How to start a business point by point. How to start your business - a step-by-step plan from scratch for beginners. I want to be the boss

Business plan, in fact, is information about a business project and how it will function over a certain period, say three years. This is a kind of program of the enterprise, which is developed on the basis of marketing research.

On average, such information fits on 15-30 pages, and begins with a "Summary", which indicates: the location of the business, the target consumer of the service or product, the start of operation, the total costs of opening, the payback period and information about which funds from the invested own, and which are borrowed.

The next planning step and point # 2- This is the "Description of the service / product", which will form the basis of the business, plus, which is a priority for investors, a description of its distinctive feature.

Next, they paint point number 3- "Organizational plan", which contains information about the founder and the head of the business, the organizational and legal form of business, the structure of the enterprise, the number of employees involved in the first 6 months of work, functional responsibilities of personnel, remuneration and form labor relations with employees.

The next stage of the business plan is item number 4 "Marketing Plan", which schematically looks like this: market research - sale - profit. The main tasks of such an item are the analysis of the market (market volume), including the analysis of competitors, the search for suppliers and reserve sources of raw materials and materials, the orientation of the result to the demand of the consumer, the ways of selling the goods, and the growth of sales. And also, work on the positive reputation of the company, search for additional services, advertising company(views promotions, quantity, timing, cost) and methods of improving the quality and reducing the cost of the product / service.

At this stage, you need to remember about one effective assistant - vault analysis. This is a kind of planning method that identifies and indicates strengths enterprises (for example, low cost of a product, service innovation), weaknesses (for example, lack of own retail space), risks and dangers (for example, the emergence of new competitors). This analysis will help evaluate external and internal factors enterprises and draw up an objective picture for business planning and the successful promotion of the project, while reducing the calculated risks.

At this stage, it is also important to clearly understand your client: his age, lifestyle, level of wealth, since the orientation of the result should be aimed primarily at the needs of your client.

The next planning item is item 5 " Production plan» , which includes all data on the amount of lease of industrial and commercial premises (for a month and a year), equipment (or its cost), the amount of expenses for technological process, as well as the planned sales volumes.

And the last point of the business plan is point number 6 " Financial plan» , which indicates the total consumption for business project, income per year, profitability assessment and payback period. It is important to note here that good time payback period is considered to be from one year.

Should be drawn Special attention on the fact that the main effort and cost will be in the first year of your business project. The first six to nine months also have a difficult, even turning point, psychological period and professional burnout. Business projects often end in failure as their creators overestimate them at launch and underestimate them after a year of their work. Therefore, it is important to understand that it is better to break any goal into sub-goals, for example, in one year, for which your business plan.

15Jul

Why I decided to write this article

Because many who ask me questions ask something that at first you shouldn't even bother at all. There are even questions that a person may never face at all. In general, "Woe from Wit" occurs in the minds of many novice entrepreneurs, and we will "eliminate" this grief in this article. At least I'll try very hard. Now let's talk about mistakes, and then I'll give step by step plan as I see him.

Some errors and solutions

1. The break-even point has not been calculated

Many people start a business without even counting how much during what period to sell to go to zero. This is important because many business models are cut off at this stage.

Calculating the break-even point is easy. You consider how much you incur expenses per month and then calculate how much you need to sell goods or provide services per month in order to recoup these expenses. If the figure is too large and seems unrealistic to you, then it is better not to take on such a business. If you think you can sell the right amount of products to cover costs or start covering costs in a few months, then you can think about this business further.

Conclusion 1: Until you have a complete financial picture of the business in your head, you cannot borrow money or even use your savings.

2. Everything must be perfect

When you start your business, you want everything to be right and beautiful: you buy the most modern equipment, create the most functional website, renovate your office, etc.

Striving for the best is good, but there is one BUT - before you spend money, check the performance of your business model. When planning to make an expensive website design, first make sure that your services or products are generally in demand.

Or, if you are opening a cafe before doing an expensive renovation, try to start selling in the same premises as minimal investment... If sales are going on and a place in this area of the city will bring at least some profit, then you can expand or make drastic repairs.

Conclusion 2: Do not invest significant amounts until you are sure that the product itself is needed by people. And there is no need to bring everything to perfection, thereby delaying the start. Start with what is and gradually develop and improve.

