寒冬时期的自我诊断：低成本控制三部曲

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不论是小型民营企业，还是大型跨国企业，这时只能做到裹紧棉衣御寒，生怕仅剩的一点热气在冷风中消失殆尽。为了增加“棉衣”的厚度、减少“热气”的损失，他们有的进行大刀阔斧的业务模式转变，有的忙不迭地裁员，有的则不择手段地削减成本。但大多数经验不足、没有经历过上一次经济危机的企业，都是在经济危机已经严重影响到自己的业务和盈利以后才幡然醒悟，慌忙寻找对策。实际上，如果你已经意识到经济危机的袭击，这时候才做出转变，已经晚了。把握转变的时机经济总是在循环中发展的，企业若想做出转变，必定是在形势逆转之前。但由于转变本身并不是一个一蹴而就的过程，因此在发展到达顶点之前就必须要考虑到变革。“转变的时机很重要。”作者提醒说，“在企业还没有到完全到达高峰的时候就要去思考，到底市场会有什么样的转变，整个经济会有什么样的转变。等到高峰来临再转变就已经来不及了，这时就进入了死亡螺旋。”可是判断企业是否已经到达发展的高峰并不是仅凭双眼就能看到的。尤其在企业快速扩张阶段，各部分指标都处于上升趋势，一片欣欣向荣的繁华景象很容易让企业主冲昏头脑，被数字蒙蔽双眼，对即将到来的寒流视而不见。事实上，要判断适合转变的时机并不困难，我们只需要关注，当一个企业在高成长的时候最容易做出哪些危险的行为即可判断。“ 企业在高成长时期追求多元化及收入的增长，所以业务和人员都在持续扩张，不太在意成本的控制。其多元化的经营，导致企业在财务结构上不很稳健。”作者指出，这些企业总是对前途充满信心，尤其对市场前景做出过于乐观的假设，因此很容易在繁荣的假象中迷失方向。当企业意识到自己正处于这样一个时期时，最重要的就是要重新回归到自己的核心业务建设上来。“经济形势一片大好的时候，无疑各种做法都能带来丰厚的利润。”。企业主的飘飘然使他们很容易忽视潜在的危险。另外，成本的控制也是重中之重。“通常在成长的时候，企业的成本控制比较宽松，企业经营者往往认为：反正我们收入增长势头非常好、利润也不错，为什么要去做成本控制？”但是当经济的寒冬来临时，什么都有可能发生，未来的前景也不明朗。或许客户的订单下个月就会取消，或许银行不再提供短期贷款……此时，稳健的财务战略就发挥出作用。“应当尽量把短期的借款变成是一个比较中长期的借款，以构建一个稳健的财务结构。”如果企业很难从外部客户那里盈利，那么就是时候考虑从内部进行成本控制了。说的比较片面，成本管理是要持续坚持的，而不仅仅是等到从外部客户那得不到盈利的时候才考虑进行内部成本控制。[吴1]任意性成本的削减严格意义来说，削减任意性成本是一种短期战术而非长期战略，只能在公司内部运作，适用于单一职能部门，相对来说投入较小。何谓任意性成本？简单地举例来说，凡是可以在短期内调整的成本都可以算作任意性成本，比如广告费用的降低、办公室空间的缩减、员工加班费和差旅费的取消等等。任意性成本削减的一大特色就是立竿见影。但这并不意味着企业可以一股脑把所有的成本都一并砍掉。“人力成本的削减很重要，主要是薪资成本的削减，当然，前提是不能违反国内劳动合同法的有关规定。”一般来说，需要大量人力的工厂可以根据业务量的变化来调整工人数量 。但是如果是非生产型企业，人力成本又很高，就应该在高成长时期随时对人力成本进行审核和改革。“另一方面是其他任意性成本。企业需要分析自己成本费用的性质和结构，哪些费用是可控制的、哪些是不可控制的，而不仅仅是去看哪些科目可以削减。”例如核心员工的薪资、办公室必需的租金或者已经签订的长期合同均属于无法控制的费用，也很难削减，但是差旅费是可以控制的成本，可以采用费用较低的电话会议的方式来替代。