الرئيسية / عصير الكتب / الجزء الأول من تلخيص كتاب“ضاعف أرباحك” تأليف:كاميرون هيرولد

الجزء الأول من تلخيص كتاب“ضاعف أرباحك” تأليف:كاميرون هيرولد

“ضاعف أرباحك”

ركز .. أسس إستراتيجية إبداعك وإنطلق

في الأزمة المالية العالمية وفي ظل الركود الاقتصادي الذي نعيشه انهض بشركتك وانفض عنها سياسات التقشف. حرك عجلة الإنتاج واستحضر إبداعاتك وألهم فريقك نحو الخروج عن المألوف. كن القائد ولا تنتظر قطيع الشركات المتعثرة حتى تنضم إليه، لا
تضع سياسات واستراتيجيات التطوير والتغيير على استحياء، بل أسس استراتيجيات جريئة تدفع شركتك نحو مضاعفة الأرباح.
ليس صعبًا أن تحدد رؤية واضحة للنجاح والتميز والانطلاق في ظل ظروف الركود الاقتصادي، لكنك تحتاج إلى قدر كبير من ”التركيز“
الذي ينهض بهمتك ويساعدك على رسم مشروعك في لوحة متكاملة تجمع فيها أدق تفاصيل الإبداع، فتتشكل لديك رؤية شاملة
لآليات التنفيذ، مع تصوُر دقيق لأداء فريق العمل الذي لا بد وأن يدفع باتجاه مضاعفة الأرباح.

ارسم لوحتك ولونها

من السهل أن تضع هدفًا كمضاعفة حجم شركتك خلال ثلاث سنوات، فكل رجال الأعمال وأصحاب المشروعات الكبيرة والصغيرة يتمنون ذلك. لكن وضع الهدف يختلف كثيرًا عن تصوره بوضوح وإدراك أسلوب وإمكانية تحقيقه، فأولى خطوات تحقيق هدف كهذا تتمثل في الإعداد للنمو السريع وتطوير الرؤية المستقبلية.
يضع الكثيرون أهدافًا تتعلق بمستقبل شركاتهم دون امتلاك رؤية واضحة لما ستكون عليه الشركة عند تحقيق هذا الهدف. إذا كان العائد سيتضاعف لثلاث أو أربع مرات، فما هو تأثير ذلك على الشركة؟ وما هي الموارد البشرية والقدرات التي ستحتاجها؟ هل سيتم ذلك في مقر الشركة الحالي أم ستحتاج إلى مكاتب إضافية؟ وهل ستقدم خدمات غير التي تقدمها حاليًا؟ وما هي هذه الخدمات؟

إذا كان رسم لوحة لمستقبل الشركة يحتاج إلى ألف كلمة، فرسم لوحة الاستراتيجية الكاملة والشاملة والملونة بألوان النجاح يحتاج إلى أموال طائلة. يمكن للوحة المرسومة أن تكون وثيقة من ثلاث ورقات تقدم شرحًا تفصيليًا لما ستبدو عليه الشركة خلال ثلاث سنوات دون توضيح كيفية تحقيق كل جانب من جوانب هذه الرؤية المستقبلية، فيقتصر دور هذه اللوحة على تحديد ملامح المستقبل دون الإشارة إلى كيفية رسمها وتلوينها. اكتب ملاحظات وافية عن كل جانب من جوانب الشركة: الثقافة، فريق العمل، التسويق، العلاقات العامة، المبيعات، تكنولوجيا المعلومات، الوضع المالي، الإنتاج، الاتصالات، خدمة العملاء، التصميمات والجوانب الفنية والهندسية، القيم ومدى التزام الموظفين، التوازن بين الحياة الشخصية والعمل، إلخ. دوّن أيضًا ما تلاحظه عن التفاعلات
التي تتم مع الشركاء وذوي المصالح والمساهمين، وتذكر أنك تتصور كل هذه المظاهر لشركتك بعد تضاعف حجمها.

الهندسة العكسية للأهداف والمشروعات

حتى تخرج لوحتك الاستراتيجية الملونة والشاملة إلى النور عليك أن تكون إيجابيًا، ولكي تكون إيجابيًا عليك أن تركز على وضع الأهداف؛ ولكن بدلاً من التفكير في المستقبل خلال وضع الأهداف وخطة تحقيقها، عليك أولاً أن تحدد أهدافك وتدونها ثم تبحث
عن وسائل تحقيقها، وبذلك تطبق ”الهندسة العكسية“ على مشروعك لتقوده نحو النجاح.
تطبيق الهندسة العكسية في شركتك يشبه إلى حد كبير بناء بيتك الخاص، والمنتج النهائي لديك هو اللوحة الملونة بدلاً من البيت. قبل بناء البيت ستقابل مهندس البناء وتوضح له المساحة التي تحتاجها للمنزل وتقسم هذه المساحة إلى غرف، وبعد عدد من النقاشات مع مهندس البناء تبدأ صورة البيت تتضح في عقله وعقلك أيضًا، وبوضع خطط البناء يتم رسم لوحة البيت وتلوينها. وبالاعتماد على هذه الخطط يتمكن الفنيون والكهربائيون ومهندسو الديكور والسباكون وعمال البناء والآخرون من تطبيق الهندسة العكسية بتحويل اللوحة التي رسمتها في عقلك إلى واقع، بحيث يبدأ يرجع كل منهم إلى هذه اللوحة أثناء العمل. وهكذا يتحدد دور كل عضو في الفريق منذ البداية وفقًا للوحة النهائية المطلوبة، وهو ما يجب أن يتم داخل الشركة أيضًا بحيث ترسم اللوحة وتلونها ليتمكن الجميع من الرجوع إليها أثناء تنفيذ العمل.

