Today, the defining element of economic activity is running a business. What is considered the meaning of such a broad concept? The business basis of the economy primarily presupposes the presence of certain categories of resources, among which a special role belongs to material, financial, labor and information potentials.

Modern business system

Thanks to the use of the resources listed above, economic entities try to organize the production of goods (services) for their sale to other economic agents (enterprises, organizations, individuals, etc.) in conditions of maximizing profits but minimizing costs.

It is important to note that, in addition to obtaining an economic effect, it is necessary to highlight additional goals that determine the basis for business development: organizing the safety of business activities, issuing shares, developing strategies to ensure high business results, and so on.

The modern business system includes three components: business entities, components and integrative qualities. The first category includes enterprises, business owners, credit and insurance organizations, stock exchanges, government agencies, and investors. The second group includes the following components: production, trade and commercial intermediation. And finally, the basis of the business, in accordance with system analysis, is endowed with a considerable number of properties. Among them, the main ones are socio-economic sovereignty and consensus of interests of subjects of business relations.

and its organizational and legal forms

Entrepreneurship takes place absolutely everywhere where people produce and sell goods (services) of their own free will. This means that entrepreneurial activity should be defined as independent, but at the same time very risky. First of all, it is aimed at making a profit from the sale of products, the use of property, the performance of a certain number of operations or the provision of services by persons who have passed state registration in the prescribed manner.

It would be advisable to consider the organizational and legal forms of entrepreneurship using the example of a specific country. The Civil Code of the Russian Federation provides for two categories of entrepreneurial activity without forming a legal entity. In addition, there are seven types of organizations with commercial purposes and seven non-profit complexes.

The basis of a business can be built only after determining the organizational and legal form of activity. Thus, a legal entity is not formed in cases of individual entrepreneurship and simple partnership. But it takes place during the formation of commercial and non-profit organizations. The first option provides for division into three categories: companies (full and limited partnerships, as well as limited or additional liability companies and joint stock companies), unitary enterprises and a production cooperative.

Non-profit organizations and main aspects of their activities

The basics of business processes of non-profit organizations presuppose the exclusion of such activity goals as making a profit. It is important to note that otherwise the percentage of the business is not divided between business entities. But a commercial organization has the right to make such an exception if it is necessary to achieve the goals of its creation by turning to entrepreneurship.

The decision to form the type of organization under consideration is made by citizens and legal entities acting as founders. It should be noted that their number is not subject to limitation. As for the location of a non-commercial object, it must correspond to state registration, from the moment of which a legal entity is formed.

In the registration process, a major role belongs to the constituent documentation, charter, constituent agreement and the owner’s decision, where the following information is mandatory:

• Name of the non-profit organization.
• Determining the nature of its activities.
• Development of rights and obligations of subjects.
• Conditions for admission and exclusion from the organization.
• Sources of formation of the property complex and features of its application.
• The procedure for adjusting constituent documentation.

Basics of small business and features of its organization

Small businesses can be individual entrepreneurs, micro-organizations or small enterprises whose average number of employees does not exceed 15 people. It should be noted that the commercial entities under consideration play an important role in a market economy, as evidenced by the following factors:

• Large number of the corresponding market segment relative to the total number of market economy entities.
• Significant contribution to the formation of GDP.
• Assistance in the formation of country budgets at different levels.
• Reducing the number of unemployed people by organizing their employment in small businesses.
• Supply of competitive products to the market.
• The basis of business and its study as an important component of human development.

State registration of business entities

Only entities registered in the prescribed manner have the right to conduct economic activities (Clause 1, Article 2 of the Civil Code of the Russian Federation). This legalization has the main goal of controlling their activities. not only reorganized economic entities, but also adjustments in the constituent documentation of active commercial and non-profit entities.

The basics of your business require the presence of documents proving the legality of the activities being carried out. Thus, when legal entities carry out commercial transactions without registration, illegality occurs, which entails serious punishment.

The process under consideration is carried out at the location of economic entities through their provision of relevant documentation to the registration authority. The founders must present the following documents:

• Application according to a specific sample.
• A copy confirming the decision to form a legal entity.
• Constituent documentation.
• Documents on the formation of the authorized capital.
• Basic information about the owners of the property complex.
• A certificate from the tax authorities regarding the submission of a declaration containing property.
• A document proving that a legal entity has the right to locate at its location (usually a letter of guarantee).
• Confirmation of payment for state registration.