3. Not understanding your future business or there is simply no love

I personally think that the business should be at least like it. For example, I love each of my business projects and if I didn’t love them, they wouldn’t turn out to be profitable.

Some aspiring entrepreneurs write me questions “What to sell”, “What services are profitable to provide”, “What business is profitable to do”, etc. I answer everyone: "Open your bank." And no one likes my answer, although it answers all these questions. Every entrepreneur has a different life situation, different interests and different knowledge. If one likes to sell toys and the other likes to sell men's suits then they will not be able to swap businesses and be so successful. This is because they do not understand the model itself and simply do not feel interested.

Conclusion 3: You can't build a business on an idea just because you just know it's profitable and don't have an interest in it. Business needs to be understood, loved and “in the know”. For example, I could not open a massage parlor and lead the business to success. Not because I don't have enough money, but because I don't understand this business nothing.

How to start your business - 10 steps from scratch

To begin with, I want to say that below I will give 2 plans for how to start your business: complete and simplified. Let's start with the complete one.

Step 1. Business idea

Of course, to start a business, you need to know exactly what to start. I have always said, I say and will say that an entrepreneur should have an idea. If you can't even come up with an idea, then what kind of business are we talking about. You don't have to be innovative and come up with something unimaginable. You can take an already working idea, looking around, find flaws in it, or simply improve it the way YOU see it, and it will be a different business. It is easier to enter a formed market than to form it yourself. And the idea does not have to be global, you can start a microbusiness or.

In order to come up with or find a business idea, read the following articles and after reading you will 100% decide on the idea:

After the articles have been read, the ideas have been invented, you can proceed to the next step.

Step 2. Market analysis

After choosing a business idea, you need to analyze the market, find out if people need your product at all. Evaluate the competition, identify the positive and negative sides of competitors, find in yourself what will differentiate you from your competitors. Compare prices, quality of service, assortment (if this is a commodity business) and look to the maximum for what you can be better at. It is necessary. Why? Read on!

After you have assessed the supply and demand, you have realized that you can compete with the existing companies, you can move on.

Step 3. Business planning

Step 5. Register your business

This step cannot be overlooked because the business must be registered. You can use LLC or IE. It all depends on your activity. To do this, the articles will help you:

Once your business is set up, you can move on to the next step.

Step 6. Taxes and reporting

I indicated this step right away, because you must initially decide on which taxation system you will work. This must be done right away, because the amount of taxes and methods of payment depend on it. To do this, read the following articles:

And also read other articles of the heading, because there you will find always up-to-date and complete information on the conduct of tax and accounting... You can also ask your question and get an answer from a specialist.

Step 7. Rapid Testing of the Idea

Someone will say that you can test without registering a business. And you are right! It is possible and so, but it was not in vain that I wrote at the very beginning that there would be 2 options for the development of events, and in the second I will tell you about it. Now let's move on to the testing itself.

You initially need just quick testing - "test by force". Use your own money to test the idea, give minimal advertising, make the smallest possible product and try to sell it. Study the demand in practice, so to speak. You have to look at your plan, estimate what you need the minimum to get started, and start right away. Why is this done. At the very beginning, I wrote about one of the mistakes beginner entrepreneurs make, which consists in delaying the start, in constant improvements, etc. You do not need to perfect it, you need to start as quickly as possible to test the idea in action, get the first sales and continue to develop enthusiastically.

If the start does not give the first sales, then you need to revise the plan, idea and look for mistakes. Fast start it is also done so that in case of failure you will spend less time, effort and money. Agree, it would be more annoying to prepare for a year and then fail? It is less offensive to understand your mistakes right away, while you still have little time to do. So you can make adjustments along the way and everything will start working out!

For a test of ideas and your business, it can help you. It is more for testing an idea on the Internet, but for the real sector (offline) it is also suitable.

Step 8. Business development

After the tests have been carried out, the plan has been adjusted and the sales have started slowly, you can develop your business and refine everything that you have written in the plan to perfection. Now you can improve the site, increase warehouses or offices, expand staff, etc. When your idea and business model has proven to work, it’s easier for you to set more global goals. Moreover, you have already received the first money from the first orders or sales and can reinvest them in development.

