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# 四步创业法

虽然失败的创业各有各的原因,但是成功的项目总有一些普遍性的规律。这期音频要讲的这本书——《四步创业法》就讲述了一套创业方法,那就是以客户发展为核心,建立可试错、可重复的创业步骤。这本书提出的创业方法包含四个重要步骤,分别是客户探索、客户检验、客户培养和组建公司,每个步骤都可以拆分为四个环节,所以这本书叫做《四步创业法》。这本书的作者史蒂夫·布兰克是硅谷资深的创业家,他先后创办过八家企业,并且担任多家公司的董事和创业顾问,有很丰富的实战经验。

我们主要分享三个重要的观点:第一个观点,创业的毁灭之路是传统产品开发方法,创业的顿悟之路是客户发展方法;第二个观点,客户发展的核心思想是寻找天使客户,并完成从天使客户到主流客户的过渡。天使客户是创业产品的早期支持者,可以说是创业成败的“胜负手”;第三个观点,创业公司向成熟企业转变的最后一步是组建公司,这里的组建公司并不是注册公司的意思,而是组建成熟的现代企业架构。这个转变最大的挑战是既要摆脱创始人个人英雄主义的模式,又要保持创业公司的灵活性和创新活力。
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第二个方法,是要保持公司各部门的快速反应能力。组建公司,就意味着设立各种职能部门。当各职能部门确立了自己的目标以后,提高它们的反应速度就变得尤为重要。作者提出,可以把握两条原则——分权决策原则和 OODA 原则,也就是四个英文字母,OODA 。其中,分权决策原则,指的是改变以往的扁平化模式,建立垂直式管理模式,把权力充分下放到各部门,让各部门能够根据客户、市场的变化情况快速做出反应。OODA 原则最早来源于军事战争,后来被用于商战,指的是观察、判断、决策、执行,它强调要充分观察各部门的信息,保持判断、决策和执行的高效,整个过程都要尽量缩短时间。巴顿将军曾经说过,今天能够彻底执行的计划,远胜过明天的完美计划,意思是要抢夺时间。对于现有市场的公司,要跟竞争对手抢时间;对于新市场的公司,要跟现金流抢时间。

第三个有效的方法,是要培养员工的主人翁精神。这里我们举个例子,美国西南航空公司的成功法宝之一,就是靠敏捷的企业文化和全体员工的主人翁意识。它提出“员工第一、顾客第二”的口号,非常强调员工的主体地位和个人价值。比如,西南航空会把员工的名字刻在特别设计的飞机上;公司高层的决策信息都通过内部刊物告知每一位普通员工;员工得很到很大的授权,可以在工作中见机行事,不必请示上级。这样的企业文化激发了员工的主动性,使他们高效地工作,实现了西南航空公司快捷服务的目标。比如,其他航空公司的地勤人员一般需要几个小时才能完成起飞前的准备工作,而西南航空公司的地勤人员只需要25分钟
第三个有效的方法,是要培养员工的主人翁精神。这里我们举个例子,美国西南航空公司的成功法宝之一,就是靠敏捷的企业文化和全体员工的主人翁意识。它提出“员工第一、顾客第二”的口号,非常强调员工的主体地位和个人价值。比如,西南航空会把员工的名字刻在特别设计的飞机上;公司高层的决策信息都通过内部刊物告知每一位普通员工;员工得很到很大的授权,可以在工作中见机行事,不必请示上级。这样的企业文化激发了员工的主动性,使他们高效地工作,实现了西南航空公司快捷服务的目标。比如,其他航空公司的地勤人员一般需要几个小时才能完成起飞前的准备工作,而西南航空公司的地勤人员只需要 25 分钟
借鉴这样的经验,作者提出,创业公司应当倡导员工在合理范围内享受最大的自由空间,确保他们能够主动承担责任,而不是被动接受工作。公司管理团队要设法及时收集到一线运营的信息,在工作下达时,只把控大概方向,具体实施细节由员工自主决定。管理者的主要精力应该放在协助员工完成工作目标上,而不是干预具体的工作环节。