Reorganization and liquidation of business entities

In economic practice, there are a considerable number of cases of termination of the activities of business entities. This situation occurs for one of the following reasons: the need for reorganization, temporary suspension of activities or liquidation of a legal entity, for example as a result of bankruptcy.

Termination of the activity of a legal entity through reorganization occurs in accordance with the method chosen by the business owner. The most popular options are the merger of a certain number of enterprises into one entity, the merger of a legal entity with a more powerful one in terms of efficiency, the division of an enterprise into several components, separation from other organizations, as well as the transformation of a legal entity (for example, termination of the activities of an LLC and the formation of an OJSC).

Liquidation can be voluntary or forced. In the first case, the operation can be justified on certain grounds, including the expiration of the organization’s activity, the achievement of statutory goals, or the inexpediency of the activity to the extent that previously set goals are unattainable. The main reasons for forced liquidation are unlicensed or prohibited by law activities, the relevance of violations in the implementation of economic transactions, the bankruptcy of a legal entity or the loss of its property.

Basics of a business plan and the goals of its formation

A business plan is an accurate and accessible description of the planned activity. Thus, this document is capable of completely managing the business, so it can confidently be called the most important component of strategic planning, as well as guidance for the execution and control of economic transactions in the conduct of a certain business.

This document, as the basis of a business, allows you to study the goals of a legal entity and their rationale, and then determine the most effective methods of achieving your goals. Naturally, the choice of these methods is made in accordance with the conditions of maximizing profits and minimizing costs, as well as achieving good financial performance in the process of activity.

Business plans are subject to classification into the following types:

• A document reflecting investments (information for a potential investor or partner).
• Business plan for the development of the organization in accordance with the upcoming planning period.
• A document indicating the formation of a separate division of a legal entity.
• A business plan aimed at obtaining a bank loan or participating in a tender.

The role of management in the business system

Management in the system of economic activity is the most important component, because it determines the foundations of business management. This category ensures the profitability of a legal entity through the rational organization of the production process and sales of products. In addition, the management service performs many additional tasks, for example, formulating a plan to improve the technical and technological base of the enterprise.

The manager provides incentives to the organization's employees through the creation of comfortable working conditions and changes in the payment system, and, if necessary, makes a decision to replace the organization's employees with highly qualified ones. A management employee determines the necessary resources and, of course, the sources of their acquisition. In addition, he develops effective strategies for the development of production and sales of products, and also forms the exact goals of the legal entity.

The role of marketing in the business system

An important component of the basics of organizing a business is marketing. This service optimally carries out production and sales operations for sustainable and expanding sales of manufactured products.

Marketers of any organization solve a large number of problems, the main ones being:

• Detailed study of the market and its corresponding segments.
• Analysis of its conjuncture and capacity.
• Identification of specific behavior of counterparties.
• Forming a forecast for further market development and comparing it with the enterprise’s production capabilities.
• Market entry strategy.
• Carrying out activities to increase demand for products and competent sales activities.
• Organization of marketing research.
• Control of activities carried out by department employees.

Commercial activities of the enterprise

The success of any organization is determined by the effectiveness of commercial transactions (agreements between two or more parties to supply products or provide services in accordance with established documented conditions).

The set of commercial transactions is divided into main transactions (the process of buying and selling goods, providing services, selling scientific and technical information, leasing economic facilities, and so on) and auxiliary transactions (intermediary activities regarding the transfer of goods or work from the seller to the buyer).

Barter transactions take place in the absence of funds when carrying out the process in cash or non-cash form. That is, the transaction occurs on the basis of direct commodity exchange. This phenomenon is typical for a market characterized by insufficient development. Nevertheless, developed countries with market economies accept the practice of barter transactions as an auxiliary element in the implementation of activities for the sale of products (works, services).

The direct type of transactions is appropriate when the buyer independently organizes transportation, storage, insurance of products, and also undertakes customs operations and bank settlements. As you can see, the process is very expensive, so its popularity in society is quite low: it is much more convenient for buyers to resort to the services of intermediaries.

