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二八定律

发表于2008/9/30 9:27:00  511人阅读

Have you ever heard the P principal .It is a very useful principal which will help you think over about the task or project or even your life.Now do not worry if you have not heard it before. I am going to tell you a lot of example about this principal.

Now let me explain it for you.

The P principal was suggested by Italy management and economy thinker.He found at first,80% of income in Italy was received by only 20% Italy population. The assumption is the most of result in any situation are determined by a small number of the cause.But it has caused and result.

It is true within the range of world. That is to say.

20% of the world population has 80% wealth .So sometimes it is called 80 20 rule.It is quite common rule in the economy business.

In other area, there also is such a relationship :20% input into project or task or any kind whatever,Result in 80% of the output.But the other 80% input only take the 20% output.No business can tolerate such a big wastage . Every business has to be efficient If you could identify what the most productive 20% of the production .If you allocate your resource to the 80% out. You must have much bigger output for the investment you have made.

Give you a specific example:

In marketing .there is a common saying that every Ads knows over half of the budget is wasted but they just did not which half.You should analyze all of your spending in Ads and find which is the most productive dollars so maybe that is the money used effectively.You should find out what is your most productive 20%.And Then just drop all of the other spending and freeze up those resource to allocate the most productive 20% in your channel.Although the P principal is generated in the business area it can be applied more than just business area.

I can be applied to your own life you own time.

Let me take an actual example.

Sometimes I am very productive but sometimes I am not.And In fact the 80% of my time is not very productive.The most productive things I do is in the morning when it is my most live time.

When I am doing things useing my key skill the things I am good at.I will be more productive

When I am delegating if I spent my time delegating to do other things that is the most inefficient.

On the another side.there are 80% of my efforts are not very productive at all .

If you know when is you most productive time then you let your things to do during these time.

Just spend your time invest you resource on the only the things which are most productive.

I also found 80% knowledge I have learned only take my 20% time.but If I am still wanting to learn the other 20% then I have to take 80% to learn it.

On the contrary, the only 20% knowledge is useful in my work the 80% knowledge will never use.

So if you know the principal you should feel easy if you do not know something in your major.

It does not matter if you know it or not for even you know it maybe you can not find the chance to apply it in the practice.

 

Since we are the IT people and actually the IT people can be divided by I people and T people.

The I people know everything in his area very deeply but do not know other things.

The T people know the things not only on his major but also on the other fields.

The T people know widen knowledge in other area except his major.

The enterprise welcome the T people.

This also tell us we need not to dig too deeply.

1897年,意大利经济学家帕列托在对19世纪英国社会各阶层的财富和收益统计分析时发现:80%的社会财富集中在20%的人手里,而80%的人只拥有社 会财富的20%,这就是“二八法则”。“二八法则”反应了一种不平衡性,但它却在社会、经济及生活中无处不在。附:破窗理论等在商品营销中,商家往往会认 为所有顾客一样重要;所有生意、每一种产品都必须付出相同的努力,所有机会都必须抓住。而“二八法则”恰恰指出了在原因和结果、投入和产出、努力和报酬之 间存在这样一种典型的不平衡现象:80%的成绩,归功于20%的努力;市场上80%的产品可能是20%的企业生产的;20%的顾客可能给商家带来80%的 利润。遵循“二八法则”的企业在经营和管理中往往能抓住关键的少数顾客,精确定位,加强服务,达到事半功倍的效果。美国的普尔斯马特会员店始终坚持会员 制,就是基于这一经营理念。“二八法则”同样适用于我们的生活,如一个人应该选择在几件事上追求卓越,而不必强求在每件事上都有好的表现;锁定少数能完成 的人生目标,而不必追求所有的机会。

