戰(zhàn)略需求分析問卷

1、PAGE CUSTOMER ADVISORY SESSION FACILITATOR GUIDE McKessar Tieleman Pty Ltd戰(zhàn)略需求分分析問卷卷（SNAAQ）STRATTEGIIC NNEEDDS AANALLYSIIS QQUESSTIOONNAAIREE戰(zhàn)略需求分析問卷Stretigic Needs Analysis QuestionnaireIFC-CPDFPage PAGE 23 of NUMPAGES 63TOC h z HYPERLINK l _Toc12963940 了解貴公司司及其所所從事的的商業(yè)活活動UNNDERRSTAANDIING YOUUR BB

2、USIINESSS PAGEREF _Toc12963940 h 2 HYPERLINK l _Toc12963941 企業(yè)概況BBusiinesss OOverrvieew PAGEREF _Toc12963941 h 2 HYPERLINK l _Toc12963942 個人目標PPerssonaal GGoalls PAGEREF _Toc12963942 h 100 HYPERLINK l _Toc12963943 了解客戶、市市場與產產品UNNDERRSTAANDIING CUSSTOMMERSS, MMARKKETSS ANND PPRODDUCTTS PAGEREF _Toc12

3、963943 h 133 HYPERLINK l _Toc12963944 產品與服務務Prooduccts andd Seerviicess PAGEREF _Toc12963944 h 13 HYPERLINK l _Toc12963945 客戶選擇標標準Cuustoomerr Seelecctioon CCritteriia PAGEREF _Toc12963945 h 144 HYPERLINK l _Toc12963946 客戶反饋CCusttomeer FFeeddbacck PAGEREF _Toc12963946 h 155 HYPERLINK l _Toc12963947 商

4、業(yè)模式TTHE BUSSINEESS MODDEL PAGEREF _Toc12963947 h 118 HYPERLINK l _Toc12963948 潛在業(yè)績提提升能力力Pottenttiall Buusinnesss Peerfoormaancee Immproovemmentt PAGEREF _Toc12963948 h 18 HYPERLINK l _Toc12963949 行業(yè)分析IInduustrry AAnallysiis PAGEREF _Toc12963949 h 200 HYPERLINK l _Toc12963950 競爭對手CComppetiitorrs PAGE

5、REF _Toc12963950 h 200 HYPERLINK l _Toc12963951 客戶Cusstommerss PAGEREF _Toc12963951 h 23 HYPERLINK l _Toc12963952 行業(yè)進入壁壁壘Baarriierss too Enntryy PAGEREF _Toc12963952 h 24 HYPERLINK l _Toc12963953 供應商 SSuppplieers PAGEREF _Toc12963953 h 226 HYPERLINK l _Toc12963954 盈虧平衡與與流動資資金B(yǎng)rreakkeveen aand Worrki

6、nng CCapiitall PAGEREF _Toc12963954 h 28 HYPERLINK l _Toc12963955 員工授權TTEAMM EMMPOWWERMMENTT PAGEREF _Toc12963955 h 30 HYPERLINK l _Toc12963956 綜述與文化化Oveerviiew andd Cuultuure PAGEREF _Toc12963956 h 330 HYPERLINK l _Toc12963957 招聘與培訓訓戰(zhàn)略RRecrruittmennt aand Traainiing Strrateegy PAGEREF _Toc12963957

7、h 331 HYPERLINK l _Toc12963958 績效管理與與激勵PPerfformmancce MManaagemmentt annd RRewaardss PAGEREF _Toc12963958 h 33 HYPERLINK l _Toc12963959 市場營銷戰(zhàn)戰(zhàn)略計劃劃THEE STTRATTEGIIC MMARKKETIING PLAAN PAGEREF _Toc12963959 h 355 HYPERLINK l _Toc12963960 市場營銷戰(zhàn)戰(zhàn)略Sttrattegiic MMarkketiing Plaan PAGEREF _Toc12963960 h 35

