Emkhakheni wezohwebo, lo mqondo usetshenziswa njenge "amakhasimende abalulekile", okuletha inzuzo enkulu ekuhwebeni amafemu kanye nama-ejensi. Kulezi zinhlangano kukhona isikhundla seMphathi we-Akhawunti Eyisisekelo - isisebenzi esithatha ekusunguleni ubuhlobo namakhasimende abalulekile.
Ubani le ikhasimende eliyisihluthulelo?
Siqala ngencazelo yegama, ngakho-ke, sisho iklayenti elingathinta kakhulu inzuzo yenkampani. Zihlanganisa izinkampani ezinkulu namakhasimende ezithombe. Isabelo sokuthengisa singaba ngu-30-55% wevolumu yenani le nhlangano. Lapho sicabanga ukuthi yiziphi amakhasimende abalulekile ashoyo, kufanelekile ukukhomba ukuthi ikhasimende libhekiswe kubo uma ehlangabezana nalezi zindlela ezilandelayo:
- uletha inzuzo enhle ;
- ungumlingani othembekile;
- uhlela ukubambisana isikhathi eside;
- kunethonya ekukhuleni kwezokuthengisa;
- unikeza amathuba ngezindlela ezintsha zokuthola;
- kungathonya idumela lenkampani.
Izinhlobo zamakhasimende abalulekile
Ukukhipha ukuhlaziywa kwamakhasimende, umphathi angahlukanisa amaklayenti kumaqembu anjalo:
- Umnakekeli wokudla . Lokhu kuhlanganisa uhlu lwamakhasimende abalulekile ahlinzeka ngobuningi bezinzuzo zenkampani - u-10% noma ngaphezulu kwenani. Ezimweni eziningi, ulindele ukubambisana kwesikhathi eside.
- Okubhekayo . Zihlanganisa amakhasimende amasha anesabelomali esihle sokuthenga imikhiqizo noma amasevisi. Bangaba "abadla ukudla" kusukela kumncintiswaneni.
- Isithombe-umenzi . Amakhasimende anjalo abalulekile anegama elidumile futhi abaholi embonini noma esifundeni sabo. Banganikeza idumela elihle lenkampani.
- Uchwepheshe . Ikhasimende linemfuneko ephakeme, ibeka phambili kwikhwalithi yezimpahla nezinga lenkonzo. Ezimweni eziningi, linolwazi olubalulekile emakethe lapho inkampani isebenza khona.
Ukusebenza amaklayenti abalulekile
Ukuze uhlele umsebenzi osebenzayo namakhasimende abalulekile, kufanele ufunde amaphutha amakhulu angabangela ukulahlekelwa kwamakhasimende.
- Okubaluleke kakhulu ukugcina isikhathi, ngoba ukulibaziseka kubonisa umthengi ukuthi akuyona into ejulile ngaye.
- Umnyango wokusebenza nabaklayenti abalulekile akufanele uvumele izimo eziphikisanayo, ukubonisa ukunakekelwa nokulinganisela. Ukungqubuzana kuyingozi yokulahlekelwa ikhasimende.
- Enye yeziphambeko ezivamile ukungaqapheli ngamakhasimende, ngakho-ke kubalulekile ukuthi uqaphele ngokucophelela le ndaba.
- Amakhasimende ayisihluthulelo afanele umphathi ukuba alungiselele ngokucophelela izingxoxo. Kubalulekile ukuqoqa ulwazi mayelana nenkampani yekhasimende, cabanga ngemibuzo neziphakamiso ezithakazelisayo.
- Ungalahlekelwa ikhasimende uma umphathi engazi umkhiqizo, ngakho ukufunda mayelana nawo wonke ama-nuances womkhiqizo noma isevisi kuyimfuneko ebalulekile yokuqeqesha ochwepheshe.
