Summary of the work of the company's business department 5 1 First of all, thank the leaders and colleagues in the institute for their trust and affirmation of my work. At present, China Construction Survey Institute mainly focuses on market operation, and its main job is to assist the minister in charge of the department of market operation; Collect and analyze market information; Prepare and check the annual production and operation plan and quarterly production plan of the survey institute; Assist other departments in bidding; Assist the director of marketing project department in project negotiation, contract signing and settlement.
It can be said that the importance of the marketing project department determines the triviality and complexity of daily work. At present, only X and I are responsible for the main work. In the face of more than one year 100 engineering projects and more than 30 subcontracted projects, the workload can be imagined.
As a member of the market project department, I know the importance of the market project department in market development and management, project plan control, contract fee collection and so on. In order to make my business level more in line with the requirements of the department, I have focused on the following aspects:
First, strengthen the study of relevant knowledge to meet the professional requirements of the production project department as soon as possible.
In order to do my daily work well, I first strengthen my business study in my spare time, including the study of survey professional knowledge and the study of relevant laws and regulations. While humbly asking my colleagues around me, I consciously bought a lot of relevant learning materials and studied hard in my spare time. I know that as a production and operation worker, there is no way to negotiate business with Party A without excellent professional knowledge theory. In addition, I also paid attention to the collection of laws and regulations related to the actual work in peacetime, such as the Contract Law, the Bidding Law of People's Republic of China (PRC), and the Bidding Measures for Survey and Design of Engineering Construction Projects, so as to know the law and know the law when preparing contracts and bidding for projects, and to avoid the losses caused by contract terms to the survey institute to the maximum extent.
Second, seriously improve the process and standardize daily management.
Because there is no special person to manage contracts, qualifications, contract seals, etc. Before, I made a series of improvements in this area this year. First, I have formulated the seal management system and qualification management system, standardized the stamping, borrowing and qualification borrowing of contract seals at ordinary times, and made relevant forms such as contract seal use registration form, contract seal borrowing registration form and qualification borrowing registration form.
In view of the frequent borrowing of contracts at ordinary times, I have copied all contracts since 20xx and bound all copies of contracts into a book at the end of the year, which not only facilitates other departments to find and use contracts, but also avoids the loss and damage of daily contracts.
Third, strengthen contract registration management and cost statistics.
By the end of 20xx65438+February, the Survey Institute * * * had signed more than 0/00 contracts/kloc-and more than 30 subcontracts. In order to register these contracts, I insist that the contracts of the day must be registered and the forms of the day must be completed on the same day, which can effectively avoid the accumulation of too much work at hand. In addition, I submit production statistics to relevant departments and leaders on time at the end of the month and at the end of each quarter, so that leaders can have an accurate understanding of the current month and quarter.
Four, actively participate in the bidding and filing work.
In production and operation, bidding is also one of my important work contents. In the past year, I have done a lot of bidding organization and coordination. By the end of 65438+February 65438+March, I * * participated in the bidding project of 16 and filed 8 projects, which contributed to the market development of the survey institute.
Five, actively carry out contract fees.
Up to now, the contracted amount of 20xx Survey Institute is more than 80 million yuan, but the charging situation is not optimistic. Faced with this situation, I actively cooperated with the competent leader, actively communicated with Party A according to the terms of the contract, and strived for it with all my strength. At present, I have recovered a large part of the project funds, reducing the pressure of the annual charging task of the survey institute. As for the contract arrears, I have carefully and thoroughly sorted out and counted the debts left over from the past years, regularly confirmed the amount of arrears with the defaulting unit, established a dynamic debt settlement ledger, and clearly recorded the project arrears to ensure effective legal evidence for future recovery.
The above is what I have done in the production and operation of 20xx, and I can't do without the help of my leaders and the support of my colleagues. Finally, I would like to thank the leaders and colleagues of the Institute for their trust and affirmation. I will continue to improve and improve in my future work, and strive to make more contributions to the development of China Architectural Survey Institute.
