目前大学生创业的特点

目前大学生创业的特点 目前大学生创业的特点,优势 ,想象力丰富 创新意识强 年轻也是创业的资本 自古英雄出少年 大学生创业不容忽视的问题 有激情缺耐心 有目标没方向 有信心欠准备 高投入低产出(国家鼓励大学生创业 (视频链接:大学生创业路越走越宽) 大学生创业难在哪里,(成功率低) 中国大学生创业成功率不到4%，而全世界大学生创业成功率为20%。 参见视频连接1 视频链接(创业1，创业2)2 破解大学生创业难的重要道路之一:自主创业，教育准备好了么, 自主创业，教育准备好了么, 一、创业教育应该从小开始，贯彻教育的始末。 二、创业是一种能力，可以学习和提高的。创业是一门科学和艺术，应该纳入学生的教育体系。 大学生创业需要具备哪些条件, 首先，创业需要有强烈的愿望 其次，大学生创业必备硬件 经验资金技术能力 课程主要内容 创业者都是英雄如何选择创业项目如何制定初创企业的经营方案如何制定创业书如何筹集创业基金 课程主要内容(续) 如何规避投资风险如何带好创业团队如何做好创业初期的营销管理如何做好创业初期的财务管理如何做好创业初期的客户管理 课程教学方法 课堂讲授/课外自学同步进行学习课程知识为主，案例、热点知识学习为补充学以致用 创业箴言 创业成败的关键因素不是你能做什么，而是顾客需要什么。 创业成功者的特点在于充满干劲、勇于挑战风险、勤奋、对市场了如指掌、对目标无比执着。 人生有三个阶段，第一阶段叫经历，第二阶段叫体验，第三阶段叫升华。 第一章 创业者都是英雄 ,创业是致富的重要途径创业前培训是非常必要的学习别人的经验，可以少走或不走弯路 主要内容 创业是可以学习的创业前的思考 学习重点 创业前需要知道的定律创业必经的六个阶段创业前的思考 第一节 创业是可以学习的 创业前需要知道的定律 人都是学而知之创业需要有强烈的愿望独立是成年的标志抓住机遇，才会成就人生创业是积极的人生选择 二、创业必经的六个阶段 三、如何开始创业的学习 向成功的企业家学习是创业的捷径(二)在学习中领悟真谛，敢于创新，追求出类拔萃(三)创业要趁早，年轻就是最大的资本(四)创业是勇士的选择(五)创业不必等你完全学会了才开始(六)敢于梦想，才会成功 (一)向成功的企业家学习是创业前的必要准备 创业者是可以培养的。 理论是苍白的，只有实践之树长青。 学会独立观察和思考问题(羊群效应) 创业者都是英雄 名词:羊群效应 羊群效应理论(The Effect of Sheep Flock) 羊群效应‖也称―从众心理‖。是指管理学上一些企业的市场行为的一种常见现象。它是指由于对信息不充分的和缺乏了解，投资者很难对市场未来的不确定性作出合理的预期，往往是通过观察周围人群的行为而提取信息，在这种信息的不断传递中，许多人的信息将大致相同且彼此强化，从而产生的从众行为。 (二)要敢于创新，追求出类拔萃 创业需要目标明确。学习是成功的捷径。成功是可以预先规划的。 创业者都是野心家。 (三)创业要趁早，年轻就是最大的资本 自古英雄出少年 少而好学如日出之阳 (四)创业是勇士的选择 创业成功是积累的结果 创业过程需要忍耐 遇到挫折需要信心 (五) 创业不必等你完全学会了才开始 边干边学更实际 ,想干就干不遗憾 (六敢于梦想，才会成功 很多著名的成功人士，在成功之前就是跟你我一样的普通人。 大地如果没有播种，也就永远没有收获。 人贵有志。 第二节 创业前的思考 凡事预则立，不预则不立。不能盲目创业。创业前需要做好心理和思想上的准备 正确的认识自己，才可以找对方向 一、你是谁 知人者智，知己者明。 没有人因为减少了他的缺点而变得成功，而是发挥了他的长处才走向了成功。 在成功心理学看来，判断一个人是否成功，最主要看他是否最大限度的发挥了自己的优势。 链接 二、你要成为谁 高山仰止，景行行止，虽不能至，心向往之。 榜样的力量是无穷的。 一个创业者，最大的忌讳就是没有激情。 人与群分物以类聚。 三、如何拉近你跟目标的距离 四、清理你的通讯录 一个好汉三个帮 在家靠父母，出门靠朋友 近朱者赤，近墨者黑 不同道不同于谋 交友需胜己，似己不如无。 立身成败在于所染 在20%做的时候去做，在80%人都做得时候要撤。 不走寻常路。 成功者做出的每一个异于常人的决定，都需要过人的胆识。 天道酬勤 早起的鸟儿有虫吃。 第三节 案例学习 时代呼唤创业精神 请学校周边的一位自主创业者来学校讲述他自己的创业经历。 听完讲述之后，学生可以跟这位创业者一起互动、交流。 在希望和现实面前，作为一个普通人，我们究竟应该如何去面对自己的未来呢, 是不是有那么一些经验和方法，可以让我们在创业路上走的更好、更成功, 怎样做能够让10年之后的我们成为真正的成功者，拥有属于自己的事业和光辉的前程呢, 第二章 如何选择创业项目 主要内容 ,第一，初选创业项目时应该注意的原则 ,第二，对创业项目进行商机评估的方法 ,第三，了解自己的潜意识，做到知己知彼 学习重点 ,初选创业项目时应该注意的原则 ,对创业项目进行商机评估的方法 一、选择项目的基本步骤 二、选择创业项目之前的准备 ,创业之前的心理准备 ,创业之前的知识准备 ,创业之前的能力准备 ,参见P42 第一节 选择创业项目的原则 一、初选创业项目前须知 ,这是创业者开始创业的第一个选择 ,在初选项目前首先要正确认识自己 ,根据自身特点，借鉴他人模式，进行全新的设计 企业家提示:考虑创业项目时主要有三种思路 ,一是全新设计，发现市场空白 ,二是现成业态，但市场还未饱和 ,三是改造或更新现有业态，可以使之更加完善 大学生创业容易取得成功的六大领域 与自身相关领域 ,餐饮服务业 ,自身专业特长领域 ,服务家乡经济 ,网络创业 ,加盟连锁领域 二、初选创业项目时的几种方法 创业成功的三要素 三、初选创业项目也要研究市场需求 ,(一)做未来市场即将兴旺的事情 ,(二)做最有市场潜力的事情 (一)做未来市场 即将兴旺的事情 ,看清大势，顺势而为(朝阳产业/夕阳产业) ,规避风险(大学生创业需要注意的五大风险) ,目光远大，抢占先机 ,群策群力，调查研究 ,审慎决策，适时进退 (二)做最有市场潜力的事情 ,研究顾客个人需求 ,研究企业需求 ,需求分析的目的(案例1) ,研究市场潜力，掌握未来趋势 ,未来趋势预测 研究顾客个人需求 ,市场需求调研 ,找出需求(需求层次论)(自然需求/社会需求/精神需求) ,需求分析思考 ,满足需求的渠道/形式和产品 ,有限的商品就是最贵的商品 研究企业需求 未来趋势预测 ,未来消费趋势表 ,未来社会和经济生活变化趋势表 第二节 对创业项目进行商机评估方法 一、确定创业项目时的注意事项 ,先调研后决策 ,先评估再立项 ,方向正确，才能创业成功 ,跟创业者学习创业 二、如何对创业项目进行商机评估 3、盈利模式探讨 ——企业的目标是追求利润最大化 ,谁能够持续获得比同行更高的利润， ,谁能设计出适合而且有效的赢利模式， ,谁就是真正的赢者。 企业家忠告二 ,商机评估的目的是确定这个项目是否值得经营。 ,一个充分的市场调研可以给你一个有效的判断。 ,通过可行性研究可以确定这个项目是不是潜在成功的。 1、认识自己的潜意识 ,如果将人类的整个意识比喻成一座冰山的话，那么浮出水面的部分就是属于显意识的范围，约占意识的5%，换句话说，95% 隐藏在冰山底下的意识就是属于潜意识的力量。 认真的做一下下边这个测试， 看看你潜意识里，适合什么类型的角色, 2、榜样的力量是无穷的 ,学习成功的案例，领悟成功的经验 ,学习失败的案例，借鉴失败的教训 ,创业能力是可以学习提高的 ,不论成功和失败，创业者都是英雄 案例学习3、一美分垒起的大富翁 在20世纪80年代末，美国斯坦福大学有一名叫默巴克的普通学生，他利用闲暇时间承包了学生公寓的打扫工作。第一次打扫学生公寓时，默巴克在墙角、沙发缝、学生床铺下面扫出了许多沾满灰尘的硬币，这些硬币有1美分、2美分和5美分的。默巴克将这些硬币还给同学时，谁都没有表现出丝毫的热情。 此后，默巴克给财政部和央行写信，反映小额硬币经常被人丢掉的事情。财政部很快给默巴克回了信，信上说:??每年有310亿美元的硬币在全国市场上流通，但其中的105亿美元正如你所反映的那样，被人随手扔在墙角和沙发缝中睡大觉。??看到这样的回信，如果换作一般人也许只会发出一声感叹，之后也就不了了之。但默巴克的脑子里却偏偏冒出了这样一个想法:如果能使这些硬币流通起来，利润该有多么可观～ 两年之后，默巴克从斯坦福毕业了，他很快成立了自己的??硬币之星??公司，推出了自动换币机，与一些连锁超市建立合作关系，共同经营换币业务。这样一来，顾客只要将自己手中的硬币投入换币机，机器就会自动点数，打印收条，顾客可以凭收条到超市服务台领取纸币现金。而自动换币机会收取9%的手续费，这笔费用由默巴克与超市按比例分成。 只用了短短5年时间，默巴克的公司就在美国8900家主要连锁超市中设立了10800台换币机，并成为了纳斯达克的上市公司。默巴克也从一个一文不名的穷光蛋，变成了万人瞩目的大富翁。 企业家忠告三 ,若你心目中认为有一个创业项目可以去发展，你应该大胆付诸实践。 ,而开始行动的第一步，是先做资料搜集和各项准备工作。 ,经营的根本目的是赚钱，赚钱的核心是赢利模式。 第三章 如何制定初创企业的经营方案 主要内容 ,选择经营场地的要点 ,企业经营方案的构成 ,成功企业的经营要素 学习重点 ,企业经营方案的构成 第一节 选择经营场地的要点 一、经营场地选择的一般条件 1、创业项目与经营场地位置 ,经营场地的选择，应靠近目标客户。 ,辅助场地不足:另外寻找补充。如:车库。 ,经营场地过大:寻找伙伴合租。如:门和地板。 ,房租太贵，可以找经营季节互补的伙伴。如小肥羊和冷饮店。 2、租金高低与经营项目 ,如果销售前景好，租金高也可以租。 ,房租在销售收入中占有比例高，不适合租。 ,房租在固定成本中占有比例高，应慎重。 3、创业场地要符合国家有关行业的规定 ,国家对各行各业都有一定的规定 ,不论是哪种行业，一定要先看好是否符合国家规定再从事，否则就会造成不必要的损失。 4、选择创业场地还要搞清市政规划 ,创业者考虑未来三年这里的地方规划，可以到市政规划部分咨询。 5、经营品种和购物环境 ,幼儿园、美容院等方便人们生活的，要靠近社区。 ,早餐店适合开在车站和学校附近。 ,咖啡馆、精品屋，可以开在幽静的地段。 ,一切为了方便目标客户。 商圈特性(补充) ,品种齐全的商店，商圈大。如大卖场。 ,便利品、选购品，商圈小。如便利店 ,特殊品，耐用品，商圈大。如古董。 ,商店规模大(小)，商圈大(小)。 ,交通越便捷，商圈越大。如:同样商品在好地段就生意好。 商圈类别(补充) ,徒步商圈:半径在250-500米范围。 ,生活商圈:半径在500-1500米范围。 ,地域商圈:半径在2000-4000米范围。 ,都市部分商圈:影响范围大。 ,都市全程商圈:人流四面八方。 北京商圈链接 分析一下: ,小李想开一个日用品杂货店，选择哪里比较合适, 分析一下: ,小李想开一个日用品杂货店，选择哪里比较合适, 答:靠近的地方，方便小区居民购买。消费品便利店一般开在顾客来去路程约5分钟的地方。 6、交通便捷与经营项目 ,远离顾客和商业区的交通干道旁，不适合做商铺。 ,顾客要花很多时间选择的商品，不适合在顾客无暇驻足的地方销售。 ,交通便捷、公交集中的地方，适合经营必需品。 7、经营场地的调查与选择 ,人口数量、人车流量、地段特点、附近单位情况、竞争同行、居民消费水平、住家形态 等。 ,肯德基考察4P:十分钟内通过多少人(pass)、停车(parking)、花多少钱(pay)、十分钟商 圈人口数量(people)。 第二节 企业经营方案的构成 一、企业经营方案的四个部分 ,企业的经营方案一般由四部分组成:企业理想、企业目标、经营策略、经营原则 二、企业理想 ,企业理想首先争取的是人心，而不是理性。 ,营销之父科特勒说:除了让顾客满意之外，你还必须取悦他们。 补充:企业理想的分类(从内容上) ,企业行业理想 ,企业服务理想 ,企业经营理想 ,企业福利理想 ,企业社会理想 三、企业目标 ,只有目标明确才会经营成功。 ,创业者所有的行动目标都是有利于企业的发展 。 ,如果分解成月目标、周目标 ，企业大目标，就会这样一点一点被实现～ 企业确定目标的依据和要求(补充) ,指导企业资源分配方向激励员工 ,明确工作努力的方向 ,衡量经营活动成效 ,创造良好声誉和品牌形象 注意:企业的业务目标 ,具体化 ,可衡量 ,可达到 ,有经济效益 ,与企业长远目标相联 业务目标: 实例 四、经营战略 ,经营战略通俗来说，就是创业者达到目的的方法和途径。 ,如果把企业经营比喻成一段旅途的话，经营战略就是你的日程安排 。 三大战略设想体系 1、创业者比较理想的策略,市场补缺者 ,也叫填空战略。 ,经营理念:找到一个尚不存在的市场空白点，以独特的眼光最先发现和进入。 ,就是做市场的补缺者，或者是大企业的追随者，以及给大企业做生意小伙伴。 2、特色经营者,创业者不是最理想的策略 ,经营理念:形成某种竞争优势，使产品能在竞争中脱颖而出。 ,经营特色虽然是全行业公认的营销策略，但是以全行业为战略目标，创建新的盈利模式很难，而模仿很容易，往往需要大量资金的投入，才可以打造一个深入人心的品牌。 3、创业者不建议贸然使用的策略,价格领先策略 ,经营理念是通过成本结构的最优组合，使自己在竞争中获得另一种竞争优势。 ,价格领先策略是一个极富挑战的选择，因为低价策略是以最薄的利润和最激烈的竞争为代价的。如果没有足够雄厚的资金来源，或者不可能长期居于价格领先地位 。 五、经营原则 ,经营原则的含义 ,经营原则的作用 ,公司经营的基本原则 ,企业可持续经营的基本原则 ,企业经营原则案例 1、经营原则的含义 ,企业的经营宗旨通常也叫企业的经营原则，也就是创业者日常的行为规范。 2、经营原则的作用 ,创业者通过制定企业经营原则来对自己有约束和原则，一定是对成功有助力的。 ,经营原则不仅对企业自身管理有约束作用，对客户也有提升企业形象的作用。 ,通常情况下，经营宗旨不应超过五条。 3、公司经营的基本原则 ,1(合法经营原则 ,2(自主经营原则 ,3(自负盈亏原则 ,4(依法接受国家宏观调控的原则 ,5(实现资产保值增值的原则 4、企业可持续经营的基本原则 ,《道?琼斯全球指数》(Dow Jones Global Indexes (DJSGI))指出:企业的卓越业绩与它 严格遵循可持续经营的五条原则息息相关。 ,技术 ,管理 ,股东 ,行业 ,社会 案例:三星集团公布―伦理经营原则‖ 第三节 成功企业的经营要素 一、成功企业的经营要素 特点一:满足顾客需求 ,成功的老板都把顾客的需求、愿望和梦想作为他的商业机会去研究，并且致力于满足他们。 ,不断研究并满足顾客的需求就是他们研制新产品的动因。 特点二:解决顾客困难 ,成功的企业经营的产品一般都以解决顾客的困难为出发点，而不是从企业现在的开发能力出发去考虑问题。 特点三:产品有特色 ,成功的产品设想十分注重开发产品的功能，力求有特色，甚至改变人们的生活消费习惯，在市场中脱颖而出。 特点四:优于同类产品 ,成功的产品设计经常注意吸收同类产品的优点，同时又高于同类产品。 特点五:引领潮流 ,成功占有市场的产品通常都是赶超潮流，或者领先于时代的。 特点六:决策灵活性 ,很多创业成功的人在回忆他们的创业历程时，都认为企业经营的重要内容就是灵活性和创造性。 ,一个计划在此地的环境下无法实现，就换彼地继续试行。 特点七:管理有创新 ,即使是同类企业里，管理创新―不走寻常路‖，往往也是企业胜出的法宝。 二、创业成功的经验值得借鉴 ,俗话说:他山之石，可以攻玉。向别人学习经验，可以使自己少走弯路。我们常说:榜样的力量是无穷的。 ,先行者已经在你的前边走出了一条上山的路，你可以沿用他的方法或路线登山，但是并不等于说你必须走这条路，学习别人的经验，应该借鉴而不是照搬。 ,你完全可以另辟蹊径，自己另开一条登山的新路出来，但是开路和借路的成本肯定是不同的。 主要内容 ,创业计划书的策划功能 ,创业计划书的融资功能 ,国内外校园创业计划书竞赛 ,怎样撰写创业计划书 学习重点 ,创业计划书的内容 ,怎样撰写创业计划书 创业计划书的含义 ,创业计划书是创业者叩响投资者大门的―敲门砖‖，是创业者计划创立的业务的书面摘要。 ,一份优秀的创业计划书往往会使创业者达到事半功倍的效果。 第一节 创业计划书的内容 一、创业计划书的功能 ,创业计划书是一个创业的行动计划时间表。 (策划、指导功能) ,创业计划书包含了你创业项目的主要信息。 (融资、整合功能) ,聚才功能 二、创业计划书的十一大内容 1、封面 2、计划摘要 3、企业介绍 4、行业分析 5、产品(服务)介绍 6、人员与组织结构 封面 创业计划书的6C含义(重点补充) ,概念 Concept ,顾客Customers ,竞争者 Competitors ,能力 Capabilities ,资本 Capital ,永续经营 Continuation 三、撰写创业计划书需要思考的问题 ,行业定位 ,竞争优势 ,竞争者分析 ,目标客户 ,经营策略 第二节 如何撰写创业计划书 一、撰写创业计划书的意义(编写者能从中学到哪些能力,) 二、撰写创业计划书的预备知识 三、创业计划书的编写步骤 一、撰写创业计划书的意义 •从写创业计划书开始学会思考 ,制定计划的过程就是学习的过程 ,创业计划书就是你的融资报告 •从写创业计划书开始学习理财 ,当家理财的感觉 ,不当家不知柴米贵 •从写创业计划书开始学习协作 ,做头雁的感觉 ,团队合作的开始 关于创业计划书的要点 ,创业计划书不仅是一份书面的计划，而是一个实实在在的行动纲领，是创业成功的基础 和起点。 ,创业计划越周密，成功的可能性越大。 ,创业计划书制定的是企业1-3年的规划。 ,创业计划书要根据实际情况不断调整。 ,创业者撰写创业计划书最容易忽略的是风险防范。 二、撰写创业计划书的预备知识 ,学习申办企业的有关知识 ,如何申办成立公司 ,注册有限公司流程 1、企业的名称 ,预先核名:起名前，需要先把自己预先想好的名字四个(一正三副)，按顺序排好，到工 商部门预先审核，看有无重名。名字审核下来以后，方可采用。 ,规范格式: ,行政区域+字号(2字以上)+行业关键词+组织形式 例:上海 大众 汽车销售 有限公司 ,注:个体户、个人合伙、个人独资、非正规劳动组织的名称不得使用??有限????有限 责任????公司??的字样。 2、行业类型 ,按照计划书上提供的类型，只能选一个。 ,行业发展前景:请用简单文字表述一下。 ,举例: ,零售服装:行业选服务。 ,发展前景:穿衣是人们的基本需求。人的服装不仅是御寒的功能，还可以体现一个人的 品味和审美水平，因此，优雅的服装有着广阔的市场前景。 3、组织形式 ,有限责任公司最低注册资金为3万元。通常在人们心目中的信任度较高，行业可以做大， 也可以取得一般纳税人资格。 ,个体工商户的经营范围只限于工商业。可个人也可家庭经营。 ,个体户、合伙企业、个人独资企业，无最低注册资金限制，但均需对债务承担无限责任。 ,选择该组织形式的理由:简单叙述即可。如我为求生存，因此选了门槛低的非正规;我为求发展，因此选了有限公司等。 4、主要产品(服务)和经营范围 ,主要产品:把你主要卖的产品写出来，可以写具体的产品名称，也可以写系列; ,经营范围:写合理销售产品的范围。可以写一个为主，兼营其他，最好相近、相容。 其他 ,5、创业者个人情况 ,6、创业的基本条件 ,7、创业中可能存在的问题 三、创业计划书的编写步骤 ,第一阶段:经验学习 ,第二阶段:创业构思 ,第三阶段:市场调研 ,第四阶段:方案起草 ,第五阶段:最后修饰阶段 ,第六阶段:检查 •YBC创业计划书模板 大学生创业计划书应注意的致命缺陷 •致命缺陷一:没有切实的去做市场调研 •致命缺陷二:没有竞争者和竞争形势分析 •致命缺陷三:过高估计自己产品的受欢迎程度，过低估计盈利潜伏期 第三节 国内外校园创业计划书竞赛 ,错误～超链接引用无效。 ,―挑战杯‖金奖作品 ,历届获奖作品汇总 课后作业 ,根据已学的内容，结合你对市场的理解，设计一个创业计划书。 ,本计划书将在本课程结束时进行做为《创业计划书大赛》参赛作品。 第五章 如何筹集创业基金 ,企业没有资金，就像人没有血液一样，是不能生存的。 ,钱并不是企业成败的根本因素。 ,钱不是万能的，而没钱是万万不能的。 ,多种渠道组合融资 主要内容 ,传统的创业融资形式 ,社会上创业基金的支持 ,国家政策对创业融资的支持 ,投资计划和启动资金的估算 ,投资回收期和盈亏平衡点 学习重点 ,社会上创业基金的支持 ,投资计划和启动资金的估算 ,投资回收期和盈亏平衡点 第一节 传统的创业融资形式 ,亲情融资 ,打工积累(案例) ,个人信誉融资 ,商业信誉融资 商业信用融资的形式 ,在市场经济发达的商业社会利用商业使用融资已逐渐成为―小企业筹集短期资金的一个 重要方式。 ,其形式有以下几种: ,第一，赊购商品，延期付款。 ,第二，推迟应计负债支付 ,第三，采用商业汇票结算 ,第四，预收货款 商业信用融资的难易 ,信用融资是一种短期筹资行为，超出使用期而不支付欠款要影响企业信用，所以不能滥 用。 ,信用融资对资金实力浓厚的大公司容易。对资金实力薄弱的小公司比较难。 ,对有长期供货关系的企业容易，对无长期稳固供货关系的企业比较难。 商业信誉融资的优缺点分析 ,参见文档内容 第二节 社会上创业基金的支持 ,YBC基金 ,天使基金 ,私募基金 ,风险投资基金 1、YBC基金 ,中国青年创业国际计划，该计划的扶助对象是18岁至35岁之间、具有创业意愿和潜力的青年。对通过评审的青年创业者，将为其提供3至5万元的创业启动资金(无息无担保)，并提供为期三年的一对一导师支持。 2、天使基金 ,天使基金的含义 ,上海―天使基金‖ 天使基金的含义 ,所谓―天使基金‖就是专门投资于企业种子期、初创期的一种风险投资。 ,因为它的作用主要是对萌生中的中小企业提供―种子资金‖，是面目最慈祥的风险资金，帮助它们脱离苦海、摆脱死亡的危险，因而取得―天使‖这样崇高的名称。 ,天使基金在美国最为发达。 ,上海―天使基金‖介绍 3、私募基金 ,所谓私募基金，是指通过非公开方式，面向少数投资者募集资金而设立的基金 。 4、风险投资基金 ,风险投资基金的含义 ,风险投资基金的特点 ,国内风险投资英豪排名 风险投资基金的含义 ,又叫创业基金，是当今世界上广泛流行的一种新型投资机构。它以一定的方式吸收机构 和个人的资金，投向于那些不具备上市资格的中小企业和新兴企业，尤其是高新技术企业。 风险投资基金的特点 ,1、投资对象:主要是不具备上市资格的小型的、新兴的或未成立的的高新技术企业。 ,2、投资周期:一般风险资金是2-5年。 ,3、投资回报率:相当高，平均为20,,40,。 ,4、投资目的:是注入资金或技术，取得部分股权(而不是为了控股)，促进受资公司的 发展，使资本增殖、股票上涨而获利。 ,5、获利方式:企业上市或转让股权(退出机制) ,6、投入阶段:企业发展初期、扩充阶段。 ,国内风险投资英豪排名 第三节 国家政策对创业融资的支持 ,创业前小额贷款 ,开业贷款 ,小额贷款 ,上海市青年创业小额贷款 ,零首付注册公司 北京大学生创业贷款优惠政策 ,参见文档 全国各地创业政策汇总 ,参见青年创业网 , 视频:大学生创业贷款如何贷, ,参见视频 第四节 投资计划和启动资金估算 ,启动资金计算步骤: ,1)投资规划 ,2)估算启动资金 ,3)考虑不确定因素 ,4)确定准备的启动资金 一、必须做好投资规划 ,千万不要低估项目的潜伏期 ,不要把眼光只瞄准基金和政府贷款 ,设计合理的资金组合有利于降低经营风险 ,尽量多地留好储备金 潜伏期和储备金的定义 ,创业项目从启动到盈利所需要的时间叫做潜伏期。 ,创业者不能低估潜伏期。 ,一般需要把企业没有收入的时间按三个月来计算，所以，储备金应不低于三个月的固定 成本总和。 一、融资前需要权衡几个因素 ,创业者的自由和独立的价值最珍贵 ,得到基金会削弱你的自主权 ,金融资本会干扰你独立决策 三、创业项目启动资金预测 ,建议创业者列出一个详细的表格，把你要投资购买和必须花的费用列出一个明细表，以 免超出预算。 