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How to improve performance, the global management challenge.


Therefore, so as to improve the performance of the relevant concepts and tools emerging, many of whom are industry recognized and productive tool. But there are some purely speculative idea, flashy things. .


In fact, the performance improvement is not just a link, on the contrary, it involves enterprise's entire operation process is a process closely. So, not only pay attention to the performance itself, but also a source of concern to produce performance; not only to focus on results, more attention to the process; not only to measure performance results to provide traction.


This is the American Society for Training and Development Association (ASTD) made - human resources performance improvement (Human Performance Improvement, referred to as HPI) of the core concept. .


The global management challenge promotes the HPI.


HPI is concerned about the systematic process to achieve business goals, it first ask enterprises to identify their organizational objectives, and study with these objectives related to staff performance, analyze their actual performance and expected performance gaps and the underlying reasons, offer solutions, and assess the results (this definition comes from ASTD's a book called "human resources performance model", the author is Dr. William · Rothwell.). Therefore, HPI is a results-oriented, involving the whole management process enterprise system solutions. .


The birth of HPI is not accidental. ASTD seminar organised by the high reputation in the industry, every year there are tens of thousands of people from participating countries, of which 30% are from outside the United States. During the General Assembly, ASTD has opened various modules in the area of human resources involved curricula for participants to choose freely. But five or six years ago, ASTD notes select performance courses in particular, that the enterprise started from a mere concern about the efficiency and attention of staff performance and benefits. In order to adapt to meet the more and more demand, ASTD started is committed to helping members improve and enhance performance.


As a professional organization, ASTD Benshenyongyou many Zhuan Zhu Yu performance improvement of qualified personnel, then start Yanfakecheng, after years of Ji Lei and Kai Fa work and established Renliziyuan performance improvement, Ji HPI courses, and quickly Deyi in Quanmeishenzhi Quanqiuchuanbo . .


In 2000, ASTD global to its 15 million member organizations launched the "human performance improvement certificate courses. Until now, the world has more than 4600 participated in training. ASTD HPI course is three global certificate authority for this fall's upcoming debut in China.


Human resources performance improvement of the three theoretical pillars. .


HPI is can help enterprise to improve performance, is based on three main theories.


First of all, HPI is a results-oriented, involving the whole management process enterprise system solutions. .


Usually in the enterprise, we hear most common sound is "we are customer-oriented enterprise, this type of thinking on the premise that, to provide a starting point for all services is the customer's wishes and requirements (Figure 1). Then, apply to the management of the enterprise itself, are wrong, just go "fire fighting". On the surface, this customer-oriented approach is reasonable, to follow the "customer is God" principle, but in fact implies a lot of problems.


To desire-oriented approach means that customers need, companies will immediately provide the appropriate services or goods. But most cases, the companies just ask the customer "What", but did not ask, "Why do we need" customers will not care whether the requirements of the current benefit or harm its long-term benefits. So, perhaps companies lucky enough to solve the customer's immediate problem, but unable to meet the long-term needs of our customers. The same is true of the enterprises themselves, stop-gap measure approach can only solve the problem temporarily, but can not cure the root cause. .


Demand-oriented solution compared to the aspirations of the orientation you want, it begin to pay attention to the wishes of the cause, arising not only what you need, want to reach any goal, thus giving the appropriate help. On its part, refers to a specific performance gaps and propose appropriate solutions. Although a desire to lead a more in depth, but only in specific circumstances. This approach is premised on the need to accurately understand their enterprise performance gap and cause the cause of the gap, but in fact, this very difficult.


HPI follow the results-oriented approach, this approach must be based on business requirements and performance needs of the target, and must be adopted to clarify the reasons of every problem solution, and prove the right move or not. One of the most important and distinguishing the above two methods is that - to analyze the reasons, that is, to Tracing the source of the problem. .


Secondly, the HPI concern rather superficial phenomenon.


Re-process rather than results, the management of some business purpose. But no results, or do not value the results of the enterprise, the process of meaning lie? . .


From another perspective, when asked to evaluate a performance level, the results will be more easily as a yardstick, because in most cases the expression "is not accurate, it cannot be measured, or even misleading. Is not to say that the employees ' performance has no effect on performance, but only through the apparent lack of concern on the results of the objective data is not accurate to determine the cause of the resulting performance gap.


Third, will be organized as a complete system, rather than saw "trees." .


HPI requirements to system of thinking on the issue. Any problems are not isolated, their causes and effects. Similarly, the enterprise as an organization, are closely linked, so you're trying to do if you want all debris reasonably tidy up together, thereby clearly see enterprises currently real, clear status and issues.


Guess the problem rather than solve the problem. .


HPI is a commercial tool, stressed thinking patterns and system solutions, which described the process as a whole, rather than a single method or tool. It is different from previous performance tools, and more focus on performance measurement and management, HPI is through the entire process management has achieved the goal of improving performance.


By HPI process, the entire project is divided into five sections:. .


1. Workplace HR performance improvement (basic course).


2. . Analysis of performance issues and gaps;. .


3. Selection and implementation of human resources performance improvement solutions.


4. . Assess the human resources performance improvement solutions;. .


5. Complete human resource performance improvement of a thorough transformation.


HP has benefited from the HPI. HP's chief technology officer found that some programmers need to be trained to write new programs to improve and update the capacity of the old program purpose. But the training and found that programmers do not write the new procedures, but update the old program in difficulty, but also inefficient. Therefore, the technical director of improved training programs, but after three months still did not achieve the desired results. Wasting a lot of manpower and material resources, time and money, the HP turned to experts for help HPI, HPI experts, the analysis found the cause: not because of training or curriculum.。 Thus, HP to proceed immediately to reform its incentive system, eventually successfully promoted programmer performance.


Currently in North America, and some of the performance related issues with outsourcing to a qualified organization HPI. Therefore, HPI's value is to discover the reasons for performance gaps and lead to solutions, and objective assessment of the results, while others are still guessing the problem, you can already foresee solution to the problem. .


This fall, ASTD will for the first time to their success and senior lecturers to China to help Chinese enterprises in the performance set a completely new ideas and methods, thus closer to world-class management concept.


HPI certification qualifications to participate: the participants as long as 4-5 years of experience in training and human resources can be. Usually they are:. .


$ Human resources generalist and Manager.


? trainer. .


$ Training Manager/Director.


? organizational development experts. .


$ Human resources officer.


Of: William Ross Virgin Source: ASTD. .


E-learning. The transformation of the transformation. Diversification. Performance consulting. Knowledge management. Intellectual capital. These words, and many other words meaning are increasingly rich. Almost in this field you read every book, or you hear a conversation, you can see or hear them. To cope with these or other terms, it seems obvious that if those who are engaged in the business--now people on the field name is different--people want to receive future success, they must change their undertaking to change their way of doing things, change them, change their work time to change their place of acting.


Why do we need another new field? Capacity What is this? Why does it help people to understand this area? Workplace learning and performance (WLP) is what? How to embody the field of WLP practitioners from the expectations of the early concept of the paradigm shift? Why is this paradigm shift is important? WLP and employee performance improvement (HPI) What is the difference? WLP in the role, capacities and outputs what features? Why is it important to understand these characteristics? How to assess and enhance your capacity in WLP? This will give the answer. .


Why do we need for our area and innovation?.


Practitioners in the field service to many groups. We called these groups "related person of interest" because they and we have a stake in the business. Relevant stakeholders may include line managers, employees, senior managers, suppliers, distributors, companies, wholesalers, members of the community where the organization, as well as many other people. .


There was a time, stakeholders in the field of qualified professionals expect only one thing--training. Our own claims to trainers, and (via) shape the others expect of us. Once the training they need--or they think they need training--they'll know who can do it.


However, times have changed. Today, stakeholders want to improve. They have to improve performance, where performance is mainly refers to the outcomes or results. To meet this expectation, we must reflect on: who we are, what we do and how we achieve results. In our Lingyu 内, change Di characterized by: its the name of Bian Hua, who's expectations of practitioners in this field Xing Wei, Yi Ji practitioners should be Zen Yang Wei Ke Hu services. Major changes in the field the ability can be a major study to find traces of these skills to research, based on records of qualified practitioners in fact do or should do the content. .


Ability of? why it can help people to understand this area?.


Is important to emphasize that the term has many meanings capacity. However, more often, to so consider it. The success of any professional person at work to create the outcomes or results, showing behavior, assume responsibilities and provide services to customers. In order to achieve those outcomes or results, they must have some knowledge, skills, abilities, attitudes, motivation and quality. These things not only limited to the knowledge, skills or attitudes, because successful performance requires more than these things. On the contrary, capacity includes all the things to success. .


By understanding the relevant stakeholders, customers and hope that we can achieve results through reverse thinking necessary to confirm the results achieved, we can better recommend people, they must know what, what must be done, what must be perceived, as well as to achieve the service object needs as a result, they must become that kind of person. Competency model therefore represent should be. Then, the individual can ability to model the standards, identify gaps in development.


We are committed to this area once known as the "training and development", practitioners are called trainers. Ability to define the key research in this area, its center is the training of those who should get what kind of results and how they should do. Chaired by the ASTD, Pinto and Walker's ability to conduct research "training and development role and capacity model" (1978), recorded those results.。.


Later, our cause has been called the human resources development (HRD), human resources practitioners were Huanzuo developers. Compared with the trainers, they have a more powerful tool. They were told to improve performance through integrated training to improve individual performance and organizational development, to improve group performance and career development, to prepare for the future talent, hosted by the ASTD, Patricia McLagan capacity study carried out by "human resources development practices "(1989) documented and qualified practitioners in the field the capability. .


More recently, ASTD, presided over the learning technology, employee performance, as well as the workplace learning and performance studies. For the study of the meaning and significance of the quandary. Therefore, it is worth to spend some time explaining to do about them, and provides instructions on how to be placed into consideration in an enterprise environment.


Piskurich and Sander conducted special studies "ASTD Learning Technologies Model" (1998), its center is: the successful operation of today's trainers such as training, network training, new technology, the need to understand things. .


Roseville the ASTD staff performance promotion model "(1996-2000), documented the person of employee performance and identify hidden reasons confirm that the address these causes of appropriate programmes (called interventions), select the most appropriate interventions, implementation of interventions, and evaluation of interventions should be aware of the results. When these steps have been taken, it is called employee performance enhancement (HPI) process model. . .


Workplace learning and performance in the human resources development is a stage. WLP is the name of the field. HPI process model is used in the field of practitioners. HPI and WLP is like the relationship between the area of training--that is, we are engaged in the name of the field once--and the results are most often used in the relationship between the system model. Training of the system model is a training system design (ISD) model.


Workplace learning and performance (WLP) is what? . .


Depending on the Roseville, Sanders and the Soper workplace learning and performance (WLP) "(page 13), it is" for personal performance and performance-enhancing purposes, the comprehensive learning and other interventions, the use of performance analysis and the needs of individuals, groups and organizations in need of a set of system processes, through to employees, moral, technical, and operational issues of coordination, in the Organization to create a positive and progressive change. " 。.


Roseville, Sanders and Soper pointed out (1999 edition, p. 8): In this definition, there are several operational phase is worthy of emphasis: the. .


