左永安顧問 安永經營管理商學院 主持顧問 VIEWPOINT

2018年7月16日 星期一

2018 07 16 左永安顧問 EMBA 在最根本的經濟層次上,商業模式(business model)就是能讓一個組織獲得財務支撐以持續運作的邏輯。在最根本的經濟層次上,商業模式就是能讓組織獲得財務支撐以持續運作的邏輯。這個詞原本是用在企業,不過,我們希望你能先將自己視為一人公司,我們再提供方法幫你定義並修正個人的商業模式,讓你在無論是個人或是職業生涯上都有所成長。




在最根本的經濟層次上,商業模式就是能讓組織獲得財務支撐以持續運作的邏輯。這個詞原本是用在企業,不過,我們希望你能先將自己視為一人公司,我們再提供方法幫你定義並修正個人的商業模式,讓你在無論是個人或是職業生涯上都有所成長。
本文摘自:《一個人的獲利模式》,早安財經出版
我們必須承認,談到職涯轉換,大部分的人都缺乏有系統的思考方式。面對這個複雜而混亂的議題,我們需要一個簡單有力的方法,既可以跟得上時代,又能夠吻合我們的個人需求。
在最根本的經濟層次上,商業模式(business model)就是能讓一個組織獲得財務支撐以持續運作的邏輯。
如同字面解釋,這個詞彙原本是用在一般企業,不過,在我們的設定裡,希望你能先將自己視為「一人公司」,然後我們會提供你一個方法,幫你定義並修正 「個人的商業模式」,也就是充分運用你的長處和天賦,讓你在無論是個人或是職業生涯上都有所成長。
一旦你知道如何將商業模式運用到職場,並且找到你在這個模式中的定位,你就能夠使用同樣有力的思考方式去定義、強化及發展你的職業生涯。

專屬你的商業模式

原本用於描述企業組織的商業模式圖,同樣也能套用在個人身上。不過,首先要了解這兩者的相異之處:
  • 在個人的商業模式中,關鍵資源通常就是你自己;但在企業裡,關鍵資源的領域通常涵蓋較廣,例如包含其他的工作者。
  • 在個人的商業模式裡,通常會將某些無法量化的「軟」成本(例如壓力)及「軟」收益(例如成就感)列入考量;而在企業組織裡,商業模式通常只考慮金錢層面的成本和收益。
在描繪個人的商業模式時,可以用另一種方式來描述九個構成要素(見下圖),讓「商業模式圖」更容易理解。 
一個人的獲利模式

關鍵資源:你是誰&你擁有什麼

一般說來,個人的關鍵資源包括:1)你的興趣;2)你的才能和技能;3)你的人格特質;4)你所擁有的有形無形資源和資產。
你的興趣,也就是最能讓你感到振奮的事,將會是你最珍貴的資源,因為這是生涯滿足感的主要驅動力。
其次,是才能和技能。「才能」(ability)是天生的、與生俱來的能力:那些你做起來輕鬆自然、毫不費力的事。另一方面,「技能」(skill)是指必須經由學習或培養而成的能力。
接著是關於人格特質。想想看,你的人格特質是什麼?例如高EQ、勤奮、冷靜、自信、體貼、活潑外向、精力充沛、注意細節等等。
接著讓我們來列出「你擁有什麼」,這包括有形和無形的資產。你可以列出深厚的產業經驗、專業聲譽、特定領域的意見領袖,或任何你親身參與的出版品或智慧財產。
最後,寫下你實際擁有的有形資產(對工作有實質或潛在的效益),例如車輛、工具、專業服裝、資金或其他能投資於職涯的實質資產。

關鍵活動:你做哪些事

關鍵活動(你做哪些事)是由關鍵資源所驅動的,換句話說,你所做的事情,自然跟「你是誰」有關。
想想你在工作中經常執行的主要任務。請記住,關鍵活動就是那些你要為顧客執行的各種實質或心智上的活動,但它們無法用來描述你的價值主張。
要提醒你的是,你毋須將做過的每件事都列出來,只要列出真正重要的活動即可,也就是能凸顯你不同於其他人的那些工作。