表5-3 某创业项目首期投入资金估算表 投 资 项 目具 体 内 容 估算金额(元) 固定资产投资 地产+新建厂房+办公楼房+场地装修+购置机器+办公设备=投资所需资金 原材料首期进货 ,预计年原材料库存周转量?年均原材料周转次数=原材料库存所需资金 经营费用 ,员工工资(按三个月合计数计)+房租(押一付三，按四个月计)+开办费=初创期所需流 动资金 四、预估创业资金时应注意的问题 ,要把不确定费用计算进去 ,你的信念和干劲比贷款更重要 第五节 投资回收期和盈亏平衡点 一、怎样找到保本销量 ,所谓保本销量，就是企业在不赔不赚的时候的销量。 ,盈亏平衡时:总收入=总成本 ,其中总收入=单位产品售价×产品产量 ,总成本=固定成本+可变成本 ,这时的营业额或者销量，就叫保本销量; ,这个数字也就是盈亏平衡点。 盈亏平衡点计算举例 ,海水鱼养殖企业为例，进行盈亏平衡点分析 ,固定成本F=40000元，单位产量变动成本v=38.0元/千克，当前价格P=40元/千克。经 计算盈亏平衡产量为: , Q=F/(P–v)=40000/(40–38)=20000(千克) 二、毛利和纯利 ,衡量企业盈利能力的指标是利润 ,营业利润=营业额-总成本=营业额-(固定成本+流动成本) ,毛利=营业额-进货成本 三、如何计算投资回收期 ,投资回收期(Payback Period)就是使累计的经济效益等于最初的投资费用所需的时间。 ,首期投资越大，投资回收期越长 ,投资少，回收快，可以很快收到盈利的效果; ,投资大，回收慢，会有很长时间的经营都是为了收回投资。 ,投资回收期=投资总额?月利润=可以收回的月份数 第六节 案 例 学 习 创业作为大学生的一种职业选择， 必将成为一种潮流。 在各级政府的关心和扶持下， 青年创业也迎来了前所未有的高潮。 把握时机，把握命运， 成功之路就在脚下～ 第六章 如何规避创业风险 创业者箴言 ,任何投资都是风险和机遇并存的. ,世界上没有永远的成功. ,希腊一位雄辩家说:―维持幸福，永远比得到幸福困难。‖ 主要内容 ,财务风险是创业者的第一风险 ,信息匮乏是创业者的第二风险 ,经营规范化可以减少管理风险,第三风险 学习重点 ,创业者如何应对财务危机 ,如何做到规范化经营 补充:创业风险的来源(重点) ,,(融资缺口 ,,(研究缺口 ,,(信息和信任缺口 ,,(资源缺口 ,,(管理缺口 补充:创业风险的分类(重点) ,,(按风险来源的主客观性划分 ,,(按创业风险的内容划分 ,,(按风险对所投入资金即创业投资的影响程度划分 ,,(按创业过程划分 ,,(按创业与市场和技术的关系划分 ,,(按创业中技术因素、市场因素与管理因素的关系划分 第一节 财务风险是第一风险 ,初创企业规避财务风险至关重要 ,创业者应学会读懂财务报表 ,创业者决策时要有成本意识 案例学习 ,创业成本究竟有多大, 一、把自己的钱跟企业的钱分清 ,要把企业经营的钱单列一个账户 ,要把所有收支都记账 ,营业收入不等于利润 ,严格区分私人账户和企业账户 ,不要错把贷款当善款 二、同时选择几家银行建立联系 ,银行的服务是否快速、及时、周到,经营宗旨是不是以顾客为中心的, ,跟你的大客户在一个开户银行，会加快你的资金周转速度。 ,一般来说，同时跟至少两家银行保持联系。 三、如何规避投资风险 ,尽量把固定资产投资压到最低 ,场地大小租用应适当，不宜讲排场 ,贷款要还本金+利息 ,切记:短期贷款最好仅用于经营的短期周转，长期贷款才可以用来购置大型设备和其他必 需的工具、车辆等。 ,资金尽量用在经营上 ,借新还旧，延长贷款使用期 固定资产的含义 ,固定资产是指企业使用期限超过1年的房屋、建筑物、机器、机械、运输工具以及其他与 生产、经营有关的设备、器具、工具等。 ,不属于生产经营主要设备的物品，单位价值在2000元以上，并且使用年限超过2年的，也应当作为固定资产。 四、尽量缩短投资回收期 ,资金周转越快，盈利越多 ,回收期越长，坏账率越高 ,机会成本的概念 ,特别注意:为了避免资金过度占用的财务风险，一般企业采取以下措施 机会成本的含义 ,机会成本(Opportunity Cost):是指为了得到某种东西而所要放弃另一些东西的最大价 值。 ,机会成本主要应用在投资过程中。在投资决策中，放弃次优方案而损失的―潜在利益‖，是 选取最优方案的机会成本。 五、出现财务危机应如何处理 你的贷款使用是否合理, ,企业资金运用的黄金定律:注意贷款的投资使用周期～ ,短期贷款只能用于短期投资; ,长期贷款只能用于长期投资。 出现资金周转困难怎么办, ,增加自筹资金。 ,短期贷款转为长期贷款，或者借新还旧。 ,改进经营方式，及时收回应收货款。 ,加强促销，减少库存。 怎样加强自筹资金的能力, ,增强成本意识，节约开支。 ,加大营销力度，提高销售额。 ,放弃盈利状况不好的产品或服务(千做万做，赔本生意不做)。 ,缩短产品的销售期，加快周转，减少存货。 ,吸引新股东，出让企业部分股权。 建立经营支付能力预警制度, ,生产企业经营周期:投资购置原材料?生产?库存?营销?销售成功?收回投资+利润?进入下一个投资循环。 ,商贸企业经营周期:投资购进货物?库存?营销?销售成功?收回投资+利润?进入下一个投资循环。 ,投入生产或者经营的钱，要经过一个经营周期才可以收回。 支付能力不足的风险大于盈利能力不足 ,创业者的任何一个投资决策，都要慎重，尤其是在决定投资的时刻。 ,没有足够的流动资金导致支付能力不足而破产的企业，要远远多于因为盈利能力不足而倒闭的企业。 六、企业出现生存危机时如何自救 ,出现债务或周转困难时，可用租赁方式自救 ,遇到危机时，可用出售其他资产的方式规避生存危机。 ,无论用什么方式维持企业在危机中生存下去之后，就会迎来企业发展的光明期～ 第二节 信息匮乏是第二风险 ,在信息不足的前提下，就盲目地认为自己的产品一定不愁销路。(盲目乐观) ,信息不全，低估了竞争对手的实力。(大意轻敌) ,调研不够，低估了只有投入没有盈利的潜伏期。 ,研究表明:61%的创业者是因为市场信息匮乏而导致创业失败。 一、业务外包，可降低人力资本 ,创业者可减少初期资金投入。 ,初创业者可以增长实践经验。 ,在企业遇到经济危机和企业低谷时，也可以用业务外包的形式来规避风险。 外包的含义 ,外包是一个战略管理模型 ,所谓外包(Outsourcing)，在讲究专业分工的二十世纪末，企业为维持组织竞争核心能力，且因组织人力不足的困境，可将组织的非核心业务委托给外部的专业公司，以降低营运成 本，提高品质，集中人力资源，提高顾客满意度。 二、承包别人的业务积累创业经验 ,创业前应先从承包别人的业务开始做起，逐步积累行业经验。 ,承包相关企业的某个业务部门，开始最初的业务拓展，以积累客户群体。 ,只有经过实践的锻炼，才可以获得创业的体会，进而提高创业能力。 三、合作经营以降低新项目的风险 ,合作双赢，资源互补。 ,合作可以使创业者的创业提速。 ,要制定好利益均沾、合作共赢、风险共担的约定，写好合作意向和签好。 四、掌握信息，独立决策 ,谁掌握资源，谁掌握信息，谁就最有可能获得先机。 ,专家的意见仅是做为参考，决策需要独立。 ,比专家的意见更为实际的就是创业者的决心～ 第三节 经营规范化以减少管理风险 ,创业者要及时转变人生角色，树立起创业者应有的责任感和事业心。 ,学习和掌握企业管理一些基本规律和技能，避免因管理不善而给企业经营带来失败。 ,创业伊始就要养成一个有计划、有步骤地安排事务的习惯。 一、创业初期，就要尽量规范有序 ,良好的开端等于成功的一半。 ,做事越规范，大家越信任你。 ,注意细节，培养专业形象。 ,人们往往因为接受了你的人，而接受了你的产品和服务。 补充:规范化管理的完整定义 ,?以达到―八零‖境界为目标; ,?以满足―十化‖行为要求为基本标; ,?通过健全完善一套公开透明、上下认同的游戏; ,?为管理的实施构造一个抓手，以保证―4E‖控制标准的实现; ,?在达成―八化‖措施上不断努力; ,?以协调企业发展的利益关联主体相互之间的关系; ,?诱导他们为企业发展贡献自己资源的意志行为。 二、注重细节，掌握经营的步骤 ,只有细致地了解了经营的全过程，才可以对成本和利润有真实的了解，最终追求利润最大 化。 ,不要把个人情绪和情感带到管理中，理性创业、理性管理才是发展之路。 三、精细管理，做好企业危机处理 ,任何企业在经营中，都会遇到大大小小的危机事件。 ,像消防队员一样，先灭火，后查找原因。 ,快速处理，不回避、不推诿责任。 ,坦诚地对待合作伙伴和客户。 提前准备，加强危机意识 ,提前做好企业危机处理预案。 ,实行―首问责任制‖。 ,注重日常管理和员工教育。 ,不管遇到任何事，都要以客户为中心。 危机公关案例 ,补充:危机公关5S理论以及2009年10大危机公关案例 四、注重诚信，做好合同管理 ,诚信是一个企业生存和壮大的立足点。 ,注意遵守合同，信守承诺，这是一个需要时时注意的环节。 ,在合作时及时签订合同，有利于建立自己企业的诚信度。 ,合同是对双方的约束，也可以作为企业一种自我保护手段。 切记: ,不要因为是熟人合作，就不签订交易合同。 ,不要因为是熟悉的业务就粗心大意。 ,不要因为遇到了困难就不信守合同。 案例 ,大学生合伙创业谨防陷阱 补充:大学生创业风险有哪些, ,大学生创业风险之资金风险 ,大学生创业风险之管理风险 ,大学生创业风险之竞争风险 ,大学生创业风险之团队分歧的风险 ,大学生创业风险之核心竞争力缺乏的风险 ,大学生创业风险之人力资源流失风险 ,大学生创业风险之意识上的风险 第四节 案 例 学 习 ,企业最初的发展主要靠创业者,创业者的个人素质和意志在一定程度上制约着企业的发 展，只有具备必需的人、财、物、信息等条件，才可以保证经营方针的顺利贯彻执行。 ,制定方针靠智慧，实施方针靠意志。 The end 第七章 如何带好创业团队 互补型合作伙伴 ,对一个企业家来说，最难的事有两件:一是寻找到能够胜任业务的人;二是可以寻找到可 以信赖的人。 ,不应让团队中的两个能人做同一类事。 ,最好两个人是互补型的。 ,俗话说:一山不能容二虎，除非一公和一母。 多用外脑，团队出击 ,遇事要多利用外脑来帮助你思考。 ,有事多跟团队的人商量。 ,每一步投资和决策，都应该如履薄冰。 ,创业之初，维系团队的主要因素更多的是感情，而非金钱。 ,团队成员应该具有相同的价值观和同一个奋斗目标。 外脑的含义 ,外脑就是食脑者，在商场中必不可少人群，他们用他们丰富的经验为一些商家在残酷的 商场中杀出血路，商家利用他们专业的商业策划以及进一步的操作执行，以及市场调查等 等，不少商家可以安心坐收渔利 。 ,注:―食脑者‖指脑力劳动者，通俗地说就是―靠智慧吃饭‖的人。 需要倾听对的意见 ,创业者需要有人给他提出忠告。 ,他必须自己做出最后的决定。 ,只有从不同的角度去看待问题，才会得出相对正确的答案。 谁谁 就拥 拥有有人未才来，-5- ,个人英雄主义的时代已经成为历史～ ,现代企业竞争，就是看谁拥有最好的人才、最紧密的合作伙伴、最多的资源。 ,团队合作的典范就应该是―三个臭皮匠赛过诸葛亮‖。 ,―一个和尚挑水吃，二个和尚抬水吃，三个和尚没水吃‖，就是典型的团队合作失败的写照。 团队案例 ,没有人有能力挖走马云的团队 主要内容 ,让合适的人做最合适的事 ,从弦乐四重奏谈团队合作 ,从唐僧师徒谈领导者魅力 ,同舟共济 成就梦想 学习重点 ,从弦乐四重奏谈团队合作 ,从唐僧师徒谈领导者魅力 如何带好创业团队 第一节 让合适的人做最合适的事 千里马常有而伯乐不常有-8- 一、善于识人是创业者的基 本功 诸葛亮《识人七法》: 一曰问之以是非而观其志; 二曰穷之以辞辩而观其变; 三曰咨之以计谋而观其识; 四曰告之以祸难而观其勇; 五曰醉之以酒而观其性; 六曰临之以利而观其廉; 七曰期之以事而观其信。 解释诸葛亮识人七法-9- 1、问之以是非而观其志 ,即对人的直接提问，看其分辨曲折是非的能力如何，以考察他的立场、观点、志向、爱好 和兴趣 。 ,同一个团队的人，合作的基础是拥有相同的价值观。 ,不同道不同于谋。 诸葛亮识人七法-10- 2、 穷之以辞辩而观其变 和一个人就一些相关的争论性话题进行争辩，可以看出一个人的机敏反应能力及其心 境是否开阔。 诸葛亮识人七法 3、咨之以计谋而观其识 咨就是咨询，识就是见识。 ,让其对重大问题提出决策意见。 ,看他有无远见卓识和雄才大略。 诸葛亮识人七法 4、告之以祸难而观其勇 ,让其处理一些艰难的事情，看其是否具有胆略。 ,让其处理一些企业的危机和风险时，看其是否具有勇往直前的精神。 ,看其在直面祸难时是否冷静、镇定。 ,君子不逞匹夫之勇。 诸葛亮识人七法 5、 醉之以酒而观其性 ?与人喝酒并劝酒，可以看出一个人的品性。 三种禁忌:酒后喋喋不休 、当众 桌边大吐 、酒后乱性 。 ?世界上有三种嗜好得人一定得小心相处:毒、赌、黄。 诸葛亮识人七法 6、 临之以利而观其廉 ?你需要给其制造很多可以贪小便宜的机会，看其是否清廉。 ?分析其贪小便宜的地方，确实为生活所迫的则需要给予帮助解决，并长期观察。 ?如果是自私、贪小的人需要谨慎的提用 。 诸葛亮识人七法 7、 期之以事而观其信 ,考察一个人的信誉程度，可用放权让其做事的形式。 ,询问其完成的时间，观察其工作态度 。 ,考察是否在约定时间内完成任务，如未能完成时的托词是否属实。 ,观察其与人约会时是否守时。 另外两条也很重要 放之以权限而观其识 ,创业成功与否，最大的问题是人的问题。 ,用人最好的办法就是放权与观察，纠偏。 授权:给予其足够的权限，让人有个空阔的活动空间 。 观察:观察其工作的办事过程，一看其处理事情的能力，二看其对待工作的态度，三者在 偏离工作轨道。 纠偏:对公司可能造成较为重大的负面影响或损失时，要及时出手予以纠正或制止。 另外两条也很重要 -17- 观其对手、好友而辩其人 ,物以类聚，人以群分。 ,看一个人的品格，要看他身边的好友都是什么人。 ,看一个人的能力，要看他对面的对手是什么层次。 ,其面对的对手、周围的好友的能力品行决定了其人的品性能力。 人心齐，泰山移。 二、学会用人是创业者的必修课 (知人善用) ?用人不疑疑人不用 ?人尽其才物尽其用 创业者作为团队的领头羊，就要熟悉和了解你团 队里每个人的特点，并根据他们的特点来安排他 们到合适的岗位上。 如何带好创业团队 第二节 从弦乐四重奏 谈团队合作 弦乐四重奏的特点 目标一致，分工明确 ,配合默契，出奇制胜 ,整部乐曲在演奏中，没有指挥。 ,曲目的完成完全依靠互相倾听和配合默契。 ,二优秀团队的特点 二、优秀团队的特点 ,团队成员有一个共同的目标。 ,团队成员之间合作既有原则又有风度。 ,团队成员要能力互补，各有所长。 补充 高效能优秀团队的组建离不开的五个要素 ,优秀团队的定义 ,优秀团队的五个―5P‖ 要素 怎样带好创业团队 -第三节 从唐僧师徒 谈领导者魅力 唐僧的魅力何在 -无论是怎样的团队，都有一个核心人物。 ,一个团队的绩效如何，关键也取决于这个领导者的胸怀和魅力。 ,四大名著中，只有《西游记》中师徒四人是一个成功的团队。 ,根本原因，是因为他们拥有一个好领导——唐僧。 ,视频链接:马云:向西游记学习团队管理 一、唐 僧的魅力表现 优秀的协调者 ,对手下人宽容 ,善于用人 ,有明确的愿景目标 ,心态平和，不急功近利 ,对属下恩威并重 ,有后台 ,形象好 案例2 马云谈―团队应该如何用好人，用对人‖ 二、领导者概念的发展 最初的领导者称为leader，是领导者。 ,二十世纪中叶领导者称为manager，是管理者。 ,在二十一世纪领导者称为coordinator，是协调者。 进入团队合作时代 有前途、有潜力的企业一定是一个要求团队作战、谋求共赢的团队; ,个人英雄主义已经不符合成熟企业发展的要求了。 如何带好创业团队 第四节 同舟共济 成就梦想 同舟共济成就梦想 一、团队合作成败直接影响企业成败 ,这是一个铸就团队的时代，同舟共济就需要创业者要用心搞好团队建设。 ,企业的目标需要通过许多人的集体活动才能实现。 ,团队成员如果认识上有分歧，就会在行动上有偏差。 ,创业者要懂得团队建设，才能成就梦想。 同舟共济成就梦想 二、营造相互信任的团队氛围 情感上相互信任，是一个团队最坚实的合作基础。 ,给与信任，团队成员才会有安全感。 ,让团队成员把企业当成施展个人才华的舞台。 ,只有共赢才是赢，只有互惠互利的关系才会长久。 ,学会将更多的利益与人分享，才有可能成就更伟大的事业。 同舟共济成就梦想 三、有良好的激励、约束机制 ,建立一个良好的激励机制对团队的持续发展至关重要。 ,建立一个良好的约束机制对团队的后续发展至关重要。 ,团队内部应分工明确。 ,明确每个人的权力和义务。 ,制定好要达到的目标和必要的奖惩条例。 同舟共济成就梦想 -四、团队领导需要有宽阔的胸怀 创业过程既是对创业者意志力的考验，也是对创业者胸怀的考验。 ,要能听取不同意见者的建议。 ,要能正确看待手下人的顶撞。 ,企业要获得利润，依靠的不仅仅是顺从的人，而是更需要有才能的人。 同舟共济成就梦想 五、建立有效的沟通机制 为什么要建立有效的沟通机制 ,信任和理解不是一句空话。 ,交流和沟通，可以消除一切误会。 ,员工对公司信心不足，都是上下沟通不畅的结果。 ,创业者要不断地把企业的愿景描述给员工。 ,愿景需要大家齐心协力才能实现。 如何带好创业团队 第五节 案 例 学 习 组建团队和团队管理 是成功企业家需要具备的主要能力之一。 大学生创业基础七-33- 第八章 如何做好创业初期营销管理 本章要点 ,本章讲述了产品生命周期的原理，使创业者掌握在合适的时机进入市场，以及产品生命 周期与产品定价策略;通过学习企业生命周期的概念，引导创业者建立企业成长到衰亡的 整体概念，从而建立经营需要不断创新的创业意识。 主要内容 ,产品和企业的生命周期 ,产品在各阶段的定价策略 ,创业初期的营销方式 ,企业发展需要正确的经营理念 ,发展迅猛的电子商务不容忽视 学习重点 ,产品和企业的生命周期 ,产品在各阶段的定价策略 ,创业初期的营销方式 ,发展迅猛的电子商务不容忽视 第一节 产品和企业的生命周期 一、产品生命周期理论的起源 ,产品生命周期理论是美国哈佛大学教授费农1966年在其《产品周期中的国际投资与国际贸易》中首次提出的。 ,费农认为:产品生命是指市场上的营销生命，产品和人的生命一样，要经历形成、成长、成熟、衰退这样的周期。 ,而这个周期在不同技术水平的国家里，发生的时间和过程是不一样的(技术的差距)，从而决定了国际贸易和国际投资的变化。 产品生命周期的概念 ,产品生命周期(product life cycle),简称PLC。是指产品的市场寿命，即一种新产品从开始进入市场到被市场淘汰的整个过程，分为介绍(投入)期(Introduction)、增长期(Growth)、成熟期(Mature)、衰退期(Decline)四个阶段。 产品在各个时期的特点 ,开发期:产品销售额为零，公司投资不断增加。 ,引进期:新产品上市，销售缓慢。利润偏低，竞争少。 ,成长期:市场及利润成长较快，容易吸引更多的竞争者。 ,成熟期:产品被市场接受，竞争激烈，需要投入大量营销费用，利润下滑。 ,衰退期:销售衰退，利润下滑，优胜劣汰。 产品生命周期对创业者的指导意义 ,创业者应该建立―干着今天、想着明天、设计着后天‖的经营思路。(新产品或升级产品) (英特尔案例视频) ,任何产品都会有兴有衰。 ,在不同的时期要有不同的经营策略。 ,既要充满信心，又要居安思危。 案例1 •从可口可乐看老字号的生命周期 二、企业的生命周期 ,企业经过组建到发展到鼎盛时期以及衰退的周期 。 企业生命周期给创业者的启示 ,任何企业在青春期之前死亡率都是很高的。 ,在稳定期企业的繁荣和利润背后，应防微杜渐。 ,创业意识一刻也不能放松。 ,创业精神应该贯穿在企业经营的始终。 链接1 •企业生命周期理论和战略管理 第二节 产品在各阶段的定价策略 一、产品在不同阶段的定价策略不同 ,开发阶段: ,在产品开发阶段进入市场，定价较高，但利润较低，因营销成本偏高。 •发展阶段: •产品逐渐得到市场认可，定价较高，利润开始增长。 例:图为汽车行业利润增长图: •成熟阶段: •多数顾客已经买了，新顾客很少，价格降低或打折销售，盈利减少，营销费用加大。 •衰退阶段: • 原有产品销售额和利润开始下降，宜退出市场，新产品开始盈利。 二、产品进入市场的最佳阶段 ,首先分析你要进入的市场正处于哪个阶段; ,根据不同的生命周期来制定相应的营销策略; ,最佳的时机是在产品开发阶段进入; ,这时进入，往往可在较长的时间内保持竞争优势。 第三节 创业初期的营销方式 对营销的理解 ,营销就是有利益的满足需求。 ,在营销的过程中，企业要实现利润。 ,不同行业、不同规模的企业，在营销手段上，所采取的方法都是大相径庭的。 ,任何形式的营销手段，最终的目的是把企业的产品卖出去。 ,有了利润，企业才可以生存、发展。 一、创业初期的营销:创业者自己营销 ,很多现在非常成功的企业，最初的营销，竟然就是创业者个人自己走出去，推销自己的 产品。 ,每个企业在创建之初，都经历了一个艰苦奋斗的过程。 ,最初的营销过程，是对创业者心理素质的极大挑战。 创业者自己营销的优势 ,创业者自己对自己的产品最自信。 ,创业者自己对自己的产品最了解。 ,创业者自己可以在谈判中独立决策。 ,在自己亲自推销中，可以掌握客户的第一手资料。 ,唯有了解细节，才会知道成本。 企业家营销 ,书上的概念不是很清楚 ,补充:企业家营销 ,企业家营销的含义 ,企业家营销全程攻略 二、成熟创业的营销:惯例式营销 ,惯例式营销是企业发展的结果。 ,所谓惯例性营销即细分市场，建立营销队伍，构建营销网络。 ,企业做大，必须要团队出击。 ,细分市场是企业营销的基础。 ,构建营销网络和队伍，是企业长大的必经过程。 三、协调式营销是以上两种营销方式兼顾的模式 ,惯例式营销模式缺乏企业家营销模式那种灵活性，创造力和热情。 ,协调式营销要求部门经理或品牌代表，跟顾客面对面，以掌握市场最新信息。 ,企业的产品应更好地满足客户的要求。 协调式营销 ,所谓协调式营销是信息经济时代中的一种营销新模式，也是一种营销新理念。是企业以顾客的某一生活情境为背景，从顾客在某一生活情境中的行为或活动出发，把顾客在某一生活情境中的行为或活动所需要的各种产品有机地、协调地组合起来，统一在一个品牌下 提供给顾客的营销方式。 四、做大企业的小伙伴 ,以巧取胜，取长补短，依附大企业成长。 ,找到与大企业的共同利益，主动与他们结盟。 ,变竞争对手为合作伙伴。 ,借船出海，借梯登高，用大企业的竞争和市场优势来发展自己。 ,案例:华为 营销案例 •向宝洁学营销 第四节 企业的发展需要正确的经营理念 经营理念的定义 ,所谓经营理念，就是管理者追求企业绩效的根据，顾客及竞争者、以及职工价值观与正 确经营行为的确认。并在此基础上形成企业基本设想与科技优势，发展方向、共同信念和 企业追求的经营目标。这些可称为企业的―经营理念‖。 一、创业者最初目标大多是独立生存 ,所谓经营理念，就是企业的经营目标。 ,空洞的经营理念不过是一句随处可见的口号。 ,太雷同和抽象的经营理念不能为员工完全理解。 ,创业初的经营理念相对简单而实在:为了生存。 ,随着企业的发展，经营理念发生变化。 二、创业者从―为自己‖变成―为职工‖ ,有了员工们的辛勤劳动和付出，才有公司的繁荣和未来。 ,为了员工的利益，也必须让企业做大、做强。 ,随着企业的发展，创业者的经营理念，就从―为自己‖而逐渐发展成了―为员工‖。 三、创业者形成为社会作贡献的理念 ,企业得益于国家政策和社会上众人的帮助和提携。 ,没有国家的稳定和繁荣富强作保障，企业就无法发展壮大。 ,企业向国家缴税作贡献，是为了维护稳定的局面。 ,企业理念的内涵有了进一步发展，―为社会‖成为了创业者的自觉行动。 链接 •有效的经营理念 第五节 发展迅猛的电子商务不容忽视 一、异军突起的电子商务 ,传统的营销观念都集中在如何实现营销(四要素)上。 ,互联网的渗透，改变了消费者的生活方式。 ,网络信息量集中，消费者还可以进行竞价比较。 ,越来越多的消费者选择网络购物来实现他们的购买行为。 