If there is not enough money, then here you can already resort to loans and borrowings, because the business brings money and you can borrow with a clear conscience for its development. If you don't need a lot of money, even a credit card may work. In I told how you can use credit card money for your business without interest.

Step 9. Active promotion

This step could be attributed to development, but I took it out separately. After you have wider warehouses, more powerful equipment and a website, more employees, etc., you need to provide all of this with work. This requires aggressive advertising to the maximum. You have to use a variety of advertising opportunities. Look for customers on the Internet, do offline advertising, do direct sales, etc. The more advertising tools you use, the better the result. But be sure to record the results and do not weed out effective tools advertising, so as not to waste budgets.

Step 10. Scaling

Your business is working well, making money, you are constantly developing, everything is great! But there are also adjacent directions or neighboring cities. If your business model is successful in your city, then you can make representations in other cities. If there is no desire or opportunity to go to neighboring cities, then you can simply capture the adjacent direction, if any.

For example, if you are selling household appliances, you can simultaneously open a repair service and provide paid services for repair. If your client's equipment cannot be repaired, you can always offer him to buy something from your store in exchange. In general, look at your business and I'm sure you will find something to catch on to.

What else can you pay attention to

In the course of starting a business, there are several parameters that allow you to assess how effective your business is at the start, take them seriously:

If the bottom line of your business is above zero, excluding equipment costs and taxes, then your business will survive because it generates some money. If it is below zero, it means that your business is burning money, and it will not have enough loans and investments;

If you have planned sales for 200,000, but are selling for 50,000, then this is a reason to seriously adjust your work and, possibly, the plan itself;

You should be comfortable. Business is hard. If you, too, are constantly struggling, then it will be difficult to cope with the tasks of the business. Provide yourself with a sufficient level of comfort so that you do not feel deprived of own business.

How to start and open your business using a simplified scheme

As promised, I will give you a simplified diagram of how to start your own business. Because I have already described all the points above, then I will refer to them here so as not to repeat myself.

I myself have used this scheme more than once, because in the past I started very small projects in which there was a lot to be missed. So, the diagram looks like this:

Idea (it should always be);
Easy planning, you can not paint, but fit the main points on a piece of notebook. It is done in order to draw a model;
A quick test of an idea. Perhaps even without investment and search for money. Or it will take very little money and it will simply be in your savings;
Development and active promotion. After the first orders are there, you can start active promotion and bring everything to mind;
Business registration and scaling.

As you can see, I missed the registration at the very end, because some business projects can be implemented without registration, because during the test you do not get so much money that you immediately run for them to report to the tax office. But if the business model has shown its efficiency and after active promotion they are growing, then the registration should be instant.

But even at the first stages you cannot do without registration if you need a retail space, office or work with companies under contracts, because for this you need at least an individual entrepreneur.

Output

In this article, I told you where to start your business, talked about the mistakes that beginners often make and I made, and now you know what to do before starting your business. Read my site, subscribe to it, and try to start doing your own thing. We will not leave anyone on the site without help. Thank you for the attention!

Best regards, Nikolay Schmidt

A business plan is a project that allows an entrepreneur to reflect all the moments of organizing his future business. A competent and convincing business plan makes it possible to attract large investors, lenders and start a promising business.

Careful study of each item of the business plan is the key to drawing up a competent and promising project. Initial points to pay attention to.

Key points	Description
Line of business	Determining the direction of work is the starting point when drawing up a business plan. It is important to clearly describe the type of activity that the entrepreneur plans to engage in. It is necessary not only to determine the direction of development, but also to justify why this particular type of activity, in the opinion of the compiler of the business plan, will bring him profit. It also contains a list of goods and services that will be the products of the entrepreneur.
Business location	In modern conditions, a business can be located not only in a real room, but also on the Internet. In the second case, the business plan indicates the address of the site and the dwelling from which the entrepreneur plans to go online. In the first case, it is important to indicate not only the location of the retail space, but also the method of its operation (purchase, rent, leasing). It is necessary to justify the choice of the location of the business
Control	The entrepreneur must determine for himself who will be the manager. It can be directly the owner of the business, or an outsider, vested with the powers of a manager.
Staff	The staff plays important role in the formation and development of any business. The more qualified the specialists working in the company, the more profit they will bring. Desired quantity and quality employees is indicated in the business plan along with the calculation of the approximate costs of maintaining this team and the justification for the need for these costs
The target audience	The entrepreneur must decide which categories of citizens will be his clients. The business plan contains a description of these categories of consumers, as well as ways to attract them (advertising, marketing business strategy)
Competitors	It is important to soberly assess the situation on the market for the provision of similar services, or the sale of similar goods. In the business plan, you need to list all major competitors, study their activities and describe possible ways struggle
Cost amount	The business plan must indicate the total cost that will have to be incurred in the implementation of this project... This takes into account the cost of equipment, wage employees, rental and advertising costs, purchase costs, contingencies, etc.