Work summary of the company's business department. Under the correct leadership of the municipal company and business departments, and with the joint efforts of all employees, the second town oil depot receives and unloads gasoline and diesel vehicles throughout the year, with a throughput of 10,000 tons. Although the throughput has decreased compared with previous years due to the shortage of international resources, the oil depot has always implemented the policy of "prevention first, safety first" and the principle of paying attention to safety management, and successfully completed various tasks assigned by superior leaders.
First, the guiding ideology of oil depot for 20xx years
_ Town Oil Depot plans to sign the "Safety Management Target Responsibility Letter" with the Operation Department at the beginning of this year. According to the televised speech on safety production of the Group Company in July, all work in the oil depot was carried out in an orderly manner, the spirit of the safety production meeting of the Group Company was seriously implemented, various safety policies and systems were strictly implemented, and hidden dangers were strengthened. There are no accidents in the whole year, and the accident rate is zero, so as to ensure that no liter of unqualified oil is delivered from the warehouse.
Two, strengthen the safety management of oil depot and ideological education of workers.
Safety management is the most important work in oil depot management, and it is also the premise of all work in oil depot. Failure to do a good job in safety equals zero, so we put safety management in the first place. Oil depot shoulders the heavy responsibility of receiving, unloading, storing, transporting and sending goods, which can be described as the heart of the operation department. The safe production of oil depot is the basis of all activities of oil depot and the survival and development of the whole petrochemical enterprise. Safety work can only be strengthened but not diluted. Since the employees of oil depot 10 changed their identities according to the requirements of their superiors last year, their thoughts fluctuated greatly, which made the safety management and production of oil depot more difficult. These unsafe conditions have a great impact on the safe production of oil depots. To this end, we often organize employees to learn, strengthen ideological education, such as safety first, prevention first, comprehensive management of all staff, ten prohibitions, etc., educate employees to operate according to the rules and regulations of each post, analyze the causes of accidents with typical accident cases, enhance employees' safety awareness and sense of responsibility, and let employees understand that these rules and regulations are all summed up by the lessons of others' blood and long-term practice. Petroleum products are flammable and explosive. Once an accident happens, the consequences are unimaginable, and the direct victim is ourselves. Illegal operation is equal to self-injury, and illegal command indirectly hurts others. Through these methods of combining ideological education with work, employees are deeply aware of the importance of safety, and at the same time, new workers are educated at three levels and regular full-time fire fighting is held. Ten sets of simulation drills of flood control plans such as earthquake prevention and accident prevention enable each employee to master the use of fire fighting equipment and fire fighting essentials, and lay a good foundation for the basic training in the "three basics" work.
Third, strengthen quality management and maintain corporate image.
Quality is the life of an enterprise. Although _ Town Oil Depot receives and unloads a small amount a year, our quality work is always carried out in accordance with the Product Quality Law of People's Republic of China (PRC) and the Quality Management Measures of China Petrochemical Group Company. We adhere to the principle of quality first and efficiency first in practical work. Starting from this year, all oil depots will be delivered directly by Nanjing Refinery. Although the quality of oil can be guaranteed, we still don't let go of every car and train. After each tanker arrives at the parking lot, we first check the car number, product name and tonnage, test the physical and chemical indicators in groups, and seal the oil samples for future reference. It can only be put into storage after it is qualified. For the oil cleaner issued by the company, we add it in strict proportion to ensure the quality of the oil. In the process of receiving, unloading and rotating, we unswervingly specialize in pumps, tanks and pipes. If the quantity of oil is insufficient and the quality is unqualified, it will not be put into storage, so as to ensure the reputation and good image of petrochemical enterprises and safeguard the interests of enterprises and users.
Fourth, strengthen equipment management to ensure good equipment performance.
The equipment in the oil depot has been used for more than ten years, and most of the equipment has faults, leaks, abnormal sounds and other phenomena to varying degrees. The quality of equipment is also an important factor that directly affects the safe production of oil depot. If the equipment fails, it is equivalent to planting an untimely bomb, and accidents may occur at any time and anywhere. In order to ensure that the equipment is in good condition, we adjusted the members of the equipment leading group at the beginning of this year and formulated relevant rules and regulations. All the equipment is contracted to every employee, and the responsibility lies with everyone. This year, relevant personnel were organized to comprehensively repair and maintain three oil pumps, a vacuum pump, a deep well pump, a fresh water pump, a foam pump, a 12 oil receiving crane pipe, and nearly 200 valves and flanges in the oil depot. About 300 asbestos pads were replaced and all equipment files were established, which laid a good foundation for the basic work in the "three basics" work.
