrepreneurs consciousness", the existence of the decision of the business owners and management behavior, which leads to the enterprise "grow up" results, the one we analyses of the "small entrepreneurs consciousness".

If in your potential in consciousness that "enterprise is my personal enterprise", this destined to your enterprise will produce the case in the "family privilege", "boys" and "everything is by theirselves" phenomenon. Because "enterprise is my personal enterprise", so I can follow my preference, family man is my family, and I will let them in the enterprise to enjoy life and enjoy the privilege of more than others, because all the costs are the enterprise to take me. Because "enterprise is my personal enterprise", rather than outsiders enterprise, so I must do well in enterprise, busy looking for help for a family, "boys" understandable. Because "enterprise is my personal enterprise", rather than outsiders enterprise, so stranger things carefully, they won't work seriously, so I have to "everything is by theirselves".

If in your potential in consciousness that "I give employees create the jobs, for they have a", it was doomed to your enterprise of existing in the case of the "ordinary employees pay less than family staff pay", "employees compensation levels low", "to ignore the ordinary employees development" and "don't respect the ordinary employees" phenomenon. Because "I give employees create the jobs, for they have a", so I can be "family staff more than the average employee compensation system. Because "I give employees create the jobs, for they have a", so I can ignore their needs and their development. Because "I give employees create the jobs, for they have a", so they can bear with me and my home to some of the people don't respect.

"Stranger is not reliable, the family is the only reliable" is "enterprise is my personal enterprise" derivatives. Because "enterprise is my personal enterprise", and not an outsider of the enterprise, so "outsiders are not reliable, the family is the only reliable". And "outsiders are not reliable, the family is the only reliable" the existence of consciousness produced the "boys", "the family in the others who management", "everything is by theirselves" phenomenon.

If in your potential in consciousness that "my ability are stronger than other, as long as others according to my instructions will do" and "I as long as you put enough energy, you can do all things", which doomed you like of the cases as general manager of the company matter, regardless of the size to bother about, don't like to listen to others perspective on things and to deal with things in thinking, his decision made things directly. Also the decision you can YueJi management, because you have enough power and energy deal with all problems.

Second, a "small entrepreneurs consciousness" lead to consequences

We can't simply evaluation "small entrepreneurs consciousness" is good. When a small businesses at startup, "small entrepreneurs consciousness" can make business owners accurate and clear, specific to learn and grasp enterprise of the whole situation, also can set "decision", "executive" and "monitoring" function in a body, greatly reducing the startup of artificial cost. "Small entrepreneurs consciousness" in the small business startup is quite effective.

But, when small business experience startup to stability, once make enterprise to success "magic weapons" will become an obstacle to the further development of. The one we to evaluate these "small entrepreneurs consciousness".

If you believed that "enterprise is my personal enterprise", which doomed the enterprise's management only about you, has nothing to do with other employees, in aeriform in, you and the enterprise staff to the opposite. Employees on the enterprise's management policies and measures taken to ignore, you saw as normal, as long as they passively finish you set tasks will do. In your this kind of consciousness, the staff is not a brain, thinking people, the staff is just you production tools. The consciousness of the actual results, you in the enterprise internal yourself set up many "opponents", let alone move their enthusiasm, initiative and creativity.

If you always want to "I give employees create the jobs, for they have a", you will ignore the other facts, the staff to the enterprise pay a lot of, also give you pay a lot. They give and get to from comparing them to get after all is less than the cost. Admittedly, it is their pay, make the business enterprise gradually development and expansion, it was their pay, just have you now today. If you are always on the side of the coin, "pay", then you will be lost on the other side of the coin-" get ". Of course there is the potential consciousness, you can give employees on low wages, you can also let a man of talent away, because you do not see the "get", do not see the "get" more than "pay". Therefore, you also lost more "get" opportunity, more make the enterprise expands the opportunity.

If you are "outsiders are not reliable, the family is the only reliable" consciousness, this will be the enterprise available human resources from the entire social cut to within the family. We are not in charge of the whole family analysis enterprise can lead to family conflict, but only from family take it, and to satisfy the business enterprise development all kinds of talents, the family must meet the demands of two conditions: one is the family to large enough; 2 it is internal various talents have family. In fact, the two requirements are very difficult to achieve, family talent far from meeting the needs of the development of the enterprise, and family lack talent mechanism of a kind of competition and limit the ability to play them. Now the trend of the development of the enterprise from the wider range can only take just and broader scope take necessary resources.

If you are "my ability are stronger than other, as long as others according to my instructions will do" and "I as long as you put enough energy, you can do all things" consciousness, you actually took his limit in a small circle inside, but at the same time, also the size of the enterprise limit in a very small range. Because enterprise only need you ability can over, then your enterprise can do is very limited, for the function also is very limited. Because enterprise only need you can be in charge of energy, so enterprise can do must not much, or you will be dead tired. Your power and your energy determines your the size of the enterprise, so only according to your abilities and your energy to decide enterprise work, your enterprise will never be big enterprise, never become strong enterprise.

