KATA SIAPA BERBISNIS SENDIRIAN, YUK KENALI BISNIS KITA (2)

Di tulisan pekan lalu, saya menyampaikan mengenai empat kelompok yang menjadi mitra bisnis kita. Keempat kelompok tersebut ada yang s...



Di tulisan pekan lalu, saya menyampaikan mengenai empat kelompok yang menjadi mitra bisnis kita. Keempat kelompok tersebut ada yang sehari-hari berkomunikasi dengan kita serta sangat berpengaruh terhadap kelangsungan bisnis dan ada pula yang hanya memiliki pengaruh kecil bagi kelangsungan bisnis kita. Seringkali karena bisnis kita sudah berjalan dengan alamiah, keberadaan mitra bisnis ini acapkali dilupakan sehingga pada saat timbul masalah barulah kita memperhatikannya dengan lebih seksama.

Pada hari Minggu kemarin, saya diminta untuk mengawal pembentukan asosiasi Nata De Coco di Kabupaten Ciamis. Dalam pertemuan yang tersebut, sebelum dilakukan pembentukan asosiasi dan pemililihan pengurus, saya mencoba memulainya dengan melakukan pengenalan terhadap bisnis Nata De Coco. Metoda yang saya gunakan adalah diagnostik ala  Prof Porter. Melalui proses tersebut, dapat dipetakan para pelaku usaha di seputar industri nata de coco. Bisnis yang semula saya kira kecil ini, ternyata melibatkan demikian banyak pelaku usaha di sisi pemasok, industri pendukung, lembaga pendukung serta pembeli. Dan yang membuat saya cukup terkejut adalah bahwa industri ini memiliki perputaran uang yang lumayan sehingga masih mungkin untuk dapat dikembangkan.

Proses diskusi tidak berhenti pada pemetaan pelaku, tetapi dilanjutkan dengan menganalisis masalah di seluruh pelaku. Sehingga dapat dilihat siapa saja yang memiliki pengaruh besar, atau dan siapa yang memiliki pengaruh kecil terhadap bisnis nata de coco.  Dalam diskusi tersebut, akhirnya dapat ditemukan akar masalah dari seluruh rangkaian masalah yang dihadapi oleh para pelaku usaha nata de coco.


Dalam gambar peta pelaku  Prof Porter yang kemudian dipopulerkan oleh Kawi Budisetion, dinyatkan bahwa secara umum terdapat 5 kelompok dalam setiap bisnis. 1. Core atau bisnis utama , yaitu bisnis yang kita jalankan sebagai bisnis inti dari sistem bisnis yang kita jalankan, 2. supplier/pemasok, yaitu entitas bisnis yang menyediakan bahan baku dan bahan penolong bagi bisnis kita, 3. Related, yaitu bisnis yang menggunakan bahan baku atau sumber daya yang sama dengan bisnis kita, 4. Buyer, yaitu pengguna barang dan jasa, 5. Supporting, yaiitu industri pendukung yang menyediakan sarana pendukung bisnis seperti lembaga keuangan, jasa transport, jasa reparasi mesin, jasa kemasan, dll, serta lembaga pendukung, yaitu lembaga non profit yang mendukung bisnis, seperti pemerintah, asosiasi, perguruan tinggi, lembaga akreditasi, dan lainnya.

Analisis terhadap sistem bisnis ini dapat dikatakan pula sebagai bagian dari evaluasi, karena dengan diketahuinya entitas bisnis yang menjadi mitra beserta permasalahannya, maka kita dapat mengenal akar masalah dalam bisnis kita. Bisa jadi sumber masalah adalah mitra bisnis, tapi bisa jadi persoalan ada di kita. Atau seperti saat ini, mungkin kendalanya ada pada kondisi ekonomi makro.
                          
Pertemuan dengan pelaku usaha nata de coco kemarin, memberikan sebuah pelajaran, bahwa, kita perlu meluangkan waktu untuk melakukan evaluasi terhadap mitra-mitra bisnis kita. Karena seringkali dengan kesibukan yang dihadapi, kita asyik dengan rutinitas sehingga melupakan hal-hal yang ternyata berpengaruh terhadap bisnis kita. Saat masalah besar sudah timbul kita baru sadar, bahwa banyak hal yang kita lupakan.  Time is money, dan proses manajemen adalah penting. Mengutip pernyataan seorang teman, dengan melakukan “persiapan” yang matang, “proses” yang baik, maka kita akan mendapatkan “performance” yang baik.

Proses mengenal mitra bisnis kita barulah satu tahap awal, sebelum kita kemudian mengenali karakteristik mitra bisnis kita.  Tak kenal maka tak sayang, dan jangan pernah meremehkan mitra bisnis sekecil apapun. Karena tidak ada satu orang yang dapat memenuhi semua kebutuhan kita, maka kita memerlukan dukungan  banyak pihak . Semakin lengkap pendukung bisnis kita maka bisnis kita akan semakin kuat. Jadi, ternyata bisnis kita memerlukan dukungan pihak lain.

Pustaka :
Kawi Budisetio, Serba-serbi Klaster, PUPUK Bandung, 2008

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Kebun Ceu Meta: KATA SIAPA BERBISNIS SENDIRIAN, YUK KENALI BISNIS KITA (2)
KATA SIAPA BERBISNIS SENDIRIAN, YUK KENALI BISNIS KITA (2)
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