Te Tūranga o te Whakahaere Pūtea i roto i ngā Pakihi Hou
He rite tonu te hanga i tētahi pakihi hou ki ngā whakaaro nui, ki ngā hangarau hou, me te tere o te tipu. Heoi, kei raro i tēnei kōrero mō te auahatanga tētahi tūāpapa e whakatau ana mēnā ka ora, ka tupu rānei tētahi pakihi hou: ko te whakahaere pūtea. He maha ngā pakihi hou ka hinga, ehara i te mea nā te kino o ā rātou hua, engari nā te korenga o ā rātou moni, te korenga o te whakahaere moni, te korenga rānei o ngā mana whakahaere pūtea e tika ana. Nō reira, ko te mārama ki te tūranga o te whakahaere pūtea mai i te tīmatanga he mea nui, ehara i te mea he kōwhiringa.
1. Whakatauhia te ahunga me te whaihua o te pakihi
He mea nui te whakahaere pūtea hei āwhina i ngā pakihi hou ki te aromatawai i te whai huatanga ōhanga o tētahi whakaaro pakihi. Ka tutuki tēnei mā te whakawhanake i ngā matapae moni whiwhi, ngā whakatau tata utu, me ngā tātaitanga e hiahiatia ana mō te whakapaipai. Me mōhio ngā pakihi hou ki te nui o te utu hei hanga i tētahi hua, hei whakahaere i ngā mahi, hei whiwhi kiritaki, me te roa o te oranga o te kamupene i mua i te whakaputa hua.
Hei tāpiritanga, mā te tātaritanga taurite-kore e āwhina ngā pakihi hou ki te mārama ki te wā e taea ai e te moni whiwhi te utu i ngā whakapaunga. Ahakoa he maha ngā pakihi hou kāore e aro ki ngā hua i te tīmatanga, he mea nui tonu te mārama ki tā rātou hanganga utu me te pūmanawa moni whiwhi hei whakatau i ngā whakataunga whānui, whakatau utu rānei.
2. Whakahaerehia te rere o te moni kia kore ai te pakihi hou e "pau te manawa"
Ko te rere o te moni te "hāora" o tētahi kamupene hou. Tērā pea te ahua kei te tipu haere tētahi kamupene—kei te piki haere te maha o ngā kaiwhakamahi, kei te piki haere te kapinga a ngā pāpāho, kei te hiahia ngā kaipupuri moni—engari ka taea tonu te hinga mena kāore te moni e ranea hei utu i ngā utu, ngā utu tūmau, te reti, me ngā whakapaunga hokohoko. Koinei te wāhi e whai wāhi ai te whakahaere pūtea hei taputapu whakahaere.
Ko te whakahaere rere moni kei roto ko te tuhi i ngā moni whiwhi me ngā whakapaunga, te whakarite utu, me te whakarite kei te wātea te moni i te wā tika. Me wehewehe ngā pakihi hou i waenga i ngā hua pepa me te moni tūturu i roto i ā rātou pūkete. Hei tauira, tera pea ka tuhia e te pakihi hou B2B he moni whiwhi nui, engari ka whiwhi utu i muri i te 30–90 rā noa iho. Ki te kore he whakamahere rere moni, ka arahi pea tēnei ki te raruraru moni.
3. Whakaritea he tahua me te whakahaere i te tere whakapau moni
Ko te reiti whakapaunga moni te reiti whakapaunga moni ia marama. Ko tētahi o ngā inenga pūtea tino nui mō tētahi pakihi hou, inā koa i ngā wāhanga tōmua ina kore e pumau te moni whiwhi. Mā te whakahaere pūtea ka āwhina i ngā pakihi hou ki te whakatau i tētahi reiti whakapaunga moni hauora, me te whakarite kia whakaritea te whakapaunga ki ngā kaupapa matua.
He mahere whakapaunga te tahua: te nui o te moni kua tohaina mō ngā utu, te whakawhanaketanga hua, te hokohoko, te ture, me ērā atu mea. Mēnā he tahua mārama, ka taea e ngā pakihi hou te whakatau i runga i ngā raraunga, ehara i te mea ko te whakaaro noa iho. Hei tauira, mēnā kei te piki haere ngā utu pānuitanga engari kāore ngā huringa, ka taea e te tīma pūtea te tohu i te hiahia kia arotakehia anō tā rātou rautaki hokohoko, kia whakarerekē rānei i ngā hongere hoko.
