Some papers will be devoted to this theme. My initial suppositions about simplicity of this theme have appeared erroneous. The theme of management by end results of activity is sufficient extensive. It includes some base concepts. Base concepts are: business transaction and business unity. On the basis of each this essence the model of control of outcomes of activity (Management by End Results of Activity - MERA) any human community is under construction.

I already tried to connect the analysis of activity of firm with such concept as business transaction. However the concept business transaction has been separated from a real life. I was corrected. In this cycle of papers I shall reduce the reasons not only concerning essence business transaction, but also parameters with which it is possible to characterize process of realization business transactions.

In the world which "at full speed" builds global economic, it can appear, that offered toolkit it will be rather effective to work for the blessing of the person. And, first of all, that performances of realization business transactions and, accordingly, business of units have the generalized character which it is not adhered in any way to a reality of activity of the person (more precisely - branches). This circumstance will help to prepare professionals in the field of management outside of specificity of the certain branches of business. Approximately so, in some approximation certainly as now we teach people to control of the car. But we shall not anticipate time - all of you can read through and for myself to decide - the rights I or not.

Our world constantly varies. It not a secret. And modifications concern first of all rationes between the producer and a customer of the goods or services. The new process engineerings introduced during a life, not only are plant of business, but also allow to increase effectiveness of already existing commercial process engineerings. In the proof I can reduce development only one kind of business of the person - computer science.

For a modern customer assumes importance not only availability of the certain aspect of the goods or service, but also their correspondence to its concrete requests. Hundred years ago, during Ford's epoch, production of cars under the concrete order and on individual demands was almost science fiction. Today is already a common requirement of time for factories on production of cars. Certainly, production is guided not by an individual customer, and on the certain social group of customers. However the availability of a wide ruler of models of the made goods for modern business is the lien of its well-being. As, besides a public request to quality of the goods (averaged), the great many of specific requests from various social groups of customers is formed. And business is forced under each group to make a commodity item or the goods of the certain type. Try to discover today any company on production of cellular telephones which announces in a year of less ten new models of cellular telephones. And, apparently, as all is simple - one customer should call to other customer.

Whether production of the goods or services under individual orders in hierarchical strict structures (the complete assertion of the order on all hierarchy of control means) is possible. Hardly. Too complicated procedure of shaping of requests on realization of such order. A lot of time before the order will be fulfilled can be required are by parties to an agreement understand all: the producer and a customer. But by the moment of execution of the order it can appear so, that I as a customer, in the goods I do not require any more (for example, have simply changed the mind by virtue of any personal reasons). It is received, that in the given context it is possible to speak about high industrial hazards. Hardly any owner of business will go on such risky steps. These a reasoning concern only data-flow (conveyor) productions.

On the other hand it is possible to use procedural control or management business processes. As a matter of fact, it is simplification of procedure of fulfilment of the individual consumer order. Here it is possible to consider not only the individual order, but also the order of the certain social group.

We build control so that to simplify shapings requests inside of the company on fulfilment of production plans. Actually it means a possibility of availability in operating hierarchies not only vertical ties, but also horizontal. The availability of horizontal hierarchical interactions allows "to straighten" a line of a decision making. It is in details developed the professor August-Wilhelm Scheer within the limits of the theory of control of processes. Explicitly the given process engineerings of control I also shall not describe.

For us that in any case outcome of productive activity will be a yield or service in a greater degree meeting individual demands of customers is important. From the point of view of a raise of competitiveness of the enterprise it is a logical evolutionary pitch.

At such organization of control the outcome of activity of each subdividing will be individual depending on initial requests of the customer. It is received, that in the issue we should interest (to motivate) activity business structures, orienting them on initial original requests. In case of production of cars: assembly shops are guided by production of cars under individual orders, and trade subdividings - in their realization. The ideal variant is when we make such amount of cars which can be realized in the established (scheduled) terms and for the planned cost (time - money).

I bring up the idea to that the ideal outcome from the point of view of a customer and the producer is the made and consumed goods or service. I now write about the transaction accepted business between a customer and the producer of the goods. For human community consumption made is important not only production as those, but also. It is natural, that the purchased goods is top of an iceberg of any business. It actually is acceptance begun on a stage of the social order business transaction. Here I have slightly played a cunning trick, that it was clear, that such business transaction between the producer and a customer. Really rationes between the producer and a customer begins much earlier. From investments into ideas after possible consumer performances after the company announces a new yield which really is not present in the market have been researched.

Look at announcements of new computer systems. From the moment of when it is declared development before its real issue passes big enough time. It is necessary to generate requests of company on the given goods (social expectation). The customer frequently is not the expert in all object areas. Therefore, its desire (requests) concerning consumer performances of the goods can be generated on the basis of that already is or will be (or is possible basically). This beginning of rationes between a customer, the producer and a marketing network.

The following picture is received. For the producer and for a customer outcome is production and consumption of the goods. And not just its production or only consumption as the isolated facts. Actually - the closed transaction (accepted) business (purchase - sale). You can ask me - and as support, guarantee certificates. It is transaction already following business. It is not necessary to think, that expansions in time cannot have business transaction. However at each business transaction is the life cycle which is determined by service of the made yield. In long run, guarantee certificates sooner or later too will end. Transaction new business on a post to warranty service and repair also will begin.