· To study and management of the integrated application of intervention measures. WLP include learning oriented interventions and management-oriented interventions. Learning-oriented interventions through the empowerment of individuals new knowledge and new skills, or a new attitude to change personal; and management-oriented interventions is to change one's performance of its functions work environment. It is worth noting that the word "integration", because learning oriented interventions and management-oriented interventions is to obtain results and synergies.


* For the purpose: to improve employee performance, and meet the needs of individuals and organizations: WLP in improving staff performance, to meet individual needs, and to strike a balance between organizational needs. .


· Adoption of performance analysis and the needs of individuals, groups and organizations in need of a set of system procedures: WLP dependence and HPI as a systematic approach to identify and fill the performance gap to help employees achieve their smooth functioning of the necessary resources and information.


* Create a positive and progressive change: WLP concern is increased productivity, while also helping employees at work to achieve and maintain success. .


· Within the Organization: WLP produces in enterprise environments. Although family and life issues may also affect the individual's work performance, however, WLP interventions remains to organization-wide problem solving purposes.


* Through the coordination of human spirit and ethics: WLP principle is not to improve employee performance and productivity at the expense of human spirit and morality. Instead, it employees in the pursuit of performance improvement and increased productivity, but also emphasizes the spiritual and moral and ethical people. .


WLP paradigm shift in how and why this paradigm is important?.


WLP reflects a provision from the program (such as "training") to solve the problem of major change. Its purpose is to improve performance rather than providing solutions. .


You might think, WLP worker functions just like a doctor.


When patients go to the doctor, the doctors and patients do not show chat with the way golf scores. Instead, he will ask an open question, for example, "how to do that,"? With this problem, the doctor is a list of what disease the patient at the prompt. Doctors have a duty to listen carefully to the symptoms sentence, to verify them and their severity and scope of, and then begin the diagnosis, identify the root causes of these diseases. Sometimes, the diagnosis is in the clinic. Sometimes, patients have to go to hospital for examination, such examination can provide more detailed and complete information.。 Only after the diagnosis, the doctor was able to confirm the root cause of disease through to determine the correct drugs or other therapies, treatment of disease.


Most doctors know how to deal with than the simple knowledge of disease. But this does not cure the disease. If the patient said, "My stomach hurts," the doctor was not immediately come to the conclusion the cause of the problem. Possible causes stomach pain or ulcer, or a simple stomach ache, or stomach cancer. There are many possible causes of the disease, immediately concluded a waste of time and money - and may eventually cause less pain to help patients reach the final requirements. .


The doctor did not think that he or she is able to treat all diseases of the best experts. If the treatment requires expert skills, then the patient will look for those with general practitioners believe they have the ability to select and monitor the correct treatment of a doctor.


Our industry, too. WLP practitioner's role is to: ask a lot of problems, take measures to identify the causes of disease, and to make recommendations to eliminate the causes of disease treatment advice. To ensure that patients understand and accept the diagnosis, accept the selection of treatment, they may choose in the diagnosis process to focus on their patients. Similarly, doctors in order to avoid future legal disputes may lead to misdiagnosis abuse treatment, more and more focus on the patient. .


However, WLP workers often face environment is different from the doctors. First, our "patient" or "customer" sometimes think they already know the cause of the problem. Therefore, their logical thinking up qualitative change and immediately asked to be processed. For example, when a Manager said, "give me the training", it is called "treatment". Training is a solution or "treatment", is thrown such training needs (a variety of reasons). Out in the medical prescription is required before this kind of problem (s) to investigate the cause.


Few patients required only do doctors do. Imagine the situation that they do not do so. A patient to see the doctor, began by saying "Give me to be a chemotherapy," or that "gave me some fluoride olefin" (Translator's Note: F olefin as a medicine of antidepressant), doctors are not any standard will not first research the root causes of the problem and resolve it in the appropriate program, to hastily follow the requirements of the patient. .


For purposes of WLP professionals. Even if they think they know what the problem is that they understand that cause problems, as well as eliminate the root causes of the causes of appropriate programmes, competent to WLP professionals will still own analysis. This avoids the problem of no value prescription--thus avoiding future treatment failure and scold. WLP areas with a variety of methods to enhance employee performance.


WLP in the role of the terms of the output capacity and what features? . .


A competency model, often through the roles, competencies, and outputs the results to describe. WLP is no exception. At ASTD's "workplace learning and performance" model (1999), on the basis of the WLP workers should play a specific role, specific skills, and achieve concrete results in the production.


WLP role. Job title role and not the same thing. Inside the theater, role-playing character means. A person can play multiple roles. For example, my wife, I am a husband, my mother, I was the son, while my daughter is, I was the father. Roles are responsible to the expectations of their behavior and results expectations. .


Depending on the Roseville, Sanders and Soper, WLP professionals play a role as follows:.


* Manager: "To achieve the desired results and plans, organizing personnel, determine the time, and guide individual and group work; promote strategic planning; to ensure that workplace learning and performance and organizational needs and the plan is integrated together; to ensure that the functions administrative requirements of the implementation of the sector "(Roseville, Sanders and Soper, 1999 edition, p. 16). .


· Analyst: "analyze and resolve employee performance gap causes, or is to identify the scope of human performance enhancement" (Roseville, Sanders and Soper, 1999 Edition, p. 16).


* The choice of interventions were: "Choose the right career and non-workplace learning and performance interventions to eliminate the root causes of employee performance gaps exist" (Roseville, Sanders and Soper, 1999 edition, p. 17). .


· Intervention of designers and developers: design and development interventions that help eliminate employee performance gaps specific source advocate to obtain similar results for other workplace and non-workplace learning and performance interventions "(Roseville, Sanders and Soper, 1999 Edition, p. 17).


* Intervention practitioners: "to ensure that promising interventions appropriate and effective implementation of employee performance to eliminate the specific causes of disparities, elimination of way is, out to promote the goal to obtain similar results with other non-workplace learning and workplace performance of interventions "(Roseville, Sanders and Soper, 1999 edition, p. 17). Interventions, examples include the work of practitioners as a role to provide the following services: managers, educators, organization development practitioners, career development experts, business process reengineering consultants, workplace designers, pay experts and lecturers. .


· Change of leader: "encouraging employees to embrace change, change direction, which helps organizations adapt to the changes and to ensure that employees of interventions by the continuous monitoring, and these measures and the related interest is expected to result in a consistent manner guidelines" (Roseville, Sanders and Soper, 1999 Edition, p. 17).


* Evaluator: "Evaluation of the impact of interventions, tracking changes in Institute, and the actions taken by the results, for the participants and relevant stakeholders who provide the intervention to the Effect of information" (Roseville, Sanders and Soper, 1999 edition, p. 17). Each role with the staff performance improvement (HPI) process model in one or several steps of the. .


Table 1: WLP's capacity.


Capacity analysis. .


Describes.


Of Thinking. .


Through the purposeful decomposition into several parts and integrated related classes, clarify complex issues.


Analysis of performance data. .


Description of performance data and identify intervention on customers, suppliers and employees.


Career development theory and its applications. .


Understanding of career development theories, techniques, as well as to enhancing the career development of appropriate application.


Ability of recognition. .


Identify the skills, knowledge and attitudes.


Intervention options. .


Select the performance enhancement strategies that should be able to eliminate the root causes of performance gaps exist, rather than a temporary solution, or produce side effects.


Knowledge management. .


On knowledge, innovation, management and dissemination system for development and implementation.


Modeling. .


To describe the complex problems of theory and practical framework to conceptualize.


Organization development theory and its applications. .


Understanding of career development theories, techniques, as well as to enhancing the career development of appropriate application.


Performance gap analysis. .


By actual performance levels and the ideal level of performance, the associated analysis; confirm performance enhancement opportunities and strategies.


Performance Theory. .


Understanding the meaning of performance interventions, outcomes and results, to distinguish the difference between the activities and results.


Process Consulting. .


Using monitoring and feedback to continuously improve the productivity of the working group.


Pay system theory and its applications. .


Understanding pay system theory, techniques, and used to improve the performance of the proper application of the compensation system.


Social consciousness. .


The Organization as a political, economic and social dynamic system.


Staff selection theory and its applications. .


Understanding employee selection theory, techniques, and used to improve the performance of the proper application of the staff selection.


Source: Rothwell, W. ., Sanders, E. ., & Soper, J. . (1999). . ASTD Models for Workplace Learning and Performance: Roles, Competencies, and Outputs. . Alexandria, VA: The American Society for Training and Development, pp. . 53-56.


WLP. The ability of WLP professionals listed in table 1.


Table 1: WLP capacity (continued). .


Capacity analysis.


Description. .


Recognition standards.


Identify individuals, organizations and methods of the successful elements. .


System reflection method.


Contact the organization by determining the surface unrelated to the accident that the driving force, understanding the correlation between events; to look at the overall performance of the problem, identify its root causes. .


Training theory and its applications.


Reasonable understanding of training theories, techniques, and used for performance enhancement training on proper application. .


Analysis of the work environment.


Issues that affect employee performance or features, check the work environment; understanding the characteristics of high-performance workplace. .


Workplace performance and learning strategies, as well as the interventions evaluated.


Before the implementation and enforcement, and continue to evaluate interventions and improvement. .


Operational capacity.


Description. .


Understand the overall situation ".


Identify an organization outside the conventional paradigm of trends and patterns. .


Business knowledge.


Reflect the awareness of operational functions, shows how business decisions affect the work of financial and non-financial results. .


成本/< p=""> 。.


- Interview with Pennsylvania State University Professor of Human Resource Development William. . Roswell. .


William Rothwell, Professor, Pennsylvania State University in science, Professor of human resource development, the United States in the field of human resource development, the main leading soil. By RODC, SPHR, CEBS, many human resources CCPT. Monographs and co-author with up to 42 Division, in various journals in the field of human resource development and related story more than 70. Has served as Director of human resources in the enterprise, now has her own consulting company, to Governments, businesses and non-profit organizations provide a wide range of consultation. Now Motorola University of Peking University and Nankai University graduate course offered by HRD as a visiting professor.


Although human resources practitioners at this stage is very domestic market prospects, but many people want to know how the future will, in the end it will be "sunset" career or "sunrise" occupation? This interview, William Penn State University. . Mr. Roswell. Introduce the United States through his current situation in this industry, we can predict some of our human resources career development trend. .


China now has many universities have set up a HR professional, but it is far from able to satisfy the needs of the market, many students have been the unit head "order". As far as you know the situation in the United States has no? in the United States HR professional student employment?.


A: The U.S. human resource professional, not like in China, such a broad connotation. The earliest human resources management including labor relations, the relationship between the company and union relations, the more specific. Now more broadly is a broad human resources management. Now the United States, many universities have set up the Labour Relations Institute of Human Resource Management Project (HRM), has specialized in HR faculties and research institutes. Best known as the University of Michigan, Pennsylvania State University and Illinois State University.。 Learn the professional student, you can get degrees employment smoothly. They have to go to the enterprise, government departments, and some go to school to teach, but also specialized consulting company. Now, the United States industrial human resource management profession students demand is great, very easy to find a job. Because of a rise in the HRM is now in the stage, including in particular the fastest rising industry of HRD.


Question: In the U.S., you think, in which HR personnel should have the basic qualities? . .