ركز على نقاط القوة والضعف

قبل البدء في اتخاذ الخطوات الأولى نحو تحويل الخطط إلى واقع يجب أن تكون لديك فكرة واضحة عن النقطة التي ستبدأ منها، فالموقع الذي تحتله شركتك الآن يختلف عن اللوحة التي رسمتها في خيالك.

أسس الأهداف المحددة

بعد أن ترسم لوحة للمشروعات الأساسية التي ترغب في مباشرتها، حدد الأهداف الخاصة بكل جزء من اللوحة، وتذكر أن اللوحة الكاملة الملونة هي هدفك الأساسي وتحديد الأهداف الخاصة بكل مشروع هو وسيلة للوصول إلى اللوحة الكاملة.
-1 المشاركة: تشجع مشاركة الأهداف مع مدرب أو مدير أو خبير أو أحد أعضاء فريق العمل على تحقيقها واعتبارها جزءا رئيسا من دستور الشركة وعقيدتها المستقبلية.
-2 إمكانية القياس: ضع رقمًا لكل هدف حتى تتمكن من مراقبة سيرك في طريق تحقيقه. وضح أهدافك وألق عليها الضوء، فكلما ابتعدت أهدافك عن الضوء قلت نسبة احتمال تحقيقها.
-3 إمكانية التحقيق: يجب أن يكون هدفك قابلاً للتحقيق، ومن الأفضل أن تبتعد عن الأهداف المستحيلة التي لن تستطيع تحقيقها مهما استثمرت، ومهما فعلت.
-4 أهداف متصلة ومناسبة: تأكد من أن كل الأهداف تستحق العناء والعمل والتعب والكفاح من أجل تحقيقها.
-5 تحديد المدة: حدد تاريخًا لكل هدف تنوي تحقيقه قبل انتهاء ربع السنة أو قبل انتهاء السنة المالية.

لكل شركة مشروعاتها التي لا بد أن تتمحور حل الأهاف الأربعة التالية

❂العائد: حدد عائدًا سنويًا ثابتًا، وهو أمر سهل، فيمكنك تحديد نسبة زيادة 25 ٪ للسنوات الثلاث التالية.
❂الربح: يحتاج الموظفون إلى هدف ربحي كدليل ومؤشر لهم أثناء العمل، ولذا عليك أن تحدد من البداية مستوى الربح الذي يجب على الشركة تحقيقه، وبذلك يتضح لهم مستوى الجهد والعمل المطلوب.
❂خدمة العملاء: اربط بين الهدف وبين الدخل. هل مستوى الخدمة التي تقدمها لعملائك يتأثر بالدخل الذي تحققه الشركة؟
❂رضا الموظفين: اربط بين هذا الهدف والدخل. هل أداء الموظفين ينعكس على معدلات دخولهم؟ أثناء تحديد الأهداف الأساسية ضع اللوحة الكاملة نصب عينيك، فكل شركة تحتاج إلى أربعة أو خمسة أهداف أساسية يمكنك بعدها تقسيمها إلى أهداف فرعية، وبمجرد وضع الأهداف كلها يمكنك تحديد الجدول الزمني وترتيب الأهداف وفق أولوياتها.

دور القائد 

يتمثل دور القائد في تكوين فريق العمل ودعمه وتمكينه من أداء المهام المطلوبة منه، فلا يقتصر دوره على مراقبة المرؤوسين ومحاسبتهم. وحتى يتمكن القائد من أداء دوره على أكمل وجه عليه أن يوظف الشخص المناسب في المكان المناسب فلا يضطر إلى مراقبة الجميع على الدوام، بل ويدفع هؤلاء إلى الإبداع بدوافع ذاتية ومبادرات تلقائية. كما ينبغي أن يصب القائد اهتمامه على ضمان التزام كل موظف بأداء المهام المنوطة به بما يتوافق مع اللوحة الملونة الخاصة بالشركة، وأن يقدم الدعم المعنوي الذي يحفز الموظفين على ذلك، ويمكن للقائد أن يقيم مدى الحاجة إلى تطوير مهارات محددة من أجل إنجاز إحدى المهام لأنه يعرف المهمة الموكلة إلى كل موظف. إضافة إلى ذلك، عليه أن يوفر الموارد المالية والبشرية والتجهيزات والوقت اللازم لتحقيق الأهداف الموضوعة.
بمجرد الانتهاء من تلوين لوحتك والبدء في تطبيق الهندسة العكسية على الشركة، عليك التركيز على أهم خطة، وهي نشر وترسيخ وبث روح وثقافة النمو السريع.