8、5 HYPERLINK l _Toc12963961 分析Parretoo Annalyysiss PAGEREF _Toc12963961 h 35 HYPERLINK l _Toc12963962 目標市場CCusttomeer SSegmmenttatiion andd Maarkeets PAGEREF _Toc12963962 h 336 HYPERLINK l _Toc12963963 市場定位與與價格戰(zhàn)戰(zhàn)略Posiitiooninng aand Priicinng SStraateggy PAGEREF _Toc12963963 h 377 HYPERLINK l _Toc129

9、63964 市場營銷活活動Maarkeetinng AActiivittiess PAGEREF _Toc12963964 h 39 HYPERLINK l _Toc12963965 技術、運營營與知識識戰(zhàn)略TTECHHNOLLOGYY, OOPERRATIING ANDD KNNOWLLEDGGE SSTRAATEGGY PAGEREF _Toc12963965 h 400 HYPERLINK l _Toc12963966 管理系統(tǒng)化化BUSSINEESS INDDEPEENDEENCEE PAGEREF _Toc12963966 h 43 HYPERLINK l _Toc12963967

10、反饋及持續(xù)續(xù)改善FFEEDDBACCK AAND CONNTINNUOUUS IIMPRROVEEMENNT PAGEREF _Toc12963967 h 444了解貴公司司及其所所從事的的商業(yè)活活動UNNDERRSTAANDIING YOUUR BBUSIINESSS這是SNAAQ的第第一部份份，主要用用于了解解貴公司司的概況況。同時時也包括括了您個個人對公公司的目目標與期期望。這這些信息息將用于于經營業(yè)業(yè)績改善善項目模模塊一了解解你的公公司及其其所從事事的商業(yè)業(yè)活動。Thiis ffirsst ssecttionn off thhe SSNAQQ foocusses on proovidd

11、ingg a genneraal bbusiinesss ooverrvieew. Itt allso exaaminnes youur pperssonaal ggoalls aand youur hhopees aand asppiraatioons forr yoour bussineess. TThe infformmatiion willl bbe uusedd inn Moodulle 11 off thhe BBusiinesss PPerfformmancce IImprroveemennt PProggramm Unddersstanndinng YYourr Buusinn

12、esss.企業(yè)概況BBusiinesss OOverrvieew企業(yè)名稱?Whaat iis tthe namme oof yyourr buusinnesss?企業(yè)地址? WWhatt iss thhe nnamee off yoour bussineess?企業(yè)成立日日期?Whenn waas yyourr buusinnesss fiirstt esstabblisshedd?你的企業(yè)是是收購的的嗎？如如果是，請請?zhí)峁┢笃髽I(yè)的收收購日期期以及收收購金額額。Diid yyou buyy yoour bussineess? Iff yees, proovidde ddetaailss off

13、 whhen youu puurchhaseed tthe bussineess andd hoow mmuchh yoou ppaidd foor iit.不是是不是是企業(yè)介紹：請說明明所生產產的產品品，以及及所提供供的服務務。是零零售商、生生產廠家家、分銷銷商、還還是服務務行業(yè)？請在下下面做簡簡要介紹紹。Plleasse ddesccribbe yyourr buusinnesss. Whaat pprodductts aand serrvicces do youu seell? AAre youu a rettailler, maanuffacttureer, disstriibutto

14、r or serrvicce pprovvideer? Plleasse bbrieeflyy deescrribee beeloww.請介紹貴公公司所處處的行業(yè)業(yè)Whaat iinduustrry (s) do youu opperaate in?請說明貴公公司所服服務的市市場？請請描述貴貴公司所所服務的的客戶。What markets do you serve? Please describe your customers?請說明貴公公司的客客戶結構構。請說說明企業(yè)業(yè)客戶在在公司所所有客戶戶中所占占的比例例（與最最終消費費者相對對應）WWho doees yyourr cuustoomer