Business infrastructure

The foundations of your business must include such a critical element as infrastructure, which is a set of enterprises that mediate the interaction of final participants in economic activity, and a set of processes in which these legal entities play a central role. The main goal of the presented element is to ensure the movement of material, labor and information resources and capital as a single whole.

The structure of this component consists of two groups of activity types, which create, respectively, two groups of connections. Horizontal connections involve the implementation of economic activities by economic entities in terms of organizing intermediation in certain sectors of the market. The vertical type of connections characterizes the economic activity of public or state institutions, the main task of which is to coordinate and control the interaction between economic entities.

Competition as an important element of the system

The market activity of an enterprise is practically meaningless without its participation in competition. Competition serves as an effective mechanism for market participants to compete for the right to find as many buyers as possible, as well as for the opportunity to sell goods (works, services) on the most favorable terms. It is worth noting that this practice is the best incentive in organizing the quality and optimality of products on the market, because thanks to competition, the manufacturer becomes aware of the need for his efforts, which means his products become competitive, and society is fully satisfied.

Competition takes place only under a certain market organization, which is opposite to the monopolistic activity of economic entities. Thus, it can be classified depending on the state of the market and the methods of competition. In the first case, competition can be perfect, regulated or imperfect. In the second - price and non-price.

Foreign economic activity

The basis of business is various elements, which include cooperation of legal entities with economic agents of other countries. Its main goals are: changing the volume of exports and imports of products towards an increase, providing the country with the resources necessary for comfortable social functioning, as well as adjusting prices at the export and import level. Thus, in order to achieve these goals, the organization must solve a number of tasks, among which the main ones are the study of theory and practice in terms of international trade, familiarization with pricing methods in other countries, as well as the organization of full awareness of the technology of foreign economic transactions.

Thus, to begin fruitful cooperation with foreign economic entities, a legal entity needs to carry out a number of activities:

• State registration in accordance with the location of the enterprise.
• Registration through the tax authority.
• Obtaining the seal and stamp of the organization.
• Registration in the state register.

As a result of the above operations, the organization can safely begin cooperation with economic agents of other countries, through which its activities will become more efficient, and its products (works, services) will begin to gain popularity not only in the domestic market, but also abroad.

A business process is the basis for obtaining consistent results. Everything that happens in the company is combined into business processes. We can say that this is the basis of organizational activity. There are different types of business processes, but the goal of absolutely all business processes is the production of products. A report, an application, a semi-finished product - all these are products of processes. Products are made for someone, which means they are customer-oriented. Our usual division of an organization into functional areas (marketing, accounting, sales, production, etc.) is focused on execution as such. The business process is focused on customer satisfaction.

Let's get acquainted with the basics of business processes. Earlier I wrote about. Now we will find out what types of business processes and their components there are.

Types of business processes. Company "Mama"

Let's say we have a mini-company "Mama". The company produces liquid for soap bubbles. The main (and only) client is the boy Vanya. The company is located in the bathroom of one of the apartments in the city of N. So, our main business process is called that – Production of liquid for soap bubbles. Why is the process called main? Because this process directly produces the product that our client – ​​Vanya – wants. There are 3 types of processes:

• Basic processes. The main processes are aimed at producing goods and services for the end consumer, i.e. precisely for the one who ultimately buys and uses the results of the process. Core processes create added value. The outcome of a process (its product) adds value to the final product. For example, in addition to direct production, we also need to “package” the liquid for soap bubbles so that the client likes it. Packaging adds value to the product, which means this process is fundamental.
• Auxiliary processes. This type of business process provides the entire company with resources and allows core processes to do their jobs. At the Mama company, such a process is the preparation of ingredients for the liquid.
• Management processes. These are all processes related to issues of managing the progress of the process, its results and the organization as a whole. When making a liquid, a control process called "Recipe" is used. Yes, yes, defining the recipe, the specific ingredients and their proportions controls the entire process.

Types of business processes and value chain

I prefer to highlight a 4th type of process. Improvement processes. These are processes aimed at improving the progress and results of a process or company activity. “Mama” cares very much about its customers and is constantly trying to improve the quality of the bubble product it produces. To achieve this, the organization has improvement processes - searching for new recipes and testing the solutions found.