4. Te tatau i te ara rere me te pupuri i te haere tonu o te mahi
E whakaahua ana te Runway i te roa o te wā e taea ai e te pakihi hou te whakahaere i mua i te paunga o te moni, e tatauhia ana mā te wehewehe i tana rerenga moni e wātea ana ki tana reiti whakapaunga ia marama. Hei tauira, mēnā he 1 piriona rupiah te moni a te pakihi hou, ā, he 200 miriona rupiah te reiti whakapaunga ia marama, e rima marama pea te roa o tana runway. Mā ēnei mōhiohio ka whakatau ko te wā me tīmata te pakihi hou ki te rapu pūtea, ki te whakaiti i ngā utu, ki te whakateretere rānei i te whiwhi moni.
Ki te kore he tātaitanga auau mō te ara tīmatanga, ka tūpono ngā pakihi hou ki te mahi i ngā mahi i muri rawa. He maha ngā kaiwhakaū ka kite noa i tētahi āhuatanga nui ina kotahi, e rua rānei ngā marama e toe ana ki a rātou i roto i te moni, ahakoa ka roa pea te tukanga kohi moni. Ka akiaki te whakahaere pūtea pai i ngā pakihi hou ki te matapae i ngā mōrearea kaua e tauhohe i muri rawa.
5. Āwhina i te whakatau rautaki e ahu mai ana i ngā raraunga
Mā te whakahaere pūtea ka whakaratohia ngā raraunga e tika ana mō te whakatau kaupapa nui. Hei tauira, me whakatuwhera e tētahi kamupene hou tētahi peka hou, me whakawhānui i tana tīma hokohoko, me whakapiki i ngā utu, me whakawhānui rānei i ngā āhuatanga o te hua? Me whai whakaaro ēnei whakatau ki te pānga ki te moni whiwhi, ki ngā utu, ki ngā tawhē hua, me te mōrearea.
Mā ngā pūrongo pūtea pēnei i ngā pūrongo hua me ngā pūrongo mate, ngā pepa toenga, me ngā pūrongo rere moni ka āwhina i ngā kaiwhakaū ki te mārama ki te hauora whānui o te pakihi. Ehara i te mea me tuku pūrongo uaua ngā kamupene hou katoa i te tīmatanga, engari i te iti rawa, me pupuri pai ā rātou tuhinga me ngā tohu mahi matua (KPI) e aroturukitia ana i ia wā.
6. Te whakahaere i te ōhanga o ia wae me te hua mō te wā roa
Kāore e tino ora ana tētahi pakihi hou e tipu haere ana mēnā ka puta he mate i ia hokonga. He mahi tā te whakahaere pūtea ki te tātari i ngā ōhanga o ia waeine—te hua, te mate rānei i te taumata waeine, pērā i ia kiritaki, ia tauwhitinga, ia hua rānei.
Ko ētahi o ngā inenga e whakamahia whānuitia ana ko:
– Te Utu Hoko Kaihoko (CAC): te utu mō te hoko mai i tētahi kiritaki.
– Uara Mō Te Wā Katoa (LTV): te uara o te moni whiwhi i puta mai i te kiritaki puta noa i te whanaungatanga me te pakihi hou.
– Tapeke takoha: hua i muri i ngā utu tika (pērā i ngā utu whakaputa, ngā utu ratonga rānei).
– Te tere o te whakakorenga ohauru a ngā kiritaki, te tere rānei e kore ai e mahi.
Mā te mārama ki te ōhanga wae, ka taea e ngā pakihi hou te aromatawai mēnā he pai te tipu o ā rātou pakihi. Mena he nui ake te CAC i te LTV, me whakapai ake e ngā pakihi hou ā rātou rautaki hokohoko, utu, pupuri kiritaki rānei, kaua e whai noa i te tipu o ngā kaiwhakamahi.
7. Hei pūtake mō te whakawhitiwhiti kōrero ngaio ki ngā kaipupuri moni
Ehara i te mea ko te whakaaro me te tīma anake te mea e titirohia ana e ngā kaipupuri moni, engari ko te whakahaere pūtea anō hoki. Ko ngā pakihi hou me ngā pūrongo pūtea ma, ngā matapae pono, me te mārama ki tā rātou tere whakapau me te ara angitu, ko ētahi he mea pono ake. Ka whakaratohia e te whakahaere pūtea he kōrero e ahu mai ana i ngā tau e whakamārama ana i te whakamahinga o te moni, ngā mea kua tutuki, me ngā mahi e whai ake nei.