Ukuhlaziywa kwamakhasimende abalulekile
Izinkampani kufanele zihlaziye ngezikhathi ezithile ukuhlaziya ukucacisa indlela yokulungisa isu lokusebenzisana namakhasimende. Ukuphumelela kakhulu futhi okulula ukuhlaziywa kwe-ABC-XYZ, okufaka ukuhlukaniswa kwamakhasimende ngamaqembu ngokuvumelana nezici ezithile. Ubuqili bokusebenzisana namaklayenti abalulekile usebenzisa lolu hlaziyo luhlanganisa inhlanganisela yezindlela ezimbili ezifakwe kuthebula le-Excel:
- Ukuhlaziywa kwe-ABC - kusiza ukunquma isigaba samakhasimende ngokuthengisa noma inzuzo. Amaklayenti ahlukaniswe ngamaqembu amathathu: nge-volume enkulu yokuthenga, ngevolumu evamile futhi encane.
- Ukuhlaziywa kwe-XYZ - kusakaza amakhasimende ngokwemvamisa yokuthenga. Futhi, amaqembu amathathu ahlukaniswa: labo abasebenzisa njalo, njalo futhi ngokungavamile.
Ukuthuthukiswa kwamakhasimende abalulekile
Inkampani kumele ihlakulele isu lokuziphatha namakhasimende abalulekile futhi nokwandisa izinsiza ezikhona ukuze zihlangabezane nezidingo zamakhasimende. Ngenxa yalokhu, ukuthengiswa kumakhasimende abalulekile kukhula, futhi impendulo iqala. Ukuze bathole amakhasimende angakhona, baqondiswa yimithetho ye-"P "emithathu: isidingo senkonzo, i-solvency, igunya lokuthatha isinqumo. Ukwaziswa ngamakhasimende abalulekile okungatholakala kungatholakala ngomshini okhethekile wokukhangisa, abezindaba , i-intanethi kanye nolwazi olukhethekile lwe-electronic.
Ukuphathwa kwamakhasimende abalulekile
Ukusebenza namakhasimende abalulekile kuhilela ukuhlaziywa okuningi nokuqeqeshwa kunokusebenzisana namanye amakhasimende. Ukulondoloza amaklayenti abalulekile kusho ukudala i-dossier ngayinye yazo:
- Khetha ulwazi jikelele, olubandakanya: incazelo ejwayelekile yenkampani, inani labasebenzi, umlando wezokuthuthukiswa, abasebenzi, isakhiwo senhlangano kanye nedatha kwimvelo yayo.
- Umlando wobudlelwane uchazwa, ucatshangelwa ukuthi yini futhi nini lapho uhanjiswa khona, yiziphi izimboni ezithintekayo, izizathu zokunqoba nokulahlekelwa. Uchwepheshe uthola ukuxhumana ngalesi sigaba nangesikhathi esizayo.
- Isikimu sokwenza isinqumo kwinkampani yamakhasimende sisebenza. Lapha, bonke abasebenzi abasebenza ngalokhu kufanele bacatshangelwe.
- Ukwaziswa kuhlangene nabamncintisana abazama nokuwina eceleni kwamakhasimende abalulekile.
Ukuthengisa kwamaklayenti abalulekile
Indlela yokucwaninga ekuthengiseni nasekukhangiseni, ngokususelwa ekucatshangweni komuntu ozoba khona noma ophethe ikhasimende, njengamakethe ahlukene, ukwakha ukuxhumana okufanele, ukumaketha - ukumaketha okusekelwe ku-akhawunti. Ngalo, ungaqhuba izingxoxo eziphumelelayo namakhasimende asemqoka, uhlangabezane nezidingo zawo, uhlele ukuthengiselana ngezigaba zokuqala, uthole inzuzo enkulu ekukhangiseni futhi ukhuthaze umthengi.
Izinhlangano zezohwebo zisebenzisa ukumaketha kwamakhasimende asemqoka ukutshela ngokuningiliziwe mayelana nesipho sokuhweba esiyingqayizivele. Kulo, incazelo enembile yabathengi abahlosiwe kanye nokwakhiwa kwekhadi lokuxhumana kubaluleke kakhulu. Ngaphezu kwalokho, izinkampani zibheke umsebenzi wezinhlangano zokuxhumana zokuthengisa nokuthengisa, ukudala okuqukethwe kanye nezinhlelo ngabanye.