Fundamentals and components of business processes

So, we have determined that the main process of our company is “Production of liquid for soap bubbles”. The process has a beginning and an end. More precisely, the process must begin for some reason and stop at some result. The beginning of the production of liquid for bubbles is the client’s desire to receive this very liquid. We will consider that the process is completed when Vanya received the desired product. Having determined conditions for the start and end of the process, we have done an important thing - we have highlighted the process. We have established its boundaries, which is necessary for its management. We will talk about defining boundaries in subsequent posts.

Between the beginning and the end of the process is chain of actions– take, add, mix and so on. It is important to remember that in any process this chain has a certain order. However, the order does not change. Why? I'll tell you a little further. The chain of actions is called the implementation mechanism.

In principle, we can already define the concept of a business process. .

The process is anya sequence of actions that started somewhere and has some result in the end.

The Business prefix emphasizes that the result of the process used in business and for business purposes.

But let's move on. Every process uses certain resources. Without resources it is impossible to produce anything. Resources come from somewhere. Typically, these suppliers are others, supporting the company's processes, or external suppliers.

By the way, suppliers can be not only external but also internal. External suppliers– these are all those people and organizations that do something for our company, but are not part of it. The store is such an external supplier for the Mom organization.

Domestic suppliers they also do something, but the results of their work are used by other, internal processes. A fully automated processing unit, popularly known as PAPA, is an internal supplier of finished raw materials for the liquid manufacturing process. At the same time, the manager for active mixing of soaps :-), who uses this raw material in the preparation process, is a client. And if the internal client is not satisfied with something in the received product, then he is simply obliged to notify the internal supplier about this.

It is very important!!! The effectiveness of the process approach is based on the “client-manufacturer-client” relationship within the company. Only by satisfying internal customers can you satisfy external customers. In this case, the requirements for the product are dictated by the client. The terms of the internal intermediate product are dictated by the internal client.

Someone must be responsible for the process. The most important person in the process is called Process owner. He is the most important not because he does the most. No. But it is he who makes decisions, is responsible for the process as a whole, its result and the client’s satisfaction with the process. Mom is the owner of the process and it is she who is responsible for ensuring that Vanya produces large and strong soap bubbles.

But our mother is not only the owner of the process. She is also a mixer, packer and salesperson. These are the business process roles that it performs in the process. Roles are determined based on similar chains of work within the process. Such chains of work can be divided into subprocesses. As you noticed, one person can perform several roles.

In order to manage the process, it is necessary to understand what to influence in order for the control to have an effect. There are indicators for this in the process. Business process indicators - parameters, which we can measure or evaluate qualitatively. Eg:

• Amount of liquid produced per hour (or other period of time)
• Raw material consumption per liter of liquid
• Strength of resulting bubbles
• Etc.

Indicators are divided into 3 types: process indicators, process product indicators and customer satisfaction indicators. This division is necessary in order to understand and not forget what and where to measure. We will talk about this later.

Let's return to the reasons for the invariability of the chain of work in the process. This is done so that the process produces a product with the same quality over and over again. Those. process should have the same result, from repetition to repetition. What about process changes? And changing the chain of work relates to management processes. We will talk about this later.

Let's summarize:

1. A business process is a chain of actions that is performed in a certain order.
2. A business process has a beginning and an end.
3. The business process is based on the goal of satisfying the customer's needs. To do this, a product is produced that is used by the client of the process.
4. If no one uses the product, the process is meaningless.
5. For production, a business process uses resources that are obtained from suppliers of the business process.
6. The owner of the business process bears full responsibility for its progress, results and client satisfaction. The owner must be there!
7. To manage a process, it is necessary to measure its indicators.
8. The process must produce a product with the same quality repeatedly and sustainably.

What are the main indicators of a successful business? This article discusses five indicators that every businessman must take into account if he wants to build an effective and transparent sales system. Understanding and accounting for these five essential components brings a new level of insight into sales in your business.

You can be the owner of a retail store, wholesale center, cafe, online store, beauty salon, etc. - there is a universal formula that will show the key points of sales, by improving which you will significantly increase your profits.

Let's look at specific examples and recommendations for increasing profits, because this is the fastest way to increase your sales. By implementing the simple techniques below, you will very quickly see positive results in the form of additional profits.

Who wants to increase the profits of their business?

Let me make a reservation right away that in this article I mean by the word “business” the sales system for your product. We won't look at improving production processes, logistics, HR management, etc. We'll look at the very core of your business - the bottom line sales and how to increase profits simply by improving the sales system itself.