In order to draw up a competent business plan, you need to carefully study the factors presented in the table.

Key research points	Description
Market condition	The region of residence of potential customers, age and gender of potential buyers, existing prices, variability of demand (for example, for a seasonal product), etc. All this data can be found in the media, on the Internet, using observations and polls, in statistical reports.
Competitors' activities	Name of companies, location, characteristics of goods and services, distinctive features, price level, ways of promoting products, pace of development. Analysis of competitors makes it possible to adjust for initial stage your plans and focus on goods and services that compare favorably with what competitors offer
Price for similar products	To calculate the estimated price, you can take into account: competitors' prices, demand for a product, production cost, expected profit, uniqueness markup, etc.
Existing risks	The threat of falling demand, unreliability of suppliers, inflation, government activities, increased equipment costs, etc.
Sources of financing	Possible subsidies, investments, loans, leasing.
Taxation methods	It is important to study all methods of paying taxes and choose the most optimal option. There are three types of taxation in Russia: general, simplified, imputed.

When drawing up a business plan, it is advisable to take into account the following recommendations:

at the beginning of the business plan, make a short discussion of it, which will concisely state the essence of the document;
describe the future company in as much detail as possible (name, actual address, legal address, description of the line of business, area of the premises, landlord, etc.);
give a detailed analysis of the sales market (market segments, consumers, development trends, possible risks, expected profit, etc.);
talk about future goods, services (the reasons for choosing this particular product, the target audience, advantages over competitors, the process of production of goods, etc.);
describe the chosen strategy (a way to conquer the market and find your niche);
carefully study the activities of dozens of the closest competitors, analyzing their strengths and weaknesses;
to draw up a complete description of production, paying attention to even the most insignificant at first glance moments (method of delivery of goods, procedure for writing off debts from debtors, the process of training and training of personnel, equipment, technologies, licenses, legal aspects of activities, etc.);
describe the workflow. You can attach CVs and letters of recommendation of key employees (for example, a manager and key managers), describe job descriptions, calculate approximate costs for the remuneration of personnel;
attach everything to the business plan significant documents... In addition to documents describing the duties and qualifications of employees, it is necessary to attach accounting documents, credit documents, lease or leasing agreements, statistical summaries, etc.

At the initial stage of drawing up a business plan, it is important not to allow typical mistakes. These errors include:

excess of unnecessary information. The business plan should be dedicated exclusively to describing the planned entrepreneurial activity... The presence of a large amount of secondary information (personal merits of the author, professional terms, too detailed description of the production process, etc.) can make a negative impression on future investors;
blurry and unattainable goals. The tasks that the entrepreneur sets himself must be realistically achievable;
adequate financial performance. Indicating an unnecessarily high percentage of the profitability of an enterprise in order to impress investors can lead to the opposite result. Financial performance should be based on real research and calculations, and also take into account possible risks;

Thus, when drawing up a business plan at the initial stage, it is important to determine the direction of activity, to collect all the necessary information. A competent project will be the key to building a successful business.

Starting a business from scratch is not as difficult as it seems. After all, there is a very clear and well thought out scheme, supplemented by instructions from professionals. And if you follow it, slightly adjusting to your realities, you can achieve success.

Statistics show that 99% of those who want to start a business never start it. And there are quite a few reasons for this - from banal laziness to the inability to navigate the situation.

How to start a business from scratch

The first question that needs to be resolved when planning to open your own business is where to get the money for it. Experts offer a whole list of where you can get finance to develop your own business. It includes:
- own funds(this option is possible if you have start-up capital: savings, sold real estate, etc.);
- bank loan or leasing ( borrowed funds today are provided at reduced rates);
- attracting investors or partners (there are often cases of opening one business by a company of friends or relatives);
- a loan from friends or relatives;
- receipt of grants and subsidies from the state (valid in most cases for social species business).