Fifth, intensify the rectification of hidden dangers to ensure the safety of oil depots.
In order to ensure the safe production of the oil depot, we immediately rectify the hidden dangers of the oil depot that can be rectified in time, report them in time if they cannot be rectified in time and take preventive and monitoring measures. In _ _ _, we mainly rectified the following hidden dangers:
1, transformation of oil-water separation tank in horizontal tank farm
2. Add 5 groups of potential connections for railway trestle.
3, gasoline and diesel pump three times to replace three pairs of oil machine seal.
4. Asphalt is laid on the tank foundation of four three-dimensional tanks.
5, three-dimensional irrigation area, metering irrigation area firewall repainted.
6. Replace aluminum alloy doors in the oil pump room and aluminum alloy doors and windows on the oil delivery platform.
7. Ten groups of lighting renovation of railway trestle.
8. All the four-eye valves and Fallan in the warehouse are bridged.
9. Four pump couplings in the oil pump room are equipped with protective covers.
10, all roof thermal leakage, etc.
During the rectification of hidden dangers in the oil depot, we should strictly follow the relevant operating procedures, such as giving safety education to the construction personnel before hot work in the oil depot, and reporting the hot work report, preventive measures and safety agreement to the company leaders in writing. During the construction period, there are records of attendance monitoring of cadres and on-site monitoring of employees. Construction personnel are not allowed to start construction until they see the hot ticket of the day, and construction is not allowed when the oil depot is handed over, and the wind force exceeds level 5. This series of safety measures ensures the safety of construction.
Intransitive verbs strengthen "three basics", oppose "three violations", grasp rectification, ensure safety and implement hse system.
Taking the opportunity of carrying out the 100-day safety and accident-free activities, organize all employees of the oil depot to seriously study the materials of the 100-day safety and accident-free activities, effectively raise the awareness of leaders and employees at all levels on the importance of safe production, focus on strengthening the "three basics" and "three violations", ensure safety, fully implement the responsibility system for safe production, intensify the rectification of hidden dangers, prevent and eliminate accidents to the maximum extent, ensure the safety of the oil depot and implement the hse management system. Improve and enhance the level of safety management, consolidate safety management, ensure the smooth realization of safety management objectives, mobilize all employees to participate in the comprehensive and detailed identification of on-site hazard factors, and form an atmosphere of learning and implementing hse safety management from ignorance to understanding and from ignorance to proficiency.
The busy 20xx year is over. In the past year, under the great attention and correct leadership of the company's leaders, with the strong support and close cooperation of the company's functional departments and subordinate units, the business department earnestly implemented the company's relevant regulations and decisions, strived to improve its professional quality, promoted the standardization of departmental housekeeping management, fully cooperated with the company's decision-making, actively expanded various business management work, and successfully completed the task target of 1 billion yuan issued by the company in 2000. On behalf of the business department, I would like to make a summary of this year's work:
I. work briefing in 20xx
In order to achieve the business goal of 20xx 1000 billion, just after the Spring Festival, our business department made a detailed and specific plan and division of labor based on the actual situation. The responsibility lies with people, strive to improve the professional level and sense of responsibility of employees in this department, firmly grasp the people-oriented principle, give full play to people's enthusiasm and creativity, conscientiously sum up experiences and lessons, analyze and communicate regularly, find problems and deficiencies in time, and put forward effective adjustment plans. In the past 20 years, we have been constantly exploring and changing the contact order and quotation skills in view of the changes in the market. At the same time, we also focus on the characteristics of high mobility, which means that we should use our brains and strive to achieve the goal of 10 billion yuan.
Over the past year, the Division has always adhered to the concept of "active participation and serious treatment" and the purpose of "ensuring that the bids are not scrapped and striving for multiple bids", made good preparations for bidding and seriously participated in every bidding project. Since the beginning of this year, * * * has participated in 458 bidding projects and won 33 bids, with a total bid price of 1 1565438. 75%。 Eight bids were scrapped, a decrease of 38% compared with last year. 46%。
Judging from the number of winning bids, among the 33 winning projects, Company X won the bid 14, accounting for 42.42%. Others won the bid 19, accounting for 57.58%.
