How To Find The Core Power To Support The Target

In fact, when we help companies identify performance indicators, they will first sort out their strategic needs. In the process of strategy sorting, we must first determine the development goals of the company. The real purpose of strategy sorting is to find the core competence of the company that supports these goals. Take this enterprise as an example, just giving employees a series of data indicators, such as the amount of contract and the amount of refund, can not give employees guidance in action. The reason why enterprises really get customers' favor is customer service level, the use and growth of proprietary technology capabilities. Employees who do not know or value these indicators waste the original advantage of the company, so that employees even spend their money on purchasing performance. Such a practice completely violates the original intention of the company's development.

In view of the present situation of A enterprises, we believe that the emphasis should be laid on the business models determined by the future development of the company. In this business mode, the main components include the profit model based on the enterprise value chain, the customer value proposition and the corresponding key competencies. In the course of development, the company aims at presenting its own performance goals.

from Customer value From the point of view of advocating, it is reflected in the actual operation of several key indicators when customers choose products or services, such as quality, after-sales service, price, brand and so on, when customers purchase products, the customers will also inspect from these aspects when choosing suppliers. So what we need to clarify is what is different from the competitors and what can we do to meet the needs of more targeted customers? And what ability have we accumulated for this unique value proposition to enable customers to get continuous satisfaction?

In the past, the company's staff Most of us don't know who our target customers are and what they need us for. In the process of attracting customers, they are using abnormal means, such as relying on relationships, relying on some unlawful commercial means and so on, and these means are irrelevant to the core competence of enterprises, and others can also adopt them. Under such competitive means, enterprises have no real advantage at all. That is to say, when we use these means to attract customers, competitors will soon be able to "pry" customers through the same means. At the same time, these practices have led the customer market to the wrong direction.

In fact, A enterprises have inherited and developed a series of leading proprietary technologies in the long term development process. These technologies constitute the customer value proposition that enterprises can not reproduce. And competitors have realized that, and continue to use the rich treatment of A companies such as the removal of such technical staff, but inside the enterprise is not really aware of this problem.

In our survey, we found that previous empty performance indicators were not related to the outstanding proprietary technology capabilities of A companies, and the internal processes formulated by company managers. Performance oriented Without emphasizing the maintenance and promotion of "core strength", we have wasted all our advantages.

Therefore, we believe that we should not only maintain and enhance the outstanding technological capabilities, but also make this advantage different from competitors become an important reason for customer choice, and we need to constantly upgrade the product and service processes of A enterprises according to the needs of customers, so that these customers can be closely surrounded by enterprises so that more similar customers can find A enterprises as suppliers.

To get rid of the bottleneck of performance failure, we should understand that the most important role of performance management is not salary allocation and personnel decision making. The most important goal is to ensure that employees' efforts are aligned with the company's strategy. Only by turning the performance management indicators into the direction and guidance of action can employees make progress towards our strategic goals before they can become a truly incentive mechanism.