Thus, as outcome of activity it is possible to consider cumulative outcomes of interaction between a customer and the producer. Actually, we can assume, that production for us customers is « a black box » on which input there is our need, on an exit we receive a ready yield or service. But it yet all performances of such black box. That production worked, resources are necessary. And differently of what the yield will be made? And it yet all. A magic word - motivation. A reason or inclining why production is engaged in issue of that or other goods. Actually, and why mister Ford has started to do the cars. It is not necessary to confuse it to profit earning as those. There is a motivation. For example, the social order, which Ford has managed for itself to understand. He has understood, that in company a lot of cars is demanded much, than made in those days. And the company was ready to pay the determinate sum for cars. Mister Ford integrated together the social order and accessible money supplies the population (budget). Good motivation for the invention of the conveyor.

I have drawn the scheme of some production - if want some business unit or business of join of people. The basic assigning of such formation - handling business inquiries. I have named it business unity. Be not frightened complexities of the scheme. In following papers we in details shall discuss all - that, what for and why. For now for us it is important to extrapolate the given scheme inside of the company. It should be made to understand, that actually Ford's factories consisted also of a quantity functional business of associations (subdividings). And such subdividings are engaged also in handling business transactions.

Naturally inside of the company also there is an interchanging business transactions. For us it is unimportant, what documents and as they pass inside of the company. For us realization of requests stated in this document is important. It is necessary to simplify our life. On the other hand to construct absolutely flat scheme of control we also we can not. As there is such concept as the responsibility for made solutions. Also there is still a process of decision-making.

Hence, it is possible to speak about the centers of the responsibility for transactions made business - about business units inside of corporations. Really, in any case by production of the same car under the individual order there is a risk of failure (incident) from the order. Actually it means recoil business transaction at the uppermost level. But it is not always terrible. As I exist processes of insurance business transactions not only in the order all production, but also on local output levels (the centers of the responsibility). For example, we can reorient partially realized order on other customer, reduce of its price (thereby will increase its appeal), or to change performances of the order. The most important is that business a unit which treats our user inquiries also consists from business units which treat internal business inquiries. And, constructing the scheme of handling internal business inquiries, it is already possible to operate production of end-products.

Approximately also as we construct a radio receiver. Connecting among themselves under the certain scheme of a radio component, we operate an end result. Namely: quality of reception, a range of accepted radiowaves, quality of an output signal. However thus about quality of radio components the producer of radio components cares. In development of schemes are engaged the designer. To us it is simple enough under the scheme to solder radio components and the receiver it is ready. Thus we with a high degree of probability know, he will already have what performances at the initial stage - as soon as in hands to us the journal on radio electronics has hitted.

I can reduce a concrete example from my vital practice. Once I was engaged in creation of a dealer network on distribution of the software intended for automation of trade (the first Russian ERP system). For a long time it was. But an essence not in it. When I only have started a solution of this problem, our dealer agreement constituted five sheets. Naturally, coordination of items of this agreement were constituted with long time. Accordingly at this time the dealer to work with our yields did not gather. I have reflected, whether and so long procedure from the point of view of reaching an end result is important it. For me was important that the dealer has started to work as soon as possible (that is to sell our software). Then I have reduced the dealer agreement up to one page, having kept only the most significant items.

In long run, me transaction which outcome was distribution of our software by the dealer interested only business. But also it yet all. I have done one more trick to make active growth of an amount of dealers.

I already wrote, that our rationes with the dealer (that is discovery business of transaction - feeding business of inquiry) began at a stage of interest of the potential agent to our yield. And a permanent asset of engaging at that time were the exhibitions and mail dispatches. Then I on one leg placed advertising our yields, on other available dealer agreement. A simple solution. But the stream of new dealers has increased in tens times.

All is simple. The agent discovered the customer on our yield, and it should not adjust conditions of its resale. He already knew them. Often there was such situation - the dealer already worked, and the agreement was not. He appeared later.

Simple example. However in a basis the solution from area of control business transactions lays. Briefly that I have made. I have simply based the accomplished act of purchase and sale, having put aside in time its mutual formalization. Only do not think, that I you call to use similar methods. It is the trade scheme already it is hardly obsolete in itself. But the in itself solution of reaching of a ultimate goal as remains.

You can ask a problem on incidents. Certainly, they were. But the formal leg of interaction in this scheme was saved, as was a basis for a solution of incidents. Moreover, the probability of incident at the initial stages business of fulfilment of transactions is low (Bobrovnikov's next axiom).

All is simple. Take, for example, process of creation, shaping and development of family and family rationes. In a honeymoon catastrophic incidents are hardly possible. Certainly, there is all. But in the majority - matter is so.

One more important factor. Recoil (failure) from business of transaction at the initial stage requires much less costs of its localization than in the further development of process. An example from home life. While spouses have not got a common facilities and children, their divorce does not represent any complexities. But as the common facilities grows, and there are children - divorce becomes matter problematic and complicated. Hence, for any business transaction it is possible to determine its life cycle.

Thus, it is possible to speak that the world correct certain business of formation - business units. Their primal problem is handling of entering inquiries. The unit treated business inquiry I name business transaction. Any business transaction always has some outcome on the termination. Accordingly, operating the scheme of interaction business units it is possible to operate business by transactions. More precisely, end results of activity. All.

In following papers I in details shall describe performances business units and business transactions. I shall try to develop some models on the basis of each offered essence. We shall talk about crisis and anti-recessionary control within the limits of the theory of control of end results of activity. Probably, we shall reach control of risks, besides within the limits of concept business of transaction. So that as in advertising - remain with me and to you it will not be boring.

Last modified: 23.02.2006
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