From the perspective of project cost, among the 33 winning projects, the cost of Company X is 494.5 million yuan, accounting for 42.93%. The expenses of other successful bidders are 657.39 million yuan, accounting for 57.07%.
In terms of engineering category, the cost of 14 construction project is about 753.83 million yuan, accounting for 65.44%, and the cost of 19 municipal highway project is about 398.06 million yuan, accounting for 34.56%.
Housing construction projects mainly include the X resettlement house plot C project, with a bid price of 62.23 million yuan; X building and basement project, the bid price is 5610.9 million yuan; X project, the bid price is 209.39 million yuan; Project X, the bid price is 23.45 million yuan; X resettlement house, the bid price in X is 6.5438+0 million yuan; X, the bid price is 6.5438+0.9395 million yuan;
Municipal and highway projects mainly include project X, and the bid price is 3859. 430,000 yuan; Project x, the winning bid 1040. 004 1 ten thousand yuan; Project X, the bid price is 23.77 million yuan; X municipal engineering, the bid price is 90 million yuan; Provincial X project, with a bid price of 99.85 million yuan; In the X project, the bid price was 70.74 million yuan; X road reconstruction project, the bid price is 67.58 million yuan; X road municipal engineering, the winning bid amount is 8557. 98.78 million yuan.
In terms of business expansion scope, this year, a new X branch was added for filing and participated in project bidding. At present, X is being established, and X is negotiating a contract. We will further expand the construction market outside the port, especially in some coastal provinces and cities. The market competition is becoming more and more fierce. In order to survive and develop in the long run, we must increase the market share of the company.
Although the business department successfully completed the task indicators issued by the company in 20xx, we clearly realize that there are still obvious problems in the work of the business department due to our species. For this reason, some projects missed the opportunity. If some projects are rejected, they will not win the bid or cause great economic losses. It has brought about the loss of performance and company benefits. We must profoundly review these problems, draw lessons and accumulate experience, constantly improve the overall comprehensive business level of the operation department and avoid some controllable low-level mistakes. Therefore, in 20xx, our department will pay attention to the team building of departments, the cultivation of talents, carefully analyze the situation, sum up experience, improve its comprehensive quality, strengthen communication and cooperation with partners, more effectively improve its bidding ability and complete its own business level.
Second, rational planning, target decomposition and responsibility implementation, improve efficiency, innovate mechanisms, improve systems, and strengthen scientific management of details.
The main work of the business department is to participate in the bidding of construction projects, the analysis and control of bidding project costs, and a series of work contents such as local filing, preparation and completion of temporary tasks assigned by branch leaders. The operation department is the leader and operator of enterprise management.
As the first link, the effectiveness of the operation department directly affects the company's benefits. In order to shoulder the heavy responsibility, our department has taken the following measures according to the actual work and human resources:
1, reasonably divide the work content, strictly implement all the work to every employee in the operation department, and achieve the goal decomposition responsibility to people.
2. Combining the characteristics of young employees and lack of practical experience in our department, employees are required to learn relevant national laws and regulations, learn typical cases of bidding, learn experience and skills, and comprehensively improve their business ability.
3. Inspection of bidding documents: We adopt self-inspection and mutual inspection. Before the bidding documents are bound, everyone should check each bidding document one by one, correct the problems found in time, and ensure the qualification rate of bidding.
4. In recent years, the state has issued a series of relevant documents to standardize the bidding work, and the bidding work has become more and more standardized. Therefore, according to the particularity of the bidding business, the operation mode of the company and the current reality, our department has made the "bidding system", "deposit application and refund system", "engineering information tracking system" and "budget analysis system" based on EXCEL spreadsheets by scientific methods, which greatly improved the work efficiency. With the start of the information platform construction of the group company, our department will make by going up one flight of stairs in the scientific management of the bidding business.
Third, look to the future, strengthen confidence, forge ahead and create new achievements.