15、r baase commpriise of? WWhatt % of youur ccusttomeers aree ottherr buusinnessses (ass opppossed to inddiviiduaal eend useers)?%請說明客戶戶購買貴貴公司產產品的原原因？貴公司司可以為為客戶提提供什么么樣的價價值？Whyy doo cuustoomerrs ccomee too yoou? Whaat vvaluue ddo yyou proovidde tto tthemm?貴公司員工工人數(shù)?Howw maany teaam mmembberss doo yoou hh

16、avee?請在下面的的空白處處畫出貴貴公司的的組織結結構圖。請請參照下下面所提提供的樣樣板。IIn tthe spaace bellow, plleasse ddraww yoour hieerarrchyy chhartt? Plleasse rrefeer tto tthe exaamplle bbeloow貴公司有企企業(yè)宗旨旨嗎？如如果有，請請?zhí)峁?。Do you have a written “Mission Statement” for the business? If yes, please detail it below.有有沒有no如果貴公司司沒有正正式的企企業(yè)宗旨旨,請思思考貴

17、公公司應有有的宗旨旨, 并并寫在下下面的空空格處。為為了幫助助你確定定公司宗宗旨, 我們在在下面提提供了一一個樣本本作為參參考。你你也可以以閱讀文文章“如何創(chuàng)創(chuàng)建一個個積極主主動的頭頭腦!”If yoou ddo nnot havve aa foormaal MMisssionn Sttateemennt, pleeasee deetaiil ooverrleaaf wwhatt yoou tthinnk tthe Misssioon SStattemeent forr yoour bussineess shoouldd bee. To asssistt yoou wwe hhavee prr

18、oviidedd ouur MMisssionn Sttateemennt bbeloow. Yoou mmay alsso wwantt too reead “Hoow TTo CCreaate A VVoluunteeer Minndseet!”McKesssarr Tiieleemann重要的的商業(yè)目目的在于于最大程程度地增增加客戶戶的財富富。公司司保持尊尊重客戶戶的、職職業(yè)的和和關注市市場的態(tài)態(tài)度，一一貫遵守守高度的的職業(yè)操操守。我我們將在在目標市市場獲得得高度認認同。McKesssarr Tiieleemanns preedomminaant commmerrciaal ppurpp

19、osee iss too maaximmizee itts cclieents nnet finnancciall weealtth. Itt wiill adoopt a ddignnifiied, prrofeessiionaal aand foccuseed mmarkketiing possturre aand willl aat aall timmes actt inn acccorrdannce witth tthe higghesst sstanndarrds of ethhicaal ccondductt. It willl bbe aacknnowlledgged as th

20、ee prre-eeminnentt prractticee inn ouur ttargget marrkett.我們精心挑挑選我們們的雇員員。他們們將為成成為公司司的一員員而驕傲傲，他們們會獲得得比平均均水平更更高的薪薪水，他他們將在在享受優(yōu)優(yōu)越、愉愉快的環(huán)環(huán)境里工工作。他他們有機機會獲得得職業(yè)上上的進步步，為個個人發(fā)展展尋找空空間，也也有機會會參與公公司的決決策。OOnlyy thhe bbestt caandiidattes avaailaablee wiill be hirred as teaam mmembberss. Theey wwilll bee prroudd too be

21、e paart of thee fiirm andd wiill bennefiit ffromm abbovee avveraage remmuneerattionn, aand an exccelllentt annd eenjooyabble worrkinng eenviironnmennt. Thhey willl bbe ggiveen tthe oppporttuniity forr prrofeessiionaal aadvaanceemennt, perrsonnal groowthh annd tthe oppporttuniity to conntriibutte tto