电子商务的定义 ,电子商务(英文是Electronic Commerce，简称EC)通常是指是在广泛的商业贸易活动 中，在因特网开放的网络环境下，买卖双方不相谋面的情况下，实现交易达成的一种新型 的商业运营模式。 电子商务的种类 ,根据交易对象分类 ,?B2B，即企业之间的电子商务 ,?B2C，即企业和消费者之间的电子商务 ,?C2C，即消费者之间的电子商务 二、电子商务的优点 ,便捷:网店永远不会关门。 ,经济:开店成本较低，因此同样货品价格更便宜。 ,选择:信息量大使顾客感觉更满意，也更合算。 ,个性化:服务比传统营销更加有效率。 第六节 案 例 学 习 电子商务的发展，给企业带来了更大的发展空间， 创业者必须正视这个现实，在网络营销上寻找和创建适合自 己企业的方式。 第九章 如何做好创业初期的财务管理 本章要点 ,财务管理在企业经营中至关重要，前文介绍的仅仅是开业前的一些财务方面的思考，真正 开业后，创业者需要学会和培养高瞻远瞩的眼光和魄力，因此，在这里介绍的都是对企业 经营至关重要的概念，希望创业者可以做好学习和知识准备。 主要内容 ,创业者必须知道的几个财务有关的概念 ,小规模传统行业创业初期的财务管理 ,中小企业如何策划上市 学习重点 ,有关财务的基本概念 ,小规模传统行业创业初期的财务管理 ,公司上市的法定程序 ,新创企业在其发展的各个阶段，对财务管理的要求不尽相同。 ,财务管理也跟创业者创办的企业类型有关。 ,类型不同，财务管理的内容和重点必然不同。 第一节 创业者必须知道的几个财务概念 一、资金的时间价值 1、明确资金时间价值的概念 ,资金时间价值是指资金在生产和流通过程中随着时间推移而产生的增值。它也可被看成是 资金的使用成本。资金不会自动随时间变化而增值，只有在投资过程中才会有收益。 ,今天的一元钱跟明天的一元钱的价值是不相等的。 ,资金时间价值的表现形式就是利息和利润。 衡量资金时间价值的尺度 ,绝对尺度(利息/利润(盈利或收益) ,相对尺度(利率/利润率) ,销售利润率,利润总额 / 营业收入×100, ,销售毛利率,(营业收入,营业成本)/营业收入×100, ,利润总额,营业收入,营业成本,费用。因此，可以看出销售毛利率一般大于销售利润率。 2、明确资金时间价值的意义 ,资金时间价值或者说货币时间价值是一个经济学概念，是机会成本的变体。 ,掌握资金时间价值理论，有助于企业科学合理地使用资金。 ,企业任何资产只有参与资金运动才可能作为资金实现其时间价值。 ,企业要尽量减少其闲置资产。 3、出钱的事慢点，进钱的事快点 ,出钱的事要慎重考虑再三，以免出现差错。 ,进钱的事先进来再说，有差错再退回去，但不至于造成损失。 ,尽量缩短资金回收期。 4、缩短建设周期，加速资金周转 ,在进行项目可行性分析以及在证券投资方案评价中，资金时间价值就是最重要的依据。 ,创业者节约使用资金，充分提高资金的使用效果。 ,充分实现资金时间价值，使资金在有限的时间和空间范围内获取最大价值。 二、机会成本 1、机会成本的概念 ,指为了从事某件事情而放弃其他事情的价值。 ,在需要做出选择时，机会成本越小(具有比较优势)越好。 ,在经济学里是指单笔投资在专注于某一方面后所失去的在另外其他方面的投资获利机会。 2、掌握机会成本的概念的意义 ,一个成功的企业必定是一个善于避开不必要投资风险的企业。 ,决策时，机会成本越低，风险系数越小。 ,帮助创业者认识到机会成本的潜在损失。 ,有助于我们做出正确的决策。 三、沉没成本 ,沉没成本是指已失去的收益或者付出的代价。 ,是不论采取什么方法，均不能挽回的损失。 ,它的损失有时是直接的，有时是间接的。 ,决策时有时无法考虑在内。 ,它有滞后性。 四、货币准备金率 1、准备金和存款准备金率的概念 ,提高存款准备金率，就是要收缩贷款总量。 ,降低存款准备金率就是扩大贷款总量。 ,案例1:存款准备率再上调意在推迟加息 2、存款准备金率跟宏观经济政策的关系 ,提高存款准备金率是抑制经济过热的措施，此时不利于投资。 ,降低存款准备金率是刺激经济增长的措施，应该看准机会加大投资。 ,提高货币准备金率会导致物价下降(通货紧缩)，反之亦然。 ,对企业来说，物价上涨正是赚钱的好时机～ ,创业者的任何决策都是为了企业的生存，进有时，退有时，关键在于把握时机。 ,有时退出比进入更需要智慧。 ,选择时机是着眼于宏观的决策，当时的迹象并不明显。 ,创业者要时刻关注货币准备金率的变化。 五、现金流 ,是用来衡量企业收入的一个指标。 ,是用来衡量企业盈利能力，以及自身融资潜力的重要指标。 ,现金流=企业内部融资能力，是银行衡量企业偿还能力的一大标准。 第二节 小规模传统行业 创业初期的财务管理 一、日记账和流水账 ,创业之初不管有多少资金规模，都要做好来往账目。 ,记好企业日记账和流水账，并且要日清月结。 ,及时掌握企业现金流的情况，是创业者的决策重要参考数据。 1、流水账 ,是按照企业每天发生的收入和支出事项的时间顺序，把所花费和收入的金额及时记录下来 的一种记账的方法。 ,是企业和个人理财最基本也是最有效的方法。 2、流水账记账步骤 ,及时收集单据 ,按时间顺序记账 ,尽量日清月结 ,保存好凭证备查 3、日记账 ,日记账并不是规范的财务记账方法。 ,特点是方便、简单。 ,是创业者在企业开办初期常用的方法 4、日记账的分类 ,现金日记账——记录每日的现金收支情况。 ,银行日记账——记录每天银行账户收支情况。 ,销售日记账——记录每天的销售收入情况。 ,采购日记账——记录每天采购的物品和支出情况。 5、日记账的特点 ,以月为单位进行核算 ,通常也叫借贷记账法 ,有借必有贷，借贷必相等 6、日记账的作用 创业者可以通过对盈利、支出、应收应付账款的及时分析，正确把握企业发展方向，及 时、合理地控制成本。 二、要读懂资产负债表和损益表 资产负债表是表示企业在一定日期的财务状况 的主要会计报表，是一张静态报表。 损益表(或利润表)是用以反映公司在一定期 间利润赢亏的财务报表，是一张动态报表。 、资产负债表 1 ,关注企业的资产、负债及股东权益的增减。 ,企业总资产在一定程度上反映企业经营规模。 ,股东权益的增长幅度高于资产总额的增长时，说明企业的资金实力有了相对提高。 ,企业应收账款过多占总资产的比重过高，说明该企业资金被占用的情况较为严重。 2、损益表 ,可以用来分析利润增减变化的原因。 ,可以用来评价企业的经营效率和经营成果。 ,可以衡量一个企业在经营管理上的成功程度。 ,可作为经营成果的分配依据。 ,有助于考核企业经营管理人员的工作业绩。 ,可用来分析企业的获利能力。 三、注意企业的现金流 ,在创业初注意资金不要被固定资产占用太多。 ,现金流决定企业的资金周转能力。 ,现金流是银行贷款时关注的重要指标。 四、做好税务筹划 ,税务筹划又称―合理避税‖、―税收筹划‖。 ,含义见P204. ,关注政府各项政策变动，政策也是生产力。 ,合理避税并不是逃税漏税，它是一种正常合法的活动。 ,合法规避税收与偷税、漏税以及弄虚作假钻税法空子有质的区别。 税务筹划 ,是指在税法规定的范围内，通过对经营、投资、理财等活动的事先筹划和安排，尽可能的 获得―节税‖的税收利益。 ,税务筹划具有合法性、筹划性和目的性的特点 . ,税务筹划案例分析 第三节 中小企业如何策划上市 创业板和中小企业版介绍(重点补充) ,创业板介绍 ,中小企业板介绍 ,补充案例1:上市条件 ,补充案例2:华谊公司上市 ,补充:中小企业上市的利弊分析 第四节 案 例 学 习 经济环境无时不在变化之中， 创业者要像爱护自己家一样经营自己的企业。 The end (英文版 ) Two regulations promulgated for implementation is in the party in power for a long time and the rule of law conditions, the implementation of comprehensive strictly strategic plan, implementation in accordance with the rules and discipline to manage the party, strengthen inner-party supervision of major initiatives. The two regulations supporting each other, the < code > adhere to a positive advocate, focusing on morality is of Party members and Party leading cadres can see, enough to get a high standard; < rule > around the party discipline, disciplinary ruler requirements, listed as "negative list, focusing on vertical gauge, draw the party organizations and Party members do not touch the" bottom line ". Here, the main from four square face two party rules of interpretation: the first part introduces two party Revised regulations the necessity and the revision process; the second part is the interpretation of the two fundamental principles of the revision of laws and regulations in the party; the third part introduces two party regulations modified the main changes and needs to grasp several key problems; the fourth part on how to grasp the implementation of the two regulations of the party. < code > and < Regulations > revised the necessity and revised history of the CPC Central Committee the amendment to the Chinese Communist Party members and leading cadres honest politics several guidelines > and < Chinese Communist Party discipline and Punishment Regulations > column 1 by 2015 to strengthen party laws and regulations focus. Two party regulations revision work lasted a Years, pooling the wisdom of the whole party, ideological consensus, draw historical experience, respect for the wisdom of our predecessors, which reflects the unity of inheritance and innovation; follow the correct direction, grasp the limited goals, adhere to the party's leadership, to solve the masses of the people reflect a focus on the problem. The new revision of the < code > and < rule >, reflects the party's 18 and the eighth session of the third, the spirit of the fourth plenary session, reflecting the experience of studying and implementing the General Secretary Xi Jinping series of important speech, reflects the party's eighteen years comprehensive strictly practice. (a) revised two regulations of the party need of < the ICAC guidelines > in < in 1997 Leaders as members of the Communist Party of China clean politics certain criteria (Trial) > based on revised, the promulgation and implementation of January 2010, to strengthen the construction of the contingent of leading cadres play an important role. But with the party to manage the party strictly administering the deepening, has not been able to fully meet the actual needs. Content is too complicated, "eight prohibition, 52 are not allowed to" hard to remember, and also difficult to put into practice; the second is concisely positive advocated by the lack of prohibited provisions excessive, no autonomy requirements; the third is banned terms and discipline law, both with the party discipline, disciplinary regulations repeat and Criminal law and other laws and regulations repeat; the fourth is to "clean" the theme is not prominent, not for the existing problems, and is narrow, only needle of county-level leading cadres above. < rule > is in 1997 < Chinese Communist Party disciplinary cases (Trial) > based on revision, in December 2003 the promulgation and implementation, to strengthen the construction of the party play very important role. Along with the development of the situation, which many provisions have been unable to fully meet the comprehensive strictly administering the practice needs. One is Ji law, more than half of the provisions and criminal law and other countries laws and regulations Repetition; two is the political discipline regulations is not prominent, not specific, for violation of the party constitution, damage the authority of Party Constitution of misconduct lack necessary and serious responsibility to pursue; third is the main discipline for the leading cadres, does not cover all Party members. Based on the above situation, need to < the criterion of a clean and honest administration > and < rule > the two is likely to be more relevant regulations first amendment. By revising, really put the authority of Party discipline, the seriousness in the party tree and call up the majority of Party members and cadres of the party constitution of party compasses party consciousness. (II) two party regulations revision process the Central Committee of the Communist Party of China attaches great importance to two regulations revision . Xi Jinping, general books recorded in the Fifth Plenary Session of the eighth session of the Central Commission for Discipline Inspection, on the revised regulations < > made clear instructions. According to the central deployment, the Central Commission for Discipline Inspection from 2014 under six months begin study two regulations revision. The Standing Committee of the Central Commission for Discipline Inspection 4 review revised. Comrade Wang Qishan 14 times held a special meeting to study two regulations revision, amendment clarifies the direction, major issues of principle, path and target, respectively held a forum will listen to part of the province (area) secretary of the Party committee, Secretary of the Discipline Inspection Commission, part of the central ministries and state organs Department The first party committee is mainly responsible for people, views of experts and scholars and grassroots party organizations and Party members. Approved by the Central Committee of the Communist Party of China, on 7 September 2015, the general office of the Central Committee of the Party issued a notice to solicit the provinces (autonomous regions, municipalities) Party, the central ministries and commissions, state ministries and commissions of the Party (party), the General Political Department of the military, every 3 people organization of Party of two regulations revision opinion. Central Commission for Discipline Inspection of extensive solicitation of opinions, careful study, attracting, formed a revised sent reviewers. In October 8 and October 12, Central Committee Political Bureau Standing Committee and the Political Bureau of the Central Committee After consideration of the two regulations revised draft. On October 18, the Central Committee of the Communist Party of China formally issued two regulations. Can say, two laws amendment concentrated the wisdom of the whole party, embodies the party. Second, < code > and < Regulations > revision of the basic principles of two party regulations revision work and implement the party's eighteen, ten eight plenary, the spirit of the Fourth Plenary Session of the Eleventh Central Committee and General Secretary Xi Jinping important instructions on the revised < low political criterion > and < Regulations >, highlighting the ruling party characteristics, serious discipline, the discipline quite in front of the law, based on the current, a long-term, advance as a whole, with Bu Xiuding independent < rule > and < rule >. Main principle is: first, adhere to the party constitution to follow. The constitution about discipline and self-discipline required specific, awaken the party constitution of party compasses party consciousness, maintaining the authority of the constitution. General Secretary Xi Jinping pointed out that "no rules, no side round. Party constitution is the fundamental law, the party must follow the general rules. In early 2015 held the eighth session of the Central Commission for Discipline Inspection Fifth Plenary Session of the 16th Central Committee, Xi Jinping again pointed out that constitution is the party must follow the general rules, but also the general rules." the revision of the < code > and < rule > is Method in adhere to the regulations established for the purpose of combining rule of virtue is to adhere to the party constitution as a fundamental to follow, the constitution authority set up, wake up the party constitution and party rules the sense of discipline, the party constitution about discipline and self-discipline specific requirements. 