What does business success depend on? Common mistakes new entrepreneurs make. What determines the success of the enterprise

Firm success are determined primarily by its profitability and reputation, both of the company itself and its employees. It is from the staff to a large extent the development of the company and its further prosperity. An employee must be able to offer the client what interests him and convince him that the highest quality is here.

Of course, the approach to the client is determined both by the specifics of the company's work and by what the client wants to see. What does he expect from those with whom he will cooperate. In addition, the customer expects that he will be offered a way to solve the problem he has set. And although each requires individual approach, there is and general rules applicable to a significant percentage of potential customers. And often the success of the company depends on whether you are familiar with these rules.

It is especially difficult for those who sell services. Although the tips below can be useful to anyone. Apply them with an eye to the desire and condition of the client. After all, the success of a company is always the merit of its employees. Very careful to be the one whose clients are depressed and have no idea how to deal with the problem or what he needs to choose. After all, they hand over their lives to you to some extent. So lawyers, health workers, those who sell insurance services, etc., need to strictly follow them. But this approach will be useful to others. The success of the company depends on the client, and therefore, consider the following rules.

Rules of communication with the client

Communication with the client: restraint and confidence, this is what the client expects. From who represents a certain company, the employer concludes how significant the success of the company is and, therefore, whether he will receive a quality service. You must give the impression of a person with a strong life position, doing everything possible to achieve his goal.

Communication with the client: conversation, the most important part of it. Even at the initial stage of development of the company, they will choose you if every word is verified and accurate. Use strong words that are associated with success and prosperity (it's good if they have voiced consonants). You should provide the listener with as much information as possible without being verbose. Exquisite epithets and comparisons are inappropriate here.

At the same time, it is possible to offer a really correct solution if you have as much information as possible. Listen carefully. If the person opposite is lost, look for him right word or a phrase. This will give you the impression of a professional, which is necessary for the success of the company.

Communication with the client: voice, facial expressions, non-verbal messages. Be collected and unemotional. Everything - your voice, posture, movements should indicate that you are confident in your abilities. Keep your back straight, do not make sudden movements, do not try to show emotions on your face: you are not expected to demonstrate. Speak half a tone louder than the other person, but don't shout. By this you prove that you are a man of action, which will provide you with an order, which means guarantees for the development of the company.

Communication with the client: improvise. The employer wants to see a person who knows and is able to help him. Your job is to make that impression. This is where you sometimes need a little trick. Pretend that you have already solved such questions, make assumptions. And, of course, keep learning key to the company's success, you must understand exactly what you are talking about, even if you have personal experience in this issue until it was.

Communication with the client: business first, then money. Do not reduce the negotiations to the discussion of the fee. Discuss the matter first. Leave the question of payment for the end of the conversation. The success of the company depends on what impression you make on the client, what quality the service / product provided will be, and not on how much money you can “squeeze” out of it. This approach is only suitable for one-day companies.

But, the development of the form is still possible only if you receive orders. If you want to have an advantage, end the conversation on a pleasant note. Smile to the interlocutor, show that you are not only a professional, but also a pleasant person.

Be open and confident and remember how the success of the company depends on you so don't stop along the way.

The commercial idea of ​​the product contains the main arguments in favor of its purchase and is based on the motives of consumer behavior. The most fruitful commercial ideas are always original and aimed at satisfying potential but unrealized demand. New products for which there are no substitutes, popular goods mass demand, products that use new and effective principles of work are the main carriers of such commercial ideas. The success of a commercial idea depends on the emerging emotional incentives to buy and the willingness of consumers to perceive the product as necessary. High speed sales and the degree of recognition of the product indicate the effectiveness of the commercial idea.

The success of the commercial activity of any enterprise largely depends on how well it combines the four main elements of product, place, innovation and price. This process starts directly with the product and is focused on it.

What is the role of image in achieving business success

When a well produces a significant amount of oil or gas, we have the right to speak of it as successful from a technical point of view. However, whether the well will pay off the funds invested in it is already a matter of commercial success. Usually the usual common sense or general experience in a given field of activity will suggest signs of successful exploration and development drilling, but often this is a technical, not commercial success. The technical success rate always exceeds the commercial success rate, so investment decisions cannot be made without a clear understanding of the difference between the two.

I1 /55. The basis for the success of commercial cleaning service L premises - perfectly trained staff. During the first 6 months of work, /55 employees are trained in technical cleaning tools (use of special preparations for removing stains, shadows and cleaning surfaces, safety

The success of a commercial idea depends on the created emotional incentives to buy and the willingness of consumers to perceive the product as necessary. The high speed of sales and the degree of recognition of the product indicate the effectiveness of the commercial idea.