目標客層:你要幫的是哪些人

以個人角度來說,你的顧客或客戶群包括了那些在公司裡必須仰賴你的協助來完成工作的人。這包括你的老闆、直屬主管,以及其他直接影響你薪資的那些人。他們驗收你的工作、同意公司支付報酬給你,因此他們形成了一組顧客。
回過頭來再想想:你在工作中擔任了哪些角色?是否也為組織裡的其他人提供服務?哪些人在工作上需要仰賴你的協助,或因為你的工作而受惠?這些人也許不是直接給你報酬的人,但是你之所以能持續拿到薪酬,取決於你的整體工作表現,也就是你「服務」特定同事的品質。
接著,你要考慮的是那些與公司往來的企業,也就是那些使用你公司的服務或購買你公司產品的客戶。
最後,想想那些你因工作而間接服務到的廣大社群,包括了社區或城市,或是因相同的商務、專業或興趣而聚集的團體,也可能是你的目標客層。

價值主張:你如何幫助(顧客)

定義價值的一個好方法,就是問自己以下這些問題:顧客「雇用」我去執行什麼工作?如果我完成這項工作,顧客會得到什麼好處?
理解關鍵活動為顧客提供了哪些價值,是個人商業模式最重要的部分。
無論是組織或個人的商業模式,實務上最容易搞錯的就是把關鍵活動當成價值主張。因此,思考所從事的工作或所提供的服務時,要把服務的「內容」和顧客因此得到的「好處」區分清楚。

通路:別人是怎麼知道你的╱你透過何種方式服務

在這項中,我們要談的是商業術語「行銷流程」(Marketing Process)的五個階段。要描述這五個階段,最恰當的方式是詢問以下問題:
  1. 潛在顧客如何發現你能如何幫他們?
  2. 他們如何決定是否要購買你的服務?
  3. 他們將會用何種方式購買?
  4. 你將如何遞交顧客所購買的服務或商品?
  5. 你將如何追蹤以確保顧客滿意?
想要定義通路,最直接的方式就是問問你自己:你要 「如何遞交」 顧客所購買的服務或產品,但就如同上述的五個階段所呈現,更有趣且重要的議題是:如何讓潛在顧客知道你這個人,以及你的價值主張?是口耳相傳?網頁或部落格?文章或演講?電話拜訪?電子郵件或線上論壇?還是廣告?
通路對於個人商業模式相當重要,原因在於:1)你必須定義「如何幫助顧客」(價值提案),才能向他們傳達這項服務;2)你必須傳達「如何幫助顧客」,以銷售你的服務;3)你必須銷售「如何幫助顧客」,以獲得報酬。

顧客關係:你如何(與顧客)互動

你會如何描述你跟顧客的互動方式?是提供個人化、面對面的服務,還是仰賴電子郵件或其他書面溝通方式?你與顧客的關係是一次性的,或是持續性的?在策略方面,你著重的是擴張客群基礎(開發),還是滿足現有客戶(維繫)?

關鍵合作夥伴:誰能幫你

你的關鍵合作夥伴就是那些支持你的專家達人,他們會提供前進的動力、建議和成長機會,也可能提供幫你完成特定任務的其他資源。合作夥伴可能是工作上的同事或導師、專業人脈的成員、家人朋友,或是專業顧問。

收入與好處:你會獲得什麼

寫下你的收入來源,例如薪資、承攬收入或專業費用、股票選擇權、權利金,以及任何其他的現金收入,然後再加上福利項目,例如健保、退休金或是學費補助。日後當你想要調整個人的商業模式圖時,可以考慮將「軟」收益也列進去。

成本結構:你要付出什麼

成本是指為了工作所付出的時間、精力及金錢。
列出每一項尚未回收的「硬」成本,例如:
  • 訓練費或訂閱費
  • 通勤、旅行或社交支出
  • 車輛、工具或專業工作服
  • 在家或在客戶端工作時所產生的網路、電話、交通、水電等費用
你所付出的成本,也包括因為執行關鍵活動,或與關鍵夥伴合作所產生的壓力和不滿這類「軟」成本。