It is difficult to do without money at all, but the advantage of a small business is that it does not require such investments as it could be with a factory or other large enterprise.

To save money, at first you can do without a chic office, a leather chair and a secretary. Moreover, you can also perform some of the functions yourself. At the same time, when collecting money, remember that the main thought should not be where to get money for opening, but how you can implement your business more efficiently.

Next, you need to decide on your knowledge and experience in the field of the business you are opening. That is, you must be well versed in the topic of your business, otherwise you will have to hire many additional employees, which at first will entail costs. There is also a psychological problem - for someone who has worked for someone for a long time, it is difficult to readjust to the fact that now he himself has become the owner of the business. In this case, it is easier to adapt to those who already had at least a little entrepreneurial experience.

Personal qualities such as self-confidence, perseverance, and work will help you open your own business and develop it.

Types of business

To start your own business, you need to decide on the options. Today you can choose:
- start a business from scratch, developing your business idea;
- buy ready business;
- buy a franchise;
- network marketing.

A business from scratch presupposes the existence of its own business project. You can compile it yourself by analyzing facts, using statistics, etc. Alternatively, you can involve experts in drawing up a business plan. The business plan must have a zest that will favorably distinguish your project from other similar ones and make it unique. You also need to explain what the value of your proposal is, how it will be better than others.

A ready-made business is often sold today. It is not so difficult to buy one, the main thing is that there is enough money. It remains only to actively engage in the development of the project, which will already have all the necessary base.

Online marketing can also be very profitable. If you have certain character traits, the case can burn out.

You will need a lot of strength and patience to start your own business. The main thing is that in difficult moments, which will definitely be, do not give up. And everything will work out.

Based on the analysis of the activities of various Russian and foreign organizations, a certain pattern was found in the sequence of successive cycles, and four stages of the organization's life in business were identified. It is possible to find certain correspondences to these stages in the history of the development of management science. So, the first stage corresponds to a fairly long period of the formation of early forms of business and entrepreneurship up to the turn of the XIX-XX centuries. The business of that time was mainly of a family or artisan nature. The second stage in the development of an organization can be compared with the emergence of F.U. Taylor, whose main task was to increase efficiency through the maximum possible "pipelining" and streamlining the activities of the organization. The third stage was largely stimulated by work in the field of human relations, the ideas of participatory management and "project management", which were actively implemented in the 60s and 70s of our century. The fourth stage in the life of an organization can be associated with the system of "total quality management" proposed by E. Deming. This concept is one of the most latest ideas in the field of management. Its widespread adoption began a little over a decade ago.

Stage I - "Family Organization";

Stage II - "Rational Organization";

Stage III - "Innovative organization";

Stage IV - "Organization-Leader".

Consider First step life of the organization. The main goal of this stage is the formation and survival of the organization in the market, and the primary accumulation of capital. As a rule, any organization starts with the fact that a few good acquaintances, friends, relatives decide to go into business. The choice of the subject of business is due to either professional affiliation founders, either by existing connections, or by a common hobby. This phenomenon is especially natural for Russia with its “communal” mentality.

On stages of formation and growth all members of the organization work as a single team, all are united and focused on the task of gaining a foothold in the market, all are ready to follow the instructions of the head and take the initiative themselves.

After the first positive results appear, it becomes necessary to expand the organization. This problem is solved as follows: people are hired who are worthy of trust from the point of view of their personality traits... As a result, it turns out that relatives, friends and close acquaintances of the founders come to the organization. The main requirement for employees is reliability.

At the first stage, there is still no distribution of responsibility, functional responsibilities and organizational structure, there are no clear boundaries between superiors and subordinates.

The remuneration of employees has a peculiar character. Firstly, there is no staffing table yet, and with each new employee the head of the company individually negotiates his remuneration. Secondly, the level of payment itself varies greatly depending on the personal characteristics and value orientations of the leader. The motivation of employees is based on the perception of them as like-minded people who support the idea. This stage is dominated by moral stimulation, expectation of future income, creative implementation of employees in new activities.