4 second is to adhere to in accordance with the regulations governing the party and the party. The Party of rule of virtue "de", mainly refers to the party's ideals and beliefs, excellent traditional style. The revised the < code > closely linked to the "self-discipline", insisting on the positive initiative, for all members, highlight the "vital few", emphasized self-discipline, focusing on the morality, and the majority of Party members and the ideological and moral standards. The revised < > Ji method separately, Ji, Ji Yan to Method, as a "negative list", emphasizing the heteronomy, focusing on vertical gauge. Is this one high and one low, a positive reaction, the strict party discipline and practice results transformation for the integration of the whole party to observe moral and discipline requirements, for the majority of Party members and cadres provides benchmarking and ruler. Third, insist on to. In view of the problems existing in the party at the present stage, the main problems of Party members and cadres in the aspect of self-discipline and abide by the discipline to make clearly defined, especially the party's eighteen years strict political discipline and political rules, organization and discipline and to implement the central eight provisions of the spirit against the four winds and other requirements into Disciplinary provisions. Not one pace reachs the designated position, focusing on in line with reality, pragmatic and effective. After the revision of major changes, major changes in the < code > and < rule > modified and needs to grasp several key problems (a) < code > < code > adhere to according to regulations governing the party and party with morals in combination, for at the present stage, the leadership of the party members and cadres and Party members in existing main problems of self-discipline, put forward principles, requirements and specifications, showing Communists noble moral pursuit, reflected at all times and in all over the world ethics from high from low 5 common requirements. One is closely linked to the "self-discipline", removal and no direct relation to the provisions of . the second is adhere to a positive advocate, "eight prohibition" 52 are not allowed to "about the content of the" negative list moved into synchronization amendment < cases >. Three is for all the party members, will apply object from the leadership of the party members and cadres to expand to all Party members, fully embodies the comprehensive strictly required. The fourth is prominent key minority, seize the leadership of the party members and cadres is the key, and put forward higher requirements than the ordinary Party members. Five is to simplify, and strive to achieve concise, easy to understand, easy to remember. The revised < code > is the ruling Party since the first insists on a positive advocate forAll Party members and the self-discipline norms, moral declaration issued to all members of the party and the National People's solemn commitment. > < criterion of a clean and honest administration consists of 4 parts, 18, more than 3600 words. After the revision of the < code >, a total of eight, 281 words, including lead, specification and Party member cadre clean fingered self-discipline norms, etc. Part 3 members low-cost clean and self-discipline, the main contents can be summarized as "four must" "eight code". Lead part, reiterated on ideal and faith, fundamental purpose, the fine traditions and work style, noble sentiments, such as "four must" the principle of requirements, strong tone of self-discipline, The higher request for 6 and supervised tenet, the foothold in permanent Bao the party's advanced nature and purity, to reflect the revised standards requirements. Members of self-discipline norms around the party members how to correctly treat and deal with the "public and private", "cheap and rot" thrifty and extravagance "bitter music", put forward the "four norms". Party leader cadre clean fingered self-discipline norms for the leadership of the party members and cadres of the "vital few", around the "clean politics", from civil servant of the color, the exercise of power, moral integrity, a good family tradition and other aspects of the leadership of the party members and cadres of the "four norms" < > < norm norm. "The Party member's self-discipline norms" and "party members and leading cadre clean fingered self-discipline norms," a total of eight, collectively referred to as the "eight". "Four must" and "eight" of the content from the party constitution and Party's several generation of leaders, especially Xi Jinping, general secretary of the important discussion, refer to the "three discipline and eight points for attention" statements, and reference some embody the Chinese nation excellent traditional culture essence of epigrams. (2) the revised regulations, the main changes in the revised Regulations > to fully adapt to the strictly requirements, reflects the according to the regulations governing the law of recognition of deepening, the realization of the discipline construction and Jin Ju. < rule > is party a ruler, members of the basic line and follow. And the majority of Party members and cadres of Party organizations at all levels should adhere to the bottom line of thinking, fear discipline, hold the bottom line, as a preventive measure, to keep the party's advanced nature and purity. 1, respect for the constitution, refinement and discipline. Revised < rule > from comprehensive comb physical constitution began, the party constitution and other regulations of the Party of Party organizations and Party discipline requirements refinement, clearly defined in violation of the party constitution will be in accordance with regulations to give the corresponding disciplinary action. The original 10 categories of misconduct, integration specification for political discipline, discipline, honesty and discipline masses Ji Law and discipline and discipline and other six categories, the content of < rule > real return to Party discipline, for the majority of Party members and listed a "negative list. 7 2, highlighting the political discipline and political rules. > < Regulations according to the stage of the discipline of outstanding performance, emphasizing political discipline and political rules, organization and discipline, in opposition to the party's leadership and the party's basic theory, basic line, basic program and basic experience, the basic requirement of behavior made prescribed punishment, increase the cliques, against the organization such as violation of the provisions, to ensure that the central government decrees and the Party of centralized and unified. 3, adhere to strict discipline in the law and discipline In front, Ji separated. Revised < Regulations > adhere to the problem oriented, do Ji separated. Any national law existing content, will not repeat the provisions, the total removal of 79 and criminal law, repeat the content of the public security management punishment law, and other laws and regulations. In the general reiterated that party organizations and Party members must conscientiously accept the party's discipline, die van comply with national laws and regulations; at the same time, to investigate violations of Party members and even criminal behavior of Party discipline and responsibility, > < Regulations distinguish five different conditions, with special provisions were made provisions, so as to realize the connection of Party discipline and state law. 4, reflect Wind building and anti-corruption struggle of the latest achievements. < rule > the party's eighteen years implement the spirit of the central provisions of the eight, against the requirements of the "four winds" and transformation for disciplinary provisions, reflecting the style construction is always on the road, not a gust of wind. In the fight against corruption out of new problems, increase the trading rights, the use of authority relatives profit and other disciplinary terms. Prominent discipline of the masses, the new against the interests of the masses and ignore the demands of the masses and other disciplinary terms and make provisions of the disposition and the destruction of the party's close ties with the masses. Discipline to protect the party's purpose. 8 of these regulations, a total of three series, Chapter 15, 178, more than 24000 words, after the revision of the regulations a total of 3 series, Chapter 11, 133, 17000 words, divided into "general" and "special provisions" and "Supplementary Provisions" Part 3. Among them, add, delete, modify the provisions of the proportion of up to nearly 90%. 