A: I have a lot of books on this issue. In the United States has a lot of this book, the answer. Essential qualities include strong written and oral communication skills, especially in public speaking skills; must have a very wide range of knowledge, the main economic areas of basic knowledge, in particular, to have all the HRD that area must master professional knowledge, such as training, career and snow exhibition highly technical knowledge. China and the United States in training or career development, China is the kind of broad discussion can only, like what people learn, MBA, but is not.


Always professional, and perhaps do not understand professional salary or training management; and the United States is different from the United States 15 years ago may need a lot of MBA students, but now has changed dramatically, now MBA in the United States has been unable to find work. U.S. personnel training mode, in the initial stage, many companies focus on the recruitment is their expertise, their careers suffer, as have many of them by Hsi skills and knowledge of the generalist.。.


Question: What are institutions in the United States HR practitioners qualifying examination? So that it can certificates? . .


A: in the United States, there are a number of specialized and different levels of Qualification exam. The most common is a human resources expert PHR (Professional in Human Resources) qualification examination and senior human resources specialist SPHR (Senior Professional in Human Resource) Qualification exam, both qualifications through different exams. In addition, there are many more professional qualification examination. . Salary Expert Certificate CCP (Certified Compensation Professional), also need to pay 10 examination by the American Association of (American Compensation Association) award.。 There are other similar human resources professional qualification examination.


Questions: HR students scored in the job before the master's or doctoral degree, such as universities, why should obtain the appropriate pre-work credentials? Employer in the United States does not recognize the "diploma" it? . .


A: this question quite well. In the United States, with a graduation certificate, it may be impossible to have a different meaning. There are many universities in the United States set up human resources professional, all in different areas of research, no uniform standards, so even if the students got a University certificate, if he is to be engaged in the profession, the best HRM also took a moment we mentioned several certificates, this is across all recognized a minimum basic eligibility criteria. These examinations will ask the person who engaged in HR professional to obtain the necessary skills, at the very least, a human resources expert or human resources specialists. . .


Question: this examination in how the United States.


Answer: probably in the early 70s began. I take the exam in 1987, when such tests are not particularly perfect sense. .


Question: in your teaching in China, do you think you are in contact with the overall quality of China MBA students? lacks the ability or?..


A: I think China's MBA students are very good, very good, than I have in the United States students to work harder. U.S. graduate students to more easily, so they think it might not be learning efforts. But in China, students have the opportunity to learn that is not easy, it is relatively easier to self-motivation, study very hard. Chinese students access to resources in the channel is not very smooth, if not universal Internet access, books etc. backward. For instance, we now need a very professional school books and learning to use the CD, but can not find. I think. .


Now China MBA students may be more than the total amount of capacity, but in the outside world or school can provide resources.


Question: human resource development mean? Experienced what stage? . .


Answer: human resources development has five stages of development. The first phase is the training and development T&D (Tranining&Development), mainly on training staff in various activities, 1983 by the stage model Melagan. . The third stage is to enhance employee performance HPI (Human Performance Improvement), or call Performance Consulting (Performance Consultion), affecting all aspects of employee performance were to be concerned about and committed to the improvement of employee performance, the main model of this stage is I am in the United States in 1996, Association of Training and Development ASTD (American Society for Training and Development) submitted.。 The fifth stage is WL (Workplace Learner), this is a new development, it is my recent research priorities. At this stage, human resources development, expert staff devoted to mining drive, enabling them to become more effective learning and knowledge of consumer, enabling everyone to become an active learner.


The second-stage model. The third stage is to enhance employee performance HPI (Human Performance Improvement), or call Performance Consulting (Performance Consultion), affecting all aspects of employee performance were to be concerned about and committed to the improvement of employee performance, the main model of this stage is I am in the United States in 1996, Association of Training and Development ASTD (American Society for Training and Development) submitted.。 The fifth stage is WL (Workplace Learner), this is a new development, it is my recent research priorities. At this stage, human resources development, expert staff devoted to mining drive, enabling them to become more effective learning and knowledge of consumer, enabling everyone to become an active learner.


Foreword. .


Human resource development in the 21st century: new trends in the environment changes.


The late twentieth century can be said that a period of intense change, such as came from the microprocessor chip, and then the birth of personal computers, so far, but 30 years to make this world of great change. Internet (Internet) began to attract attention, so far, less than 10 years, but the world of communication, management, education. . And so on, have a huge impact. By these changes, we can observe the world is to accelerate the pace of change, will change the future of the business types (see e-commerce today is gradually becoming more common), course management is bound to rewrite the textbooks. ..


In the face of the new 21st century oneself is not far away, our thinking about the future of human resource development in the evolution in that direction? what are you going? management guru Peter Drucker and insight into the future vision of the world. He will enter a hint for the future of the knowledge society and the knowledge industry, knowledge is the human brain of crystallization, the future is the mental age of industrialization, the source of the human brain is, therefore, when the new century, the development and application of human resources, will play a very important role.


Content. .


。.


1. . Change management in the importance of cultural capital - many businesses in the face of transformation (Re-engineering) challenges, often feels that the key business process reengineering (BPR; Business Process Re-engineering), business transformation, however, still rely on people to real success push the concept to people in transition and organizational culture change will be effective to follow. Therefore, the pursuit of sustainable or high performance companies, and enterprise of cultural capital (Cultural Capital) has become increasingly important. .


2. . Once the company specify that its core competencies, all education and training management system and also focus on the core expertise to enhance control. .


3. organizational development, improve enterprise capability — changes in the environment, organizations often with the environment, but must pay attention to is how to proceed to the positive development of the Organization, regardless of the organizational structure, you must design how to change the effective integration of cultural, scientific, technological, policy, and other factors, the development of high efficiency of the organization. For example, the Organization of knowledge management (Knowledge Management), knowledge creation, storage, analysis, portfolio. provide effective practices can boost business. Furthermore, the team's formation and use of, and is also an important topic of gradually. The team is the most effective combat units, and sometimes across departments or functional barrier, it is helpful to reach the task.


4. . Construction of corporate universities, the accumulated intellectual capital - as business competition, how to organize and talent to remain competitive, will be the next important issue. At the same time from the perspective of sustainable enterprises, if sustained, cumulative wisdom of experience and talent, there is a long-term power. Therefore, the forward-looking enterprise, there are plans to build internal corporate universities to invest in both long and short term vision to nurture talent, such as the establishment of the United States, McDonald's, University of Hamburg, GE, Disneyland corporate universities were established. .。 Traditional enterprises hope capital is money, land, labour, equipment, etc., but when it comes to the new century, knowledge has become the new competitive weapon, the wisdom of the capital (Intellectual Capital) that highlights its importance.


What is intellectual capital? In short, is a company accumulated wisdom of elements, including three areas: intellectual capital (Brain Capital), including experience, knowledge, insights and creativity. . And so on; structural capital (Structure Capital), including: corporate culture, processes, management style, information systems. . And so is the pool in the tissue containing the intelligence; customer capital (Customer Capital), the company established relationships with customers by word of mouth, the customer is willing to provide us with suggestions, ideas, and more long-term possibility of maintaining the business. In view of the accumulated intellectual capital will be an important strategy for survival and development of enterprises.


5. pay attention to personnel training and performance assessment and improvement — in General, it is easy to measure the performance of work, but the training performance is difficult to measure, in real-world enterprise environment, how to present training performance? assessment methods will be more professional, including 4: response assessment, learning and assessment, behavioral assessment, outcomes assessment. In addition, some experts pointed out that the investment rate of return to assess training and performance will be a future trend. This is the training of a long-term perspective, it is worth noting.


6. . Make good use of learning technology, to break the traditional teaching - the rise of computer and network technology, it seems to bring a new world and a huge room for growth. The 21st century will be to enter the digital revolution (digital revolution) years, will also enter the digital learning (e-learning) of the environment, the traditional instructor teaching limited time and space, beyond time and space through network technology can make learning multiplication. Therefore, we should pay attention to the use of various learning technologies, such as: Internet (internet), distance learning, online teaching (web-Based Training).。.


7. . Training should be transformed into performance consultants - the previous "training" is often defined as a management function, so the idea of division of labor under the ownership of a department solely on their duties, however, training is not trained in the curriculum, while to be in a real work environment, work processes and solve problems with the exposure and the cultivated.。.


8. . The cultivation of management development and succession - the enterprise management is an important cadres, their rich experience and combat power, and is the busiest in the company of a group, they have time to recharge your batteries? They will not be the basis of their strong and no longer to learn? When the manager again to enhance their own knowledge or what capacity? These issues are highlighted in some companies, managers, own the development of combat power bottleneck, the manager of business development is not know what to do.。.


Also, think long-term trend from the enterprise, must develop a variety of succession, there are plans to develop its capabilities, such as enterprise development towards diversification Shiye or when the operation of globalization, but to consider the ability of these leadership talent. .


9. International talents cultivation and utilisation of the borderless era has come, the business of spindle gradually moved to internationalization, wei so industry don't condition is different, but the trend is internationalization. Whether cross-strait relations, Asia Pacific, or to all corners of the world, when the enterprise has the demand or the policy, the need for a rainy day, prepare early. Therefore, how to construct international human resource management system and how to develop international talents training courses and how to engage the international lecturers? how to enhance the ability of intercultural management, etc., will be an important way for the development of human resources.


10. .。 Although the community lifelong learning ethos has started, but effective way to learn is very important, there must be a professional guide will go on direction and, therefore, interested persons through societies or research institutions to promote the establishment of the people are very helpful, for example, set up near Taipei City lifelong learning Foundation (to municipal social services registration) that "hurdle, infinite development" for the purpose of the continuous practice of effective learning methods to improve learning outcomes, can be applied.


Today we gradually sharing of knowledge to solve problems, such as Central Personnel Administration to observe Taiwan after the new bank to do some changes, namely knowledge sharing. Therefore, knowledge of today's seminar will focus on the breadth. Last year in June to participate in ASTD, SHRM Conference and found that the human resource thinking and pattern will change, but also found that the world is changing. Human Resources Strategy is not just production, marketing, human, hair, only the management, but should consider the company competitive advantage and bottom line profits. ASTD, SHRM Association have emphasized two major companies to integrate, to be innovative. 24 / 7 Innovation that is emphasized in innovation per hour per week. .


Recent visit to the company's CEO and General Manager, they recommended that Taiwan's new century education training and Development Association since using "new" words, the teacher should not only in the area of human resources, to develop the human resources area, you must break through thinking, you can find enterprise CEO lectures, I DDI impressed because CEO perspective space very large, with ten important direction of development of human resources consulting the participants.


1. . Human Resources role of strategic thinking:. .


Taking the short-term needs and human resources specialists and competent departments straight angle formed two facets and two oriented, i.e. the policy side (long), the work surface (operational), people-oriented, process-oriented. Strategy also covers four important role, namely as a strategic partner and catalyst for change, the staff of a leading expert and administrative services.


2. . Changes in the competitive environment in the human resource values. .


Three counts, namely, the core knowledge, organizational value promotion and enterprise transformation.


(1) strategic partners: including strategy development and leadership development. .


(2) catalyst for change: include organizational development and management development.


(3) Staff Gladiator: include career development and team development. .


(4) executive management experts: contains performance development and Web development (e-HR).


