This article is Ren Zhengfei's speech at the Central Asia Regional Staff Symposium in 2016. In addition to requiring the supervisors to focus on strategic objectives and handle uncertain business, the conference also focuses on the sales method of the terminal (focus on mobile phone) business. Ren Zhengfei put forward his own point of view:
1. The terminal business is the most "opportunistic" and the sales are the most "speculative".
2, Huawei has a large team of scientists and a huge foundation of mathematical research, can guarantee that each new mobile phone has a unique highlight.
3, not necessarily to do terminal advertising on a large scale, you can turn advertising fees into physical mobile phones, find some college volunteers in different cities to promote. Gradually form brands and sales opportunities for specific groups.
Ren Zhengfei's speech at the symposium of employees in Central Asia
May 23, 2016
First, the chief officer should focus on strategic goals and wins, and deal with uncertainty; the day-to-day deterministic work of production is handled by the General Manager and the Process Quality Operation Department.
The company is changing, the first-line leader is no longer called the supervisor, called the "master", he always stares at strategic goals and wins, dealing with uncertain business. We gradually dispersed the deterministic work, emphasizing two management lines, a financial management line, and a logistics management line. The productive daily work is handed over to the General Manager and Quality Operations Department. After the reform of the Chinese army, the chief of the sergeant is the former "old squad leader" who is familiar with submarines, ships, missiles, torpedoes, and can manage the daily training of the entire fleet by experience and procedures. In this way, the captain of the fleet no longer has to worry about "the oil has not been added, the engine oil is not equipped, the missile is installed?" and other daily matters, the target of concern is combat, that is, victory! In this period of reform, we must release the president of the regional department, the representative of the representative office, and the director of the system department, and focus on success. In order for them to focus on the goal and establish rules for deterministic business, this is done according to the process.
The assessment of deterministic business is management efficiency and quality. The best management method is to follow the process. Of course, the process can be optimized according to certain procedures. The representative office has a lot of uncertain work. We have authorized representatives to handle and manage the method. It is centered on profit. The profit centered on the representative office has the right to choose the customer, the right to choose the product, and the decision-making power of the contract. The decision-making power is not authorized at the full process cost, but at the cost of the uncertainty of the representative office. When we closed the loop at the end of the year, we calculated how much profit this representative office has, and the total profit determines the assessment result and the amount that can be allocated.
Second, we must first have strategic self-confidence, do a good job of strategic preparation, build a "three clouds", and align the strategic opportunity points to tear open the "wall" breakthrough; do not fight business with malicious competitors.
What is strategy? What does “slightly†mean? “Slightly†means giving up some things. You don't give up some things, don't call it a little; there is no direction, no war. For a market with a bad situation, we must dare to abandon part of it and focus on it. If we focus on it, we will make a profit.
First, the Central Asian region must have strategic self-confidence and find a breakthrough in the local market strategy to grasp future strategic opportunities. How to tear open this "wall" mouth? The Chinese region was torn with 4K TV. I think the same is true in Central Asia. We must find a breakthrough. Otherwise, our strategic opportunities will not be open to you. To seize the commanding heights, operators can also be convinced. And there are cases all over the world, there are the world's top model points, you can go to Germany to see how to do it; there are also Sichuan Telecom's 4K applications in remote rural areas, you can see how Sichuan Telecom built 4K TV, in order to activate market. Don't always go to the company headquarters, there is the exhibition hall, and it is said from beginning to end, not targeted and shocking.
Second, build a “three clouds†and synchronize with the company's information to better grasp strategic opportunities. The company is making rapid progress. You are far away from the mountains and rivers. If you don't know through the "three clouds," you will become obsolete and become an information island. It is also difficult to grasp strategic opportunities. The construction of the “three clouds†of the representative office is an authorization, which one to build, and you have the final say. You can order without the company. After you buy it from the market, please ask people to install it. IT will help you connect to the company's network. When the "three clouds" are pushed to the front, you will have more experience. When you look at the topology map every day, you can find the strategic breakthrough point. The company has relevant documents on the construction of “Three Cloudsâ€, and how much it is reimbursed by the company is included in the air consumption factor. The construction of the "three clouds" will be played, and the representative offices at the end of the year will have to lower their wages and downgrade.
Third, we should not worry that the malicious competitors will “go to a good contract after a bad contract and move toward victory step by stepâ€. However, after 28 years of human resources, Huawei has formed a rational distribution structure in the past 28 years. Enterprises like this in the world are rare. Huawei is so advanced, not taking advantage of the leading edge, but using low prices to compete, then it is not the right way. If you don't find the right way, you won't make money, so you can't do good service. Throughout Central Asia and even the world, we must first establish strategic self-confidence and cannot be led by malicious competitors.
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