1, the general general is divided into five chapters. The first chapter to the regulations of the guiding ideology, principles and scope of application of the provisions, highlight the strengthening of the party constitution consciousness, maintenance the authority of Party Constitution, increase the party organizations and Party members must abide by the party constitution, Yan Centralized centralized, would examine at all levels of the amended provisions implementing and maintaining Party discipline, and consciously accept the party discipline, exemplary compliance with national laws and regulations. The second chapter of discipline concept, disciplinary action types and effects of the regulations, will be a serious warning from the original a year for a year and a half; increase the Party Congress representative, by leaving the party above (including leave probation) punishment, the party organization should be terminated its representative qualification provisions. The third chapter of the disciplinary rules of use prescribed in the discipline rectifying process, non convergence, not close hand classified as severely or heavier punishment. "Discipline straighten "At least eighteen years of five years, these five years is to pay close attention to the provisions of the central eight implementation and anti -" four winds ". The fourth chapter on suspicion of illegal party disciplinary distinguish five different conditions, with special provisions were made provisions, to achieve effective convergence of Party and country 9 method. < rule > the provisions of Article 27, Party organizations in the disciplinary review found that party members have committed embezzlement, bribery, dereliction of duty dereliction of duty and other criminal law act is suspected of committing a crime shall give cancel party posts, probation or expelled from the party. The second is < Regulations > Article 28 the provisions of Party organizations in the disciplinary review But found that party members are stipulated in the criminal law, although not involved in a crime shall be investigated for Party discipline and responsibility should be depending on the specific circumstances shall be given a warning until expelled punishment. This situation and a difference is that the former regulation behavior has been suspected of a crime, the feeling is quite strict, and the latter for the behavior not involving crime, only the objective performance of the provisions of the criminal code of behavior, but the plot is a crime to slightly. < Regulations > the 29 provisions, Party organizations in the discipline review found that party members and other illegal behavior, affect the party's image, the damage to the party, the state and the people's interests, we should depend on the situation Seriousness given disciplinary action. The loss of Party members, seriously damaging the party's image of behavior, should be given expelled from the party. At this article is party member is in violation of the criminal law outside the other illegal acts, such as violates the public security administration punishment law, customs law, financial laws and regulations behavior. The fourth is < cases > Article 32 stipulates, minor party members and the circumstances of the crime, the people's Procuratorate shall make a decision not to initiate a prosecution, or the people's court shall make a conviction and exempted from criminal punishment shall be given within the party is removed from his post, probation or expelled from the party. Party members and crime, sheets were fined in accordance with For acts; the principal Ordinance amended the provisions of the preceding paragraph. This is the new content, in order to achieve Ji method effective convergence. Five is < > the thirty third article 10 of the provisions, the Party member due to an intentional crime is sentenced to criminal law (including probation) sheets or additional deprivation of political rights; due to negligence crime and was sentenced to three years or more (excluding three years) a penalty, shall give expelled punishment. Due to negligence crime is convicted and sentenced to three years (including three years) in prison or be sentenced to public surveillance, detention, shall in general be expelled from the party. For the individual may not be expelled from the party, should control Approval. This is followed and retained the original > < Regulations the provisions of punishment party authorization rules and report to a level party organizations. For is "party members with criminal acts, and by the criminal punishment, generally should be expelled from the party". The fifth chapter of probationary Party member of the discipline and discipline after missing members of the treatment and punishment decisions, such as the implementation of the provisions, clear the related party discipline and punishment decision made after, for duties, wages and other relevant alteration formalities for the longest time. 2, sub sub section will the original regulations of 10 categories of acts of violation of discipline integration revised into 6 categories, respectively, in violation of the punishments for acts of political discipline "in violation of discipline behavior of punishment" in violation of integrity of disciplinary action points "of violation punishments for acts of mass discipline" "the violation of work discipline, punishment" in violation of discipline of life behavior punishment "6 chapters. 3, annex" Supplementary Provisions "clear authority making supplementary provisions of, cases of interpretative organ, as well as regulations implementation time and retroactivity etc.. 11 (3) learning understanding > < regulations needs to grasp several key problems The first problem -- about the violation of political discipline behavior > < new ordinance chapter 6 the political discipline column for the six disciplines, that is the main opposition to Party leadership and the opposition of the basic theory, basic line, basic program and basic experience, basic requirements of misconduct made provisions of the disposition, especially the eighteen since the CPC Central Committee put forward the Yan Mingzheng treatment of discipline and political rules requirements and practical achievements transformation for Discipline article, increase the false debate central policies, cliques, against the organization review, make no discipline of the principle of harmony terms. These are the party's eighteen years in comprehensive strictly Process combined with the practice of rich content. (1) false debate the central policies and undermine the Party of centralized and unified the problem is made in accordance with the provisions of the party constitution. Constitution in general programme requirements adhere to democratic centralism is one of the requirements of the construction of the party must adhere to the four cardinal. Application of this principle is not only the party the basic organization principle and is also the mass line in party life, it requires that we must fully develop inner-party democracy, respect for the dominant position of Party members, safeguarding the Party member democratic rights, give full play to the enthusiasm and creativity of the party organizations at all levels and Party members, at the same time, also must implement the right concentration, ensure the party's mission < the chaos in unity and concerted action to ensure that the party's decision to get quickly and effectively implementing. The Party Central Committee formulated the major principles and policies, through different channels and ways, fully listen to the party organizations and Party members of the opinions and suggestions, but 12 is some people face to face not to say back blather "" will not say, after the meeting said, "" Taiwan does not say, and nonsense ", in fact, not only disrupt the people thought, some causing serious consequences, the damage to the Party of the centralized and unified, hinder the central policy implementation, but also a serious violation of the democratic system of principles. There is no doubt that shall, in accordance with the Regulations > 4 Specified in Article 6 to give the appropriate punishment. For did not cause serious consequences, to give criticism and education or the corresponding tissue processing. (2) about the destruction of the party's unity < New Regulations > the forty eighth to fifty second article, to damage Party's unity unified and violation of political discipline, punishment situation made explicit provisions. Article 52 of the new "in the party get round group, gangs seek private gain, cliques, cultivate private forces or through the exchange of interests, for their own to create momentum and other activities to gain political capital, given a serious warning or withdraw from their party posts disposition; if the circumstances are serious, to give Leave a party to observation or expelled from the party. (3) on against the organization review of the provisions of the constitution, party loyalty honesty is party members must comply with the obligations. Members must obey the organization decision, shall not violate the organization decided encounters by asking questions to find organization, rely on the organization, shall not deceive the organization, against the organization. For example, after the investigation does not take the initiative to explain the situation, but to engage in offensive and defensive alliance, hiding the stolen money is against survey organization, is a violation of the behavior of political discipline. Article 24 of the original > < Regulations, although the provisions of the interference, hinder group review the behavior of the fabric can be severely or 13 Aggravated punishment, but did not put this kind of behavior alone as a discipline for qualitative amount of discipline. > < new regulations increase the Article 57, "anti organization review, one of the following acts, given a warning or serious warning; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, give expelled from the party: (a) on supply or forged, destroyed, transfer, conceal evidence; (II) to prevent others expose, providing evidence Material; (III) harboring co personnel; (4) to the organization to provide false information, to hide the fact; (5) the him against the acts of the organization review. "< rule > add this clause to the Constitution requires more specific, the previous no punishment in accordance with the definite list and put forward clear punishment in accordance with. (4) about organizing or participating in superstitious activities as < Regulations > about engage in activities of feudal superstition obstruction of social management order" violations of Article 164 the provisions, but according to the original < rule > only in disrupting production, work, social life order The case to be disciplinary treatment, in other words, alone make the feudal superstition, organize or participate in the activities of feudal superstition of, does not constitute a violation. Which is not consistent with the requirements of our party's political party. > < new regulations in this change is, superstitious activities on the political discipline, increase the Article 58, is the organization of Party members, in superstitious activities included in violation of the negative list of political discipline deserves punishment, which and Party members should adhere to the correct political principle, political standpoint and viewpoint is consistent. 