Ukulahlekelwa kwamakhasimende abalulekile
Lapho inkampani ilahlekelwa ikhasimende eliyisisekelo, khona-ke inzuzo yokuthengisa iyanciphisa kakhulu futhi kunomonakalo omkhulu. Kunezizathu eziningi zokulahlekelwa kwamakhasimende futhi okukhethwa kukho okuyinhloko kubandakanya: ukunciphisa izinga lenkonzo yamakhasimende, ukwehla izinga lemikhiqizo noma amasevisi, ukwehluleka ukuhlangabezana nezikhathi zokugcina nezithembiso. Ngaphezu kwalokho, imibono yamaklayenti ingase ingacatshangelwa noma ngokuvamile ikhohliwe. Amakhasimende asemqoka angabuyiselwa, kodwa lokhu kuzomele kusebenze kanzima:
- Incazelo yenkomba ebonisa ukuthi ikhasimende lilahlekile, isibonelo, ikhasimende isikhathi eside ayithengi lutho.
- Ukubika ngezinkomba ezinjalo: inombolo kanye ne-dynamics yokuhluleka, kanye nezinkomba ezivela kuzo.
- Ukudweba uhlu lwamakhasimende ofuna ukuwabuyela, futhi uthuthukise izindlela zokuheha. Lokhu kuhlanganisa ukunikezwa okukhethekile, izipho, izaphulelo nokunye okunye.
Umphathi we-akhawunti eyinhloko
Ngenxa yocwaningo oluqhutshwe kwakungenzeka ukubeka ukuthi impumelelo engaphezu kuka-50% yokuthengisa nokusebenzisana okusebenzayo namakhasimende kuncike kumphathi (Umphathi we-Akhawunti Key). Umuntu olesi sikhundla uthonya cishe ingxenye yengxenye yenzuzo, ngakho amandla akhe aseduze nenhloko yenkampani. Mayelana nemithwalo yemenenja yokusebenza namakhasimende asemqoka, umsebenzi wakhe oyinhloko ukhuthaza amakhasimende ukuba athuthukise ukubambisana kwesikhathi eside. Ngaphezu kwalokho, wenza imisebenzi elandelayo:
- iqhuba ucwaningo lwemakethe;
- uxoxisana ;
- Yandisa iziteshi zokuqalisa;
- izinqubo zezibalo;
- akha uhlelo lokuqaliswa;
- ihola amakhasimende abalulekile.
Amakhono omphathi we-akhawunti
Abaqashi abaningi bayavuma ukuthi abaphathi abaphezulu kufanele babe nemfundo ephakeme, kanti okukhethekile akukhonjisiwe. Okungcono, umphathi wamakhasimende asemqoka kufanele abe nolwazi emkhakheni wezokwelapha kanye nokumaketha, futhi i-sphere yokuqala ingaba yinto esemqoka kwimfundo. Ngaphezu kwalokho, kumele abe namakhono anjalo:
- Isisebenzi kumele sibe nolwazi mayelana nomkhiqizo wenkampani, okungukuthi, kumele ukwazi ukuphendula noma yikuphi, ngisho nombuzo othile kusuka kumakhasimende.
- Uchwepheshe we-akhawunti oyinhloko kufanele abe nolwazi oluhlobene nokuthengisa. Kumelwe akwazi ukuthengisa izimpahla kuphela, kodwa futhi nomqondo.
- Okufanelekile, umphathi kufanele aqaphele izindaba zokuthuthukiswa kwebhizinisi lamakhasimende: ubuthakathaka nethemba lekusasa.
- Isisebenzi kumele sibe namakhono okuxhumana kwebhizinisi, ukucabanga kokuhlaziya kanye namakhono aphezulu okuqonda. Uchwepheshe kufanele azi izilimi zakwamanye amazwe, i- acumen yebhizinisi futhi akwazi ukubikezela ukuziphatha komthengi.