The business is developing, the number of clients is growing, the company is expanding and getting richer. This state of affairs in Russian economy can last for 2-3 years. Then there is a decrease in the growth rate. The fatigue of managers and employees is beginning to show. For managers, this may be related to the achievement of the goals of the first stage and satisfaction with the results of work. Workers start to get tired of the tasks constantly coming from different bosses. In addition, people who have received the opportunity to provide themselves financially are satisfied with this at first. The organization begins stagnation, which is of a psychological nature and is associated with the human factor. This stage at the first stage can last from 6 to 12 months and passes into the crisis stage.

Phase one crisis is a multifactorial phenomenon and has a systemic character. First, there are contradictions between the founders about the definition of the mission and the strategy of business development, which leads to the loss of the organization of its stability. A compromise on these issues is not always achieved, which is largely due to equal shares of property, which do not give anyone the right to make a final decision. The basis for not accepting the positions of partners is the fear of losing power and control, as well as their positions in the organization. This leads to an increase in the psychological distance between the once close people.

Secondly, despite the increase in the size of the organization, the management system is still built on the same principles as with 15-30 employees. However, the “family” nature of management, which works well in small companies, completely outlasts itself when the organization goes beyond 30-40 employees. For firms of this size, the lack of a clear organizational structure, an understandable hierarchy, and the distribution of areas of responsibility becomes a brake on business development.

Thirdly, problems in the field of finance play a special role at the stage of the crisis of the “family” organization. Inability to manage financial flows leads to the fact that financial results the work of the organization is unknown to anyone. In addition, the different strategic orientations of the founders often affect the difference in their approaches to financial priorities.

Fourthly, fundamental changes are taking place with the personnel of the organization. As the company grows and its tasks change, new people appear, who at this stage are already trying to select according to professional criteria... New employees who come to the organization encounter jealousy from the "old" staff. The latter believe that new employees cannot be as committed as they are, since they did not stand at the origins of this business. The fact that new employee can take someone's place in the organization, causes psychological stress. Therefore, in organizations of this type, the phenomenon of "irreplaceability" of managers and employees is often encountered, who try to organize business in their area in such a way that no one except them could figure it out. All this leads to increased chaos in the organization. Intergroup conflicts are exacerbated between old and new employees, between professionals and non-professionals, between those who are close to the leadership and those who came from the labor market. Continued stimulation by the same methods (predominance of moral motivation) becomes less and less effective. This gives rise to the first crisis of management practices.

Research shows that most organizations today have an urgent need to resolve the crisis of the "family" phase. Those organizations that were formed in the initial periods of the formation of business in Russia managed to hold out at the first stage for 5-7 years due to the slow formation of the market situation itself and the lack of competition. Those who decided to start their own business later had at least a year and a half to go through the "family" stage.

There are two options for overcoming this crisis: either the organization ceases to exist, or it needs to be reborn.

A signal for the transition to new management methods is a decrease in efficiency growth rates. When moving to a new qualitative level of business development, it is necessary to carry out serious systemic changes in all aspects of the organization's life. The nature of the changes can be “hard” or “soft”, depending on the depth of the crisis and the lack of time for reform. It is important that this process ends with a real result, namely the transition of the organization to the next stage.

Second phase life cycle- "mechanistic" organization. The best way to resolve the crisis is to create a formalized, efficiently functioning organizational mechanism.

It should be noted that the second stage will be in the life of those organizations that started their activities, as described above. The development of a civilized business can begin immediately from the stage of "mechanistic" organization. And today an increasing number of Russian businessmen are starting to build their organizations with a detailed study of all mechanisms from marketing to personnel.

The main goal of this stage is to achieve business stability through its streamlining and systematization. Consider the qualitative changes that need to be implemented at stages of formation and growth to achieve the set goal. First, founders must streamline their relationships and appoint a manager who will be responsible for the organization's performance. There are two alternatives here: find a professional manager in the labor market, or give one of the founders full responsibility for running the business. Have Russian entrepreneurs The desire to find a hired manager is clearly manifested, however, until the organization becomes a mechanism alienated from specific personalities, apparently one of the founders will manage the organization. This is a very important point, since a "mechanistic" organization must be governed by the principle of one-man management. As a result, ownership relations and management relations in the organization are divorced.