22、 tthe deccisiion makkingg prroceess witthinn thhe ffirmm.公司的員工工、合伙伙人和客客戶之間間高度信信任、互互相尊重重。公司司的每一一個成員員都理解解和贊同同企業(yè)的的遠景規(guī)規(guī)劃，并并全力實實現(xiàn)目標標。Thheree wiill be a hhighh leevell off trrustt annd mmutuual resspecct aamonngstt alll TTeamm meembeers, Paartnnerss annd CClieentss. Eveery perrsonn wiithiin tthe firrm wwi

23、lll unnderrstaand andd suubsccribbe tto tthe vissionn off thhe ffirmm annd tthe rolle ttheyy pllay in acccompplisshinng tthatt miissiion.公司致力于于提供富富于創(chuàng)意意的服務務。公司司接受的的每項任任務都遵遵循客戶戶的要求求進行認認真的分分析、精精心的策策劃，并并且價格格合理。The firm will continue to develop innovative services and products. The services offered by th

24、e firm will be clearly defined, highly structured and priced in accordance with the value they represent to the client.在您公司的的經營管管理中，您您需要立立即進行行正確處處理的三三件最重重要的事事情是什什么？請按照照10分分制對你你處理這這三件事事的結果果進行評評分。110/110為優(yōu)優(yōu)秀，11/100為極不不滿意。What are the 3 most important things that you must get right in your business? Pl

25、ease indicate, how you rate your current performance for each of these areas out of 10 e.g. 10/10 fantastic, 1/10 appalling1) /1002) /1003) /100請?zhí)峁┵F公公司今后后五年的的發(fā)展規(guī)規(guī)劃Plleasse ddesccribbe bbeloow wwhatt yoou wwoulld llikee yoour bussineess to loook llikee, 55 yeearss frrom noww.貴公司盈利利嗎？請?zhí)峁┕┻^去三三年公司司盈利情況I

26、ss yoour bussineess proofittablle? Plleasse pprovvidee prrofiit/llosss deetaiils forr thhe llastt 3 finnancciall yeearss盈利盈利虧損no200120001999貴公司有專專職的會會計人員員來完成成會計工工作嗎？Do youu doo yoour boookkeeepiing andd acccouuntiing in-houuse?是是不是no如果是，請請說明貴貴公司使使用哪一一種財務務軟件。If yes, what accounting software do you us

27、e to prepare your Financial Statements?以下報告所所呈報的的頻繁度度?Howw frrequuenttly do youu geet tthe folllowwingg reeporrts?報告Repportt每天Daiily每周Weeeklyy每月Monnthlly每季度Quuartterlly每年Annnuallly從來沒有NNeveer損益表Prrofiit aand Losss資產負債表表Ballancce SSheeet現(xiàn)金流量表表Cassh FFloww Sttateemennt過期未付款款清單債債務人AAgedd Deebtoors Liss

28、tinng過期未付款款清單債債權人AAgedd Crrediitorr Liistiing銷售分析SSalees AAnallysiis庫存分析IInveentoory Anaalyssis其它報告OOtheer RRepoortss(請說明) (plleasse ddetaail)貴公司有成成文的戰(zhàn)戰(zhàn)略計劃劃嗎？如如果有，請請?zhí)峁蛷陀〖o you have a Strategic Business Plan? If yes, please attach a copy沒有有沒有有個人目標PPerssonaal GGoalls您在貴公司司的職責責是什么么？Whaat iis yyourr

29、roole in thee buusinnesss?您的薪酬水水平？Whaat ssalaary doees tthe bussineess proovidde tto yyou?貴公司有為為您提供供分紅與與其它福福利嗎？請說明明。Whhat othher remmuneerattionn / bennefiits do youu reeceiive?請說明您每每周平均均工作小小時數(shù)OOn aaverragee, hhow manny hhourrs aa weeek do youu woork in youur bbusiinesss小時/周hhourrs pper weeek您是如何分分配