Finally, it is important to note that firms in many countries use forms of income in which wages are replenished from profits. So, systems of participation in profits, in the capital are applied. At the end of the year, workers are given a bonus from the profits for success in their work. This premium is dependent on savings in production costs and the success of the company's commercial activities. In this way, the economic interest of each employee develops in improving the final results of the enterprise, in multiplying the rate of profit.

The success of a commercial enterprise is determined by the following components scientifically based pricing strategy reasonable pricing tactics the correct method of setting prices.

The success of commercial activities in retail trade largely depends on how qualified and timely employees can understand the requirements of customers and satisfy them, on the methods of sale used, the condition and location of the retail network and other factors.

The price is set by the manufacturer, i.e. the owner of the goods on the market. The main goal of the activity of enterprises is profit maximization. The success of a commercial enterprise is determined by the following components: science-based pricing strategy, reasonable pricing tactics, choosing the right pricing methodology.

After the price shock in 1986, the OPEC countries tried to regain control of the market by imposing export quotas and reducing oil production. Prices rose again, especially in 1989. However, this OPEC success proved to be temporary. In the 70s, OPEC accounted for half of world oil production, and in 1985 - less than 31%. Export quotas with such a low share of the world market have ceased to influence its condition. Opec's ability to support high level world oil prices have been exhausted. The reduction in production by OPEC countries led to the fact that the resulting gap was immediately closed by other countries. The IEA countries were also able to maneuver their commercial and (rarely) strategic oil reserves. The main concern of all OPEC countries in these conditions was to maintain their share of sales in the world market, so that this share would not be intercepted by other countries.

Of course, one can point to the peculiarities of Japanese society, in which a sense of belonging arises only after joining the activities of the group. In a Japanese firm, the contours of individual responsibility for the performance of individual production functions are very vague; the unit operates as a single mechanism aimed at solving a common task, whether it be a specific task or the management of one of the areas of the company's commercial interests. Everyone participates and contributes to the common cause, so everyone can feel the joy of success. A completely different situation in American companies, where the responsibility for the implementation of production functions is extremely detailed. Everyone is preoccupied with the performance of narrow working operations and knows little about the progress of the case as a whole.

Transfer and acquisition of already existing technologies on commercial basis allows to achieve the greatest success in solving the problem of technical re-equipment of production. Three ways to transfer and acquire technology on a commercial basis. Know-how transfer.

In the field of fundamental sciences, the method of social order is not applicable in an explicit form. There is no hope of attracting commercial money here either. The amount of budget funds allocated to fundamental science depends on the success of the country's economic development, and therefore it is obvious that the coming years will be very difficult. In such a situation, first of all, it is necessary to more clearly distinguish between fundamental and applied work. Unfortunately, often, even in the Russian Academy of Sciences, research works, and even the most applied ones, fall under the brand name of fundamental ones. The budget for fundamental research should be clearly defined for several years ahead.

Firm most credits its success to the adoption in 1992 of the quality management system, which involves the continuous improvement of all major aspects of the business, namely leadership, personnel management, policy and strategy, resources, business processes, staff satisfaction, customer satisfaction, public impact and commercial results. The enthusiasm with which the firm operates becomes evident as soon as a visitor enters the office in north London. The reception area is adorned with the "beacon of quality" banner, "employee of the month" photographs, "manufacturing process diagram", rosettes commemorating the people who have made the greatest contribution to human resource development, and a huge photograph of the entire staff...

In order to reasonably use the laws of the market, and not be its victim, it is necessary to apply the most advanced forms of analysis of the functioning of the components of the reproduction process. One of these forms is the analysis of commercial risk, in the definition of which lies its exposure to the possibility of economic, financial losses or success, physical damage, damage, delays as a result of the uncertainty associated with the chosen course of action.

Business Commercial success

Management Business success Communications Planning Sustainability

From the standpoint of landers, it doesn't matter how big the net profit of a commercial organization is - 1 thousand rubles. or 100 thousand rubles. the main thing for them is how big the profit before interest and taxes is, more precisely, whether it is sufficient to cover fixed financial expenses. What similar situation with varying net profit, although, perhaps, to a lesser extent, it is quite real, there is no doubt and can be explained by various reasons, for example, sectoral, territorial, etc. It is quite obvious that a profit of one ruble can equally well be a profit as the largest firm and a beggar selling newspapers.

Employees of the enterprise, on whom the success of commercial activities depends, the degree to which their abilities are used What is required for these people to work with maximum efficiency9

Forecasting has long become an integral integral part activities of all major oil companies in the world, one of the factors that determine their success in strategic planning and commercial success. Reliable predictive estimates are required by governments and intergovernmental organizations. Forecasting is increasingly based on external and domestic politics all industrial developed countries peace.

