Riba:
- Ikon canza tambayar abokin ciniki da ba ta dace ba zuwa bayyananniyar matsala, warware matsalar da kafa itacen hasashe na MECE (itacen batu) tare da hankali na wucin gadi.
- Ikon yin amfani da hankali na wucin gadi don samar da hasashe da gano wuraren makafi, da kuma yanke hukunci da kansa wanda za a fara gwada hasashen.
- Ƙarfin ganewa da kuma guje wa ɓangarorin gama gari a cikin tsarin matsala (rashin rikice-rikice, ɗaukar mafita a gaba, tambaya mara kyau).
Kuskuren mafi tsada na aikin shawarwari shine warware tambayar da ba daidai ba. Abokin ciniki yana tambaya "tallace-tallacen mu suna raguwa, menene ya kamata mu yi?" ya zo: amma ainihin tambayar ita ce "a cikin wane bangare, me yasa kuma nawa ne ke ƙarƙashin ikonmu?" zai iya zama. Gogaggen mashawarci yana farawa da bayyana matsalar daidai, ba ta hanyar neman amsoshi ba. Hankali na wucin gadi shine cikakken abokin tunani a wannan matakin: yana haifar da dalilai masu yawa, ƙananan tambayoyi da hasashe a cikin mintuna. Amma yanke shawarar wace tambaya ce ta dace yana ɗaukar hukunci, kuma wannan hukuncin naku ne.
A cikin wannan rukunin, za mu haɗu da kayan aiki guda biyu waɗanda su ne kashin bayan tuntuɓar tare da hankali na wucin gadi: bishiyar hasashe (batun itace, zanen bishiyar da ke haifar da matsala cikin ƙananan tambayoyi) da ka'idar MECE (Mutually Exclusive, Collectively Exhaustive — rassan ba sa mamaye juna kuma tare da rufe batun gaba ɗaya).
Daga m tambaya zuwa matsala mai warwarewa
Maganar matsala mai kyau ta haɗa da abubuwa hudu: wane (mai yanke shawara), menene (yanke shawara), ma'auni (abin da ake auna nasarar nasara), iyaka (manyi da tsawon lokaci). "Siyarwa tana faɗuwa" koke ne; "Wadanne levers 3 mafi inganci waɗanda za su ƙara yawan canji a cikin sashin B2B da kashi 10% a cikin watanni 12 masu zuwa, tare da kasafin kuɗi na yanzu?" magana ce matsala. Kuna iya yin wannan sauyi ya faru ga hankali na wucin gadi, amma da farko dole ne ku bayyana yanayin ɗanyen a sarari.
Matsayinku: matsala mai horar da mai ba da shawara ga gudanarwa. Zan ba ku danyen korafin abokin ciniki. Ayyukanku: 1) Canza wannan zuwa jumla ɗaya, bayanin matsala mai iya aunawa (dole ne ya haɗa da mai yanke shawara, yanke shawara, ka'idojin nasara, iyaka, tsawon lokaci). Raw korafi: "[a cikin kalmomin abokin ciniki...]"
Tukwici: Karanta bayanin matsalar komawa ga abokin ciniki. "Don haka nasara a gare ku ita ce haɓakar 10% na B2B a cikin watanni 12, daidai?" Wannan jimla ɗaya ta warware alkiblar aikin da kuma muhawara ta gaba "ba mu so wannan" daga farko.
Gina bishiyar hasashe da hankali na wucin gadi
Da zarar matsalar ta bayyana, ku fitar da ita. Tushen bishiyar ita ce babbar tambaya; rassan akwai yiwuwar amsa gatari; ganye ne da za'a iya gwadawa. Alal misali, "Me yasa canjin B2B baya karuwa?" Ana iya raba tambayar zuwa manyan rassa guda biyu: (1) sabon abokin ciniki yana da rauni, (2) kudaden shiga na abokin ciniki yana raguwa. Kowane reshe ya kasu kashi-kashi nasa. Kyakkyawan itace MECE.