14 the second question about organization and discipline violation behavior of democratic centralism is our The party's fundamental organizational system. < New Regulations > Chapter 7 "in violation of the behavior of organizational discipline punishment" mainly for violation of democratic centralism, contrary to the "four obey the discipline behavior for source classification rules. Increased not in accordance with the relevant provisions or requirements to the organization for instructions to report on major issues; do not report truthfully report about personal matters; falsify personal archives; hide before joining the party serious mistakes; leading cadres in violation of the relevant provisions of the organization, will participate in the spontaneous formation of the old Xiang, Alumni Association, comrades in arms; to obtain illegal country residence abroad or foreign nationality, illegal for private frontier Documents such as discipline terms. (1) on the report truthfully report personal matters in 2010 the Central Committee of the Communist Party of China office, office of the State Council introduced < provisions on issues related to the leading cadres to report personal >, is clear about the request, deputy division level and above leading cadres should truthfully report changes in my marriage and spouse, children, moved to the country (territory), practitioners, income, real estate, investment and other matters, for failing to report, do not report, concealed and unreported, according to the seriousness of the case, giving criticism and education, and to make a correction within a time limit, shall be ordered to make a check, the commandment Jiemian conversation, informed criticism or jobs, free Post processing, constitute violations, in accordance with the relevant provisions shall be given a disciplinary sanction. But since the original < Regulations > and there is no corresponding specific terms, the violation of the regulations, do not report, as a false report about personal matters, there is no corresponding disciplinary action terms, in practice it is difficult to operate. In this regard, in order to solve is not reported, as a false report about personal matters 15 asked censure, the new < Regulations > add the Article 67 of violation of personal matters related to reporting requirements, report truthfully report the clear punishment basis, making this kind of violation behavior is no longer free drilling for Exhibition on matters of personal checks to verify and supervision of cadres, discipline review provides a powerful discipline guarantee. (2) about the illegal organization, to fellow, alumni, friends of the war will < regulations stipulated in Article 68 of >, leading cadres of the party in violation of relevant provisions of the organization, will participate in the spontaneous formation of fellow, Alumni Association, comrade in arms to give the punishment according to the seriousness of the case. Here special needs note is three points: this provision for only the leading cadres ", reflecting the high requirements of leading cadres; second violation in 2002, the Central Commission for Discipline Inspection, the central Organization Department and the The relevant provisions of the General Political Department jointly issued the < off in leading cadres not to participate in the initiative to set up "the villagers would be" alumni "" comrades in arms organization notice >. That is to say, to the spontaneous formation of fellow, Alumni Association, comrades in arms will constitute the premise of discipline is a violation of the provisions of this. The notification specified, leading cadres are not allowed to participate in the spontaneous incorporation of fellow, alumni, between comrades association would like the organization and shall not bear the sorority Human and the organizer shall not hold the corresponding position in the sorority; shall not borrow machine woven "network" and engage in kiss sparsely, round and round the gangs, but not "align" "Jieyi Gold Orchid" behavior. The third is to emphasize here that shall be organized to participate in the initiative to set up the villager, Alumni Association, comrades in arms. The so-called 16 spontaneous was established mainly means without registration. Therefore, Party members include leading cadres in the normal range of fellow, alumni, comrades in the party is not a violation of the rules of Party discipline. The three problem about integrity violations discipline Lian Jie discipline has been eighteen years clean government and anti The focus of the work of corruption. This Ordinance to amend, honesty and discipline this biggest adjustment, the new content, most of which prescribed by the original < criterion of a clean and honest administration > 8 ban and 52 are not allowed into the basic this part. (1) the central eight provisions of the spirit and requirements into < New > in the regulations of the party's eighteen years, central resolutely implement the provisions of the eight and pay close attention to the node and intensive briefing, on public funds, private bus, public funds tourism, gifts of public funds, the big parade and lavish weddings and festive, illegal payment allowances and subsidies, illegal construction of buildings such as the original masses reflects the relatively strong, "four winds" problem of the Resolute rectification. But original < Regulations > to eat and drink, super standard reception and no clear and specific expression, new < rule > will implement eight Central provisions of the spirit of the problem increased to "clean cheap self-discipline" chapter, clear to exceed the standard, beyond the scope of the reception or borrow machine eating and drinking etc. some in violation of the provisions of the spirit of the eight central relevant persons responsible for punishment, once the violation will be according to the < rule > severely punished, binding, enhanced significantly. One is to add Article 87, about to obtain illegal, hold, and the actual use of the sports card, golf ball cards and other consumer card. Illegal access to private clubs made the punishment provisions. The second is increase the Article 97, has made provisions of the disposition of illegal self pay or 17 spamming allowances, subsidies and bonuses. The third is added to the Article 99, on violation of super standard, beyond the scope of the reception or borrow machine eat and drink to make the provisions of punishment. The fourth is to increase the Article 101, on the management of conference activities in violation of the provisions made sanctions regulations. The fifth is the increased Article 102, for violation of office space management provisions made the punishment provisions. Six is to split the original < rule > Article 78, formed article 98, Article 100 of public Models of tourism, violate the provisions on the administration of the use of discipline of the bus through the list of made a more detailed provisions, apply more operational. Seven is increased the article 96, in violation of the relevant provisions of the, to participate in public funds to pay for dinner, high consumption of entertainment, fitness activities and public funds to buy gift, send gifts to make the provisions of the disposition. On the violation of the central provisions of the spirit of the eight, in addition to > < new regulations into "violation of honesty and self-discipline" misconduct outside, is different with the original < Regulations >, revised < rule > clearly defined not only to disposition of the directly responsible persons, but also dispose of collar Guide responsibilities. (2) increased trading rights, use of authority or position influence as relatives and close to profit violation of the terms of the < New Regulations > absorption < clean politics several guidelines > the relevant provisions spirit, increase the "negative list, including trading rights, the functions and powers or duties of influence as relatives and staff around profit. Increase Article 81" mutual use of office or authority ring for each other and their spouses, children and their spouses and other relatives, around 18 personnel and other specific relationship between the people to seek benefits engage in trading rights, given a warning or serious warning Sanctions; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, shall be expelled from the party. Increase Article 82 "connivance, acquiescence to the spouse, children and spouse etc. relatives and staff around the effect of Party members and cadres personal authority or position for personal gain, if the circumstances are relatively minor, given a warning or a serious warning; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, the given Expelled from the party. Party members and cadres of the spouses, children and their spouses does the actual work and get salary or although the actual work but to receive significantly beyond the same rank salary standard, Party members and cadres informed fails to correct, in accordance with the provisions of the preceding paragraph. "(3) about the gifts, gifts misconduct from handling practices in recent years, engaged in official cadres received gifts, gifts problems more prominent. This has seriously affected the image of Party members and cadres, damaged the relations between the party and the masses, and is a hotbed of corruption, is really necessary for this kind of behavior to be disciplined. < rule > no on accepting gifts, gifts, Card consumption behavior to engage in simple "one size fits all", but the difference between the different separately. One is in accordance with the provisions of Article 83, accepting may affect the impartial enforcement of the official gifts, gifts, consumer cards to depending on the seriousness of the case shall be given disciplinary sanctions. That is to say, for may affect the fair execution of business gifts, gifts, consumer cards are not allowed to accept. 