Let's take your current business system, break it down into its components and look at how to work through each point to increase your profits. Why are we considering sales? They monetize all your previous efforts, ideas and work. And this point, unfortunately, in most cases receives very little attention.

More often than not, sales is a real black box. The business owner and financial director often have no idea what generated his profit. Which sales tool gives this or that result? Most often, a manager has only an intuitive understanding of the sales process in a business.

I propose a different approach to business, allowing you to control each sales segment and make the system understandable and effective.

Controllability. So that you clearly understand what effect you get from each step you take.

Transparency. So that all elements are spelled out and understandable.

Well-functioning. So that each element of the system can work with minimal participation of the director.

Interchangeability. So that the business is based on the system, and not on the personal qualities of your key sellers, otherwise you can overnight lose either your customer base or your business altogether.

It is necessary to set up the system in such a way that if one of the employees leaves, you can replace him with a new person without significant losses to the current work process.

So, what are the key components you need to continually monitor and improve in your business? There are only five of them, but how you work with these key components completely determines your sales and your business.

The first indicator is the incoming flow of clients. These are potential clients who learned about your company and came to your office, department or point of sale, i.e. all those who came in and can already purchase something from you.

The second indicator is the first purchase. This is turning a potential client into a real one.

The third indicator is the average bill. This is the average transaction amount, i.e. how much money the average client leaves in your cash register.

The fourth indicator is repeat sales. This is an indicator that reflects the number of subsequent purchases by your customers. Illustrates your work with your customer base.

And finally, the fifth indicator is profit. Actually, this is what you get out of sales.

How are these five points related to each other? And what secret should every businessman know?

And the secret is quite simple - you need to know the formula that combines all these indicators into one system. It allows you to clearly see which business processes are worth working on, and which ones just need to be tightened up a little.

The secret formula for a successful business

(Profit formula)

Profit = M x P x Cv x $ x N,

where M is the margin,

P – number of potential clients,

Cv – conversion rate (how many potential clients turned into real ones),

$ – average purchase,

N – number of transactions (how many purchases the client made during a certain period).

Here are the main business indicators you need to work on. And we need to work on increasing each coefficient.

Where to start and in what order

You can significantly increase sales from existing customers. According to statistics, attracting a new client costs 7 times more than selling something to a client who has already bought something from you.

...according to statistics, attracting a new client costs 7 times more than selling something to a client who has already bought something from you...

You can achieve sales growth of 15–20% very quickly. But the most important thing is action. If you read this article and put it off without applying anything, you have simply wasted your time. I advise you to write down right now five specific actions to increase profits in your business that you will implement this week. And then all that remains is to implement them, and additional profits will not be long in coming.

Let's look at the example of a wholesale company

The manager makes about 25 cold calls per day (about 1,500 calls per quarter). On average, 2% of clients proceed to sign a contract. For example, the average transaction is 100 thousand rubles and the average client buys products 2 times per quarter.

We get for one manager:

P = 1500, Cv = 2%, $ = 100 thousand rubles, N = 2.

Total sales volume for the quarter:

P x Cv x $ x N = 1500 x 0.02 x 100,000 x 2 = 6 million rubles.

If your sales department consists of 5 managers, then the sales of the entire department are 30 million rubles, respectively.

If we increase the conversion from 2% to 3, we get an increase in sales of 3 million rubles per manager and an increase in sales of the department as a whole - 15 million rubles. That is, by increasing one coefficient by 1%, you increased your profit by 50%!

If you increase each ratio by 15%, you will double the profit of your business. That is, if your profit is 1 million rubles, it will become 2 million rubles!

If you take it seriously and double each coefficient, your profit will increase by 32 times. Your million turns into 32 million!

Just taking and doubling all the odds is not an easy task. It may take you more than one month or more than one year, but, you see, there is something to try for.

Therefore, I suggest that you first calculate all the above coefficients in your business, express them quantitatively and then work on each of them. I’ll say right away that even identifying these coefficients in your business will take time, but it’s worth it.

Before you start increasing your odds, I’ll tell you a secret that may upset you: there is no one secret method that will immediately double or triple all your odds.