Matsayinku: MECE hypothesis gwanin itace.Main tambaya: "[matsalar sanarwa]"Task: Reshe wannan tambaya a cikin ba fiye da matakan 2. Dokokin: - Na farko matakin rassan dole ne MECE (ba zoba, babu gibba) .- Kowane ganye dole ne a data-gwaji hypothesis jimla (na nau'i "... saboda ...") - Kusa da kowane hasashe, rubuta shi a cikin hadarin da ake bukata. na zoba / rata a ƙarƙashin taken "MECE audit" alama rassan.
AI yana ba ku itace mai 15 hasashe a cikin daƙiƙa 3. Amma aikinku bai ƙare a nan ba, ya fara: za ku zaɓi rassan da gaske ne MECE, wanda hasashe shine mafi kusantar kuma mafi sauƙi don gwadawa.
Gabatarwa: wace hasashe don gwadawa da farko
Babu lokacin gwada duk hasashe. Yi amfani da gatari guda biyu: tasiri (yadda girman yake taimakawa wajen maganin idan gaskiya ne) da sauƙi (yadda sauri / arha shine gwadawa). Wadanda ke da babban tasiri + babban dacewa suna zuwa na farko. Ana kiran wannan "sauri nasara share."
hasashe
Tasiri (1-5)
Sauƙin gwaji (1-5)
fifiko
Farashin yana bayan masu fafatawa
5
4
Kafin
Ƙungiyar tallace-tallace ba ta isa ba a cikin B2B
4
3
sannan
Akwai tazarar fasalin samfur
4
2
bincike
Sanin alama yana da ƙasa
3
2
rike
Kuna iya samun hankali na wucin gadi cika wannan matrix; amma duba tasirin tasiri da ƙimar dacewa tare da ilimin masana'antar ku. Samfurin sau da yawa yana ƙididdige sauƙin gwaji.
Matsayinku: Manazarcin fifiko. Sanya jeri mai zuwa na hasashe cikin matrix mai sauƙin tasiri. Ga kowane hasashe: tasiri (1-5), sauƙin gwaji (1-5), tushen bayanai guda ɗaya da ake buƙata, shawarwarin (kafin / bayan / bincike / riƙe). Dokoki: ba da sauƙi cikin kyakkyawan fata, rubuta ma'ana. Haskaka hasashen 2 tare da mafi girman "tasiri × sauƙi" mai ninka. Hasashe: [list]
uku mini lokuta
Shari'a 1 - Tambaya mara kyau ta gyara. Wata sarkar dillali ta tambaya, "Muna da yawan canjin ma'aikata, ya kamata mu kara albashi?" Ya tambaya. Mai ba da shawara yana buɗe tsarin matsala tare da basirar wucin gadi; Samfurin ya kwatanta zato guda uku a fakaice: wannan biyan shine matsalar, juyawa iri ɗaya ne a duk shagunan, kuma biya shine mafita. An zana bayanan: 70% na adadin kuɗin yana cikin shaguna 3 kuma koyaushe a cikin ƙungiyar manajoji biyu iri ɗaya. Ainihin tambaya ita ce halayyar manajan. Karin albashi na miliyan 14 TL zai zama mafita mara kyau.
Case 2 - Ba itacen MECE ba. Wani mai ba da shawara ya tambayi samfurin "me yasa riba ke faduwa?" Yana son itace. Samfurin yana ba da rassan "kudaden shiga yana da ƙasa", "farashi yana da yawa", "gasa ya karu". rassan biyu na farko sune MECE (riba = kudaden shiga - farashi), amma "gasar da aka karu" shine dalili kuma kudaden shiga / farashi yana da tasiri; Matakan reshe suna gauraye. Mai ba da shawara yana gyara itace: matakin farko shine kudaden shiga da farashi kawai; Gasar tana haifar da reshe na kuɗin shiga.
Harka 3 - An biya fifiko. A cikin kamfanin software na B2B, an samar da hasashe 12. Matrix mai dacewa da tasiri yana sanya "tsarin hawan hawan yana da tsawo" a cikin babban tasiri-akwatin dacewa. An tabbatar da binciken bayanan mako guda: Adadin sokewar abokan cinikin da ba a kunna su cikin kwanaki 30 ya ninka sau 3 ba. Ƙananan sa baki (shigar da aka shirya) yana rage sokewa da kashi 22%. Gwajin madaidaicin hasashe na farko yana rage aikin.