30、工作作時間的的？請在下下面提供供每類工工作占總總工作時時間的百百分比。How do you spend your time? Please provide a breakdown below.工作時間分分配Hoow DDo YYou Speend Youur TTimee%技術性工作作Tecchniicall woork市場與銷售售Salles andd Maarkeetinng人力資源管管理Huumann Reesouurcee Maanaggemeent生產管理OOperratiionss Maanaggemeent財務管理FFinaanciial Mannageemennt戰(zhàn)略管理與與規(guī)

31、劃SStraateggic Mannageemennt aand Plaanniing其它（請說說明）Othherpleeasee deetaiil平均每年休休假天數(shù)數(shù)（不包包括周末末與國家家規(guī)定假假期）OOn aaverragee, hhow manny ddayss hoolidday do youu haave eacch yyearr (eexclludiing weeekennds andd puubliic hholiidayys)天/年daays perr yeear請計算您每每小時的的工作酬酬勞：即年總總收入除除以年工工作小時時數(shù)（52 x 每每周平均均工作小小時數(shù) - 年年休

32、假小小時數(shù) - 病病假小時時數(shù) - 800小時的的年公休休假日數(shù)數(shù)）Callcullatee whhat youur aaverragee hoourlly rratee iss byy diividdingg yoour annnuall fiinannciaal rretuurn by thee nuumbeer oof hhourrs yyou worrk iin tthe bussineess (522 x aveeragge hhourrs pper weeek mminuus nnumbber of houurs takken as annnuall annd ssickk lee

33、avee annd mminuus 880 hhourrs ffor pubblicc hooliddayss)請按10分分制對目目前工作作的滿意意度進行行評分（10分分為“我非常常滿意目目前的工工作”，1分分為“我非常常不滿意意目前的的工作”）請就就評分情情況做簡簡要說明明On a sscalle oof 11-100 (wwithh 100 beeingg “II thhorooughhly enjjoy my bussineess alll off thhe ttimee” aand 1 bbeinng “II wiish I wwas no lonngerr inn thhis bus

34、sineess, itt giivess mee liittlle/ no sattisffacttionn” ppleaase givve aan iindiicattionn off yoour currrennt hhapppineess levvel witth yyourr buusinnesss. Pleeasee coommeent bellow./10在工作中你你最喜歡歡的三件件事是什什么？Whaat 33 thhinggs ddo yyou enjjoy mosst aabouut yyourr buusinnesss?1)2)3)在工作中所所遇到的的最困難難的三件件事是什什

35、么？WWhatt 3 thiingss frrusttratte yyou thee moost aboout youur bbusiinesss?1)2)3)浪費您時間間最多的的三件事事是什么么？這里所所指的是是那些妨妨礙處理理您真正正應該處處理的工工作的事事。Whhat 3 tthinngs wasste youur ttimee moore thaan aanytthinng eelsee? Theese aree thhe tthinngs thaat pprevventt yoou ffromm dooingg whhat youu reeallly nneedd too doo.1

36、)2)3)您有沒有計計劃什么么時候結結束(或或退出)公司?Wheen ddo yyou plaan tto eexitt thhe bbusiinesss?年yearrs您希望在多多少金額額條件下下結束(或退出出)公司司？或者者是說，您希望望以什么么價位出出售公司司？Howw muuch monney do youu wiish to exiit tthe bussineess witth ii.e. hoow mmuchh doo yoou wwantt too seell thee buusinnesss foor?$您最希望你你的企業(yè)業(yè)帶給您您的三件件事是什什么？Whaat 33 thh

37、inggs wwoulld yyou likke tthe bussineess to proovidde ffor youu?1)2)3)了解客戶、市市場與產產品UNNDERRSTAANDIING CUSSTOMMERSS, MMARKKETSS ANND PPRODDUCTTS本部份的SSNAQQ涵蓋了了貴公司司的客戶戶、市場場、產品品及服務務。它旨旨在使顧顧問公司司了解貴貴公司經經營中的的一些重重要信息息，使顧顧問公司司與您一一起設計計出貴公公司的未未來企業(yè)業(yè)戰(zhàn)略。This section of the SNAQ explores your customers, markets, pro