■人力人力成本的削减一直是令企业头痛的问题，处理不好就容易动摇企业军心、损害企业声誉。尤其是高成长企业在决定重新审视和调整业务计划时，往往会发现公司人员的规模过于庞大——简单地说就是根本不需要这么多员工（或许经济形势和经营状况都良好的时候企业根本注意不到这个问题）。这里有三个对策供企业参考。首先是把后勤人员调到前方去做与业务相关的工作，使其能带来更大的收益，以抵消一部分耗费的成本。其次是减薪，但是出于绝对数额和企业文化稳定的考虑，应尽量只减高管层的薪资而尽量少减底层员工的薪资。在这期间，企业一定要坦诚开放地与员工沟通，安抚他们的情绪。企业在收缩人力成本的同时，有时出于战略需要，或许还应该在战略部门适当增员。“因为这个时候这叫反其道而行。趁市场上资源丰富的时候赶紧抓住机会抢占资源。[吴2]，市场上反而有很多更好的人才可以吸纳。所以不要把员工的调整当作战术调整，而应该重新思考企业的业务计划，那些在战略上具有重要性的人才其实反而是需要增加的。” ■广告值得注意的是广告成本的削减。在一般人看来，广告成本无疑属于任意性成本，可以随意削减，实则不然。一个广告从投放到产生效果需要一定的时间积累，是否需要削减，要看广告对公司的盈利在短期内是否有绝对的影响。有不少公司都是逆市操作而取得了不错的成效，还通过广告加强了产品的品牌效应和长期竞争力。举了个例子。曾经有一家做电子商务的公司在互联网上进行服装的销售。赶巧的是，该公司在前段时间刚好募集到几千万美元的资金，手头现金充裕。那么，当其他同类型的公司的业务量受到经济危机影响的时候，这家企业来反而迎来了打造品牌的合适时机，因为企业可以根据市场情况调整广告预算，以较低的广告费用实现同样、甚至更好的宣传效果。“所以做任何决策之前都要牢记企业的战略是什么。品牌管理在短时间内对企业的重要性到底是怎么样？或许企业现在是一个Follower，而现在刚好有一个机会让你可以超越；或许企业是一个Leader，希望借机扩大差距。同时，还要考虑公司的财务状况是否允许？充裕的现金才能支持这种做法。”为了最大化广告投放的有效性，企业还需要将自身的品牌战略和客户结构结合起来。例如如果企业面向的对象主要是年轻人而不是工业客户，就可以适当增加互联网广告，减少电视广告的比例。“还是要回到受众到底是谁这个问题上来根据客户群来决定你广告的投放方式。[吴3]。”至于广告的投放渠道，企业需要进行有效性评估并做出相应调整，以便成本削减和广告效果的目标两全其美。  ■研发通常不建议客户降低研发费用。“不能单纯决定研发费用是减还是不减。”有的产品研发可能需要几年的时间，受经济周期的影响，几年后或许就是经济复苏的时候，一旦企业降低了研发费用，影响了产品进程，就有可能失去在经济复苏时迅猛发展的机会。“如果研发的时间确实较长，公司现在又面临诸多挑战，可以根据公司战略考虑适当延迟研发或者微调产品的结构。”用一句话概括了任意性成本削减的原则：“可以削减的是任意性成本，但是成本的削减绝对不是任意性的行为。”组织效率优化组织效率优化最重要的是流程优化。公司的运作都可以被拆解为流程，其中有主流程也有子流程。对公司来讲，必须要知道哪一些流程是很重要的，尽量将流程简化以降低成本。组织效率优化是一个中长期的过程，通常在职能部门之间进行。简化流程有几个方式。一是将复杂的流程简单化。“在经济景气的时候，很多公司一直增加人手，流程也变得很复杂。”所以，对流程进行重新梳理很有必要。二是分散的流程集中化。当公司越来越大的时候，企业经营者往往发现，好像每个部门都有相同的人在做重复的事，这时候就需要将重复的流程集中起来。