MICE企业倒闭的5大原由
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">客户池干涸</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在MICE行业,“有丝分裂”是非常<span style="color: black;">平常</span>的现象。<span style="color: black;">常常</span>一家<span style="color: black;">机构</span>业务量充沛,业绩向好,人丁兴旺的时候,就<span style="color: black;">起始</span><span style="color: black;">持续</span>分裂出小团体了。在<span style="color: black;">机构</span>业绩下滑,人心惶惶的时候,小团体<span style="color: black;">亦</span>会加速分裂。这些小团体中,有些会成长为五脏俱全的中型<span style="color: black;">乃至</span>大型<span style="color: black;">机构</span>,而大部分只是固守从原<span style="color: black;">机构</span>带出来的一两家老客户,做一家小微<span style="color: black;">机构</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q9.itc.cn/images01/20240324/b009335b9370456db9359d03de46f3be.jpeg" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这种<span style="color: black;">状况</span>的小<span style="color: black;">机构</span>一<span style="color: black;">起始</span>还算岁月静好,<span style="color: black;">由于</span>熟悉客户的需求和风格,客情关系<span style="color: black;">亦</span>比较铁,(<span style="color: black;">由于</span>业务量有限)<span style="color: black;">不消</span>雇佣和管理太多员工。<span style="color: black;">然则</span>一旦客户采购主管换人,<span style="color: black;">或</span>客户<span style="color: black;">公司</span>经营不景气,这类小<span style="color: black;">机构</span><span style="color: black;">火速</span>就<span style="color: black;">没</span>以为继,创始人只能转行。而一旦拉<span style="color: black;">长期</span>线来看,单独一家客户的需求变化、权力变迁、人员更迭、行业兴衰都是大概率事件。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">没</span>数前车之鉴<span style="color: black;">已然</span>证明,客户过于单一,客户池过于清浅,<span style="color: black;">便是</span>MICE<span style="color: black;">机构</span>给自己发展的路上埋雷,这<span style="color: black;">亦</span>是<span style="color: black;">为何</span>大甲方在考核供应商的时候会放弃客户源过于单一的<span style="color: black;">机构</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">资金链断裂</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">中型MICE<span style="color: black;">机构</span>很容易被<span style="color: black;">有些</span>“大活儿”震出内伤——动辄大几百万的垫款,<span style="color: black;">实质</span>账期接近一年,垫资<span style="color: black;">时期</span>不仅创始人押了房子,还影响其它项目的资金流。<span style="color: black;">非常多</span><span style="color: black;">机构</span>就<span style="color: black;">由于</span>硬吞下了不符合<span style="color: black;">自己</span>规模的、回款有问题的大项目,<span style="color: black;">引起</span>消化不良,<span style="color: black;">最后</span>香消玉殒。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对资金链<span style="color: black;">危害</span>,<span style="color: black;">意见</span>业者在<span style="color: black;">持续</span>稳健<span style="color: black;">自己</span>资金链的<span style="color: black;">同期</span>,<span style="color: black;">小心</span>看待垫资,对招标客户做足背景调查,<span style="color: black;">知道</span><span style="color: black;">实质</span>回款周期、客户市场口碑。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">另一</span>,不要迷信流水,要崇尚利润,<span style="color: black;">包括</span>资金成本、机会成本的利润。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q7.itc.cn/images01/20240324/4315fd2d33714b63af1ff04b9e6976f3.jpeg" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">合规<span style="color: black;">利刃</span>斩下</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内部贪腐最<span style="color: black;">平常</span>的形式<span style="color: black;">包含</span>向供应商收取回扣、吃拿卡要,以权谋私勾结供应商不正当竞争等;<span style="color: black;">外边</span>不合规的形式<span style="color: black;">平常</span>为虚开(空开)发票,<span style="color: black;">帮忙</span>甲方洗钱,<span style="color: black;">商场</span>贿赂等。违法和不合规的<span style="color: black;">商场</span><span style="color: black;">行径</span>有一大部分是重合的,这些<span style="color: black;">行径</span>将面临法律的制裁,并<span style="color: black;">长时间</span>削弱<span style="color: black;">公司</span>品牌力、竞争力。