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K NANG QUN L THEO MC TI U

2. I/ KHI NI?M. Khi ni?m nghiai?u ki?n c?a m?c tiu. 3. 1. Khi ni?m. M?c tiu l nh?ng tr?ng thi, c?t m?c m doanh nghi?p mu?n d?t du?c trong m?t kho?ng th?i gian xc d?nh. Tn ti?ng anh l management by object (vi?t t?t l MBO).. 4. 2. Vai tr c?a m?c tiu. L phuong ti?n d? d?

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K NANG QUN L THEO MC TI U

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    1. 1 K? NANG QU?N L THEO M?C TIU

    2. 2 I/ KHI NI?M Khi ni?m nghia i?u ki?n c?a m?c tiu

    3. 3 1. Khi ni?m M?c tiu l nh?ng tr?ng thi, c?t m?c m doanh nghi?p mu?n d?t du?c trong m?t kho?ng th?i gian xc d?nh. Tn ti?ng anh l management by object (vi?t t?t l MBO).

    4. 4 2. Vai tr c?a m?c tiu L phuong ti?n d? d?t du?c m?c dch. Nh?n d?ng du?c cc uu tin lm co s? l?p k? ho?ch ho?t d?ng v phn b? cc ngu?n l?c. Thi?t l?p cc tiu chu?n th?c hi?n/ho?t d?ng. H?p d?n cc d?i tu?ng h?u quan (c? dng, khch hng, nhn vin). Quy?t d?nh hi?u qu? ho?t d?ng c?a DN.

    5. 5 3. L?i ch c?a MBO Khuy?n khch tnh ch? d?ng sng t?o c?a c?p du?i tham gia vo vi?c l?p m?c tiu. Ki?m sot d? hon. T? ch?c du?c phn d?nh r rng. C s? cam k?t c?a c?p du?i v? yu c?u, hi?u qu? cng vi?c c?a h?.

    6. 6 4. H?n ch? c?a MBO: S? thay d?i c?a mi tru?ng c th? t?o ra cc l? h?ng. T?n km th?i gian. C?n mi tru?ng n?i b? l tu?ng. M?t s? m?c tiu c tnh ng?n h?n. S? nguy hi?m c?a tnh c?ng nh?c do ng?n ng?i thay d?i m?c tiu.

    7. 7 5. i?u ki?n c?a m?c tiu: i?u ki?n c?a m?c tiu ph?i d?m b?o yu c?u c?a nguyn t?c SMART Specific - c? th?, d? hi?u Measurable do lu?ng du?c Achievable v?a s?c. Realistics th?c t?. Timebound c th?i h?n. Hi?n nay, m?t s? quan di?m pht tri?n nguyn t?c SMART thnh SMARTER. Trong d, E l engagement - lin k?t v Ralevant l thch dng.

    8. 8 5.1 Specific - c? th?, d? hi?u Ch? tiu ph?i c? th? v n d?nh hu?ng cho cc ho?t d?ng trong tuong lai. ?ng ni m?c tiu c?a b?n l d?n d?u th? tru?ng trong khi d?i th? dang chi?m 40 % th? ph?n. Hy d?t m?c tiu chi?m t?i thi?u 41% th? ph?n, t? d b?n s? bi?t mnh cn ph?i c? d?t bao nhiu % n?a.

    9. 9 5.2 Measurable do lu?ng du?c Ch? tiu ny m khng do lu?ng du?c th khng bi?t c d?t du?c hay khng? ?ng ghi: ph?i tr? l?i thu c?a khch hng ngay khi c th?. Hy yu c?u nhn vin tr? l?i thu ngay trong ngy nh?n du?c.

    10. 10 5.3 Achievable v?a s?c. Ch? tiu ph?i c tnh thch th?c d? c? g?ng, nhung cung d?ng d?t ch? tiu lo?i khng th? d?t n?i. N?u b?n khng c gi?ng ca tr?i ph th d?ng d?t ch? tiu tr? thnh siu sao. Gi? tr?ng lu?ng ? m?c l tu?ng 45kg c th? v?a s?c hon.