* The company's long-term competitiveness, volatility considerations, strategic development and leadership development is very important. .


3. global human resources development 10 hot topics:.


1. . Strategic Development (Strategic Development): What patterns can bring to organizations, namely with the breakthrough strategy development, which reads:. .


(1) the CEO is the head of human resources.


(2) strategic human resources management. .


(3) HR's strategic business partner role: competencies can indeed.


(4) new business model of thinking, that is strategic thinking. .


(5) the balanced scorecard strategy Outlook: that is, understand the business of driving force or effort, can be divided into four areas: learning and growth momentum, the effectiveness of internal processes and customer value and financial performance.


(6) Intellectual Capital (I.. C..) Is a source of competitive advantage. .


2 leadership development (Leadership Development):.


To explore the potential of containing high-quality talent, talent development organizations, the core functions of the cultivate leadership to accelerate the development of (Acceleration Development) strategy, talent cultivation and corporate successor to the University (GE company is a successful case studies). .


3 organizational development (Development Organization):.


Include enterprise transformation (BPR), create vision, change management and cultural transformation, Business Policy (Strategic focus organization), knowledge management (Knowledge management), teaching organization and the Learning Organization. .


4 management development (Management Development).


The core functions include management training, goal management, resource integration, efficient management, incentive management and problem analysis and decision-making. The management training for primary and middle managers with management development, senior management is suitable for leadership development. .


5 development team (Team Development):.


Including team building (Team Building), the team leader (Team Leadership), the team coach (Team Coach), experiential learning (Experiential Learning), Action Learning (Action Learning) and virtual teams (Virtual Team). Through action learning to learn whether the company's training results. .


6 performance development (Performance Development):.


Refers to the development of individual and organizational performance, including performance of the establishment, performance improvement (HPI), the performance to create (Performance Creation), performance consultants (Performance Consulting) and personal development plan (IDP) and Performance Management. .


7 Web development (eHR Development):.


Includes HR e of, human recruiting e-(e-Recruiting), management of e-(e-Administration), performance of e-(e-Performance), e-learning and mobile learning (m-Leaarning). If the low rate of staff training can be taken to action learning. .


8 career development (Career Development).


Consider the changes in environment, everyone is PC (personal company), including strategic development, career education and training system in the establishment of self-motivation and EQ, a positive attitude and AQ, career counseling and guidance (Mentor). For transformation of the company, for the nurturing of talents to build a career education and training system, that is, former corporate university. .


9 innovation development (Innovation Development):.


The development of human resources in the field of education, training or a great space for development. Includes 24 / 7 Innovation, start the revolution, the concept of transformation, innovation and customer management thinking and innovation. .


10 global development (Globalization Development):.


To (2001) year ASTD conference, there are speakers to promote the development, including global mindset (Global Literacy), cross-cultural communication, transnational management, expatriate training, global training system based on global learning organization (GLO). .


The concept of evolution: HR.


HR (Human Resource) → TM (Talent Management) → IC (Intellectual Capital). .


The above means human resources is an advanced concept that everyone does not have a natural talent, but how to make the staff into a man of talent, enterprises can use evolution, hire better personnel.


Performance Management is like a vicious circle, on the one hand is portrayed as manager of the Bible, was enthusiastically promote and advocate, on the one hand it was abandoned and managers avoid, as "tasteless." Until now, our business performance management have yet to jump out of this vicious circle, which is still lingering, no signs of improvement. .


Then.


, Performance management, where the core of the problem? The fundamental solution where is it? . .


First, the core problem?.


General industry consensus view is that performance management is at the crux of communication, lack of communication, poor communication, formality, formalism, the surface. .


Familiar with performance management know performance communication is a difficult problem, managers and employees are relatively shy away from this process. For managers, this process is jeopardized, painful memories, no one wants to put the performance evaluation of the results of the pendulum to the desktop to the discussion, because it can lead to trouble for yourself.


Performance Assessment in the United States has just said that the rise time, most managers headache is to communicate with the staff performance appraisal results. .


A policy on the so-called lower when the Manager was forced to do performance communication, when performance feedback is deemed to be a work task, they have an employee leaving the seat is not in the Office of stealing "sliding" into the employee performance evaluation of Office will be placed in the employee table on the table, and then wait staff is not in the Office, and then secretly "sliding" into employee signed performance table back to the personnel archive, even complete the communication task, even if it is done a performance assessment.


Some managers and employees face to face in order not to avoid the embarrassment of looked at each other and the quarrel is likely to occur, must take the toilet with the employees and the gap, across the board to communicate with the staff performance appraisal results, the "Office" moved to the toilets. .


This may be true story, maybe some made-up story, or just a joke. But it certainly reflects management's performance assessment in the face of the mind, is managers face when comparing performance appraisal is a head, less willing to communicate with the employee's performance problems, always trying to evade this process, the Secretary General would, it is best not to have this program, if not the best of performance evaluation.


This is the U.S. corporate performance management problems exist, also Chinese enterprises that exist in the current performance management of the biggest problems is a common common problems is the core of performance management issues. .


Second, the solution to the problem of the dialogue.


Performance management thinking tells us: it is a complete system, with complete process, consistent with the principles of scientific management to promote the PDCA can be continuously improved and developed to help companies improve the management level, vision and goals to achieve the task. .


From performance management processes, performance communication-the entire performance management process is an important part of it throughout the process from beginning to end, in its system of links play an important role in the communication, the Manager of any unilateral decisions will affect staff's enthusiasm, impact performance management process, reduce the effectiveness of the performance management system to play.


In other words, the whole process of performance management is the manager and staff communication and dialogue completion, can be said that the performance of communication Jueding the performance management process, the decision of the performance management of benign or malignant towards the direction of development. Without communication and dialogue, performance management, performance management can not be called, could not reach its supposed to be achieved, will become a "white elephant" in the end. .


Many corporate performance management from the outset, there would be no communication, the general practice is to review, at some point (usually at the end of the year), the human resources department will review form to a line manager, line manager according to the assessment of the requirements of the table, and then filled out and returned to the archive, the human resources department and then the next examination, or half a year, or year.


As the mode or system of reason, enterprise performance management staff to do something more than a manager, such as punishment, take a pay cut, demotion, dismissal. Because of this, determine the performance of managers can not communicate well. If the non-do not, then at best a form touched, or not cut to the topic, or dumb, just go. .


This problem occurs, both the concept and methodology, I would like to know more or methodology. A lot of work is not doing well is not the managers and employees of the error, the process of things only compulsory effect far beyond the imagination, in the absence of a comprehensive process, not a set of correct operation methods, performance management is doomed to failure.


To do performance management, we must first solve the problem from the method, using scientific methods and tools to enable performance management by managers know, like and use, the lifting of barriers exist in the minds of managers. So that managers are willing to go by thinking of performance management employee performance management, employee performance counseling to grow, willing to communicate performance and staff willing to help employees improve performance and enhance the performance capabilities to help workers become their own performance management experts. .


Therefore, in order to enable performance management in the normal track properly, really bring its comprehensive effects, enterprises must give managers and employees of dialogue as performance management more and more important in the development and performance management to become managers and employees of dialogue and interaction, so that the issues in the dialogue between managers and employees to communicate gradually be clarified and resolved to make the Holy Grail of performance management in the interaction between the Manager and employee hours in the Sun!.


To do performance management, managers and employees must do the dialogue between the performance, so performance as manager of the habit of dialogue, to solve problems through dialogue, so that performance management implement. .


III. dialogue: "3 + one" dialogue solutions.


Performance management based on the idea, we attributed the performance dialogue process "3 +1" mode of operation. .


The so-called "3 + one" dialogue mode, the performance management system designed to performance goals dialogue, performance coaching dialogue and dialogue between the three-step approach to performance evaluation.


Dialogue process, plus a control link, which records the performance of employees, to do performance document. .


A performance management process is an important component of the system, from the target set to performance coaching to performance documentation to performance evaluation of a complete operating system. If you want to make your performance management system is really a great system, it can be dispensed with.


Performance management is a three-step process of dialogue, which is Motorola's first principle of performance management system. .


To make scientific and effective performance management system, we must press the "3 + one" dialogue mode of research and development, performance management system in a controlled within three step dialogue.


The first step, the dialogue performance goals. .


Practice has shown that the "goal + communication" the way of performance management is the most effective and practical. Any performance management system if you leave the performance goals, will certainly come back to black-box operation performance evaluation model, practrice. Only goal, managers more clearly how to effectively manage employees more aware of what is in line with corporate requirements and the development of the company. Only goal can guarantee the future performance of an open, fair and impartial.


The localization perspective, performance management system in the company's management position in the strategic management, it can help companies realize the strategic vision and objectives of the task, if the company's strategic planning is a Gold, performance management is digging the people, to help companies dig Jinshan way out ahead, it's supporting and promoting the role will help companies achieve strategic goals. .


The company's strategic vision and goals of the Task Manager and employee dialogue begins, the Manager must first and employees share the objective of the company, the decomposition of Fishbone diagram of the company's target first decomposed into departments, and then decomposed into employees.


Here, there is a problem decomposition is based on what the company's goals, is not counting the average number of distribution? Of course not. .


Just like the cover of high-rise buildings, performance management, we need to lay a good foundation. There is no basis for the preparation, the early performance management would like crumbling castles in the air.


From the perspective of human resource management, job description is the basis for performance management. All performance management activities should proceed from the position description, closely around the job description to start, improve and develop. .


Managers and employees of the hands should have a copy of the employee's job description, according to the job description of the task description and duties, the company's strategic goals and annual plan, the full communication and consultation on the basis of the established annual performance goals of employees.


Specifically, each employee should have a personalized performance targets management card, or call the performance contract. An effective performance management by objectives reflect the card should focus on two aspects, first, business objectives, first, the standards of conduct. Content is not necessarily a list of many, we want management and assessment should be to grow the staff of enterprises with the help of key performance targets (KPI). .


Establish performance goals mainly from the following aspects be taken into account:.


1. . Employees this year the main responsibilities? . .


2. Why employees engaged in him to do that job?.


3. . Employees to complete tasks which power? . .


4. What are the duties of the most important, which is a secondary?.


5. . The quality of staff work on the sector and companies affected? . .


6. If all goes well, then the employees should take these responsibilities (for example, on a specific project?).


7. . Manager to determine whether employees have achieved success? . .


8. Managers can help employees to complete his work?.


9. . Employees need to learn new skills in order to ensure the completion of tasks? . .


10. Employees and managers in the year in respect of the work of the task of how to communicate the progress of the work, to understand and prevent problems?.


SMART objectives should be consistent with the principles of: the specific (Specific), measurable (Measurable), can be achieved (Attainable), related (Relevant), time-based (Time-based) and other five criteria. .


Notably, each should be measurable and assessment, not measurable objectives do not appear in the target managed card, because it can only give managers more trouble, into an embarrassing situation cannot.


Also clear is that performance goals must be subordinate line managers and staff to develop the human resources manager, the job can not be replaced. Each sector is a specific performance management unit, line manager is the main performance of the unit head, on the performance of subordinate employees to bear the main responsibility and direct responsibility, only Zhixian managers and subordinates on the right of the arrive at a consensus and make assessment. That is, what performance management assessment should be consistent with what the administration to promote philosophy. .