At the beginning of the new year, we look to the future and strengthen our confidence. After 20xx years' efforts, we have realized and completed the bid winning plan of 1 100 million yuan. In the new year, we should continue to expand our business, strive to achieve the business indicators issued by the company, and make full preparations for the plan to complete the bid-winning project of 2 billion yuan in 20xx. Details are as follows:
1. Strengthen departmental management, learn from 20xx years' experience and lessons from mistakes, and improve the comprehensive quality and professional level of employees.
2. Stabilize the staff of the department, keep abreast of the mental state and working state of the staff of the department, and actively communicate and coordinate the handling. Because of the high turnover rate of department personnel, other personnel and the overall image of the company will be affected. Only a stable talent structure is conducive to the long-term development of the company.
3. Strengthen team spirit. Undeniably, the achievements of the operation department in one year cannot be separated from the cooperation of all departments of the company.
4. Strengthen business channels and make full and rational use of company resources. Pay attention to and collect information about engineering investment projects in the province, and actively expand the bidding channels for projects in the surrounding areas outside the province.
5. Find excellent partners to join us. Strengthen communication and cooperation with partners and brother units, and collect business information in time. On the basis of stabilizing the existing business sources, we should cultivate our own bidding competitiveness, learn from various aspects, collect information and improve the winning rate.
In short, in 20xx, our business department should lead by example, be the vanguard of the company, and make every effort to contribute to the development and prosperity of the company. The operation department will continue to strengthen communication, unite and cooperate, continue to carry out the company's business on the basis of multi-win, conscientiously implement the contents and indicators of various management work, strengthen the initiative and responsibility of work, and advocate unity, cooperation and dedication with the business philosophy of "honesty and respect contracts, casting fine products, cultivating talents and making friends" and the business strategy of "based in Quanzhou, rooted in Fujian, moving towards the whole country and rolling development".
Finally, once again, I would like to thank the company leaders for their love for me and my department, and all my colleagues for their understanding, support and tolerance of my work. I wish everyone year of the snake good health, all the best and a happy New Year!
Summary of the work of the company's business department: Part I: How dealers should face unfamiliar markets.
Distributor is the most important link connecting manufacturers, products, final consumers and target markets. For manufacturers, everything is cost except sales volume. In real life, some production enterprises have their own marketing chains, but more enterprises will choose dealer channels: first, for cost; Second, in order to maintain stable profit growth; The third is to ensure the effective maintenance of the brand.
As far as I know, our company is mainly engaged in electronic technology home products. At present, it is mainly engaged in the Beijing-Tianjin-Hebei market, which was established less than five years ago. But I think whether an enterprise has room for development and whether to evaluate its strength is not the time when the company was established, but the strategic direction. Mengniu Group has only been in the local area for ten years from its establishment to the completion of the leap-forward process of dairy industry leaders, and there are only four magic weapons: self-confidence, direction, system and innovation. So a brief understanding of our company's products, I think there is no problem with our products, not only no problem, but also good cost performance. If the products we sell are completely qualified and have a successful precedent in the international market, we should be confident to make products and ignite the fire of hope in the silent wasteland.
In view of my shallow experience in marketing, I have the following ideas. I hope I can communicate with the leaders today and get their criticism and suggestions.
First of all, vigorously evaluate the market capacity and market expectation of products. We don't know much about Qinhuangdao market, so I had to spend the night in Li Mingming before selling many products. So the first thing to do is to search for information, integrate resources and evaluate the market. Know yourself and know yourself, and you will win every battle.
The second part: I hope everyone will be prepared for a protracted war. Including the whole market of Qinhuangdao, it takes time and continuous efforts. When our customers choose products, our competitors are also competing for customer resources. In addition, our work in Qinhuangdao market belongs to the early exploration stage. Freezing for three feet was not built in a day, nor was it built in a day. In short, if a brand wants to fully enter the market, it must be prepared for a protracted war.
The third part: get through the channels to understand the marketing model and selling point of similar products in the same industry. After the comparison, you can ask and answer questions in the process of discussing with customers in the future. In order to realize everything we say, we can talk about the customer's heart. Through hard work, our business negotiations are ready and we come back with a smile. So I hope my future work will get better every time.