As in the case of electronic company, the beginning of a period of high speed development experience able period, but the next meet the enterprise development bottleneck. Used to make the enterprise successful "magic weapons" has become the further development of "the burden", "small entrepreneurs consciousness" has decided to the ability of the enterprise, the enterprise the energy, the enterprise partner and enterprise's enthusiasm and doomed it forever can have now of the powerful.

Three, and turn "small entrepreneurs consciousness" "the great entrepreneurs consciousness"

Since "small entrepreneurs consciousness" decided to the enterprise strong, limit the further development of the enterprise, then, to the further development of the enterprise, we must break the potential "small entrepreneurs consciousness", turn "small entrepreneurs consciousness" "the great entrepreneurs consciousness". Below we to each analysis:

First, consciously turn potential consciousness "enterprise is my personal enterprise" as "enterprise is all the staff of enterprise". Only the enterprise as all the staff of enterprise, can the staff from "opponents" role into "partner" role, to set up all the staff of "master" consciousness, which play of the staff enthusiasm, initiative and creativity.

Second, consciously turn potential consciousness "I give employees create the jobs, for they have a" for "staff to enterprise create a lot of value". Only see the creation of the staff of the employees more than the fact that get, can we dare to enlarge our enterprise staff, to dare to attract can create more value to the enterprise of high-quality talents. Only the enterprise staff further strong, high-quality staff further increase, the enterprise can further strong.

Third, consciously turn potential consciousness "outsiders are not reliable, the family is the only reliable" for "as long as pay attention to the needs of employees and most of the employees are worthy of trust". Only in the greater range choose reliable partner, enterprise to find more partners, enterprise to find more to partner. More and more partners to partner is the enterprise expands the indispensable conditions.

Fourth, consciously turn potential consciousness "my ability are stronger than other, as long as others according to my instructions will do" for every employee has their strengths, and I'd like to listen to their views, in order to make full use of their advantages ". Only see every employee's strengths, fully to listen to their views, employee talent and wisdom for the enterprise to really use. Big the comprehensive strength of the enterprise is the enterprise within different types professionals portfolio of capabilities, only different types of specialist ability into full play, big the comprehensive strength of the enterprise can obtain the show. Small businesses want to "big", "strong" should first learn how to make the best use of the talent strengths began.

Fifth, consciously turn potential consciousness "I as long as you put enough energy, you can do all things" for "I cannot arrange the enterprise all things, I want to subordinate authorized, let them handle more thing". Only according to the ability of employees full authorization they can force and things, enterprise to develop and grow just can't be his energy restrictions. Oneself also can focus your energy spent on more good at place or enterprise more important things.


Watch the typical "small entrepreneurs consciousness" and "big entrepreneurs consciousness" contrast


(a) "small entrepreneurs consciousness"
1, "enterprise is my personal enterprise".
2, "I give employees create the jobs, for they gave a lot."
3, "outsiders are not reliable, the family is the only reliable."
4, "my ability are stronger than other, as long as others according to my instructions will do."
5, "I as long as you put enough energy, you can do all things."

(2) "big entrepreneurs consciousness"
1, "enterprise is all the staff of enterprise."
2, "employees to enterprise created many value."
3, "as long as pay attention to the needs of employees and most of the employees are worthy of that trust."
4, every employee has their strengths, and I'd like to listen to their views, in order to make full use of their strengths."
5, "I cannot arrange the enterprise all things, I want to subordinate authorized, let them handle more things."


Potential "small entrepreneurs consciousness" is not a day or two of the form, and of course we can't expect in a day or two change this for years, or even decades long form subconscious mind. But this kind of consciousness also do not need to form it needed time to change it so long, as long as we control the above the "big entrepreneurs consciousness", every morning and evening carefully read the few inside it, and put it into your behavior in, to time, we will help foster our "big entrepreneurs consciousness". Consciousness decided to act, when we bring up "big entrepreneurs consciousness", our management behavior is more like a big enterprise style.

Four, establish and "big entrepreneurs consciousness" adaptation of the management system

When we turn "small entrepreneurs consciousness" "the great entrepreneurs consciousness" of the process, we shall establish and "big entrepreneurs consciousness" adaptation of the management system, to avoid consciousness in the process of change because of "power vacuum and cause business risk. In general, mainly from the following several aspects.

First of all, the introduction of can form a modern enterprise management system of professional talents, let them participate in the reconstruction of the enterprise architecture in the process.

Second, to design enterprise organization structure system, the organizational structure clear functions. New organizational structure should include decision-making system, implement system and supervision system, and in the new system can execute "decision", "executive" and "monitoring" separation.