The second step, the dialogue results for counselling.


After setting performance goals, the manager's main job is counseling to help employees improve performance operational capability, to achieve the performance objectives set in early. .


Performance Coaching for performance management is a key link, it runs through the performance management process from start to finish. In fact, the performance guidance from setting goals has already begun, performance guidance from the performance objectives set start-to-end performance assessment results.


Performance of the counseling process, managers need to do what work? . .


1. Learn about the progress of the work of employees;.


2. . To understand the obstacles encountered by employees;. .


3. Help employees clear obstacles;.


4. . To provide staff training needs;. .


5. Provide the necessary leadership to support and help of wisdom;.


6. . The employee's work performance feedback to employees, including positive and negative;. .


When doing performance Coaching Manager should do:.


1. . Monthly or weekly with each employee to conduct a short briefing for the situation;. .


2. The Panel will be held on a regular basis, let each employee reporting he completed tasks and work;.


3. . Urge each employee a brief written report on a regular basis;. .


4. Informal communication (for example, the Manager often move around and chat with each employee);.


5. . When problems arise, problems that occur on specific communication. .


Communication includes positive and negative aspects of communication and communication.


When the staff for outstanding and timely recognition and encouragement to expand the positive behavior of the positive effects of strengthening the positive performance of employees to staff an approved job. Poor performance in staff, not the time to complete its work, it should be noted that in good faith and timely to remind their staff need to be corrected and adjusted. .


Help subordinates for improved performance should become a modern management, accomplishment of a professional ethics, and of course it is also a responsibility, a good Manager is a responsible person, the responsible manager must also be an excellent instructors and coaches. Therefore, managers must correctly understand the performance of the importance and necessity of counselling, and continuously improving performance levels to help employees and performance capacity.


The third step, the performance evaluation of the dialogue. .


In the performance objectives determined and sustained and targeted performance guidance, on the basis of the performance evaluation is held at the end of the session performance review time, many enterprises all the way through the performance assessment discussion and assessment of the performance of employees.


Performance evaluation of the significance and role of the meeting:. .


1. Give employees a formal, regular and recorded feedback;.


2. . Used to determine promotion, salary increase, dismissal and other required information;. .


3. Is a research on how to improve performance;.


4. . Is a recognition advantage and successful occasion;. .


5. Is the next-year performance plan; the basis of the work.


6. . To provide the staff how to sustainable development information;. .


Performance evaluation should take the following principles:.


1. . Consistency. .


In a period of continuous time, assessed and standards are relatively stable, at least 1 years should be maintained within the test methods have continuity and consistency.


2. . Objectivity. .


Assessment objective reflects the employee's actual situation, avoid.


The halo effect, halo effect, new sex, bias caused by human error;. .


3. adequacy.


Assessment is based on the employee's overall performance so;. .


4. fairness.


Assessment to ensure that standards of fairness;. .


5. openness.


Staff should be aware of their detailed examination results, the manager responsible for the timely feedback on assessment information and organize interview communication;. .


The main performance evaluation on the basis that the employee's performance target management card, i.e. the performance goal is what assessment, performance standards is what the standard examination.


Under the performance management system in the assessment of the performance of the original fundamental difference: it is transparent, managers and employees share a common goal, the standard is established, it is not a black-box operation, but a fair and impartial. .


Performance management in the performance assessment is no longer a black box operation, nor does it require Obscura. Because the Manager has worked with staff of comprehensive cross-communication, both in respect of objectives and results, agreement was reached.


Accomplish this, the manager can justifiably talk about assessment, I can safely communicate with employees the final examination results, performance feedback will no longer be a painful thing, but becoming a happy thing, because he let the manager and Among employees working experience success and progress, performance management so that managers and employees are given the opportunity and experience self-realization. .


In front, on the basis of the examination staff has not need managers too bothered, it can be said that the employee to decide their own assessment of the results. Staff did in performance goals, communication, Manager of records is very good, and these factors determine the employee's performance evaluation of high and low, instead of the Manager, the manager shall ensure their fairness and impartiality.


So managers can play in the performance evaluation of the role of the notary, from the perspectives of staff performance evaluation. .


Dialogue: how to control the dialogue process?.


Finally, there is a problem in need of special attention, is the manager how to control the performance management process to ensure fair and impartial evaluation? . .


The best way is to do performance records, forming performance document, that is, the preceding speaks with 1 part.


Performance management is a very important principle is no accident that in the year-end assessment, the managers and employees view the performance results should be consistent, managers and employees should not have views on some issues and Panduan accident occurs, all should be logical. .


As mentioned earlier, the argument is a manager of a problem compared to a headache, but also many managers avoid performance assessment and feedback to avoid an important reason. Why there will be quarrels? due to a lack of convincing evidence, because of the lack of clear objectives and clear standards, there is no process of dialogue is the accumulation of these factors lead to results, because no, so staff brave confidently argue with you, and you argue.


To avoid this from happening, so that performance management becomes more natural and harmonious, managers need to spend some time, little thought, seriously a good recorder. Record the details of the staff performance, performance management, document form as the basis for year-end examination to ensure that performance appraisal was reasonable, fair, no major accidents. .


The best way to record is getting out of the Office, to be able to observe the employee work areas for observation records. Of course, the observation must not affect the work of the staff. The recorded document must have their observations, not hearsay of the Grapevine, hearsay only raise even more controversy.


This one year, the manager can control all the performance data of employees, effectively control the process of staff to achieve performance goals, so that the hands of well-supported, well aware of assessment and therefore more fair and just, communication and feedback will no longer be a problem. .


Closing remarks: performance management system is not perfect, but there is a successful approach, the "3 + one" dialogue mode will undoubtedly help us effectively practice performance management. And to the end of the fiscal year, A company in addition to making this year's accounts and the budget for the coming year, the managers and employees who started the annual being they call it performance performance evaluation.


Manager Wang direct control with 16 employees, so he in turn was busy filling the content with almost 16 performance. .


Examination table. Due to the personnel department has urged many times, so he must complete them on weekends. Otherwise, the next Monday and received the personnel manager of "debt" phone.


He really thought a good way. He distributed the form for each employee so that employees rate themselves at the top, and then send the receipt of all, in the above sign it, and then to the Ministry of Personnel. Ulla, problem solving, and on paper work required to complete by the Ministry of Personnel, and Personnel are satisfied, so that everyone has returned to the end of show "real work" and going. .


Busy time performance evaluation work so the "Finish".


Manager Wang's performance appraisal is not really done it? If you are a manager Wang boss, you will be satisfied with his performance of these it? . .


I believe that you will not work! because he is not well done.


In fact, after the end of the performance appraisal as a line manager, a lot of work still needs to be done, the completion of performance evaluation does not mean the end of the performance management. .


As a comprehensive performance management system, there is still a lot of work waiting for managers to handle, perfect, in fact, the performance management to performance evaluation of this link is not the end, but just getting better. If the latter part of the work can not be timely follow-up, will not do or do not work, then the previous work will be useless waste of time.


Then, after the end of the performance appraisal, line managers are there any work going? . .


I think there are three main aspects: a study on performance evaluation is the result of the use of the performance evaluation results be used effectively for the enterprise's personnel decisions provide sources of information and decision-making basis, this is an important aspect; the second is performance feedback, and performance assessment as a two-way communication between managers and employees, the Manager must communicate with the employee performance appraisal, the employee shall be informed of the outcome of performance evaluation and staff, and staff performance evaluation of content and results of the agreement; third, the performance management system for Diagnostics, this could be many line manager comparison ignores any aspect of a performance management system is not the most perfect, you will need to adjust and improve. . .


First, the results of the use of performance evaluation.


In human resources management, compensation, training, job transaction (promotion, demotion, job rotation, etc.), dismissal where such is the core of all human resources management and development of Du Wei Rao these interventions are working, both these areas the focus of staff concern , is the focus of human resource management, so enterprises must be accountable. .


An effective performance management systems and content for performance evaluation is important in their decision-making and basis of the information source.





If, as is generally known that in finished performance evaluation will collect archive, performance evaluation on the results, we have made performance management also what about the effect, such as pay, promotion, dismissal, such as personnel decisions: how to embody fairness and justice, and human resources management level of enterprises and how to obtain substantial upgrading? I'm afraid a troubled business management issues in focus.


In addition, the most realistic, performance evaluation results can not be effectively used, making your reward will not be fair, you can not give an explanation of angry employees, which is bound to hurt business people and stability, to reduce the morale of staff against staff motivation, and reduced efficiency. .


Therefore, the performance evaluation of enterprise human resource management as an important tool, the result must be applied to enterprise management decision making based on real play its role in helping businesses make the right decisions, improve management and enhance the quality of the staff, make the staff and the development of enterprises, continually provide better management of the environment and human resources support.


Second, performance feedback. .


After the end of the performance, in addition to using the results to the management decision which, as a Manager, you also will be employee performance and your employees on the performance feedback to employees, but also a clear employee.


In fact, if we really want an employee also is not easy to understand. .





As the manager and the employee performance management did not communicate the many issues in the evaluation before the manager did not communicate with the staff performance goals, the staff are not sure what to do, managers will not know what to do on their own assessment, assessment procedures of the examination methods knew nothing about the key issues. .


In these circumstances, the Manager was unable to do performance assessment gives a persuasive explanation, so they are afraid of staff communication performance, are afraid to face angry employees would not create conflicts because of performance issues, and the staff station to contraries. Therefore, for performance feedback, they tend to be evasive attitude, feedback is not feedback.


However, the performance feedback is the duty manager, duty manager will be informed of the results of staff performance appraisal, performance evaluation for what they are given a reasonable explanation. Otherwise, the staff certainly do not agree. Perhaps the staff would not face the conflict, not rushed to your office and argue with you, but wondering in their hearts they will certainly be emotional, imagine a group of staff working with emotion, its efficiency would be how much? . .


Not the result of feedback can only create more trouble, so that you and the gap between the staff will be more and more deep.


Therefore, in order to also understand that employees of a, and to help employees better understand their own right, line manager must organize an effective performance feedback, staff feedback on the real situation to employees, to eliminate concerns of the employees feel more comfortable to do a good mood work. .


At the same time, the employee's performance feedback to employees, managers can more staff, and staff for future work planned. This mutually beneficial, performance feedback well, you can create a Manager and employees win-win situation for managers and employees to work smoothly in the future to lay a solid foundation.


Third, the diagnosis of the performance management system, so as to continuously develop and improve. .


As an effective performance management system that is in constant development and change, performance management, there is no best, only better. The world's only successful solutions, there is no absolute perfect solution, ren.


What a performance management system needs to be revised constantly in development, continue to improve and develop. Performance management system to a dynamic cycle in healthy gain continuous improvement and improve. .


Only in this way, we can work on performance management to get better, more successful.


Here, the line manager should be adopted "Ten Questions" employee performance management system for its effectiveness for a diagnosis. .


1. ask your staff if they have for their work in specific, clearly defined objectives. Also is to know whether the employees at the outset is available for evaluation of performance goals.


2, ask your employees, their goals are challenging, the challenge is within the scope of their ability, can control? Target if the market rate is not within the capacity of staff, is certainly will not promote the development of staff, and certainly can not be correct performance evaluation. Therefore, we must find out, you set goals to employees whether the employees can afford. .