實際案例

關鍵點:即便是顧客,也有他們要做的事
人物:博士生
姓名:克莉絲.伯恩斯(Chris Burns)
克莉絲(Chris Burns)是個新聞工作者,有扎實的訓練及媒體經驗,她一直在觀察傳統出版業的商業模式一路衰敗。當她被資遣時,她已經在念博士班。
基於對企業永續這個研究主題的興趣,同時也經由博士班教職員網路的協助,克莉絲找到了一份兼職工作:替教授編輯學術論文。出乎意料的,她發現自己非常喜歡這樣的工作。
有一天,她體認到自己真正的工作不單只是個編輯,而是更有價值的事:「讓顧客的論文能順利在首屈一指的學術期刊上發表。」所以,她決定大幅調高自己的鐘點費,並把查找資料的研究時間也納入計費。
結果呢?她有了更多的顧客。
回顧來時路,克莉絲指出自己原先的商業模式犯的兩個常見錯誤:
一個人的獲利模式
錯把關鍵活動當成價值主張
克莉絲錯把編輯及改寫的工作(關鍵活動)當成自己為顧客提供的價值。她應該先界定顧客需要達成的任務,再從那個任務來定義她所提供的價值。
錯把所有任務都攬在自己身上
起初,克莉絲將所有工作都攬在自己身上,反而使她的工作被顧客窄化成「潤飾及改寫」。當她開始提醒顧客,發表論文是他們自己的任務,而她是協助他們完成任務時,她的價值及聲譽才得以攀升。

2018年7月14日 星期六

2018 07 14 左永安顧問 EMBA 107年度職能分析(五級)認證課程 麵包師職能分析專案報告 臺北市政府 柯文哲市長、勞動局 賴香伶局長:大台北烘烤王 展創新獻技藝 臺北市職能發展學院與台北市糕餅業職業工會於6月24日上午9時至下午5時,假該院合辦「2017 大台北烘烤王多元創意競賽」。現場精彩的閉幕儀式有明道國小的扯鈴表演、古莊社區發展協會合唱圈,以及祥獅獻瑞。靜態展區有創意翻糖作品,亦有美味饗宴供來賓品嚐。台北市糕餅業職業工會吳宗雄理事長表示,很高興能夠舉辦「2017 大台北烘烤王多元創意競賽」,提供這樣的比賽機會,讓基層勞工朋友們,透過競賽互相觀摩學習,切磋技藝。除了臺北市政府勞動局局長賴香伶於競賽開始前至會場為參賽選手加油打氣,勞動部勞動力發展署署長黃秋桂、新北市勞工局局長謝政達、臺北市郭昭巖議員及王閔生議員,以及50 家以上工會的理事長,都前來現場一同為選手加油。冠軍隊伍為是由陳建宏老師帶領的學生們,楊欣怡、徐千慧、及許水謙。擔任本次競賽的主審臺北市職能發展學院的趙利華訓練師表示,本次參賽選手水準很高、有工作室的老板、飯店的師傅及學校老師等,組隊來參賽,產品口成上呈現豐富多樣化,外觀造型和色彩搭配獨樹一格展現新意。

臺北市政府 柯文哲市長、勞動局 賴香伶局長:大台北烘烤王 展創新獻技藝

大台北烘焙王競賽
臺北市職能發展學院與台北市糕餅業職業工會於6月24日上午9時至下午5時,假該院合辦「2017 大台北烘烤王多元創意競賽」。現場精彩的閉幕儀式有明道國小的扯鈴表演、古莊社區發展協會合唱圈,以及祥獅獻瑞。靜態展區有創意翻糖作品,亦有美味饗宴供來賓品嚐。
      本次競賽為臺北市職能發展學院與台北市糕餅業職業工會第一次合作舉辦。競賽項目有蛋糕、麵包及創意產品,評分項目主要於風味口戚,其次為外觀造型,參賽選手各個展現最拿手的烘烤技能並發揮創意,爭取好成績。冠軍隊伍為是由陳建宏老師帶領的學生們,楊欣怡、徐千慧、及許水謙。擔任本次競賽的主審臺北市職能發展學院的趙利華訓練師表示,本次參賽選手水準很高、有工作室的老板、飯店的師傅及學校老師等,組隊來參賽,產品口成上呈現豐富多樣化,外觀造型和色彩搭配獨樹一格展現新意。

      台北市糕餅業職業工會吳宗雄理事長表示,很高興能夠舉辦「2017 大台北烘烤王多元創意競賽」,提供這樣的比賽機會,讓基層勞工朋友們,透過競賽互相觀摩學習,切磋技藝。除了臺北市政府勞動局局長賴香伶於競賽開始前至會場為參賽選手加油打氣,勞動部勞動力發展署署長黃秋桂、新北市勞工局局長謝政達、臺北市郭昭巖議員及王閔生議員,以及50 家以上工會的理事長,都前來現場一同為選手加油。期許帶領更多同業參與及投入糕餅、烘焙界,發揮專業影響。
大台北烘焙王競賽
大台北烘焙王競賽
大台北烘焙王競賽
大台北烘焙王競賽

2018年7月9日 星期一

2018 07 09 左永安顧問 EMBA 精準訓練 POWER SKILL Hardiness and Grit Why are some people successful in achieving their goals in life?