I te wā o te tukanga putea, me whakarite hoki e ngā kamupene tīmatanga ngā raraunga pēnei i te ripanga taupoki (hanganga mana pupuri), ngā whakaritenga putea, te whakamahinga o ngā moni, me ngā matapae tipu. Me whai whakahaere pūtea hanganga katoa ēnei. Ki te kore he tuhinga me ngā raraunga e tika ana, ka āraihia, ka kore rānei e angitu te tukanga tirotiro a te kaipupuri moni.
8. Whakaitihia te mōrearea me te whakarite kia tutukihia ngā whakaritenga
He maha ngā wā ka pāngia ngā pakihi hou e tipu haere ana e ngā uauatanga ture me ngā take tāke: ngā herenga VAT, te tāke moni whiwhi, te pūrongo tāke, ngā kirimana mahi, me te whakahaere nama. He mahi nui tā te whakahaere pūtea ki te whakarite kia tutuki i te kamupene ngā ture e tika ana, ā, mā reira ka whakaitihia te tūponotanga o ngā whiu, ngā tautohe, ngā take ture rānei.
Hei tāpiritanga, mā ngā mana whakahaere ā-roto pērā i te wehewehenga o ngā mana whakahaere, ngā whakaaetanga whakapaunga, me ngā arotake māmā ka āwhina i te ārai i ngā hapa tuhi me te whakamahi hē i ngā moni. He mea nui rawa tēnei ina tīmata ngā pakihi hou ki te whai i ngā tauwhitinga maha, ā, ka uru atu ngā rōpū maha ki te whakahaere moni.
9. Tautoko i te whakawhanuitanga mā roto i ngā pūnaha me te hangarau
I te pikinga ake o ngā tauwhitinga, ka uaua haere te tuhi ā-ringa, ā, ka ngāwari hoki te hapa. Ka akiakihia e te whakahaere pūtea ngā pakihi hou ki te hanga pūnaha: pūmanawa kaute, whakaurunga utu, papaaho pūtea, me te aunoatanga nama. Mā te pūnaha kua māmā ake, ka taea e ngā pakihi hou te kati tere i ā rātou pukapuka, te whakaiti i te mōrearea o te hapa tangata, me te arotahi ki te rautaki.
Ehara i te mea ko te hangarau hua anake te mea nui o te tauine, engari ko te rite hoki o ngā tukanga ā-roto. Me whai turanga pūtea pakari ngā pakihi hou e hiahia ana ki te tipu tere kia kore ai e whakararuraru i ngā mahi a te tipu.
10. Waihangahia he ahurea o te whakahaere me te whai hua
Hei whakamutunga, ehara i te mea he mahi whakahaere noa iho te whakahaere pūtea, engari he mahi hanga ahurea anō hoki. Ko ngā pakihi hou e hanga ana i te ahurea whakahaere pūtea mai i te tīmatanga ka nui ake te whai hua me te ātete ki ngā raruraru. Ka whakaarohia ia whakapaunga mō tōna pānga, ka mārama ia tīma ki ngā whāinga o te pakihi, ā, ka inehia ia whakataunga mā te raraunga.
Ehara i te mea ko te whakahaere pūtea te tikanga o te hiahia nui, te wehi rānei ki te whakamātautau. Engari, mā te whakahaere tika, ka taea e ngā pakihi hou te whakahaere i ngā whakamātautau kua āta whakaritea: te whakatakoto tahua whakamātautau, te tautuhi i ngā tohu angitu, me te whakamutu i ngā kaupapa kore whai hua. Mā tēnei ka taea te auahatanga atamai ake, ā, kia mau tonu hoki.
Whakamutunga
He mea nui te tūranga o te whakahaere pūtea i roto i tētahi pakihi hou: mai i te whakarite i te oranga tonutanga o te pakihi, te whakahaere i te rere o te moni, te whakahaere i te tere whakapau moni, te tatau i te ara tīmatanga, tae atu ki te tautoko i ngā whakataunga rautaki me te kōrero ki ngā kaipupuri moni. Ko ngā pakihi hou e hiahia ana kia ora i waenganui i te whakataetae nui me te koretake o te mākete, me whakaaro ki te whakahaere pūtea hei tūāpapa matua, kaua hei tāpiri.
Mā te pūnaha pūtea pakari, ka taea e ngā pakihi hou te "ora roa ake" engari ka taea hoki e rātou te tipu hauora ake, te ine i ngā mehua, me te whakarite kia pai ake te aro atu ki te wāhanga tauine me ngā wero ōhanga. Ko te whakahaere pūtea pakari te kaha matua e pupuri ana i ngā moemoeā nui a ngā pakihi hou kia pono, kia taea hoki te whakatutuki.