19 is in accordance with the provisions of Article 83, accepting was significantly higher than normal ceremony is still exchanges of gifts, gifts, consumer card to disciplinary action. This is new regulations that daily life is purely reciprocity, accepting the same thing, boys , fellow friends gifts, gifts, shopping cards, although and fair execution of business has nothing to do, also want to as the case shall be dealt with, the situation is obviously beyond normal reciprocity ". The so-called" reciprocity ", one is emphasizes the reciprocal in protocol. In other words is you to me how, I to you how, not only does not go. The second is to significantly exceeded the normal local economy level, customs and habits, economic capacity of individual gifts, gift value. Specific sanctions to according to the processing of a variety of factors to consider, as appropriate. The third is the root according to the provisions of Article 84," to Engaged in public service personnel and their spouses and children, children's spouses and other relatives and other specific relationship presented Ming Xianchao normal reciprocity of gifts, gifts, consumer card, if the circumstances are relatively serious, given a warning until probation. "In accordance with the above provisions, gift giving significantly beyond the normal reciprocity, giver constitute the discipline. (4) on illegal trading of stocks or of other regulations of securities investment < > Article 88 is engaged in punishment regulation of camp and activity in violation of the relevant provisions on. Among them, 3 will" buying and selling stocks or in other securities investment "column as one of disciplinary cases Out. First need to be clear, > < regulations did not change the provisions of the Ordinance. The ordinance of the provisions of the second paragraph of Article 77 provisions "who, in violation of the provisions of the sale of stocks" is one of the violation, and at the beginning of the first paragraph of this article "violation of 20 against the relevant provisions of the" textual representation of the repeat revision. In, just from the legislative technique removed the "personal" in violation of the provisions, content and not to change the original provisions. Need to clear is, "buy or sell a stock or of other securities investment" refers to violation of the relevant provisions refers to in April 2001, the Party Central Committee, the State Council promulgated the On the work of the party and government organs staff's personal investment in securities if dry provisions >. According to the provisions of Article 3, use of work time, office facilities, the sale of stocks and securities investment fund belongs to illegal behavior. The fourth question, about the violation of the masses of the disciplinary actions < new regulations > would violate public discipline behavior of a single set of a class of restored "three rules of discipline and eight note" in the discipline of the masses of excellent traditional. < New Regulations > Chapter 9 "to violate the masses of disciplinary action", mainly the destruction of the party's close ties with the masses of misconduct made provisions on disciplinary; enrich and perfect the super standard, beyond the scope of Xiang Qun < All to raise fund and labor, in for involving the public affairs deliberately, chinakayao, in social security, policy support, disaster relief funds and materials and other matters assigned any kind and affectionate friends, obviously unfair acts against the interests of the masses of the disciplinary terms; increase the terms not in accordance with the provisions of the public party provided, government, factory and village (neighborhood) provided etc. violation of the people's right to know the behavior of the discipline. The fifth issue, on the violation of work discipline violation of work discipline added "negative list, including Party organizations carry out strictly Main responsibility for poor discipline terms. (1) the new party organization comprehensive strictly the main responsibility of the party does not fulfill the 21 or perform poor disciplinary terms < New Regulations > has a lead people to pay attention to the new terms, that is, in chapter ten "on the violation of work discipline behavior punishment" increase in the one hundred and fourteenth "party fail to perform comprehensive strictly the main responsibility of the party or to perform comprehensive strictly the main responsibility for administering the ineffective, resulting in serious damage or serious adverse effects, to the person directly responsible and the responsibility of leadership and give a warning or serious warning. The situation is serious, giving removed from their party posts or on probation Punishment. "Here the changes. For the first time, the main responsibility write < rule >. (2) new shall report does not report or false reporting discipline shall increase the 117 bar" in the higher level units to check to inspect the work or report to the parent unit, work report of shall report the matters do not report or do not report, cause serious damage or serious adverse effects of, to the person directly responsible and the responsibility of leadership, to give warning or a serious warning; if the circumstances are serious, giving removed from their party posts or placed on probation. "For example, during the tour visits to the region, the unit Members the obligation to the inspection teams to reflect the true situation, to conceal not reported or intentionally to the inspection teams to provide false information, causing serious damage or serious adverse effects of, the person directly responsible and the responsibility of leadership should be in accordance with the provisions of < rule > Article 117 to give the appropriate punishment. (3) the new not granted in accordance with the provisions of punishment, not according to the provisions of the implementation of disciplinary measures 22 violation of the provisions of Article 115 "Party organizations have one of the following circumstances, the direct leadership responsibility. Probation: members were sentenced punished, in accordance with the provisions give disciplinary action or in violation of state law Rules of behavior should be given disciplinary punishment and dispose of; disciplinary punishment by decision or complaint review the decision made, not in accordance with the provisions of the implementation decisions on punishment of the party, position, rank, and the treatment of the matters; Party members subject to disciplinary action, not in accordance with the cadre management authority and organizational relationships of by dispose of Party members to carry out education and supervision of daily management. "What needs to be pointed out is," cliff "demoted with cars, housing, secretary problem, implementation is not a discipline and party posts and ranks treatment by the organization department is responsible for the implementation, with cars, housing by the logistics department is responsible for the implementation of, Ji Commission responsible oversight responsibilities. The six questions, about the acts violating the discipline of life "in violation of discipline of life behavior punishment", mainly to "four winds" problems and a serious violation of social morality, family virtue acts of misconduct made provisions on disciplinary, an increase of extravagant life, contrary to the social public order and good customs disciplinary terms. Worth mentioning is, > < Regulations in Article 150 about "adultery" "mistress (Cardiff) formulation in the new < rule > is removed, to expand the scope of Article 127 provisions" and others hair improper sexual relations, let face disciplinary action Wider more strict. Four, and earnestly do a good job in the < code > and < rule > implement system of life lies in execution. < code > and < Regulations > is 23 Party organizations at all levels of a strong constraint and all Party members follow. Learning and implementing the < code > and < rule > is party committees (party), commission for discipline, discipline inspection group), the majority of Party members and cadres of the common responsibility, must party caught together, the party one execution. () Party committees (party) and play and implement comprehensive strictly the main responsibility, pays special attention to the two party regulations learning cross penetration. One is to Adhere to the party constitution is fundamental to follow, and resolutely safeguard the authority of the Party Chapter. The second is to adhere to the problem oriented, to strictly political discipline and political rule moments in the first place. The third is to adhere to the discipline and rules quite in front must not allow the bottom line to break the discipline. The fourth is to seriously organize the study of propaganda and education, in the city party members to create a disciplined, about the rules of the strong atmosphere. (II) Commission for Discipline Inspection at all levels (Discipline Inspection Group) to an important basis for the revised two party regulations as, adhere to easily blame, strengthen supervision and enforcement And early method in combining Ji, increase accountability