Hardiness and Grit










Why are some people successful in achieving their goals in life?

Posted Apr 20, 2017
As a psychotherapist and researcher, I have long been interested in understanding why some people seem to be successful in achieving their goals in life and others struggle or fail. Why, for example, do some people who seem to be intelligent and talented not accomplish as much as others who appear to be less intelligent and/or minimally talented?
El Nariz/Shutterstock
Source: El Nariz/Shutterstock
My doctoral dissertation was a research study of social work clinicians who had decided to become administrators in addition to or instead of continuing only as direct service providers of mental health services. In the course of my work I discovered the concept of the "hardy personality" (“hardiness”) which was developed by Suzanne C. Kobasa and Salvadore Maddi. They described this personality as demonstrating three essential components: commitment, control, and challenge.
Commitment refers to one's ability to believe in the truth, importance, and interest value of who one is and what one is doing which results in a tendency to involve oneself fully in the many aspects of life, including work, family, and interpersonal relationships.
Control refers to the propensity to believe and act as if one can influence the course of events in his/her life. It involves the possession of a coping repertoire that enables such people to act effectively on their own and interpret and incorporate various life experiences, transforming these into something manageable and beneficial.
Challenge is based on the belief that change, rather than sameness or predictability, is the norm. These are people more likely to thrive under the circumstances of a new challenge or opportunity brought about by a new endeavor.
The clinician-turned-administrators in my study who scored high on the hardiness measures tended to have much more successful and less stressful transitions than those who were less "hardy." My research investigated the various attributes and positive personality characteristics that promoted the more successful transitions. These included a record of high achievement, success, and professional advancement. High self-esteem, enjoying a challenge, being a risk-taker, being entrepreneurial, and being motivated and ambitious were listed as well.
Many successful transition-makers reported that they were not afraid to make mistakes, had good people skills, and tended not to be passive in their personal and professional lives. Hardy people are those who turn stressful life experiences into opportunities for personal and professional growth. The seek and value change, rather than finding ways to avoid it. They believe that change, rather than sameness or predictability, is the norm. The hardy person is also characterized by such qualities as resourcefulness, innovativeness, creativity, and as someone who can emerge victorious under conditions of stress and uncertainty.
In her book Grit: The Power of Passion and Perseverance, author Angela Duckworth identifies a psychological trait she calls grit. The combination of passion, having an enduring interest in the job one is doing, and perseverance, being persistent and never giving up, are the two components that, in her view, help us better understand the psychology of achievement. She believes we have a tendency to overemphasize talent or natural ability and underemphasize the importance of zeal, determination, and motivation. We also tend to see intelligence as key in explaining success and achievement, which while true to some extent, is far from the only factor involved. She has studied why some individuals accomplish more than others who are of equal intelligence, and discovered that grit, unlike many traditional measures of performance, is not tied to intelligence and may explain why some very intelligent individuals do not consistently perform well over long periods.
Duckworth discussed the four psychological assets that gritty people have in common. These are interest, practice, purpose, and hope.
By interest she means that one must be passionate about something that interests them the most. The grittiest people have something they love to do.
Practice requires them to do things that interest them better than they did yesterday. They must be ready to improve on their skills, regardless of how excellent they currently perform. Challenging themselves to an exercise that exceeds their skill level leads to mastery.
Without purpose, one may not be able to carry on their interest for a long time. Hence it is essential to identify how their work is connected to their own well-being as well as the wellbeing of others.
Hope helps us see our ultimate concern through to the end. Grit loses when we are unable to get back up after a setback. But when we get back up, it prevails.
As can be seen, these concepts are both different and similar in certain ways. Both tend to value the importance of commitment and the positive management of challenges. They both address the issue that these traits are not necessarily inborn and can be developed under the right conditions. These researchers are also in agreement that the performance of certain behaviors can have a fundamental impact on an individual's level of success. How then, if one is not particularly "hardy" or does not seem to go about accomplishing their goals with the qualities associated with "grit," is it possible to become "hardier" and "grittier?"
Kobasa and Maddi believe that hardiness can be developed over time by emphasizing the need to help people develop better ways of coping with stress as well as helping them not to generate stress however possible. They both believe that the development of hardiness can be strengthened by child-rearing practices designed to help children see themselves and the world as interesting, worthwhile, and satisfying, thus preventing them from viewing themselves and the world as dull, meaningless, and frustrating. This difference may well result from the overall degree to which the interactions they had with their parents were supportive, facilitating satisfaction, and providing encouragement and acceptance.
Counseling for hardiness is the other way that the characteristics of commitment, control, and challenge can be learned and instilled, assuming that the unproductive behaviors of a "non-hardy" past can be broken. Cognitive-based therapies may be central in helping people become hardier, but it is a complex undertaking that requires a good deal of time and effort to achieve in a durable way. One might argue that any therapy has as an implicit objective to help the individual acquire the characteristics associated with hardiness as discussed above.
What about helping people to become "grittier?" Researcher Carol Dweck suggests that all of us possess either a fixed or a growth mindset. People with a growth mindset believe that they can improve their grades, learn new skills, and achieve their goals in general if they try hard enough. People with a fixed mindset do not think that they have the ability to improve and, as a result, are more inclined to give up whatever they are trying to accomplish when they face difficulty and get frustrated. This is consistent with our general understanding of the differences between optimists, who handle life's challenges very differently than pessimists, who tend to be less happy, less accomplished, and suffer more.
Like the developers of 'hardiness,' Duckworth emphasizes the importance of child-rearing practices designed to foster interest, purpose, and hope in children that will support the likelihood of them becoming adults who will have a greater capacity to persevere and develop passion, i.e. become 'grittier.' Strong parental role models who demonstrate the characteristics associated with grit are vitally important to the developing child who will emulate his parents.
Here, too, any counseling or psychotherapy strives to help people acquire or strengthen 'hardy' or 'gritty' qualities. A focus on being better able to cope with stress, develop greater resilience, have a positive outlook, and develop or strengthen already existing qualities like passion and perseverance are most helpful in this effort.
One of the things I emphasize in my work with patients is to help develop the belief that one can learn to handle most of the difficult challenges and stressors that occur in everyday life. This includes coping with failure and doing whatever is possible to achieve success in its place. Working with this focus often shifts a person's point of view about what might be possible for them which increases optimism and, therefore, the motivation to work toward change and achieve their therapeutic goals.