Rauni mai ƙarfi / Ƙarfi mai ƙarfi
Rawanin faɗakarwa:
Ka sanya mani lissafin dalilin da yasa ribar wannan kamfani ke faduwa.
Samfurin yana ƙididdige bazuwar, saɓani, da dalilai marasa tushe; Ba ya kafa tsarin tunani.
Ƙarfi mai ƙarfi:
Matsayin ku: ƙwararriyar tsara matsala ta MECE. Babban tambaya: "Kamfanin ginawa kawai.
Bincika tambayoyin tsarin matsala mai kyau
Lokacin da kuka gama bishiyar ku, kuyi waɗannan tambayoyin: Hakanan kuna iya tambayar ɗan adam hankali, amma kuna yanke shawara ta ƙarshe:
- Shin tushen tambayar da gaske tambayar abokin ciniki yake so ya yanke shawara? - Shin rassan matakin farko sun yi karo da juna? (Mutually exclusive?) - Akwai wani abu da aka bari? (Shin cikakke ne tare?) - Za a iya gwada kowace ganye da bayanai, ko ra'ayi ne? - Na zaci mafita a gaba? (Misali, "albashi shine mafita").
Kuskuren gama gari
- Saka mafita a cikin tambaya. "Ya kamata mu rage farashin?" Tambayar tana ƙaddamar da mafita kuma ta sa sauran levers ba su iya gani. Tambayi "me yasa" farko.
- rassan da suka mamaye. Idan "abokan ciniki" da "manyan kwastomomi" rassa ne daban-daban, abokin ciniki ɗaya za a ƙidaya a wurare biyu; MECE ta karye.
- matakin hadawa. Sanya dalilin (gasar) akan matakin daidai da tasirin (raguwar kudaden shiga) ya sa itacen rashin hankali.
- Ganyen da ba a iya gwadawa. “Malauci mara kyau” hukunci ne, ba hasashe ba. "Lokacin yanke shawara shine kwanaki 40 akan matsakaita, kwanaki 12 a cikin masana'antar" shine hasashen da ake iya gwadawa.
- Yarda da itacen samfurin kamar yadda yake. AI yana ba da tsari mai sauri; Binciken MECE da fifiko shine aikin ku.
Tsanaki: AI yana gabatar da bishiyar hasashe ta hanya mai gamsarwa. Lallashi ba daidaito ba ne. Koyaushe duba itacen da hannu don MECE; Zane rassan da alkalami da takarda yakan nuna zoben da samfurin ya rasa.
A takaice
A cikin shawarwari, ƙimar tana cikin tambayar da ta dace kafin amsar da ta dace. AI yana da ƙarfi wajen juyar da ƙarar ƙararraki zuwa bayanin matsala mai iya aunawa, fallasa zato, da sauri zana bishiyar hasashe. Amma ya rage naka ko itacen MECE ce, tabbatacciyar hasashe, da wacce zaka fara gwadawa. Samfurin yana samar da daftarin aiki; Aikin mai ba da shawara ne ya mallaki, sarrafawa da ba da fifiko ga matsalar.
Aikin aikace-aikace
Zaɓi korafin abokin ciniki na gaske ko wanda aka zaci (jumla ɗaya). Na farko, canza wannan zuwa bayanin matsala da za a iya aunawa da zato guda uku tare da ƙwaƙƙwaran tsara matsala. Sa'an nan kuma gina bishiya mai matakai biyu tare da MECE hasashe na bishiyar. Bincika bishiyar da hannu don nemo da gyara aƙalla rikici ko rata. A ƙarshe, cika matrix mai sauƙin tasiri kuma zaɓi hasashe biyu don gwada farko.
jerin abubuwan dubawa
- [ ] Na canza danyen korafin zuwa bayanin matsala tare da wane/mene/ma'auni/ iyaka/ tsawon lokaci.
- [ ] Na bankado zato a fakaice.
- [ ] Na duba matakin farko na bishiyar hasashe na a matsayin MECE.
- [ ] Na tabbatar da cewa kowane ganye zance ne da ake iya gwadawa.
- [ ] Na tabbatar ban binne mafita a cikin tambayar ba.
- [] Na ba da fifiko tare da matrix mai sauƙin tasiri.
- [ ] Ban yarda da bishiyar samfurin a makance ba kuma na gyara shi da hannu.