3. ask your employees, whether they are for you and together they established the objectives recognised? these goals on their development of helpful? performance goals must be the managers and employees as a result of a consensus, is definitely not a Manager, quare if performance goals are only written to the employee's Manager, the performance objectives will be greatly reduced, and the final examination results will not be recognized by the staff.


4, ask your employees whether they know how if the goal will be reached by examination? Ask employees know their own performance appraisal criteria, if reached would happen, if not reached, what will the performance evaluation criteria with staff to identify, confirm employees know how they will be evaluation, which will your future basis for performance feedback communication. .


5. ask your employees, the appropriateness of the performance standards that performance standards is able to measure their work. There is a standard of performance targets, performance standards also has a scale of the problem, so if you want to know the staff Manager recognized performance standards to eliminate ambiguity, both sides to reach a consensus.


6, ask your employees, in achieving objectives, whether they can get timely and accurate feedback. As a manager, you can with the employees and counseling to help employees achieve their goals, their goals for you when your work is recognized by them, you know. .


7, ask your employees, whether or not they are able to receive adequate training to help them achieve performance goals. Employees completed relatively challenging targets will wish to receive the appropriate training to acquire the necessary knowledge and skills to help them successfully achieve performance goals. So you want to know whether these training opportunities for employees to have to do in the area of training adjusted accordingly.


8, ask your employees, the company is achieving its performance goals to provide sufficient resources to support, so that performance goals possible. For example, in leadership resources, equipment resources, the adequacy of financial resources and so on? . .


9. ask your employees for them to achieve their objectives, they are appreciated and recognized as a Manager? you should understand the needs of the employee to be respected are being met.


10, ask your employees whether the company's reward system is fair, because of their efforts whether they obtained the corresponding rewards and incentives. .


Basically, these ten areas ranging from performance goals to process communication to performance evaluation, etc. Through this "10 questions", line managers were able to present an effective performance appraisal system is doing a targeted analysis, identify shortcomings, improved performance management system for continuous improvement and development, forming a virtuous circle.


Performance management in performance appraisal is only one aspect of the many links, it means the end of performance management, in its later, we still have a lot of work needs to be done. As the manager responsible for staff development, we must seriously study the performance appraisal after the end of the work to continuously improve and develop! In this work, performance management, management of complaints than the largest "waste time, making trouble," the. The reason why many managers have preconceived ideas of performance management, HR performance management is that they think that the work imposed on them, is an additional burden, so they had to interrupt the work of the hands to be. .


As the human resources Department of the "errand", such as filling points, such as rating, to distinguish between good and bad, such as interview feedback.


In fact, performance management is not the manager of the additional burden, on the contrary, it is in fact the duty of managers is within the purview of "bear." In addition, the implementation of performance management is not, as some executives imagine, delays, manufacturing problems; the contrary, it is to help managers work more efficiently an early investment in the final analysis, it is the business investment in the people a project. .


"Investing in people," Nokia "IIP" plan has done a very good explanation. Nokia to implement the "people-oriented" salary projects, starting with name "IIP" (Invest In People, investing in people). The so-called "investing in people", that is: "every year and staff complete the two high-quality, on the one hand, for employees to carry out an assessment of business performance, on the other hand also help employees realize their potential, tell them that long, where should reach a certain level, as well as post the required skills and training" should be accepted.


In fact, this is a performance management process. "Investing in people", the human capital investment, but also a performance management to achieve the objective of the effort. .


Nokia's "IIP" plan for implementing performance management model, was worth learning and reference. As "IIP" program, performance management is an investment in people management activities to improve employees ' performance as a starting point to the enterprise's strategic goals, through the Manager and staff of two-way communication to employees and to improve enterprise performance enables enterprises to realize the strategic objectives, operational performance improvements and growth.


This article talk about how to achieve by implementing performance management "investment in people." Overall, managers in the following areas of work to do:. .


A careful reading of the enterprise, strategic goals and annual operating plans.


The usual situation is that when the company's strategic objectives and annual business plans sent to the managers of the hands, they either directly into the paper basket, continue to work hard at the desk, or just simply browse their own areas of responsibility about the content, while others is not a matter. Both of which lead to strategic objectives and annual business plans to use the efficient and not get into full play the role. .


If you watch carefully, you will find that many corporate regulatory treatment is like this. Often the rules and regulations of the makers of enthusiasm is high, the leader's commitment is also very strong, and ultimately to develop complete, courtesy of then are usually overlooked.


Perhaps all along, managers develop the habit of acting in the orders, managers may simply shifted its strategic objectives and annual plans of the type of file as the rules and regulations, do not want to pay much attention. As a result, companies spend a lot of effort management's strategic objectives and annual business plan process in the implementation of the slow deformation, metamorphism, become waste paper. .


I think that the cause of this phenomenon is the root cause of the lack of communication. When a company's strategic goals and annual operating plans after the completion of the work and, more importantly, how are businesses at all levels of managers and employees understand and not act immediately. Just imagine, if you understand are insufficient, managers do not understand, how your actions policy formulation, managers how to get to performed, how will I receive a good result?.


Therefore, to fully interpret the strategic business objectives and annual business plans should be managers must do and must do important work. By interpreting the manager to clarify the following questions: to complete the corporate strategy and annual business plan, the department / team and its primary responsibility for that? To accomplish these responsibilities, the department / team needs the resources and support that? Communicate to employees how to decompose these goals and tasks? To help staff to achieve goals, what should do what their efforts? And so on. .


Second, to redefine the work of the staff.


Fully interpret the strategic objectives and annual business plan, you need to do is work together with staff to re-define their work. .


The so-called redefine staff refers, in the original job description on the basis of the combined enterprise strategic and annual business plan, at the request of the employee's job duties and powers of content, make appropriate adjustments to the duties and powers of the employees clearly, enriching the work of the staff, staff motivation to accept more challenging work that makes the employee's career is more abundant.


It is noteworthy that job description is the use of them, not archived. Typically, the managers set a good job descriptions to employees, in accordance with the provisions of the Human Resources Department and staff sign to confirm, after the basket to put files no longer ignored. This is obviously wrong, since the development of the latest job descriptions, then use them, and use the most simple way is to post instructions on the desk, always refer to. .


What this means in practice that is post follow-up management issues, determine the manager administrative posts in place or not, is to see managers in managing employee is frequently used when the job description, whether they are usually based on the content of the job description and employee communication work. Therefore, the Manager must do a good job description of the follow-up to the management of the use of the job description and use of the process of constant revision and improvement.


Third, to help employees develop key performance indicators (KPI). .


"Investing in people", the first thing is to tell people what you did to his/her expectations. But to do this, the best way is to put the employee future performance goals — key performance indicators to tell them. Here, key performance indicators are the expectations of managers and employees to challenge themselves, the desire to express themselves. Therefore, it should be the managers and employees of two-way communication and the outcome of a consensus.


Success of this work, and the previous two tasks are closely linked, because the staff is the key performance indicators corporate strategic objectives and annual business plans of decomposition, while it is on the employee enrichment and development of job descriptions, both must also in place, managers can help employees develop a real and effective performance goals, can we truly help employees improve performance capacity, improve performance levels, to achieve "Investing in people." .


Key performance indicators and management for staff appraisal and the staff of high-quality communication prerequisite file is an agreement between them, the quality of the dictates of "investing in people" programme, worth managers pay more enthusiasm and more energy.


Typically, managers do not have confidence to develop key performance indicators to compare and daring, because they do not have enough capacity to develop accurate quantitative performance criteria. This is understandable. However, it is managers must do the work, not because it is difficult to develop indicators to give up, if you want to improve their management level, if you want to get to upgrade your career, you have to do and must do this task. I believe, as long as you do it carefully, you can become better and better. And this will be your important sign is different from other managers, one worthy of your time and effort to pay more! . .


4. counselling help employees improve performance ability.


After identifying key performance indicators, management of work and responsibilities of the employees have not shared and easy, because the employee performance goals are not their own things, but things that managers and staff to staff the implementation of performance goals were good or bad, and managers are closely related to counseling and support. If managers can maintain close communication with staff, staff to keep abreast of the progress of the work, and can provide the necessary guidance and help, so employees can continuously improve the capacity, performance goals can be achieved; the other hand, let the employees themselves if play, then the performance goals will most likely deviate from the intended direction, can not be achieved. .


Therefore, to embody the "investing in people" management philosophy, managers should always pay attention to the staff of the status of the implementation of performance targets, combined with the specific situation of the staff for their targeted counselling, providing the necessary resources and leadership support, helping them to clear the obstacles in the process, create a positive and harmonious work environment, employees in the achievement of performance objectives while improving the capacity and skills to do the challenge of preparing a higher goal.


5, assessment and timely feedback on their performance. .


In setting performance goals, and employee engagement and good finish date, the assessment period. When the time comes, the management shall promptly make the employee performance appraisal, and employee feedback.


Here, the assessment should be to help employees improve performance for the purpose of the assessment as managers and staff to explore opportunities for success and progress. In other words, the assessment should focus attention on what work employees do, this one, which work well, should be given recognition and reward and what needs to be improved, and then make improvements. .


6. help employees develop performance improvement plan.


The development of performance improvement plans to help staff to enhance capacity on the one hand, one is ready for the next performance cycle, so that the function of human capital, been fully exploited. .


So, when the performance feedback is completed, the managers and employees on staff's lack of agree, then, according to the characteristics of the employees to develop targeted improvement plans to help employees in the coming hours do better.


The above six steps, a complete performance management process is to be realized, in the process, employee performance management as a partner to "help" and "supporter" status, and staff together to formulate performance goals, to discuss successful approaches to achieve the common goal of the obstacles and difficulties and to rule out the possibility of finally achieving "investing in people," the purpose of performance management to implement! 1, assessment tools. .


Business to employee performance appraisal is a human resources management, the purpose of the examination does not terminate in examining the results. From performance management PDCA cycle, can be said to be the new performance management. Performance management in four steps: determining performance plan (metric), implementation, evaluation and improvement. Among them, the performance improvement measures are based on analysis of the results. Through the performance assessment text or numeric results mining deeper reasons, valuable and comprehensive performance improvement suggestions that can help employees from an objective perspective, targeted performance improvement plan, to achieve the objective of improving staff performance.


Second, the results of common assessment methods and uses. .


Examination results analysis method from a comparative analysis, can be divided into two broad categories: transverse and longitudinal analysis.


1, horizontal comparative analysis. .


Horizontal comparison analysis refers to the object (index, staff, Department, category) is a variation on the same examination period for comparative analysis. On the same staff indicators to analyze their work on the implementation of the balanced condition for further guidance and coordination of the work.


Categories of personnel departments and comparison between the aims of the organization contribute to task completion or the merits of the order, is the pay for performance, art, etc. based on assessment. Meanwhile, in the comparison process, also can find all kinds of errors caused by the evaluation process, in order to facilitate timely adjustments to improve future evaluation of quality of work. .


2, vertical comparative analysis.


