The famous management master Drucker once said: "Strategy consists of tactics, if the strategy is not based on tactics and reflected in it, then the most detailed strategy is only a 'paper talk' for the future. The annual business plan is the operational map of enterprise operation and management. It is of great significance to undertake the strategy and coordinate the pace of each organizational unit.
The annual business plan refers to the comprehensive plan for all production and business activities determined by the organization or institution within a certain period of time. Under the guidance of the national economic plan, according to the market demand and internal and external environment and conditions changes, combined with the long-term and current development needs, reasonable use of human, material and financial resources, organize and organize all business activities, in order to achieve the expected goals and improve economic benefits. This is the "business plan".
Simply put, the business plan refers to the overall arrangement made in time and space for the various resources needed for the implementation of the business strategic decision plan according to the requirements of the relevant objectives.
The annual business plan is a new strategy for the management of educational institutions. It protects the annual performance, salary, talent development and so on. The annual business plan is a new starting point for the management, and the annual business activities of educational institutions are carried out around the annual business plan. Even small educational institutions need to make annual business plans for resource allocation and strive for maximum returns with minimum investment.
A good "annual business plan" is often the guarantee to achieve the purpose of business. While reducing the uncertain factors in the process of business, it collects the resources of the enterprise to give full play to the maximum effect, and twists all functional departments, from the top level to the bottom level into a rope, and makes efforts to the same place to ensure the implementation of the strategy.
The key success factors affecting the formulation of enterprise annual marketing plan can be summarized into six characteristics: "scientific target, rational strategy, unity of thought, consistency of interests, controllability of process, matching of resources".
First, the scientific nature of the target
The formulation of the annual target must be based on the accurate judgment of the resources and ability of the enterprise, and the accurate prediction of the development and competition trend of the industry. Annual targets should be specific and systematic. It should be decomposed step by step by subsidiary/business division/business unit, product line, market area, annual, quarterly and monthly according to the industry development trend, business development, product competition, regional development, and task term, and specific quantitative targets must be formulated at each level to facilitate tracking, inspection, evaluation and adjustment.
Enterprises according to their own conditions, determine the coefficient of each assessment factor, comprehensive assessment. Define the resources (human, material and financial) needed to achieve the sales target, predict the changes of the company's resources within a year (emergence of substitutes, growth or contraction of market size, resignation of team backbone, changes in financing environment, etc.), formulate feasible measures to cope with market changes, and ensure the completion of the annual sales target with quality and quantity.
Second, the rationality of the strategy
In order to ensure the realization of annual business objectives, enterprises can formulate supporting implementation strategies and schemes according to the objectives. The rationality of the strategy is reflected in the correctness and feasibility of the strategy. The correctness of the strategy requires that the decision-makers of the enterprise have a comprehensive and correct understanding of the industry, the market and the enterprise and a strong ability to control, to ensure that the thoughts and behaviors of all the employees of the enterprise in the right direction and speed to a clear goal; The feasibility of the strategy is reflected in that the marketing strategy is down-to-earth, can be implemented, can play an effective role, and can carry out necessary control of possible risks.
Three, unity of thought
How can companies achieve unity of thought, discard empty slogans and clarify goals? First, hold a leadership meeting of the team. Combined with the enterprise strategic objectives, internal resources and external market competition, the development of annual marketing plan. Clear annual business objectives, clear organizational structure, clear plan and budget, clear job responsibilities and division of labor, clear business strategy and performance appraisal.
Second, hold a meeting of team management. Study and discuss the annual business plan again, and everyone can express their own opinions and make suggestions for the annual plan.
Finally, the launch meeting or annual oath meeting is held to learn and promote the annual marketing plan of the enterprise, so that every employee of the enterprise can clearly define the strategic objectives, annual business objectives, their own job responsibilities and task division, personal task indicators, strategies and methods to achieve the goals and assessment points.
Fourth, the consistency of interests
Interest is the motivation to motivate people to achieve their goals. To design a fair, just, open and suitable profit distribution system for the enterprise is the core and key for the enterprise to achieve its annual business objectives.
Only when the long-term strategy and short-term goals of the enterprise are organically combined, and the responsibilities, rights and interests of the owners, managers and ordinary employees are fully reflected, can the all-powerful joint force be formed to effectively implement the enterprise strategy and annual plan.
Five, the process of control
No matter how correct the business idea is, how reasonable the goal is, and how feasible the action plan is, if the decision-makers and managers do not carry out the whole set of policies and methods effectively, and do not effectively guide the subordinates to implement them according to the unified deployment of the enterprise, all ideas, goals, strategies and plans are castles in the air.
The focus of operation management is not the evaluation of the results, but the process management of the implementation of the plan, and timely discovery of problems in the sales process and to solve. The enterprise shall properly evaluate the implementation of marketing objectives, strategies and action plans in each quarter or unit, timely discover the distance between action results and phased objectives and overall objectives, timely discover problems, and take remedial measures. And should pay close attention to the development of the market, if necessary, to make appropriate adjustments to the objectives, strategies, programs.
Six, the matching of resources
According to the market conditions and marketing objectives of each business, each product and each region, the annual marketing plan of the enterprise reasonably allocates the human and financial resources of the enterprise to achieve the effectiveness of resource allocation.
Before formulating human resource planning according to the annual marketing plan, the enterprise needs to review the enterprise strategy, annual marketing plan, organizational structure, sort out the information such as positions, and conduct work analysis, so as to develop the human resource plan in line with the future enterprise development strategy and the annual marketing plan. At the same time, in the production and operation activities of input-change-output, enterprises must have a capital flow. Enterprises need to use the capital to purchase equipment, buy materials, pay wages, and pay sales and management expenses.
The annual business plan of the enterprise should be detailed in accordance with the objectives of the annual marketing plan to develop a detailed budget. The fund allocation of the annual marketing plan of the enterprise needs to be strictly controlled, but the expenses in the plan should be implemented as soon as possible, and the application for special expenses should be handled. The principle should be sales as the leader and sales as the center, optimize the allocation of financial resources, and ensure the smooth implementation of the annual marketing plan.
When making a business plan, you must "start with the end in mind". Plans are not set in stone and can be adjusted as needed to meet goals. After making a plan, be sure to repeatedly ask yourself: to achieve the goal, what is missing, what is missing?
Ancient soldiers and horses did not move, grain and grass first;
Now 18 years have not arrived, plan ahead.
Junxue Academy "2018 Annual Business Plan for Educational Institutions"
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