    11. 11 5.4 Realistics th?c t?. y l tiu ch do lu?ng s? cn b?ng gi?a kh? nang th?c hi?n so v?i ngu?n l?c c?a doanh nghi?p b?n (th?i gian, nhn s?, ti?n b?c..). ?ng d?t ch? tiu gi?m 20 kg trong m?t thng d? d?t tr?ng lu?ng l tu?ng 45 kg trong vng m?t thng, nhu v?y l khng th?c t?.

    12. 12 5.5 Timebound c th?i h?n. M?i cng vi?c ph?i c th?i h?n hon thnh, n?u khng n s? b? tr hon. Th?i gian h?p l gip b?n v?a d?t du?c m?c tiu l?i v?a du?ng s?c cho cc m?c tiu khc.

    13. 13 5.6 Engagement lin k?t Cng ty ph?i lin k?t du?c l?i ch c?a cng ty v l?i ch c?a cc ch? th? khc. Khi cc b? ph?n, nhn vin tham gia th?c hi?n m?c tiu, h? s? du?c kch thch nhu th? no. N?u cng ty khng c ch? d? ny, vi?c th?c hi?n m?c tiu s? khng c hi?u qu?.

    14. 14 5.7 Ralevant - l thch dng Ch? tiu c h?u ch d?i v?i m?t b? ph?n nhung b? ph?n khc l?i th? o. V d? m?c t?n kho, b? ph?n bn hng lun mu?n m?c t?n kho cao trong khi b? ph?n ti chnh l?i mu?n m?c t?n kho th?p. Nhu v?y, m?c tiu ph?i thch dng, cng b?ng v?i t?t c? cc b? ph?n.

    15. 15 II/ CC BU?C TRI?N KHAI MBO Cc phuong php tri?n khai. D? th?o m?c tiu c?p cao. Xc d?nh m?c tiu c?p du?i Th?c hi?n m?c tiu Ti?n hnh ki?m tra v hi?u ch?nh. T?ng k?t v dnh gi.

    16. 16 1. Cc phuong php tri?n khai. PP1: Tri?n khai t? c?p cng ty ? c?p b? ph?n. Phuong php ny nhanh v? m?t th?i gian nhung l?i khng khuy?n khch cc b? ph?n tham gia vo ho?ch d?nh m?c tiu cng ty. PP2: Tri?n khai t? du?i ln. Phuong php ny khuy?n khch du?c cc b? ph?n nhung l?i ch?m v c khi k?t qu? t?ng h?p l?i khng ph h?p v?i mong mu?n c?a BG.

    17. 17 2. D? th?o m?c tiu c?p cao. Xc d?nh cc m?c tiu chung c?a ton cng ty. Xc d?nh vai tr c?a cc don v? c?p du?i tham gia vo vi?c th?c hi?n m?c tiu. y l cc m?c tiu d? ki?n, n c th? du?c xem xt v di?u ch?nh v?i cc m?c tiu c?a c?p du?i.

    18. 18 2. D? th?o m?c tiu c?p cao. GI?I THI?U CC LO?I M?C TIU THEO BSC BSC (Balanced Scorecard) l phuong php qu? l thu?ng du?c cc DN c?a M? p d?ng. y l phuong php qu?n tr? chi?n lu?c thng qua vi?c dua ra b?ng cn d?i di?m cc y?u t? lin quan d?n khch hng, ti chnh, do t?o v pht tri?n, quy trnh n?i b?.