Comparative analysis of longitudinal means: to the object (persons, departments, companies) for the variables of the same assessment on different assessment criteria were compared. By staff (or department, company) on the current target of examination results and examination results were compared to find the performance gap and the gap caused by the internal causes in order to achieve targeted improvements in staff (or department, company) performance purpose. Specific aspects from the following:. .


(1) individual assessment results and the average level of any given year, the average of the individual evaluation of the previous year, or any year compared to the same evaluation, observation of their changes, there is no progress and advancement. It can be all comparison, you can also choose to compare some of the indicators.


(2) The individual results of the exam, the average annual trend level, to analyze the individual assessment of annual trend of the average index. .


(3) groups of check indicators comparing the overall average level of a year or historical trend analysis of individual indicators, methods with the same.


Third, clear responsibilities and methods of examination results analysis. .


Enterprises in assessing the results of the analysis, it should be clear from the examination results of data collection and the submission of performance improvement plan to achieve the purpose of assessing the results of the analysis.


1, clear the Test Results of responsibility. Analysis is a prerequisite to improve. Examination results due to be used to improve employee performance, therefore, in determining the outcome of the appraisal staff responsibility, should be familiar with the work of control staff personnel in the production, but also conducive to performance improvement immediately following the guidance of the implementation plan, remember HR grabbed the phenomenon. .


2, collecting, collating evaluation results. On examination results is to collect, collate, including assessment of indicators and weights, standards, implementation plan and other information, as many of the whole process of assessment, in order to pass the examination and analysis of the data material to produce the assessment of the results.


3, grasp the examination results analysis. That the results of the assessment method of selection and training, to guide analysts to the correct use of analysis methods, after an objective analysis comparing the results obtained. .


IV. analysis of the reasons for proposing measures for improvement.


Of staff assessment should be multi-dimensional analysis of indicators, starting with a single index in the same condition in different periods of the assessment results were analyzed to determine the lack of a single target; On the basis of various indicators on the assessment results of comprehensive analysis to determine The overall objective of improved performance and measures. .


In the actual analysis process, the staff assessment of the capacity indicator (difficult to quantify) and performance targets (energy in) should be treated differently, through the analysis of performance indicators, identify gaps, in capacity indicator analysis, mainly as a performance indicator examination results more objective and easy access to employees; to facilitate the establishment of mutual basis, it is also necessary for the performance improvement. And from input-output model, the employee's capacity is put into the employee's performance is the result of the work and output, through the analysis of the causes, is also in line with the General rules to analyze the problem. . .


In the confirm checking the results of the analysis, formulation improvement plan is very important, do not result in the last meters to fail. Improvement plan mainly from this improvement topics (remember too much without attendants), target (standard), time, improved methods or practices, resources, support, etc..


5, analysis of constraints and considerations. .


1, the comparative analysis of restrictions:.


Members of this issue during longitudinal analysis of the previous period to consider the following factors: (1) change the method of calculating results of the exam; (2) weight system remain unchanged; (2) individual index scores of the control volume is relatively unchanged. If you do not have the following conditions, can be adjusted to the current period (or more than the current period of adjustment) means the result, adjusted so that the examination results of comparable. .


2. remarks:.


Both department heads, human resources personnel, or of the experts must have extensive experience and deep understanding of the actual situation. Only in this way can be found through the written nature of the incident. In order to prevent or reduce the error in the analysis, there misleading and a waste of company employee behavior point to human, material, etc., must be strictly selected and trained analysts. .


First of all, to choose policy, adhere to the principles, objective and impartial persons to perform analyses.


Second, analysts should be more familiar with the work of the staff, all have a strong ability to analyze problems;. .


Third, the analysis of staff for the analysis of the principles, procedures and methods of training.


Corporate strategic objectives are achieved by the people to, so performance improvement in employee performance should determine the personal ability and motivation factors into the heart. Personal capacity by increasing the staff to achieve organizational performance improvement actions, is a competency-based performance improvement methods. .


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Staff capacity in the role of performance improvement. .


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(A) knowledge of the role of performance improvement.


Knowledge is a person of a particular area of understanding. Knowledge of the depth and breadth to that directly determines the level of understanding of specific areas. Each work will require employees to have certain knowledge of staff to complete tasks, we must apply the knowledge. If the process of completing the task, with corresponding knowledge and ability to apply them to work, so to complete tasks and achieve individual performance and organizational performance. But if the work because of the lack of necessary knowledge, it will hinder the completion of the task, or even not qualified for the job. .


(Ii) skills in the role of performance improvement.


Skills is a person doing a particular job, the successful completion of a task by the necessary knowledge and ability. Skills varied, such as technical skills, communication skills, solving skills and so on. .


1. technical skills. In the enterprise, most training projects whose main objective was to update and improve their technical skills, because, in the world of science and technology, the new instruments require staff to have a high level of technical expertise, and only having the right to use the new equipment and technology to improve productivity, increase and improve the performance of the employees, organization. For example, the post office tap examiner should learn to automatic sorting machines; car maintenance workers to assemble and repair of the front-wheel-drive, electronic ignition, fuel injection, etc. These skills are better done, increase and improve the performance of indispensable.


2. . Communication skills. Performance management is a continuous exchange process, which is between the employee and his manager agreed to ensure completion. Performance improvement as an important part of which is indispensable communication, communication. Only communication can the corporate strategy and direction of the top-down communication to each level so as to ensure that every team and individual understanding; only communicate to employees and organizational goals to reach agreement, employees in achieving their performance while on to achieve the organization's performance; only through communication can we find the gap between actual and expected to find a better solution.。 Performance improvement of the entire process to keep communication would only be possible to identify the problem, correct the problem, and achieve improvements as expected. Therefore, communication skills, good or bad will also influence the effectiveness of performance improvement.


3. . Problem-solving skills. In the performance improvement process will encounter this or that problem, to solve these problems needed skills, including logical reasoning, problem definition capability, causal reasoning, developing alternatives and options programs. These skills are essential for performance improvement and enhance. .


(3) experience in the role of performance improvement.


Experience in practice over time formed the basis of the summary. Many jobs require workers with some experience, because of some experience, work tasks, will be relatively easy to complete. Improvement proposals are made in the design, development targets or, if these experiences, it is more likely to improve design efficiency and effectiveness. It has a lot of practical significance for the work on performance improvement, improvement also has an effective supporting role. .


In short, as knowledge, skills, experience a collection of implementation of the performance, enhance, improve their organizations have on system and environmental and other factors in performance improvement in the status and role.


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Based on the employees ' performance improvement plan.


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Ability to be dynamic, so a valid competency-based performance improvement programmes should be a dynamic cyclic process, this process can be divided into the following steps:.


(A) the premise of performance improvement. .


1. employees are eager to learn and improve their skills. From the demand level speaking, most employees want to be inspired and challenged to get organizations to realize their own value.


2. . Employee voluntarily changed. Employees in an organization achieved a certain success and personal satisfaction, must be with the organization of the Yao Qiu, Xi Wang able to adjust themselves and improve Zi Ji Yi meet organizational requirements, Ji Ziyuangaibian. .


3. self perception. Once employees to recognize their own attitudes, behavior, motivation, etc. do not meet the Organization's rules or requirements, the employee can do appropriate adjustments to change their behavior.


4. . To create an enabling environment to encourage employees. Level to take the lead in improving their capacity to play an exemplary role in staff, reward learning or training through self-empowerment to achieve individual performance and organizational performance improvement staff. .


In addition, if the employee as a member of the group to join the constructive interaction behavior, their ability to improve more quickly, learn more, get more satisfaction.


(B) goal setting. .


In order to improve performance, you should increase the capacity to set performance goals and capacity goals. Performance goals are and business performance-linked target, such as a sales increase of 20%. The ability to target that is, those who complete the work and staff with the ability to create performance-related objectives, such as improved job execution, improve communication skills, etc..


1. . Performance goals. Setting performance goals, to solve the following problem:. .


Who decides the performance goals. Different organizations have different policies and views. If the employee's participation in the setting of performance objectives, then they will invest the necessary time, energy and emotions to accomplish these goals. However, if the employees and management in the formulation of objectives will not be able to reach an agreement, should be made by management in accordance with the organizational goals final decision.


How to set performance goals. Performance objectives and job specifications should be provided for associated targets, and that performance goals should be consistent with the principles of SMART, SMART is the first of a five-letter English word abbreviation, S on behalf of the Specific, is specific; M on behalf of the Measurable , is measurable; A representative of the Attainable, is achievable; R represent Realistic, is "realistic"; T on behalf of the Time-bound, is "time-bound."。 Quantifiable objectives as far as possible, quantify and assess, achieve what degree. You can achieve with some challenging, through the efforts to achieve, and to be able to arouse the greatest potential. Time-defined performance objectives, do you want to have a clear time limit, that is, when completed.


Assessment of the completion of performance goals. Quantitative assessment of performance targets as far as possible, but for those who can not quantifiable targets, but also should be clearly described in the text should be met, it is possible to better target effective completion of the assessment. .


2. capacity development goals. Set the capacity development objectives, in order to solve the following problem:.


Who sets the goal of capacity development. The bearing capacity development staff who were also the implementation of capacity development, each employee should set their own capacity development objectives, improve the capacity of the most important. Capacity development goals for different purposes and different environments can be determined in different ways. Generally the combination of two methods: the decision by the managers or by employees themselves. This has two advantages: First, employees may feel they have some control over the development process, and second, managers can make their subordinates to improve the managers perceived the most important for the success of the work capacity. .


How to set the capabilities development goals. Capacity development goals should be consistent with the principles of SMART, do specific, measurable, attainable related joint time-bound. In addition, capacity development goals should greatly improve the ability of the development levels.


Capacity development objectives and performance goals of the relationship. Performance goals that staff "what", and capacity development goal is to staff "how." Ability to complete development goals can help employees accomplish their performance goals. If the capacity development objectives can not improve the performance, not allow employees to prepare for future performance improvement, capacity development objectives so that is not a suitable target. .


Evaluation capacity development goals. This is the assessment of the capacity development goals and to complete the process. Target implementation, but also to have certain standards to assess its implementation of this standard should set objectives should be established.


(C) develop action steps to achieve targets. .


Goal setting is important to have specific action steps to achieve, and action steps to comply with the standards is SMART. In fact, it is the only consistent with the behavior of the SMART criteria or action can be called the action steps. This article uses two examples to illustrate this.


1. . Performance targets: the next five months the company achieved sales of 2 million yuan; action steps: weekly visits to clients 15; clear and specific action steps: work content required is clear. Action steps that can be quantified: employees can count the number of customer visits. Action steps and consistent with business goals and business objectives: to visit customers to boost sales. In this example, assume that employees and managers to visit clients 15 times a week can be achieved. If the action steps of the implementation plan can help employees achieve, then can be said that action steps are performance oriented.。 Action steps also have time limits: 15 visits should be carried out every week.


2. . Capacity development objectives: better use of time and improve time management skills, evaluation criteria for one month to complete the project work items table. Action steps: with a good use of time to ask the manager of the interview, and select two to three work at practice; day out "work projects" and prioritize; will be recorded for each performance; to "work list "itemized with estimated completion time; records completed on time, do not let their use of overtime or the early arrival of clear the backlog. Check the records of the past three months to act to identify unnecessary things and spend too much time to do. Then, plans to act next month and will be improved. .