But I also want to please you: there are hundreds of ways that will significantly increase these coefficients, which will increase your profit by several percent and you will achieve your desired goal. The advantage of this method is that, by introducing many techniques, in total each coefficient will give a very good result, while individually the result may be practically unnoticeable or short-lived.

What coefficient do you think should be started?

I'll give you a hint: on margin! This is the simplest method, i.e. it is the only coefficient from the formula on which your profit directly depends, and often working with it practically does not require additional cash injections.

Ways to increase margin

Firstly, this is a new price. Everyone already has the impression that Ikea has very low prices, constant discounts, etc. All these are just marketing ploys that you can also successfully use in your business.

We do it as follows. You have a price of 320 rubles for some product. We take a new price tag, write: 420 rubles, the new price is 350 rubles (this can be a store, an online store, or a service company - this method is universal for everyone).

That is, in fact, you raise the price, but customers see that this product is at a discount. If a regular customer comes up to you and says: “Yesterday it was 320 rubles,” then answer: “Only for you, for our regular customer, we are making a discount and will give you this product at the old price - 320 rubles.” And he will remain your loyal customer for a long time, because you gave him a special discount.

Supplement “Only for you”

If you have the opportunity to make your product unique for the client - to provide the service urgently, to customize the product according to its size, color, charge an additional fee for this. This method is used very well by car dealerships. Three standard colors are included as standard, and a special color that the customer wants is available at an additional cost. Moreover, it costs the manufacturer nothing, and the client pays extra money.

Think about what can be done in your product to suit the client, and make an additional markup on this.

Guarantee

A very large percentage of people will make a purchasing decision if you provide a guarantee. You can also charge extra money for the guarantee. As, for example, Eldorado successfully does this. Pay an additional 10% - and the store has a 2-year warranty: if something happens, we will repair it for you. And people pay. The number of calls for such a guarantee is so small that the costs are fully covered by the additional margin and you get even greater profits and more customers.

But everything, of course, needs to be tested. Some guarantee may work poorly in one area, but may have a good effect in another.

Therefore, come up with several warranty options and test each of them in turn. Then choose the most effective method for your area.

In this short article, we were able to touch only on a small portion of those techniques and methods that will increase the profits of your business, but even this will give results if you implement it in your business.

Olga Goryacheva- Head of the Business Consulting Company OllaBizKon

April 08, 2012

The main components of the business are sales and profit

Sales and profit are the main components of business. The fact is that good sales do not guarantee big profits.

At the initial stage, the goal of a business enterprise is money. It needs working capital to grow. The faster such a company grows, the more funds it needs. Therefore, very often they sell goods and services at a loss just for the sake of receiving money.

By overcoming the problems of cash shortages, organizations achieve growth measured by sales volume and depth of market penetration. Much attention is beginning to be paid to such a component of the business as sales.

Then, gradually, the wishes of the consumers, one after another, begin to be taken into account, and finally, when the business enterprise reaches the "Successful Business" stage, they are completely balanced.

During the stages of aging, the ability to adapt to change weakens, so less and less importance is attached to such components of the business as consumers. Personal survival becomes the main goal and people begin to quit.

Main components of business - investment policy

Investments are the most complex components of business. This is a sign for companies that use share capital in their business.

Investment policy depends on such business components as sales and profit. At the stages of development, serving the market and sales is a natural goal, and profit is a forced goal. Therefore, dividends are not the goal of the owners. They pay the minimum amount for them so that they do not refuse to continue providing financial support.

For owners, market assessment is important, not quick income. Their goal is to maximize sales while keeping profits at a minimum acceptable level.

In companies at the “Successful Business” stages, profit becomes a measure of significance. Increased sales do not necessarily lead to increased profits. Profit becomes a natural goal, and sales volume becomes a forced goal.

And again, changing goals is not easy. Managers want to simultaneously increase such business components as profit and sales. When they cannot achieve these incompatible goals, they become dissatisfied.

As a business ages, profitability becomes a natural goal and sales becomes a compulsory goal. Instead of satisfying customer needs, management seeks to make money by interpreting business results and responding to short-term stock market expectations.

Since profit, as measured by earnings per share, is the goal, the investment community takes a client position. Owners stop giving money and start demanding it. Why is this happening?

Because when people see the end approaching, they try to protect themselves from possible troubles and begin to save time, money and generally everything they can. Likewise, aging companies tend to give less and take more.