Management functions are essential if an organization is to be successful. The practice of management is as old as organizations, which means that it is indeed very ancient. Clay tablets dating back to the third millennium BC record the commercial transactions and laws of ancient Sumeria, providing clear evidence of the existence of administrative practices there. Archaeological excavations provide more ancient evidence for the existence of organizations, even prehistoric people often lived in organized groups.

An enterprise is an organization that has separate property and carries out activities to produce certain benefits on its own behalf and at its own expense. Enterprises are often commercial in nature, where the main goal is to make a profit.

To hallmarks enterprises include:

Property owned, under economic management or operational management;

Economic independence;

Mandatory state registration with the tax authorities;

Can be a plaintiff and defendant in court;

Self balance;

Its corporate name, indicated in the founding documents.

Any commercial activity of the enterprise is aimed at making a profit by selling its products or providing its services. Profit is the positive difference between the income and expenses of the enterprise. Business income is everything cash received from the sale of produced goods or their property. A common mistake is to consider money received in the form of a loan as income.

The expense of the enterprise is considered to be all the material goods spent in the process of production and sale of its products. Otherwise, the costs are called as production costs.

The success of an enterprise depends on its profitability.

The higher the profit, the more successful the enterprise will be considered.

Thus, the success of an enterprise depends on its profits. Profit is production income minus expenses. The lower the costs and the higher the income, the better. All activity of the enterprise depends on his brain - the entrepreneur and his abilities. How can he organize production, labor, where will he find materials and means to start his project, i.e. start-up capital. An important factor is the location of the enterprise, the profitability of land as a factor of production is also of great importance for the future of the enterprise.

Every entrepreneur wrestles day and night to solve the basic problems associated with limited resources and the stabilization of factors of production such as labor, capital and land. After all, the success of the company depends both on the entrepreneurial abilities of the owner, but also on the factors necessary for any production. Land, labor, capital and entrepreneurial abilities - that's what is important for the success of the enterprise.

As many as 78% of Russians associate the concept of "success" not with family, not with sports and not with creativity, but with business - these are the data of VTsIOM. However, not every businessman is considered successful. How to enter a small percentage of the lucky ones? The components of an organization's success are best told Steve Jobs, Howard Schultz, Paul Getty and other business legends.

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Theory is good...

Psychologically, success is internal state happiness and satisfaction that you can come to by realizing your aspirations. And here several questions arise at once - how to achieve your goals, and even so that it brings moral satisfaction? How many business coaches, so many opinions.

The 7 Habits of Highly Effective People by Stephen Covey, Good to Great by Jim Collins, and Lessons from Great Leaders by Bill George and Peter Sims provide more detailed guidance:

• Do not adapt to the situation, but change it, applying maximum diligence
• Love what you do the best you can
• Be aware of what you want to give people
• Dial good team, one in the field is not a warrior
• Stick to a clear strategy, but don't be afraid to change if the situation calls for it.

Of course, this is far from full list components of the company's success, and besides without concrete examples little benefit from it. Therefore, we give the floor to people who know better than anyone on which the company's success depends.

But practice is even better.

1. Have a smart plan

George Washington, the first President of the United States:
– When there is no work plan, when things flow from day to day, then the business becomes a simple chaos.

President Washington was not a businessman, but he led whole country. He had a strategy to turn the colony into a prosperous state with the most democratic constitution at that time. Over the past 230 years, in the most main document The United States made only about 20 amendments. This is what a thoughtful approach means.

Try to transfer this skill to own business: build a long-term strategy and prioritize so as not to lose the main thing in the flow of turnover.

2. Well chosen niche

Paul Getty, American industrialist, one of the first dollar billionaires:
- Find your niche, produce a product that people need, but which they cannot buy or get with great difficulty.

Remember Maslow's pyramid? It lists all the needs of people, from the lowest, like the desire to eat, to the highest - to get into history. However, in order to successfully choose a niche for business, you need to not only understand, but also anticipate the needs of people.

For example, in the middle of the 20th century, when the automotive industry was actively gaining momentum, Jean Paul Getty started buying up oil companies not only in the USA, but also in Saudi Arabia. He understood that with the growth in demand for cars, the need for gasoline would also grow. As a result, in 1957, Getty was declared the richest man on earth.

3. Reasonable pricing

Sam Walton, founder of Wal-Mart and Sam's Club
– I learned a simple lesson that changed the whole system today retail in America. Let's say I bought a product for 80 cents. If you put it on the counter at a price of $ 1, you can sell three times more than at a price of $ 1 and 20 cents. I halved my profit, but I ended up getting much more on volume.

So in order to increase profits, sometimes you need to reduce the cost of goods, and sometimes you need to raise them. But how to act in each case depends only on your knowledge and experience.