The second qualitative change must occur directly with the person who becomes the head of the organization. Usually this is an active and energetic person, ready to work intensively in order to achieve real success in business. It is at this stage that he must turn from an entrepreneur into a manager. The manager must create mechanisms for planning, organizing work, monitoring performance results, motivating personnel, that is, initiating those processes from the absence of which the organization suffered at the first stage. It is at this stage that it is finally determined organizational structure, the levels of the management hierarchy are fixed, a workflow system is created and information flows are debugged.

The third qualitative change in the organization is the creation of a really working personnel department. The first task of this department is to build a system for selecting employees for the organization. At the stage of "mechanistic" organization, the selection criterion is professional experience and the qualifications of employees. There is also a need to create job descriptions for each position and a description of the criteria for job suitability for each work dream.

In addition, the tasks of the personnel service include building a system of remuneration and motivation of employees. Compiled staffing table, in which the salary levels correspond to job positions and levels of responsibility. A system for applying sanctions is being worked out: bonuses for achieving expected results and punishment for not obtaining them. The motivating factors that actually work at this stage include job stability, the possibility of training and advanced training at the expense of the company, various social benefits (medical insurance, fare, reduced price meals, etc.).

Analysis of the activities of various organizations shows that the implementation of the necessary qualitative changes is usually accompanied by resistance from old employees, who see them as a threat to themselves and their position in the company. However, if the change is still successful, the atmosphere in the organization changes dramatically. All employees know their tasks, what is expected of them and how their work will be paid. Chaos is replaced by certainty and clarity.

Stabilization stage at the stage of "mechanistic" organization, it can last for a long time. For example, Western banks have kept their structure practically unchanged for many years. This is due to the systematization and streamlining of all organizational processes, the presence of a strict hierarchy and boundaries of responsibility. It is possible to improve various organizational mechanisms, attract more qualified personnel, develop new proposals for the market in a planned manner. However, over time, the company begins stagnation: the business is not developing, costs are constantly growing, and the level of profitability remains the same. Lack of progress for companies of this level often means an approaching crisis.

Today in Russia only a small number of organizations have managed to reach the peak of the second stage. Most firms, which in their development have reached the stage of "mechanistic" organization, strive to make all the necessary changes as quickly as possible. As a result of this haste, often only the external trappings of a "mechanistic" organization are created. Leaders do not realize that it is impossible to create and debug organizational mechanisms within a few weeks. Foreign experience shows that even in conditions of stable market economy and the political situation it takes from several months to 5-6 years to carry out serious work on the restructuring of an enterprise. Thus, having formally solved the strategic tasks of the second stage and having calmed down on this, the leaders do not notice that they have created the prerequisites for the next organizational crisis.

Consider the typical manifestations second stage crisis... The main problems a manager faces are the difficulty of planning and staging real tasks before the heads of departments, delegating authority to them and providing sufficient freedom of action.

The structure of the organization becomes multilevel, the number of departments and services increases, which leads to the emergence of communication problems and makes it difficult to make effective decisions. The administrative and managerial apparatus grows unjustifiably, the share of the company's expenses for its needs increases. Profits decrease due to increased costs.

Priorities change in the direction of the ratio characteristic of a bureaucratic organization. The number of conflicts between departments is increasing, problems of interpersonal interaction appear.

At the stage of the crisis of the second stage, there is a gradual increase in the number of employees, for whom the motive of stability comes first. But since this motive is already satisfied, the activity of the employees decreases.

Third stage- "innovative". The main goal of this stage is to increase economic efficiency activities of the organization due to the accelerated implementation of technological advances in production and maximizing profits.

At this stage, firms, as a rule, become diversified, in the form of a group of sequentially implemented separate businesses, each of which is supervised by one of the founders. A businessman, having passed the path of an “entrepreneur” and “manager” and having acquired the skills of working directly in the market and organizing the work of other people, must now become an organizer of the accumulated capital, that is, learn to make even more money out of money. Businessmen of this level must be psychologically ready to make decisions in situations of uncertainty, calculate possible scenarios for the development of events, and analyze the market.