The business department of the company was formally established in May 20xx. Under the unified leadership of the company and the coordinated support of various departments. The operation department completes the contract management, pre-settlement work, material procurement and site management of the annual contracted project. So that the work of the Department can proceed smoothly. Details are as follows:
I. Revision of the contract
The original contract mode is aimed at the internal contract of the head office and cannot adapt to the new construction team. On this basis, on the basis of summarizing the original contract, the business department has formulated a new contract model by consulting a large number of contract models.
Second, the project plan and completion
The bar street project in the first half of the year also includes indoor and outdoor decoration, installation and outdoor landscape engineering. It must be completed on May 1 day after receiving the notice from the Xiangjiang Scenic Belt Command. Bar street project is an adjacent street project, with many construction teams, narrow space, tight construction period and heavy tasks. Therefore, according to the specific situation of the project location, it is very important to adopt a scientific and reasonable scheme in the project implementation. At the same time, re-compile the overall construction plan. Need to prepare monthly construction plan and ten-day construction plan. In order to refine the construction projects and procedures. Guide production scientifically and reasonably, uniformly allocate manpower and machinery, raise funds reasonably, and ensure that engineering materials are in place. Make the project construction work go on normally. At the same time, according to the site construction situation and external factors, adjust the plan in time and feed back the information to the decision makers. Make the project construction plan proceed in an orderly manner and ensure the project is completed on schedule.
In the second half of the year, there will be a lot of work time for the completion acceptance and settlement of the Bar Street project. The company's office has done a good job in the preliminary preparations for the renovation and China project. When our department was short of manpower, our department worked overtime to overcome all difficulties and completed the preliminary work of office decoration Project and Huadi Project as scheduled according to the requirements of decision makers. The Hedong scenic belt project and the CPPCC reconstruction project are all participated by our department.
Third, the pre-settlement project
1. Accuracy of pre-settlement work: Ensuring the accuracy of pre-settlement work is the premise of pre-settlement work. No matter how difficult the pre-settlement work is, our budget staff always put accuracy first. Our personnel should settle accounts in strict accordance with contracts, regulations, drawings, visa forms, etc. And re-check the authenticity and timeliness of the visa form. For some unclear issues, before entering the project settlement, we should communicate with Party A on behalf of the construction party for review. The audited office decoration project decreased by more than 30,000 yuan. Facts have proved that as long as professional ethics are strictly observed, some water can be squeezed out of the settlement.
2. Work efficiency of pre-settlement: Our department strives to improve work efficiency on the premise of ensuring work accuracy. This year, our department completed the settlement and financial evaluation of Renmin North Road, which increased by 340,000 yuan on the basis of the original settlement.
3. Completion of pre-settlement: In 20xx, according to the requirements of the Head Office, our department completed the settlement preparation of 27 million yuan for the bar street project in Hexi Scenery Belt as scheduled. Complete the compilation of the settlement of 2.87 million yuan for the road drainage project in 99 Huadi Community; At the same time, the CPPCC reconstruction project and Hedong scenery belt project are preliminarily budgeted.
Four. Suggestions for future work
1. Strengthening the consciousness of cost control of site management personnel, standardizing and perfecting the site data are beneficial to the settlement and cost control of our department. Settlement is usually based on as-built drawings, design changes and engineering visas. When the construction unit submits the settlement data, it often only submits the favorable part, and the data of the project cost reduction part can only rely on the data registration and record of the project site. I hope that the on-site project management personnel can pay special attention to such changes or visas and give our department tips.
2, improve the project construction agreement, reduce the materials in the process of construction, engineering pricing wrangling. Because there are many new projects in the company, and most of them are settled according to facts, if this aspect is not clear, it will affect the progress and accuracy of settlement.
3. Gradually improve the company database to provide a basis for the company's construction and decision-making. With the completion and settlement of various projects, our company has some empirical data of engineering projects for reference of newly started projects, and our department is also aware of the preciousness of these data. Next year, we will spend time sorting out the settlement data of completed projects and establish our database of economic indicators and consumption indicators.
Strengthen the cost management, safety management and quality management of engineering construction, and establish and improve various management systems and post responsibilities.