  巴莱多定律(也叫二八定律)是19世纪末20世纪初意大利经济学家巴莱多发现的。他认为,在任何一组东西中,最重要的只占其中一小部分,约20%,其余80%尽管是多数,却是次要的,因此又称二八定律。
  生活中普遍存在“二八定律”。商家80%的销售额来自20%的商品,80%的业务收入是由20%的客户创造的;在销售公司里,20%的推销员带回80%的新生意,等等;“二八现象”竟如“黄金分割”一样普遍。
  国际上有一种公认的企业法则,叫“马特莱法则”,又称“二八法则”。其基本内容如下:
  一是“二八管理法则”。企业主要抓好20%的骨干力量的管理,再以20%的少数带动80%的多数员工,以提高企业效率。
  二是“二八决策法则”。抓住企业普遍问题中的最关键性的问题进行决策,以达到纲举目张的效应。
  三是“二八融资法则”。管理者要将有限的资金投入到经营的重点项目,以此不断优化资金投向,提高资金使用效率。
  四是“二八营销法则”。经营者要抓住20%的重点商品与重点用户,渗透营销,牵一发而动全身。
  总之,“二八法则”要求管理者在工作中不能“胡子眉毛一把抓”,而是要抓关键人员、关键环节、关键用户、关键项目、关键岗位。
  一.“二八定律”在保险经营中的运用
  1、“二八定律”在保险目标管理及时间管理上的运用
  不同的管理层次上、不同的岗位上的人员,不管其内容有多大的差别,均有其工作的目标及工作的重 点。我们必须明确目标,抓住重点,有所取舍,集中精力做属于我们该做的事。老总们花费80%以上的时间、精力在考虑经营目标、发展方向、计划决策等方面的 问题,而业务人员则必须用80%的精力寻找客户,先做对的事情,然后再把事情做对。在时间的管理上,我们必须用20%的黄金时间做重要的事情,用垃圾的时 间去处理垃圾的事情。因此在生活中,要切实找到那些影响我们工作效率的因素,从而让我们只需用20%的时间去做重要的占日常生活80%的事,真正发挥自身 的优势,轻松达成目标。
  2、“二八定律”在保险代理人队伍中留存率及激励的运用
  保险代理人的队伍流动性非常大,留存率也存在着二八现象,这就要求我们在增员甑选的时候,找对 人,然后才能做对事。要想使服务达到优质化、产能提高,必须在一开始的时候就找到优秀的人才。留下20%的“对的”人,这将降低你的经营成本,提高你的工 作效率。因为优秀的人较少犯错误,他们可以使你的企业有更高的效率即生产力。即使你付出再多的薪资也很值,因为你使自己更有效率了。找对了这20%的人, 就有可能留存率达到80%了。
  3、“二八定律”在人员管理中的应用
  保险公司与其他的销售公司一样,20%的展业人员销售80%的新保单,业务一边倒,明星挑大梁 现象随处可见。只要你稍加注意,不管是大团队还是小团队,二八现象无处不在。因此保险公司必须特别重视绩优业务员的留存,绩优业务员进一步成长,绩优业务 员对公司同仁的影响力等问题。从人力成本的角度分析,这部分人的人力成本是最低的,而产能是最高的。这20%的人员是领头的部队,是领头羊,是榜样,他们 成长的速度将影响整个团队的成长速度,他们前进的步伐对整个团队起了决定性的作用。重视这支高效的群体,保险公司将获得更高的效率及效益。
  4、“二八定律”在客户管理中的应用
  保险行销处在竞争激烈,“供大于求”的特定经营环境中,必须寻找属于自己的目标客户群,避免重 复无效的行销资源浪费,从你做市场一开始,就要争取发现“对的”客户,懂得如何挑选客户并想办法“锁定”他们。用80%的精力找到20%属于自己的顾客, 再以80%的服务满足这20%的人群。对于一家保险公司或一个保险展业人员,几乎都面临这样一种现象:80%的业务来自20%的客户。保险公司必须特别重 视这20%的大客户、重点客户群,用80%的精力服务、巩固并发展这20%的客户。他们将为我们赢得80%的目标业务。在保有老客户的前提下,公司应遵循 “80%的业务收入是由20%的大客户创造的这一定律,成立大客户部,直接服务于这20%的最优客户,并以各种方式提供VIP式的服务,留住他们,提高他 们的忠诚度,进而发展自己,提高经济效益。保住了这20%的优质客户群,就等于保住了业务的半壁江山了。
  二.二八法则在股票上的应用
  任何一种公式用在20%的股票上是有效果的,对80%的股票套用此公式是无效的。当然,一个成功率高的公式,在研究时可能对80%的股票都有效,但你在实际应用中,就可能觉得此公式只是对20%的股票能应用成功。
  80%的股民都在用理论和公式找属于别人的股票,而只有20%的股民用理论和公式在找属于自己的股票。  
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