Once again, and a comparatively complete modern enterprise management system operating system.

Solve conflicts: the CEO's first quality

For many years we found, the most successful CEO can solve conflicts is first.

Said to conflict, in the enterprise actually there are two extreme conditions. First, the top surface between in harmony, like avoid conflict and fight for consistently that important things never really get solved. Another case is, for personal gain or loss in the small rat race, running, serious impact company performance improvement.

Conflict will let the company too lifeless, and conflict too much and will damage the power. And the successful managers, often will team of conflict between the two control, build a "high nervous" team. Team members in some basic questions, such as mission, goals and so on, have similar views, and it is in just the right way to the current and future issues proper debate. Although the conflict exists, but it created a positive energy, promote the company forward, become a kind of benign conflict.

Matthew Barrett (Matthew Barrett) become Barclays bank (Barclays BankPLC) shortly after the CEO, the introduction to the conflict in the executive committee (Exco). Executive committee members include responsible for different department manager, every member of the department interests in the first place. Barrett, for this very upset, he decided to change the situation. He told them, will dissolve Exco, a piece of silence, someone asked why, he said: "I think everyone again for some of nonsense to touch no significance to argue, or give up Exco, either you convince yourself, your first job is to common management enterprise, the minor work was their that piece. I hope according to create a kind of for the whole idea of responsibility." It also really solve the problem.

So it seems that CEO is not only the attention to reasonable conflict, they will take the right way to use them. Why the conflict will occur? Because when conflict occurs, maybe hidden in the surface, not emerged in surface above all; Perhaps can be realized, but didn't pass the right way to solve. So, first to know conflict, accept conflict never completely avoid the fact. In the company to build a kind of upper positive nervous relation, make the most important conflicts reveal. But the right conflict if mediation is bad, often can have dire results. We should not only will be exposed conflicts, even with the right solution, so that they can use for himself service conflict.

When Rolf g larson (Rolf Classon) take over a large medical company CEO, had found himself facing a very difficult situation. The company has been thinking of implementing an acquisition, and maybe this will help the company occupy the market leading position, this idea also get the former CEO of support, the top team seems to say support. But when he went in the work, shortly after the team has found larson, some people actually skeptical, including some respectable members.

Then, g larson invite all members of the open and a discussion. G larson told them he did not understand this business, so would be a fair judge. He wants to know the idea of team members, and hope they can more in-depth mining reserved opinions, he told the team members, this problem has no clear right or wrong.

When team members realize that the upper can bear even embrace objection, puts forward many new view, as well as to the original plan of the question. Finally concluded that the deal from a financial perspective can be useful, but it is not proper in strategy, so they decided to give up. Six months later, a better acquisition opportunities to, at this time, the team have the resources, time, and trust each other to take action, the results mergers and acquisitions to be a great success.

Another CEO Douglas secco nantes (Douglas Conant) is also a conflict resolution superior. When his 2001 food companies as jin bao Soup (Campbell Soup Company) executive office, over the past ten years, the team of the organization did not finish what goal is reached, the leaders of the conflict has been consumed by infighting and matters, mutual shuffle, accused.

Enterprise adapted to the market to survive

The transformation and upgrading of enterprises is not a simple thing, it is like the age of the students and school age, the age is has been slowly upgrade long, reading and study also want a year up to progress, it step by step. Enterprise also so, is a gradually improve process, can't say upgrade will upgrade. Enterprise's existence is how to adapt to the demand of the market, who adapted to the market who have existent ability, also have the survival power. You have to live, certainly will will be according to the demand of the market to do, to adapt to it. Now we speak and adjustment, and speak out, but a little bit to make sure that resources are countries, not the place, also is not enterprise. Therefore, in the transformation of the mode of economic development on we shall, in line with the state and society and responsible attitude, introduction, digestion, innovation. In the process of practice gradually accumulation, and gradually improve. Adjustment is to respect the law, all things have rule, don't wait to have lost to adjust.

I was asked, are you can exceed 1000 this year to? I said so many years, annual growth of 25.89%, add a struggle 10 years "0". Enterprise important not development speed, but the development quality, more important is to benefit, is the increase added value. This year I earn 100 enough, the key is how to save production, increase the added value. This will use advanced technology, advanced management, down the cost. Now the country's energy conservation and emission reductions, carry very well. Saving is a virtue. The whole world, the whole earth resources only so much demand is more and more big, everywhere in make development, development will have pollution, waste. Due to pollution, we will often affected by the harm of acid rain, this can let a person feel shocked. Only waste less and less pollution, our air quality will be better. Save and of course have open source, important is open source throttling.