4. Passion and perseverance

Steve Jobs, founder of Apple:
– I am convinced that half of what separates successful entrepreneurs from failures is perseverance.

In the mid-70s, Jobs dropped out of college and decided to get a job in a company that created computer games atari. Realizing that he was unlikely to be accepted, Steve went to Atari headquarters and announced that he would not leave until he was hired. And ... they took him! Later, when Apple needed a boost, Jobs turned to in well-known company Regis McKenna but he was refused. Then he started calling the office. Every day. Then he began to regularly visit the CEO of the company. In the end, he gave up.

5. Caring for the consumer

Howard Schultz, founder of Starbucks:
“We sent everyone two coupons for a free drink with the offer to “share a Starbucks with a friend.” We hosted tastings with local reporters, culinary experts, chefs and respected restaurant owners.<…>Finally, we had a Grand Opening party, usually on the first Saturday after the coffee shop opened, and sometimes there were several thousand people there.

Starbucks is one of those companies that promotes the product while also caring for the customers. Company Director Howard Schultz sought to turn coffee shops into a place where one would like to stay for long hours. He created a network of coffee houses where they not only sell coffee, but create a special atmosphere - you go there not just to drink coffee, but to enjoy a romantic, relaxing and comfortable atmosphere.

6. Delegation of tasks and recruitment

It seems that no one but you can complete this task, and if he can, then you will have to train him for a long time, and then constantly monitor, “kick” and correct mistakes. No, as practice shows Stephen Covey, renowned consultant on organizational management and bestselling author of The 7 Habits

Success factors

What determines a person's success in life? There can be many answers, but the most correct answer depends on the character of the person. Research by the US Institute of Psychology has shown that there is a close relationship between a person's character traits and their success. Scientists analyzed the success stories of 2,000 successful people and identified the main character traits, the combination of which leads to success. The survey showed that the main components of success are the presence of the following character traits in a person:

1. self-discipline. Without self-discipline, a person should not count on success. In order to become a disciplined person, you must develop the ability to act. This does not mean that it is necessary to act recklessly, recklessly. But you shouldn't waste too much time. As soon as you have an idea and you know the way to implement it, you are sure of success, then you should implement it. The time to act is when a fresh idea appears, and it is backed up by strong emotions.

However, as soon as you don't take action, you automatically fall prey to the principle of downgrading. In other words, the desire to implement the idea gradually begins to subside, there are doubts and suspicions caused by you. A person wants to act while he is under the influence of an idea, when he experiences an emotional outburst. But if a person does not turn desire into action, the desire begins to fade, the incentive to act is lost. After a certain period of inactivity, the idea can be safely written down as unrealized.

The role of discipline in the transition of desire into action is to find the right motive, turn on the mind and indefatigable desire, and then turn emotions into action. If a person does not have self-discipline, then he loses ideas one after another, without realizing anything.

Very important is the ability to prevent the desire to postpone the work or leave part of the work for tomorrow. Instead of doing your best, you allow yourself to do a little less. Thus, you are able to gradually lose the desire to implement your plans.

2. Knowledge of your business. A person can work in any field of activity, but he is unlikely to achieve significant success in matters in which he does not know thoroughly. To become a professional in his field, a person must learn one truth - the teaching continues throughout life. Any even the most professional worker who has left the habit of improving his skills sooner or later loses them. Staying at the top is sometimes harder than climbing it.

3. Common sense. Without this character trait, a person is not capable of objective view on things. Thanks to common sense, a person is able to make optimal and specific judgments about everyday affairs, discard all extraneous thoughts and objectively evaluate the event with different points vision. One way to develop common sense is to analyze other people's experiences and learn from their mistakes so you don't make your own.

4. Confidence in own forces . The most successful people most often rely on their own abilities and skills. When a person is confident in his abilities, he is determined to take action, make decisions calmly and carefully, taking full responsibility for them. Self-confidence allows a person to go forward and not break under the onslaught of problems, they are ready to go to the bitter end, no matter what happens. Their courage and energy can only be envied.

5. High general level development. It implies the rapid comprehension of complex concepts, their clear and full analysis. Except analytical thinking a high overall level of development also implies a rich vocabulary, good reading and writing ability.

6. Ability to complete what you start. Some people are able to give up one step away from the top. To successful people, with the ability to bring the business to its logical conclusion, this does not apply. They are very active, hardworking, they have a goal and a motive to achieve it. They have diligence, organizational talent and the skills of a specialist in their field.

In addition to the above, there are many more factors for success, but self-discipline, knowledge of one's business, common sense, self-confidence, a high general level of development and the ability to bring the work started to the end are the most important of them. Develop these traits in yourself and you will have a real opportunity to achieve success.