efforts. One is to two regulations within the party important basis, adhere to the party constitution duties, with strict discipline to maintain the constitution authority. The second is to adhere to high standards and keep the bottom line, adhere to Ji Yan in law and discipline, the discipline and rules quite in front, grasping grasping small, easily blame, comprehensive use of supervision and discipline of "four kinds of form" in the discipline embodies the strict requirements and care for the discipline, tighten up, Yan. According to discipline in accordance with regulations to carry out disciplinary review. Increase the violations punishment, clues can initiate an investigation on the trial of cases According to the discipline on the provisions of the proportion of processing and control manager maintains discipline. To focus on investigating non convergence, don't accept hand serious disciplinary violations at the same time, pay more attention to the general review of discipline 24 behavior, and gradually increase the lighter punishment. Four is to illuminate two party regulations, combined with the local district of the Department of party conduct Lianzheng to relevant laws and regulations system clean, timely research proposes to establish, change, waste release opinion, avoid conflict, and the fasten system of cage, and gradually formed not rot, not rot, not want to rot system and working mechanism. (3) the leadership of the party members and cadres should play an exemplary role. The rate of higher consciousness of the front of the Ordinance to lead practice self-discipline norms, leading to maintain discipline of seriousness and authority. One is the above rate, demonstration and guidance, take the lead in learning and mastering the < code > and < > the requirements and regulations, do the deep understanding, learning to use. The second is to play an exemplary role in abiding by discipline rate, take the lead in practicing self-discipline norms, firmly establish before the discipline are equal, the system has no privilege, discipline is no exception, and consciously do standards, require more strict measures more practical. Third is to consciously accept supervision, conscientiously participate in the democratic life and debriefing honesty responsibility, such as Real to the party organization to report personal matters, and to accept the supervision of the work and life of the normal, habits under the supervision of the exercise of power, to carry out the work. The fourth is to set an example for the strict enforcement of discipline. Leading cadres should take the lead in the maintenance of discipline of seriousness and authority, to dare to seriously, dare to struggle, dare to offend people, for misconduct not laissez faire, but do not indulge, not tolerate to ensure the party constitution of party compasses party put in place. (4) the majority of Party members and cadres to set high standards and hold the bottom line, consciously abide by the < code > and < rule >. One is to control the < standard > and < 25 cases >, tight Close connection with their own thoughts, practical work and life, efforts to solve the problems, to enhance the study and implement of the effectiveness and pertinence. The second is to establish a high standard and hold the bottom line, consciously in the self-discipline pursuit of high standards, strictly in the party away from the red line discipline, discipline, about the rules and know fear, distrust, the formation of the honor system, comply with the system, safeguard system of good habits. Regulations and discipline regulations of < < New Revision of the Communist Party of China clean fingered self-discipline criterion > and < Chinese Communist Party Disciplinary Regulations > is the Party Central Committee in the new situation to promote the comprehensive strictly root of the lift, the regulations of the party construction of keeping pace with the times. We should study and implement the Standards > and < > as the primary political task, adhere to the party constitution duties, adhere to the discipline of, Ji Yan in law, the full implementation of supervision and discipline accountability responsibilities for coordination and promotion "four overall" strategic layout in XX District vivid practice to provide a strong guarantee. - Si Jian Wu, and effectively enhance the implementation of the implementation of the < code > < > The consciousness of General Secretary Xi pointed out that the party is in charge of the party, to manage the party; strictly, it can cure good party. Criterion > and < rule > keep pace with the times is our party to form a new potential strictly rules, to deepen understanding of the ruling law, is a comprehensive strictly, and strengthen the supervision within the party important grasper. Criterion > closely linked to the theme of self-discipline, self-discipline intensity-modulated, focusing on morality, for the majority of Party members and cadres set to see, feel the high standard, show the Communists noble moral sentiment; District Ordinance < < rule > the constitution of discipline integration into a political discipline, organization and discipline, honesty and discipline, discipline of the masses, work discipline, discipline, emphasize discipline, focusing on established rules, to draw the party organizations and Party members do not touch the bottom line. Party committees (party) to effectively strengthen the study and publicize the implementation of the < code > and < rule > the organization and leadership of criterion > and < > a full range, multi angle, deep publicity, the formation of study and publicize and implement the boom, in order to consolidate the development of good political environment to create a positive environment and atmosphere. The majority of Party members and cadres to strict requirements, the < rule > and < Ordinance cases > as a guide to action and behavior criterion, adhere to the moral standards and discipline of the bottom line, to maintain the discipline of worship and awe, learning, compliance, and maintain party discipline and rules of the model. The discipline inspection and supervision organs and cadres to the < code > and < > as the deepening of the "three", and strengthen supervision and discipline of accountability is important to follow correctly grasp the use of supervision and discipline of "four types", promote the comprehensive strictly in new roots. Strict discipline, adhere to the discipline and rules quite in front of the enterprise in the implementation of expensive to implement to execute. The discipline inspection and supervision organs to implement the < code > and < Efforts to investigate cases > as an opportunity, adhere to the party should manage the party strictly, serious performance of their duties to promote two regulations implementation. Change discipline concept. From the simple "investigation of illegal" to a comprehensive "stare at violate discipline"; from the business case to prosecute the big cases and timely solve the signs of tilt to. From the orientation to the normal supervision; from the tube "minority" to resist the "most". Guide Party members and cadres to seriously implement the < code > and < rule >, consciously abide by the political, organizational, honest people, work, life six discipline. Urge the leadership cadres sent to play an exemplary role, take the lead in strictly enforced. Relaxation and rest Strong wind is Su Ji, closely linked to the "four winds" prone to multiple, the masses reflect the strong important nodes and, glued to the four winds "new form, new trends, seriously investigate and deal with violations of the central eight provisions of the spirit, to increase the bulletin exposure intensity, the formation of Chajiu" four winds "loudly, continue to release and discipline must be strict signal. At the same time, extended supervision tentacles, through the development of the rural and fishery party conduct Lianzheng construction inspection, issued in a timely manner, Chajiu occurred in grassroots side of corruption and unhealthy, and earnestly safeguard the interests of the masses and social stability. The creativity and discipline. Grasp and make good use of the supervision and discipline of" four types ", to ensure the Promoting clues to lots of discipline and the law of the vacuum tube, strict together. Not only to the "less" and "very few" thorough investigation severely punished, but also the "most" to maintain zero tolerance trend through layers of conductive pressure, let the discipline about the rules for each party members and cadres consciously follow. At present, it is necessary to implement the "list" management, strictly follow the clues to the disposal of five standards, make the classification of disposal, dynamic cleanup. Zadok Party committees at all levels to implement the main responsibility, comprehensive use of disciplinary action and tissue processing and other means to effectively curb the commonplace, used to see do not blame the "small problem", not because of "practice" and "exception". Prominent Discipline characteristics, the problems of violation of discipline and rules into the focus of supervision and discipline and disciplinary review. At the same time, increase case double check the intensity, the serious problems of discipline violations or "four winds" ban but not absolutely, not only to be held directly responsible, but also held leadership responsibility; not only to pursue studies the main responsibility of the Party committee, and to pursue Commission for Discipline Inspection and supervision responsibilities and promote accountability to become the new norm. The implementation of supervisory responsibility. Maintain < code > and < rule > the seriousness and authority of the discipline and rules and truly become the party's ruler. Discipline as supervision within the party the specialized agency, we must strengthen the responsibility to act, adhere to the Impartial discipline accountability, earnestly will be strict discipline, discipline must be punished, and severely punish the acts in violation of rules and regulations.