2018年7月6日 星期五



Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

by Deepak Malhotra
 









2018 07 06 左永安顧問 台大 師大 EMBA 左記歐洲商行 安永經營管理顧問 社團法人中華中小企業經營輔導專家協會 台北市酒類商業同業公會 精準訓練 Precise Training 麥肯錫解決問題7步驟 解決問題的不是與生俱來的天賦,而是可以透過自我訓練培養而成,你也能像麥肯錫人一樣,倍速解決問題。MECE(發音為me-see) 將某件事或概念當成母集合(整體)思考,分成彼此獨立、互無遺漏(MECE,Mutually Exclusive Collectively Exhaustive)的子集合(部分)。

完全圖解!1分鐘搞懂麥肯錫思考架構


2015-12-02整理.撰文文及元

麥肯錫7S模型

經理人在規畫企業藍圖時,不能只注重策略、結構的硬性變數,也要注重強調員工、技能、管理風格、制度與共同的價值觀等軟性變數。

麥肯錫解決問題7步驟

解決問題的不是與生俱來的天賦,而是可以透過自我訓練培養而成,你也能像麥肯錫人一樣,倍速解決問題。

高層觀點

戴上CEO的眼鏡,從管理高層的視角俯瞰,站在「跟高階主管一樣的高度」了解問題。

假說思考

一開始就想出解決方法,而不是等到截止日期才勉強出手。針對議題提出假說並且實行與驗證,重覆此一循環,直到發現真正問題並解決為止。

MECE(發音為me-see)

將某件事或概念當成母集合(整體)思考,分成彼此獨立、互無遺漏(MECE,Mutually Exclusive Collectively Exhaustive)的子集合(部分)。

邏輯思考

邏輯的基本結構是以結論為頂點,並與導出結論的根據或由能夠實現結論的方法建構而成。必須滿足三大要件:
  1. 結論就是問題(主題)的答案。
  2. 縱向原則:自上而下形成「為什麼如此?」(Why so?)的關係。相反地,由下往上則為「然後造成什麼結果?」(So what?)的連結。
  3. 橫向原則:左右同層同組的要素之間,形成彼此獨立、互無遺漏(MECE,Mutually Exclusive Collectively Exhaustive)。

金字塔結構

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