Motivation at this stage should be strictly result-oriented. The leader usually uses "management by purpose", defining the tasks, powers and responsibilities of each subordinate and developing a system of rewards based on the results achieved. There can be no quarterly bonuses, but bonuses can and should be paid for the achievement of certain indicators. Managers select personnel on the basis of a competition, paying attention not only to professionalism, but also to psychological characteristics, and try to get by with as few people as possible. Leaders form "teams" or " project teams". The implementation of such a" project "way of organization assumes that certain areas of activity will exist only as long as they are profitable, after which the direction is closed, and the funds are invested in another business.

The organizational culture of the company at this stage is built in such a way that the priority of businesses over all other divisions is fully accepted. The value of the result and respect for the person who is able to achieve it become the basis for the formation of organizational relations.

The same spirit of universal initiative, activity and even euphoria appears in the company, which was at the stage of the “family” organization. At the heart of such an upsurge lies the freedom of action acquired during this period, which was so limited by the "rational" organization and which now gives people a lot of opportunities for self-realization through their own activity and initiative.

The role of marketing is increasing, which gains here strategic importance... The company already focuses not only on the "sales" marketing strategy- it builds its work based on the development of new products and services in response to market demands. Customer satisfaction becomes one driving force which makes the organization very mobile and responsive to any changes.

Everything related to mechanisms is of paramount importance. financial assessment business results ( financial management, system management accounting, calculation of indicators of efficiency and profitability of all operations).

An organization of this type is well adapted to work in business, mainly due to its economic efficiency.

Stagnation in such a structure, as a rule, the following factors cause:

· Miscalculation of investors and the wrong decision made by them;

· Failure of a manager who took up a task that was beyond his power;

Difficulty of interaction different businesses or businesses with infrastructure.

However, at first, all these factors are manifested to a weak degree and do not lead to irreparable consequences. A mature "innovative" organization can live as long as a "rational" organization. The longevity of the former is determined by its flexibility and ability to change, the latter survives by conserving all organizational processes. This is what businessmen use when creating production or trading companies by the "innovative" type, and banks, Insurance companies other financial structures- by the type of "rational" organization.

A crisis the "innovation" stage is usually caused by either rivalry different directions for limited resources, or the desire of the head of the department to separate "his" business from the company. In the latter case, it is possible to motivate the manager by offering him a share of ownership or introducing him to the list of shareholders. At the moment in Russia there are very few companies that have reached the third stage of development.

Fourth"leadership" stage is today the pinnacle of the organization's development. There are no companies in Russia that have reached this level yet.

"Leader organization" is such a level organizational development a business in which the general strategy of the company is to capture strategic priorities in the market by setting its quality standards. This means that quantitatively increasing its capacity and its financial strength is a natural consequence of the organization's priority to go to market with the highest quality products that meet all customer requirements. Such products are becoming the benchmark for other companies operating in this market niche and who are now forced to follow the leader who sets the quality standards for everyone else.

Only those who are recognized not only within their organization, but also in the market become leaders. Everyone knows the example of Bill Gates, the founder and owner of Microsoft, whose powerful intuition, clear vision strategic perspectives and the strength of the organizer allowed him to become the undisputed Leader of the whole industry, and his company - the recognized leader of the computer market, not only really determining in which direction the development will go computer technology but also shaping the needs of customers that previously simply could not exist.

It is this last circumstance that fundamentally distinguishes the marketing strategy of the company of the "leader" stage. The central point around which the entire organization is built is not just marketing, but the Client with his present and future, often unknown to him, needs.

The main focus of such an organization is on the production of high quality products at low cost.

The desire of people to work in such an organization is due to the opportunities provided for professional self-realization. Motivation is built by tying employees to a company that carefully and consistently selects the best talent. The construction of a motivation system includes many factors, ranging from complex system remuneration and ending with the involvement of employees in the management of the company. Also used is the participation of personnel in the income or even property of the company.

Organizational culture the companies of this stage are characterized by the synergy of activities, focus on the needs of the client, team style of work of people. Formulation of the mission and philosophy of the corporation, shared by the employees of all its branches, divisions and structures, setting standards corporate ethics create conditions so that, in addition to the unity of quality standards, people are also united by a sense of community in relation to their organization.

Thus, an organization is such an entity that has its own logic of development, its own laws, its own statics and dynamics.

The preservation of the stability of the organization, first of all, is facilitated by the presence of a connection between the idea of the organization, which was born in the past, and its mission in the present and the future.

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