خلق ثقافة عالمية

لا يمكن إنشاء ثقافة عالمية في بيئة العمل دون ترتيب مسبق. فعلى كل شركة أن تتخذ قرارًا واعيًا بالتركيز على تطوير خطة تتبنى بها تطوير بيئة العمل من أجل راحة موظفيها، وبعد أن تشكل الشركة ثقافتها الخاصة سيتحول دورها إلى متابعة وتطوير هذه الثقافة وفتح دروبها وفهم تشعباتها الجانبية بمرور الوقت.
إذا كنت تريد حقًا مضاعفة حجم شركتك في ثلاث سنوات، فإن وضع أسس ثقافة عمل وأداء عالمية هو الحل. دون هذه الثقافة لن تقوم الشركة على أساس ثابت وحقيقي، وبالتالي لن تنمو بالصورة المطلوبة.

بالتركيز على إنشاء الثقافة ونشرها ومتابعة تطورها، ستتمكن من تحسين جميع مظاهر العمل بدءًا من الإنتاجية والتوظيف وحتى العلاقات العامة مع العملاء ورضا الموظفين. وترتبط هذه الثقافة بكل أهدافك ومشروعاتك، ويجب اعتبارها خلفية للوحتك الملونة.
تعد الثقافة القائمة على أسس سليمة عاملاً مساعدًا لجذب الموظفين المتميزين، والأهم من ذلك أنها توفر البيئة المناسبة للموظفين لأداء المهام المطلوبة على أكمل وجه؛ حيث يساعد نشر ثقافة الشركة على إظهار أفضل مهارات الموظفين وقدراتهم الإبداعية.
ولا تظن أن الجهود المبذولة في إنشاء ثقافة الشركة ستذهب هباءً، فالموارد التي تستثمرها والمزايا التي توفرها لموظفيك ستعود عليك بالربح، وهكذا يكون الوقت والجهد استثمارًا في الأفراد وفي الشركة ككل.

إجراءات مركزة لنمو سريع :

التسويق المركز

بعد تحديد هدفك التسويقي ركز على الترويج لعلامتك التجارية على أوسع نطاق. وهناك وسيلتان قويتان للتعريف بك وبعلامتك
وخدماتك ومنتجاتك في السوق:

❂المقايضة:
من أهم الأسرار المتعلقة بالتسويق والإعلان أن الصحف والمجلات والمواقع الإلكترونية ومحطات الراديو تتعامل بنظام المقايضة على المساحات الإعلانية لديها، فالإعلان عبر أي من هذه الوسائل لا يتكلف مبالغ طائلة، وأسهل طريق للوصول إليهم هو أن تقدم لهم شيئًا ذا قيمة، فيمكنك أن تقدم لهم بعضًا من منتجاتك أو خدماتك مقابل الإعلان عن سلعتك أو خدماتك.
❂الابتكار:
تتكدس وسائل الإعلام الآن بالإعلانات، وهنا قد يكون من الأفضل أن تقدم شيئًا بسيطًا مباشرًا يجذب الجمهور إليك في نفس الوقت.

العلاقات العامة المركزة

العلاقات العامة تختلف عن التسويق ولا تغني عنه أحيانًا يتم الخلط بين اتصالات التسويق والعلاقات العامة، إلا أنهما مختلفان تمامًا، فدور موظف العلاقات العامة يتعلق بالمبيعات، ولكن موظف التسويق لا يشترط أن يتميز بسمات مندوب المبيعات، ولهذا فإنه بإمكان مندوب المبيعات أن يعمل في العلاقات العامة أكثر من التسويق.
لمضاعفة حجم شركتك عليك مضاعفة حجم شبكة العلاقات العامة التي تعمل على ترويج الشركة، على أن يتميز كل فرد من أعضاء فريق العلاقات العامة بما يلي:
❂يهوى عملية البيع
❂يمكنه التعامل مع الرفض والعملاء ذوي الشخصيات الصعبة
❂يمكنه العمل كعضو في فريق
❂مستمع جيد
❂متفائل
❂يتميز بصوت جريء
❂يحسن التعامل مع التقنيات الحديثة
❂ذكي وماهر

التركيز على إستثمار التكنولوجيا

نحن نعيش في عصر السرعة المدفوع بالتكنولوجيا الرقمية، حيث يمكّنك السوق الافتراضي من تحقيق أهدافك وأرباحك على أرض الواقع؛ فلا بد إذن من مضاعفة جهودك لتعظيم الاستفادة من ثورة المعلومات.
أروع صفقة يمكن أن تعظم أرباحك هي التي تبرمها عبر الإنترنت، ليس لفعاليتها وسرعة نتائجها فحسب، بل لأنها توفر لك تكاليف الوقت والإعلان والتسويق والبيع والشراء وغيرها من العمليات التي تقدمها لك بالمجان أو بأسعار زهيدة لا تكاد تذكر.

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