The view of the entrepreneurs decided to the development of the enterprise

(universal) do not need any (crisis) prevention mechanisms, mainly is to see the future, prevention is to survey the market demand, understand the market is to create the market, understands the process is also the adapt to the process, and then to go up in the foundation of innovation. Said to culture, I think everything there is thought, including animals also have the thought of, for example, the birds outside the window, I saw the morning and evening also see, why this bird it so fly? Why it flying under the meeting, will dive? For they have their own thoughts, have their own rules. Later I found out that besides and a leading bird to fly. Birds are so, how can you not thought and culture? Thought is the culture, people if there is no thought even than animals. A family how the child education, an enterprise how to put the staff together, there must be a kind of culture.

The view of the entrepreneurs of enterprise development and scope to development direction. Now we like to see the earth stood on the moon. We make the enterprise is to produce goods, you see how far, your products will be provided to far, you see a world of demand, the production of products can you adapt the world demand. Therefore, we will with a global vision. Also because of this, the universal to go out, be multinational company. Some say entrepreneurs and political will have a gold in the distance, I think is not the distance of the problem, people always want to have a kind of thought, if you thought the sublimation to do for human beings contribution, this is politics. Can do for human beings more contribution is the biggest political entrepreneurs.

(universal have) what management (patterns), this (I) speak not clear. China has the Chinese characteristic, I have my enterprise of the enterprise of features, I take is "big group strategy, small accounting system", "everyone a party day, a head to be a hand". The concept is in practice I gradually advance and gradually improve. I studied western and Japanese management pattern, also very admire Japanese DaoChengHeFu, etc. My way is to "make the past serve the present, foreign things serve, takes the best, self-contained". The world is changing every day, which is a model has its advantages. The law of enterprise is the survival of the fittest, compared the most like themselves or I, I have the confidence. Who can survive, who is good. Good with bad, can survive.

Management secret

The great secret of development has been in my not beyond his ability. Never stop, also never surpassed his ability. Can say, I always keep a clear mind. Now there is a such issues, many entrepreneurs, whether private enterprise or the state-owned enterprise, in an enterprise long-term residing in the high, a few years, decades later, he will be highly inflation. So, he will start to this enterprise oversight, and then the enterprise will be a problem. Reason is that he is not calm, beyond your ability. Therefore, entrepreneurs must look at ourselves, look at ourselves how many ability, their where. But in fact, and not everyone has a very good self-control, and so no control ability will be punished. Enterprise also with society, a society, not only to have a sound legal, have moral restraint, want to have the moral culture, with moral to make up for the deficiency of the law. In the enterprise is to establish a kind of culture, on culture to merge. Now we are going to create core values, and the problem urgent need. Today's society, the heart is too blundering, the past many fine things away. After the reform and opening up, we put good also introduced, some bad things to come in and....... A entrepreneurs can keep a clear mind, this is about to see his stature and ideological awareness.

Culture is a kind of intangible things, intangible things can become visible, and our goal is: the intangible things into tangible, in the enterprise to set up a kind of culture. Tangible things is limited, the intangible cultural is infinite, it is not the seamless into. So we are committed to so many years has established a set of universal culture, then let it deep in the heart of the employees. To be specific, is concerned about the staff everywhere, allowing employees to work consciously, myself to go to work. Only yourself to work, they would comply with the requirements of the enterprise to make. Therefore, communication to achieve such a level, a kind of ability, a kind of state. Self management, invisible, also want to doing nothing. With nothing to a way of management. Themselves, this is the Lao tze thought, Lao tze things we can manage.

The entrepreneurs of the five practicing

As entrepreneurs, quality of its relationship with the enterprise of life and death. As entrepreneurs from five aspects system to improve yourself.

A, want to develop oneself the perseverance. Do your own career, and persistent to pursue. Once determined, will the horns insisted. Shall not be less than than a, don't give up.

Second, entrepreneurs to develop his own judgment. Eye to the person's recognition ability including on things and development trend of it skills. Outstanding entrepreneur is a good taste. The eyes of a person reaction things insight and vision to the cultivation of the need to experience the accumulation and life of experience.

Three, to develop their own mind. Want to carry different opinions, can contain different levels of talents, can tolerate the diversity of the society. Everyone's experience, knowledge level, have different understanding of things is unavoidable, this also is very normal. Don't always think he is right, others are wrong. This requires entrepreneurs have self-knowledge, only to see their own problems and tolerance of the shortcomings of the others can.

Four, want to develop oneself of tolerance. Tolerance is a higher level than the mind. What is the bearing, the bearing is to achieve that kind of "and not without reason and anger" border. Tolerance is crucial, and others without reason against yourself, don't always angry, tough revenge. Entrepreneurs to understand that, a lot of things don't need excuses and when the opportunity arrives, everything will be concerned with who is clear again.

Five, to cultivate their ability to learn. For businessmen the learning ability of the ascension of the important not read a few books, but constantly examine our own. Entrepreneurs study, enterprise to promote the innovation ability is empty talk.