I. Essence
In fact, this industry is essentially a policy meal. Because of the government's words, there are plans for fiscal expenditure every year, and in the category of fiscal expenditure, there are special subsidies from the government.
If this fund is used, it is a necessary expenditure arranged by the government to support and reward enterprises every year. In fact, large, medium and small enterprises have subsidies, and the key depends on policy requirements. So this gave birth to different supply and demand structures, and then produced various types of profit models.
The most direct thing is that the government has introduced a subsidy policy, and any qualified enterprise can declare it. However, many enterprises do not know the declaration process, and the interpretation and understanding of the policy will be biased, so an industry dedicated to handling this matter for enterprises was born. This is the policy consulting industry. Once the docking is successful, a service fee will be charged, which is also the most intuitive profit model. The supply side comes from individuals or institutions that understand the declaration policy and handling policy, and the demand side comes from individuals or institutions that meet the requirements.
At this stage, I have sorted out the known supply and demand points and profit models as follows.
1, end of user channel
In fact, no matter what you do, if you want other people's money into your pocket, the core is to find the target customers you need first. Generally speaking, the customers of enterprise services are divided into B-end customers (enterprises) and C-end customers (individuals). In fact, B-end users are more rational, the decision-making cycle is longer, and the number is much lower than that of C-end customers, which makes the way you get customers from the Internet different from other drainage methods you have contacted before.
To deal with such customers, we must establish a cooperative offline communication mode and have corresponding channels, otherwise such users will be difficult to find, after all, they are all enterprises. Thus, in the way of finding customers, channel providers were born. To put it bluntly, these people have resources, and they have to pay if they want to take resources.
This is a profit model in channel acquisition, but it is also very common in other industries, just with different categories. In fact, it needs to be accumulated in order to leverage and integrate resources.
2. Stabilize customers' repurchase
This is actually based on the government's annual policy and the long-term cooperative relationship of qualified enterprises. There is also a certain profit model. For example, I reached a cooperative relationship with enterprise A, and then enterprise A also received government subsidies. However, in order to maintain long-term cooperation with enterprise A, I want to maintain a good relationship with the person in charge of docking with me in enterprise A, so I will talk about cooperation with him and give him some repurchase so that he can eat some every year.
Of course, this also requires sufficient industry accumulation.
3. Policy aspects
I saw the government subsidy project in Hebei Province yesterday. Their recognition of the enterprise is like this. The materials you declare must go through the county first, then to the city and finally to the province. Every link here is profit and corruption. For example, the person in charge of examination and approval of the county government gives instructions, and I will let you pass the examination and approval and report how much money the enterprise gives me. No matter how good the enterprise qualification is, it is useless.
The above is the known relationship between supply and demand structure and the corresponding profit model.
Second, the current situation and development of the industry
In fact, from the perspective of the policy layout of the whole country, the stability of the industry is still acceptable. After all, China itself is a developing country, and China's supply side and technical strength are indeed inferior to developed countries at this stage. In a word, for example, the United States directly cut off China's chip supply chain, indicating that China still relies heavily on foreign high technology, especially the underlying basic technology.
Therefore, in recent years, the state also vigorously supports high-tech industries, industrial manufacturing and other fields. Including the "supply-side reform" proposed before, it has been slowly landing from policy support.
However, this industry is actually quite good around 15. At that time, the fundamentals of supply and demand were not an order of magnitude. For example, around 15, institutions and service providers engaged in policy consultation are all sellers' markets, that is, the pricing power is decided by them. For example, if your enterprise wants to declare a project, it will pay 50% of the total service fee first, and then charge an extra 50% after the project subsidy arrives. But now it has been completely transformed into a buyer's market, and the dividend period of the industry is far less than before. For newcomers who have been in the business for one or two years and have no B-end resources, it is difficult to maintain good revenue. At present, they tend to accumulate resources, which is often inevitable in the dominant stage of the buyer's market.