38、ducts and services. It is designed to provide us with important information about your business that will assist us as we work with you to design your future business strategy. 產品與服務務Prooduccts andd Seerviicess貴公司有幾幾種類型型的產品品或服務務？請詳詳細說明明。Hoow mmanyy prroduuct or serrvicce ccateegorriess doo yoou ssel

39、ll? PPleaase dettaill thhem bellow.貴公司所出出售的產產品或服服務是什什么？請請詳細說說明，或或提供產產品服務務說明書書。Whhat prooduccts andd/orr seerviicess doo yoou sselll? Pleeasee deetaiil bbeloow oor atttachh a prooduccts andd seerviicess liist to thiis qquesstioonnaairee在上述產品品或服務務中，有哪些些是貴公公司專利利產品？如果有有，請詳細細說明。Are any of these products

40、and services exclusive to your business? If yes, please explain below沒有有沒有有在去年的銷銷售總額額中，有多少少是來自自于貴公公司排列列在前220%重重要的產產品？請?zhí)峁┕┻@些產產品的具具體銷售售金額。Do you know how much your total sales were last year for your top 20% of products? If yes, please provide the amount.沒有沒有有請說明在過過去三年年里銷售售的發(fā)展展趨勢。是是不是有有些產品品迅速發(fā)發(fā)展，而而有些產

41、產品逐漸漸衰退？這些變變化給公公司的運運營造成成了什么么樣的影影響？請請闡明你你的觀點點。Duurinng tthe lasst 33 yeearss whhat havve yyourr saaless trrendds bbeenn? Havve ssomee prroduuct linnes beccomee moore poppulaar aand othherss leess poppulaar? Whhat aree thhe iimpllicaatioons of theese chaangees oon yyourr buusinnesss? Pleeasee coommeen

42、t bellow.客戶選擇標標準Cuustoomerr Seelecctioon CCritteriia貴公司有正正式的客客戶選擇擇標準嗎嗎？如果果有，請請詳細說說明。DDo yyou havve fformmal cusstommer sellecttionn crriteeriaa? If yess, ppleaase dettaill beeloww.沒有沒有有貴公司的最最佳客戶戶是誰？為什么么認為他他是最佳佳客戶請說說明原因因。Whho aare youur bbestt cuustoomerrs? Thee onnes, thhat if youu coouldd waave a m

43、magiic wwandd yoou wwoulld llikee too atttraact morre oof tto yyourr buusinnesss? Whyy arre ttheyy yoour besst ccusttomeers ppleaase expplaiin bbeloow.貴公司有否否針對特特定的客客戶群提提供服務務？如果有有，請對對該客戶戶群進行行描述。Are there any customer groups that you specifically target? If yes, please describe them below沒有沒有有客戶反饋CCus

44、ttomeer FFeeddbacck貴公司是否否定期搜搜集客戶戶反饋意意見？如果有有，請詳細細說明是是如何進進行的，多長時時間進行行一次，它的價價值如何何，貴公司司是如何何將這些些客戶反反饋意見見用于工工作中去去的。如如果沒有有，請說明明原因。Do you regularly seek customer feedback? If yes, please detail how you do this, how often you do this and how valuable you find this process and how you integrate the feedback i

45、nto your business. If no, why not?沒有沒有有您認為造成成貴公司司客戶流流失的主主要原因因是什么么？Whaat ddo yyou thiink is thee maain cauuse of cusstommer deffecttionn frrom youur bbusiinesss?導致客戶選選擇貴公公司的三三個主要要原因是是什么？Whaat aare thee 3 majjor reaasonns wwhy youur ccusttomeers deaal wwithh yoou?1)2)3)您認為貴公公司獨特特賣點是是什么，或者是是說，客戶為為什么購購買