一旦东窗事发,<span style="color: black;">机构</span>倒闭都是其次,当事人要进去踩缝纫机了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q3.itc.cn/images01/20240324/66b9fd32146e463fae307da98175fce0.jpeg" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>MICE<span style="color: black;">这般</span>一个B2B的、现金流密集的行业,合法合规是悬在每一家<span style="color: black;">机构</span>头上的达摩克里斯之剑,强有力的内部监管、常态化与甲方沟通合规政策与实践<span style="color: black;">状况</span>非常必要。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">扩张步子太大扯到DAN</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">大规模复制扩张,真不是谁都能做的,尤其是MICE这种非标准化业务<span style="color: black;">行业</span>。突破区位限制,扩张连锁复制——<span style="color: black;">非常多</span><span style="color: black;">机构</span>梦想过,民营<span style="color: black;">公司</span>干成的凤毛麟角。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q7.itc.cn/images01/20240324/824b3c8426cd455e96dbe27ac01a28b7.jpeg" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">供应链方面:区域性的资源<span style="color: black;">优良</span>难以带到<span style="color: black;">外区</span>;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">获客方面:MICE<span style="color: black;">优秀</span>客户<span style="color: black;">必须</span><span style="color: black;">长时间</span>培养<span style="color: black;">才可</span>出效益,就像怀孕<span style="color: black;">同样</span>,再急<span style="color: black;">亦</span>得十个月。单靠本区域客户外溢的订单很难把<span style="color: black;">外区</span>分<span style="color: black;">机构</span>拉扯大,<span style="color: black;">或</span>说<span style="color: black;">倘若</span>把费的力气算进去算细账,开分<span style="color: black;">机构</span>服务客户的<span style="color: black;">外区</span>需求还不如跟当地服务商合作;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">团队方面:标准化管理模式<span style="color: black;">常常</span>矛盾重重,地域文化不同、团队人员根底不同、管理者风格不同、业务规模不同,都会从客观上<span style="color: black;">需求</span>管理<span style="color: black;">办法</span>的差异。而能够平衡集团管理核心风格和当地团队<span style="color: black;">实质</span><span style="color: black;">状况</span>的分<span style="color: black;">机构</span>带头人,比想象中难找得多得多。<span style="color: black;">不外</span><span style="color: black;">亦</span>有破解办法,那<span style="color: black;">便是</span>从一个体系里挖,连根带泥地挖,多少沾点儿狠。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q6.itc.cn/images01/20240324/5e10e075a1624e61adf397e801365447.jpeg" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">创始人卸甲封刀</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">说一个残酷的现实——90%的MICE<span style="color: black;">机构</span>和公关活动<span style="color: black;">机构</span>,在创始人退居二线<span style="color: black;">起始</span>就进入<span style="color: black;">衰破</span>期。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">MICE是一个轻资产行业,这<span style="color: black;">寓意</span>着MICE<span style="color: black;">机构</span>的核心资产就三块:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1,智力,中小<span style="color: black;">机构</span>尤以创始人的头脑为<span style="color: black;">重点</span><span style="color: black;">优良</span>;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2,关系,不必多说;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3,某种整合资源的模式,<span style="color: black;">例如</span><span style="color: black;">把握</span>了从获客到策划到执行的最<span style="color: black;">有效</span>率路径。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">市场上90%的MICE和公关活动<span style="color: black;">机构</span>倾其全力<span style="color: black;">亦</span>只能<span style="color: black;">持有</span>前两种资产,而前两种资产只<span style="color: black;">把握</span>在创始人手中。<span style="color: black;">因此</span>创始人走下战场,队伍失去核心资产,不久<span style="color: black;">亦</span>就散了。</p>
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