    19. 19 A> Cc y?u t? ti chnh thu?ng dng Total assets Total assets per employee Profit as % total assets Return on assets (net & total). Gross margin Net income Profits as of sales Profit per employee Revenue Revenue from new products/services Revenue per employee Return on equity (ROE) Return on capital employed (ROCE) Return on investment (ROI). Economic value added (EVA) Market value added (MVA)

    20. 20 A> Cc y?u t? ti chnh thu?ng dng Value added per employee Compound growth rate Dividends Market value Share price Shareholder mix Shareholder loyalty Cashflow Total costs Credit rating Debt Debt to equity Times interest earned Days sales in receivables Accounts receivables turnover Days in payables Days in inventory Inventory turnover ratio

    21. 21 B> Y?u t? Khch hng Customer satisfaction Customer loyalty Market share Customer complaints Complaints resolved in first contact Return rates Response time per customer request Direct price Price relative to competition Total cost to customer Average duration of customer relationship Customer lost Customer retention Customer qcquisition rates % revenue from new customer Number of new customer Annual sales per customer

    22. 22 B> Y?u t? Khch hng Win rate (sales closed/sales contacts) Customer visits to the organization Marketing cost as % of sale Number of ads placed Number of proposals made Brand recognition Response rate Number of trade shows attended. Sales volume Share of target customer spending Sales per channel Average customer size Customers per employee Customer service expensive per customer Customer profitability Frequency (number of sales transactions)

    23. 23 C> cc y?u t? quy trnh n?i b? Average cost per transaction On-time delivery Average leadtime Invertory turnover Envistonmental emissions Research & development expense Community involvemetn Patents pending Average age of patents Ratio of new products to total offerings Stockouts Labor utilization rates Response time to customer requests Defect % Rework Customer database availability Breakeven time Cycle time improvement

    24. 24 C> cc y?u t? quy trnh n?i b? Continuous improvement Warranty claims Lead user identification Products & services in the pipeline Internal rate of return on new projects Waste reduction Space utilization Frequency of returned purchases Downtime Planning accuracy Time to market of new products New products introduced Numberof positive media stories

    25. 25 D> o t?o pht tri?n Employee participation in pro or trade associations Training inversment per customer % of employees with advanced degress Number of cross-trained employees Absenteeism Turnover rate Employee suggestions Employee satisfation Participatopm om stpcl ownership plans Lost time accidents Value added per employee Motivation index Outstanding number of applications for employment Diversity rate Empowerment index (number of managers)

    26. 26 D> o t?o pht tri?n Quality of work environment Internal communication rating Employee productivity Number of scorecards produced Health promotion Training hours Competency coverage ratio Personal goal achievement Timely completion of performance appraisals Leadership development Communication planning Reportable accidents % of employees with computers Strategic information ratio Cross-functional ssigemetns Knowledge management Ethics violations

    27. 27 3. Xc d?nh m?c tiu c?p du?i C?p trn thng bo cho c?p du?i v? cc m?c tiu, chi?n lu?c c?a cng ty. C?p trn cng v?i c?p du?i bn b?c th?o lu?n v? nh?ng m?c tiu m c?p du?i c th? th?c hi?n. C?p du?i d? ra m?c tiu v cam k?t v?i c?p trn, du?c c?p trn duy?t v thng qua. C?p trn dng vai tr l c? v?n kin nh?n, khuy?n khch c?p du?i d? ra m?c tiu.

    28. 28 3. Xc d?nh m?c tiu c?p du?i (tt) M?c tiu du?c d? ra ph?i do s? ch? d?ng c?a c?p du?i. M?c tiu dua ra ph?i h? tr? t?t cho m?c tiu cao hon v h? tr? t?t cho cc m?c tiu c?a cc b? ph?n khc.

    29. 29 4. Th?c hi?n m?c tiu C?p trn cung c?p cc di?u ki?n v phuong ti?n c?n thi?t cho c?p du?i. C?p du?i ch? d?ng sng t?o xy d?ng v th?c hi?n k? ho?ch. C?p trn nn trao quy?n h?n t?i da cho c?p du?i trong vi?c th?c hi?n nhi?m v?.

    30. 30 4.1 K? ho?ch th?c hi?n m?c tiu (gantt)

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