46、貴公公司的產產品（不購買買競爭對對手的產產品）？Whaat ddo yyou bellievve aare youur uuniqque selllinng ppoinnts or reaasonns wwhy cusstommerss buuy ffromm yoou (as oppposeed tto yyourr coompeetittorss)?1)2)3)4)5)6)客戶與貴公公司打交交道時所所遇到的的最困難難的三件件事是什什么？Whaat aare thee 3 majjor fruustrratiionss thhat youur ccusttomeers expperiienc

47、ce wwithh yoour bussineess?1)2)3)您認為有可可能提高高目前的的市場占占有率嗎嗎？如果有有可能，能提高高到百分分之幾？如果不不可能，請請說明原原因。DDo yyou bellievve tthatt yoou ccoulld iincrreasse yyourr cuurreent marrkett shharee? If yess, tto wwhatt %, iff noo, wwhy nott?沒有沒有有%戰(zhàn)略需求分析問卷Stretigic Needs Analysis QuestionnaireIFC-CPDFPage PAGE 62 of NUMPAGE

48、S 63商業(yè)模式TTHE BUSSINEESS MODDELSNAQ的的這一部部份將用用于經營營業(yè)績改改善項目目的模塊塊三商業(yè)模模式。這這部份的的內容涵涵蓋了行行業(yè)分析析、確定定企業(yè)業(yè)業(yè)績提升升的潛力力，以及及貴公司司對流動動資金的的需求。This section of the SNAQ seeks information that will assist in Module 3 of the Business Performance Improvement Program The Business Model. The areas covered include industry analy

49、sis, identification of your potential to improve the profit of your business and your working capital requirements.潛在業(yè)績提提升能力力Pottenttiall Buusinnesss Peerfoormaancee Immproovemmentt貴公司的客客戶總數(shù)數(shù)Howw maany cusstommerss doo yoou hhavee?客戶每年平平均交易易次數(shù)OOn aaverragee, hhow manny ttimees aa yeear do youur ccus

50、ttomeers buyy frrom youu?針對每位客客戶的平平均銷售售額Whhat is thee avveraage salle vvaluue?貴公司平均均每年新新增客戶戶的比例例? 即即去年新新客戶占占總客戶戶數(shù)的百百分比? (如如果你不不確定, 請?zhí)崽峁┧拦浪愕谋缺壤?WWhatt iss yoour annnuall cuustoomerr accquiisittionn raate? OOf tthe tottal nummberr off cuustoomerrs yyou deaalt witth iin tthe passt yyearr, wwhattperrce

51、nnt aare neww?(IIf yyou do nott knnow, plleasse eestiimatte).%貴公司年客客戶流失失率? (如果果你不確確定,請請?zhí)峁┧浪愕牡谋壤?Of thee tootall nuumbeer oof ccusttomeers whoo deealtt wiith youu laast yeaar, whaat pperccentt noo loongeer ddo sso? Whhat is youur aannuual cusstommer deffecttionn raate? (IIf yyou do nott knnow, plle

52、asse eestiimatte).%貴公司毛利利率Whhat is youur GGrosss PProffit %貴公司的半半變動成成本?WWhatt arre yyourr seemi-varriabble cossts貴公司年固固定成本本?Whhat aree yoour annnuall Fiixedd Coostss?貴公司是否否有對每每位客戶戶或客戶戶群的終終身價值值進行量量化？如如果有，請請?zhí)峁┢淦渚唧w的的價值數(shù)數(shù)。Haave youu evver atttempptedd too quuanttifyy thhe llifeetimme vvaluue oof eeachh