据的观察，国内有几个大型的国企正在进行财务的集中化工作。“ 以前的财务均由各省分别去做，现在改为总公司列出一个大纲，各省分公司只做与自己有关的部分，这样可以大幅度地节省成本，并更有效配置资源。”三是将部分流程外包给第三方，用以提升质量、降低成本。四是将不同的流程标准化。企业最大的问题常常出现在流程上，将不健康的流程优化、简单化、集中化，然后标准化，会大幅度降低企业的成本，改善流程效率。曾经有一家电信公司，在全国各省分公司通行同样的流程。德勤分析了各省分公司的成本结构之后，发现相互之间的成本结构差异很大。最后德勤选出各省之间最优质的部分，在全国分公司推行，同时对流程和人力配置也做了大幅度调整，结果整个公司的成本降低了20％-30％。根据德勤的经验，通常有两种公司需要进行组织效率优化。一是高速增长、组织快速扩编的公司。这些公司从一两百个人很快扩充到一千个人，在流程上通常还依循过去的做法，存在很多优化的机会；第二种公司本身就有很庞大的机构，过去三五年内也没有做过任何大的调整，这样的公司也有必要进行组织和流程的优化调整。另外，有些公司的采购成本很高，甚至占到全部成本的七八成，那么就要重视与供货商的谈判。企业可以考虑把一部分成本压缩到供货商端。其中应付账款的周期、采购的方式和运作的模式是最容易入手的部分。经营模式改变 如果说任意性成本的削减是短期战术的话，经营模式的改变则是长期的战略，它不仅跨越了公司的职能管理部门，还面向产业链的上下游企业，可能给企业带来翻天覆地的变化。经营模式的改变涉及到企业的整个价值链的变化。如果一家制造企业通过自身调整可以削减5％-10％的成本，那么将整个制造流程都外包给第三方，则可能将成本降低20％。相比任意性成本的削减和组织效率的优化，经营模式的改变更加复杂，而且具有一定的风险，属于中长期战略。尽管如此，历史上不乏成功案例。摩托罗拉、戴尔等跨国公司在调整其经营模式的时候，通常采取把工厂卖给其供应商的战略。“我给你订单，但是要求你做的成本比我的低，这就会影响到整个经营模式的改变。”由于经营模式的改变复杂程度较高，企业必须具备正确判断自己所面临的竞争状况以及整个市场的走向的能力。思科就是一个很好的例子。互联网泡沫破灭之后，思科的增长大部分是靠并购实现的。思科发现，与其在企业内部做整合，不如主动去市场上寻找自己需要的技术，所以思科最重要的两个核心竞争力就是并购和整合。它每年可以做几十个甚至上百个小的并购，并成功地将这些并购的企业整合进自己的公司。另外一个例子，某家电子商务公司，其毛利较低，物流成本却很高，因此五年以来都没有什么盈利。后来，原先的经营团队成立了一家新公司，重新思考其经营模式，推出面向20到30岁年轻人的产品。随着中国的中产阶级日益庞大，这些产品所具备的实惠的价格和凸显年轻新贵品味的优势为新公司打造品牌形象奠定了基础。该公司最终确定，通过国内的代工工厂，以低廉的价格获得货品，然后凭借互联网售出，从中赚取差价。 这一适合的经营模式使公司成立仅一年多即产生利润。正如削减任意性成本部分所讲，该公司还可以逆市操作，顺势加大广告的投入和品牌的管理，“在目前这是最好的模式。”寒冬并不可怕，只要掌握取暖的方法，安稳活到春天到来并非不可能完成的任务。但是在经济低迷时期，凡事谨慎小心、步步为营，总是没有坏处。这里为过冬的企业提供几项成本控制的原则：1.       做最悲观的估计，制订积极的成本控制目标；2.       考虑并结合各种可能的行动方案；3.       全公司动员推动方案；4.       马上采取具体行动。若能在战略、战术和思想上都尽力做到最佳，相信对于企业来说，这个冬天不太冷。'