To increase profits, managers cut funding for advertising, sales promotion, research and new developments. As a result, the components of business that increase flexibility and entrepreneurial activity are further weakened.

There are few people left in the organization fighting to devote resources to making changes that can promise long-term results, and the cultural climate discourages interest in long-term returns.

General characteristics of strategic management plans (projects)

Short-term planning

Long-term planning

A long-term plan usually covers three-year or five-year periods. It is rather descriptive in nature and determines the overall strategy of the organization, since it is difficult to predict all possible calculations for such a long period. A long-term plan is developed by the management of the organization and contains the main strategic goals of the organization for the future.

Key areas of long-term planning:

Organizational structure;

Production capacity;

Capital investments;

Financial requirements;

Research and development;

Short-term planning can be for a year, six months, a month, and so on. The short-term plan for the year includes production volume, profit planning and more. Short-term planning closely links the plans of various partners and suppliers, and therefore these plans can either be coordinated, or certain aspects of the plan are common to the manufacturer organization and its partners.

The short-term financial plan is of particular importance to the organization. It allows you to analyze and control liquidity taking into account all other plans, and the reserves contained in it provide information about the required liquid funds.

Short-term financial planning consists of the following plans:

1. Next financial plan:

Revenue from turnover

Operating expenses (raw materials, wages)

Gains or losses from current activities

2. Financial plan for the neutral area of ​​the organization’s activities:

Income (sale of old equipment)

Expenses

Gains or losses from neutral activities

3. Credit plan;

4. Capital investment plan;

5. Liquidity plan. It covers the gains or losses of previous plans:

Amount of winnings and losses

Available liquid funds

Liquid funds reserve

In addition, the short-term plan includes:

Trade turnover plan;

Raw materials plan;

Production plan;

· labor plan;

Finished goods inventory flow plan;

Profit realization plan;

Credit plan;

Capital investment plan and more.

Any activity of an enterprise is associated with the implementation of current, investment and financial policies. Each of these areas, in turn, must be developed taking into account the characteristics of the management decision-making process, i.e. go through a number of stages (assessing the external and internal capabilities of the organization, putting forward a hypothesis, selecting the necessary resources, choosing the most acceptable ones from the possible options and implementing the most suitable option). Thus, attention should be paid to the planning process of the organization's activities.

You can select 3 main reasons, according to which it is necessary to plan:

1. The very process of drawing up any plan (project), for example, a business plan, including thinking about an idea, forces you to objectively, critically, and impartially look at the enterprise project in its entirety. The plan helps prevent mistakes; it is a well-laid route, reflecting a strict sequence of actions and priorities in a space of limited resources.

2. A plan (project) is a working tool that will help effectively control and manage an organization, which, in turn, is the basis for success.

3. The completed plan (project) is a means of communicating ideas to other interested parties. A well-developed plan (project) makes a favorable impression on the people with whom cooperation will presumably take place, such as investors, bankers, co-owners and employees.

To solve the above problems, well-known planning techniques (strategic plan, investment and innovation projects, business plan) should be used as a tool. Each of these techniques is responsible for a separate block of tasks that require solutions at a certain point in time, depending on the goals of the organization. The general characteristics of these methods are given in table. 7.1.

Common to these techniques planning is the optimal use (including obtaining) of the organization’s resources, which, as we know, are limited.

Difference consists of the goals and objectives pursued by the developers of the most correct (and, if possible, easily changeable) enterprise plans.

There is another very important concept - feasibility study (TES) of the project. If we consider any planning process, then its preliminary stage will be precisely the feasibility study of the project, which speaks not about the future project, its essence and goals, but about the need for its development. At this (preliminary) planning stage, the necessary information is collected (both primary - “raw” and secondary); its analysis is carried out, i.e. the “quality” of this information is assessed; Using only reliable information, an analysis is carried out and a conclusion is formulated on the necessary actions for further planning - depending on the tasks and issues facing the organization at the moment, a decision is made on the use of one or another methodology (formation of one or another plan / project). That. A project feasibility study is necessary to identify the most important issues in an organization's planning processes, but in no way replaces the planning process.

Table 7.1 - Characteristics of planning techniques depending on the tasks and goals of the organization at the current time

Stretch ceiling