53、cuustoomerr orr cuustoomerr grroupp too yoour bussineess? IIf yyes, plleasse pprovvidee deetaiils of theeir monnetaary vallue?沒有沒有有貴公司客戶戶平均交交易年限限?Hoow mmanyy yeearss onn avveraage doees aa cuustoomerr deeal witth yyou?行業(yè)分析IInduustrry AAnallysiis競爭對手CComppetiitorrs這些問題函函蓋了貴貴公司競競爭環(huán)境境的所有有方面，如如行業(yè)格格局、競競爭

54、的激激烈程度度、貴公公司在行行業(yè)中所所處的位位置等。這這些信息息將用于于確定貴貴公司的的競爭優(yōu)優(yōu)勢，以以及制定定公司未未來的戰(zhàn)戰(zhàn)略。TThesse qquesstioons expplorre yyourr coompeetittivee ennvirronmmentt inncluudinng tthe strructturee off thhe iinduustrry, inttenssityy off coompeetittionn annd yyourr poosittionn wiithiin tthe inddusttry. TThe infformmatiion willl bb

55、e uusedd too esstabblissh yyourr coompeetittivee addvanntagges andd yoour futturee sttrattegyy.貴公司有幾幾個位于于本地的的競爭對對手？或或者是說說，本地地有幾個個公司提提供與貴貴公司相相同或類類似的產產品或服服務。（即即使是他他們提供供不同的的品牌）How many “l(fā)ocal” businesses are there that you compete with i.e. how many businesses are offering the same products and service

56、s as you (even if they are offering different brands)?其中，有幾幾家公司司與貴公公司提供供完全相相同的產產品或服服務？Howw maany of thee buusinnessses inccludded in youur aanswwer to thee laast queestiion do youu coonsiiderr too bee “iidennticcal” to youur bbusiinesss ii.e. thhey do exaactlly tthe samme tthinng?這些競爭對對手的規(guī)規(guī)模與貴貴公司相相比

57、處于于什么樣樣的水平平 - 有多少少家規(guī)模模比貴公公司小，有有多少家家規(guī)模比比貴公司司大？請請說明。What is the size of your business in comparison to your competitors how many businesses are smaller and larger than yours? Please explain below.貴公司所處處的行業(yè)業(yè)中，是大量量小規(guī)模模的公司司在相互互競爭，還是被被少數(shù)幾幾家大規(guī)規(guī)模的公公司所控控制？請闡述述您的觀觀點。WWoulld yyou sayy thhat youur iinduustrry i

58、is ddomiinatted by a ssmalll nnumbber of bussineessees oor jjustt a feww laargeer ccomppetiitorrs? Pleeasee coommeent競爭優(yōu)勢來來源于什什么，價格、質質量，還是其其它因素素？請說明明。Whhat is thee baasiss foor ccomppetiitioon iin yyourr inndusstryy, ppricce, quaalitty eetc? Plleasse ddesccribbe bbeloow.貴公司YOOUR BUSSINEESS競爭對手 1 CCO

59、MPPETIITORR #11公司名稱NNamee?年銷售額TTurnnoveer?公司總人數(shù)數(shù)Nummberr off teeam memmberrs?與貴公司直直接競爭爭的產品品/服務務Prooduccts / SServvicees tthatt diirecctlyy coomplletee wiith youur bbusiinesss?優(yōu)勢，如規(guī)規(guī)模，技能等等Strrenggthss e.g. sizze, skiillss ettc?劣勢，如服服務質量量低下等等Weaakneessees ee.g. pooor serrvicce eetc?營業(yè)成本的的結構（高、中中或低？）Ov

60、verhheadd coostss sttruccturre (higgh / meediuum oor llow)?競爭優(yōu)勢CComppetiitivve AAdvaantaage?評分，如 #1, #22, #3 oor #4?RRankkingg e.g. #1, #22, #3 oor #4?所服務的客客戶群？What cusstommer seggmennts aree seerveed?客戶購買貴貴公司產產品的理理由，如價格格、產品品或服務務質量等等Whyy doo yoou tthinnk ccusttomeers buyy frrom thiis bbusiinesss ee.