借鉴这样的经验,作者提出,创业公司应当倡导员工在合理范围内享受最大的自由空间,确保他们能够主动承担责任,而不是被动接受工作。公司管理团队要设法及时收集到一线运营的信息,在工作下达时,只把控大概方向,具体实施细节由员工自主决定。管理者的主要精力应该放在协助员工完成工作目标上,而不是干预具体的工作环节。
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这里再举个例子,引爆点策略的一个典型表现是 Facebook 的崛起。Facebook 面向的是新市场,当时人们还没有使用社交网络的习惯,主流市场的需求是需要培育的。Facebook 最初从哈佛大学校园里起步,可以说哈佛大学的学生形成了 Facebook 的天使客户群体。由于哈佛大学是高校的翘楚,哈佛学生的消费行为很快就被常春藤各大高校所效仿,Facebook 的热潮开始蔓延到很多大学校园里。随后,大学生上社交网站的新潮流又影响了社会人士,让 Facebook 收获了病毒式的传播效应。Facebook 通过少数关键人物的影响而引爆了整个市场。

现在我们就讲完了这本书的第二个观点,客户发展的核心思想是寻找天使客户,并完成从天使客户到主流客户的过渡。天使客户是创业产品的早期支持者,从天使客户扩大到主流市场,需要跨越技术接纳的鸿沟。


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[中文版本](./README.md) | [English Version](./README-en.md)

# [Awesome CS Books Warehouse](https://parg.co/UpB)
# [Awesome CS Books](https://parg.co/UpB)

`Copyright © 王下邀月熊` [![Awesome](https://parg.co/UvS)](https://parg.co/UpB)

[Awesome CS Books Warehouse](https://parg.co/UpB)[Awesome-Coder](https://github.com/wx-chevalier/Awesome-Coder) 系列的重要组成,笔者阅读/收集的优秀计算机科学与技术领域相关的书籍归档,以 {年份}-{作者}-{书名}-{版本} 方式命名文件,同时收集关于书籍的读书笔记,书籍的 PDF 链接会放置于读书笔记的首部。
[Awesome CS Books](https://parg.co/UpB)[Awesome-Coder](https://github.com/wx-chevalier/Awesome-Coder) 系列的重要组成,笔者阅读/收集的优秀计算机科学与技术领域相关的书籍归档,以 {年份}-{作者}-{书名}-{版本} 方式命名文件,同时收集关于书籍的读书笔记,书籍的 PDF 链接会放置于读书笔记的首部。

阅读书籍永远是最为系统的学习方式,能够帮助我们缓解过于碎片化带来的技能不连贯性与片面性;本仓库以 IT CS 相关书籍为主,同时也会包含一些著名的、有价值的公开课程,对于书籍归档的原则请参考笔者的 [IT 知识图谱与技术路线](https://wx-chevalier.github.io/home/#/perspective)

为了保持对于原作者的尊重,目录条目中的链接都指向了发布网站/版权网站,所有非开源/非免费书籍皆以 :moneybag: 标识;笔者也使用 Git LFS 将部分书籍的 PDF 版本存放在了仓库目录下,方便读者取阅。**需要声明的是,所有的 PDF 文件皆来自网络,若有版权侵犯,请及时告知,笔者先予以道歉并会及时删除;本仓库中的文档仅用于技术共享与交流,请勿用于商业用途。** 对于阅读或者下载书籍过程中出现问题的,请参考 [Git LFS](https://git-lfs.github.com/) 或者 [Git CheatSheet](https://parg.co/UTd) 教程。
为了保持对于原作者的尊重,目录条目中的链接都指向了发布网站/版权网站,所有非开源/非免费书籍皆以 :moneybag: 标识;笔者也使用 Git LFS/Cowtransfer 将部分书籍的 PDF 版本存放在了仓库目录下,方便读者取阅。**需要声明的是,所有的 PDF 文件皆来自网络,若有版权侵犯,请及时告知,笔者先予以道歉并会及时删除;本仓库中的文档仅用于技术共享与交流,请勿用于商业用途。** 对于阅读或者下载书籍过程中出现问题的,请参考 [Git LFS](https://git-lfs.github.com/) 或者 [Git CheatSheet](https://parg.co/UTd) 教程。

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