Check the action steps: consider whether those actions steps conducive to the goals of these action steps completed? is becoming an important means to achieve that goal? for capacity development goals, key practices can make the action steps for easier. Process is as follows:.


Ability of staff and key behaviors related to rate. Ability to achieve its development goals in many ways and behavior, which can only enhance the ability to directly contribute to the behavior before we can say is the key act, but on the ability of these key actions to improve the role and there is, therefore, These actions should be based on ability to increase the size of the score. .


Evaluate what key behavior has been improved by the ability to improve overall. Because employees once the ability to raise is limited to a set of development goals are limited, so will have to assess which can most effectively improve overall capacity, and to determine first of all it should be implemented in these acts could be improved, increasing overall capacity.


Develop specific action against those key action steps. These steps can change things at any time with the adjustment. .


(Iv) the ability to solve problems and obstacles.


1. . Knowledge barriers. If the employee does not master the necessary information, then the knowledge barriers occur. If the company's new employees do not know who is the company's decision-makers, who are mainly affected persons. .


2. skill barriers. If employees know how to complete the work, but lack the required skills to quickly do a good job from start to finish, then skill barriers. For example, employees have learned how to operate the new equipment, but because of operational skills is not enough to provide an efficient operation.


3. . Process barriers. If the employee can not effectively deal with a series of events to obtain a performance, then, is the obstacle course. Staff were very good at dealing with each individual task, but they lack all of the tasks in the correct order of ranking well, and with the appropriate time to complete the tasks. .


4. emotional barriers. Affective disorder refers to those and psychological factors related causes. For example, some employees worry that reluctant contradictions insisted that they think is the correct thing to worry about failure to set challenging goals, etc..


Performance obstacles of the type of areas are very important, because the ways of overcoming them from this analysis. Capacity development process, we must fully understand the current staff's skills and ability to live in the state, prevent employee access to better performance barriers and the career goals and their aspirations. According to the information to employees under the manager's support to develop feasible goals and action steps to change their behavior to get what they expected to achieve performance. .


(5) the clear guidance for action.


If managers were able to inspire and guide their employees to improve performance, then the performance improvement program will be able to function well. However, many managers lack these capabilities. This article specifically cited as a good mentor should have the behavior and needs of the steps. .


Through language, as well as the main Act passed employees can mining potential.


Listen. Listen to tell the staff, not just to control them, should they get things done. Try to understand them, understand what things are important to them, understand their feelings and their concerns. .


To give feedback. Let them know what you think of them. Direct honestly tell them you on their actions and their consequences of acts. Avoid the stigmatization of judgement and accusations, remember that feedback to understand can help them to change the behavior of the relevant information.


The staff themselves agree to a higher goal. Help employees to express their hopes and dreams, and they work together and organize their ideal combination of their vision. If they put their own role in the company as a means to achieve personal aspirations, you can make more in their own development input. .


See obstacles. Determine the factors impeding the performance development, information, skills, processes, or emotional disorder?.


To predict and deal with constructive staff of contradiction, preventive behavior and blame. A set of skills should be developed to deal with, including listening, expressing confidence, provides opportunities. One kind of situation in Mei De skills to be able to used under the most convenient of 帮助 staff overcome resistance to Xin Li Ta Men, to their interests and the interests of the Jie He Zuzhi together. .


Determine goals. Take advantage of all the information at hand, including organizational goals, personal ambition, capacity development, to establish the capacity development goals and performance goals.


To develop action steps. SMART principles and draw up action steps to accomplish the goals, including the ability to support the capacity development goals and action steps. .


Tracking and monitoring of objectives and action steps. The aim is to ensure that employees can be successful, the problem can be resolved quickly.


Let employees know your goals and action steps. Let them see their work in your goals 处于 what position, to show them how to track goals and action steps. If your employees see you often use your asking them to use the program, they will more willingly to make use of this procedure. .


(6) performance improvement programme development and implementation.


Performance improvement program in various forms, the company formulating appropriate according to their own improvement programs, but no matter what program should be followed in the design of the following guidelines:. .


Performance improvement must be practical, to have the "action steps". Performance improvement programmes of certain people, it is best to be more specific in each step.


Performance improvement program to meet the "SMART" principle, which is developing a program must take into account any principle. .


Performance improvement through the training of staff, guidance to employees, achieving the Organization's core competitiveness and the development of individual employees, enabling organizations and employees win-win relationship.


Performance improvement program designed to take into account the possible implementation obstacles, resistance, and a design countermeasures. .


This is a series of principles apply equally to the training and guidance to competency-based performance improvement programmes. However, the performance improvement is an emotionally fragile process. The weakness of the employees are exposed, and staff to discuss and resolve those affecting capacity, has been hidden for years, hard to solve the problem. Resolve these issues can make employees feel proud and confident, but this process may let them feel fear, embarrassment and feelings of being hurt.


If not handled properly it will produce conflict and dissatisfaction. Therefore, the implementation of performance improvement programs have to follow some principles: high-level managers should improve their own performance as the implementation of performance improvement of employees an integral part of the content. If employees know the CEO and management team are the same as they strive to improve yourself, then there is nothing more than to convey a stronger message. The implementation of performance improvement program requires careful planning and organized training and guidance.。.


(Vii) performance improvement evaluation of results. .


Any one system only established a feedback system to form a closed system, in order to make the whole system runs the result-enhanced reliability, and enables the system to run, and continually improved. Similarly, in competency-based performance improvement system must also have an assessment. This session on performance improvement of programme implementation following the results of the evaluation. Evaluation from four dimensions:.


1. . Reaction. Enterprises of all types of members (employees, managers) on the performance improvement activities themselves, and to improve the impact of activities on their response to the results? Response to customers and suppliers what?. .


2. learning or ability. After implementation, understanding or knowledge which will not be before the improvement of knowledge or skill.


3. . Change. Improvement activities on the work it had the desired effect? Work is begun to use new skills, tools, procedures, etc.?. .


4. the results. Improvement activities on the impact of the performance gap is narrowing the gap between what? and management behavior associated with positive relationships?.


Assessment results will be fed back to the process of observation and analysis, used in the development of objectives, thus beginning a new cycle. .


In short, performance management is a modern enterprise management activities in the most basic activities are achieving the strategic goal of the foundation of the enterprise. But the performance improvement is a performance management system can effectively run the key link, through competency-based performance improvement, enterprises can all influence factors of dynamic links to grasp the impact of personal or organizational performance capacity to develop a comprehensive and effective strategy for improvement, the implementation of science to achieve organizational performance is increasing rapidly.


The so-called "organizational learning", meaning the members actively use the information and information to plan their actions to improve the organizational process of continuous adaptation. Why are there so many organizations or companies continue to decline, and dying, a "short-lived company" mean? The root of the root causes, not these organizations do not learn, but in the learning process deviation, prevented a real sense of organizational learning. We refer to this bias as "organizational learning mistakes." .


"Organizational learning" model.


Organization is a collection of individuals. No individual study, "organizational learning" has become castles in the air; "organizational learning" only through individual experience and action to achieve. So, what is the "individual learning" mean? "Individual learning" to improve the effective capacity of individual process, including conceptual learning (know why) and operational learning (know how). From the perspective of cognitive theory and individual memory not only stores a large amount of data or facts, but also how to deal with storage of information, both on the composition into the individual's cognitive model (also called mental models) . The former is the result of conceptual learning, which is the result of operational learning.。 If an individual's cognitive model through interactive to reach a consensus, the Organization of a common model, thus affecting the organizational behavior. In other words, the "individual learning" really into "organizational learning". But the "organizational learning" is not merely "a collection of individual learning" is a group of talented athletes, not necessarily a great sports team. "Individual learning" is a "necessary condition" of organizational learning and not sufficient conditions. Therefore, the "organizational learning" can be thought of as an individual and collaborative research-mediated process. "Organizational learning" also includes conceptual learning and action learning. . "Single-loop learning", that is, "know how", is a maintenance study, is primarily used to detect and correct an individual or organization does not meet the current standard deviation, in order to maintain "use theory" (the assumptions behind people's behavior, are often not aware of) the main features, the real means by learning to maintain the status of individuals or organizations; "double-loop learning", that is, "know why they are doing" is their (individual or organization) acts properly and reflect on whether to change the "use theory" embodied in the cognitive model. "Double-loop learning", also known as "creative learning." Of course, the "single-loop learning" and "double-loop learning" are included in the conceptual learning and operational learning. .


"Single-loop learning" errors.


"Single-loop learning" mistakes can be divided into two categories: one individual had to learn the conceptual feasibility study but was blocked; Second, although the individual or organization to conduct a feasibility study and conceptual learning, but was blocked. The former includes the "closure study" and "restrictive learning"; the latter including "superstitious learning" and "fuzzy learning." The following description and examples respectively. .


Sealing of learning while individual learned knowledge, but not in the organizational environment to take appropriate action, i.e. the individual has not been a conceptual learning into individual action learning, this kind of study is called "sealing" of learning. This study makes it possible for organizations of common cognitive model cannot really built up. The reason may be because the individual work overload, low levels of motivation and interest in an inconsistent or unwilling to do, etc. For example, patent Manager, Mr. understands that A competitor is applying for a patent. But he didn't know whether this production department patents of interest, and are unable to determine the potential value of a patent. . Undoubtedly, Mr. A had aggravated the intense work load. In this tense environment, A did not inform Mr. ultimately Production. The result is the successful competitor to the patent application, which occupied the market share of the company's products. .


Restricted to change individual learning despite some behavior, but the Organization was calm. Individual action learning in organizational environment. This kind of learning is known as a "restrictive learning." Mainly communication system in the Organization, the lack of cooperation between individuals. In addition, because the individual ideas and efforts to be ignored, resulting in a "seal of learning". For example, although it is a member of the General staff, but will often be raised very constructive suggestions. Unfortunately, not disregarded, or even give the cynical. After repeated strikes, not mentioning any suggestions.


Superstition and the lack of the necessary action to learn the concept, model or theory, an individual or organization to repeat habitual behavior not know why, but the lack of rational thinking. This kind of study known as "superstitious learning." The main reason is because the cognitive model of individual or organization due to the common cognitive model inappropriate. For example, C is a commercial organization, Mr. Marketing Manager, he assessed his team's standard two: sales and profit contribution.。 But Mr. because there is no appropriate C to effect on team efforts and the effects of a distinction between the market, but also for team members to evaluate the individual's contribution. C, this situation is typical of the individual "superstition", its leadership learning team is part of the learning organization "superstition."


Fuzzy learning to solve problems even if the cognitive model is the appropriate action if the results of the lack of effective evaluation, such as the lack of feedback, it will lead to "fuzzy learning" produced. It will affect the future behavior of members of the organization and management system and level of trust. For example, D company in order to delivery time from 7 days to 3 days, through a series of organizational changes, but the lack of quantitative changes in the assessment process, monitoring is not power. As a result, over a period of time, organizations are restored to their original state. In essence, the organization does not have a real learning. .


Double loop learning errors.


"Double-loop learning mistakes" occurred mainly in cognitive models to update or revise the individual or organization, the process of co-cognitive model, there are three types: "surface learning", "fragment learning" and "speculative learning." .


Learning to learn "the surface" occurs mainly on the surface at the individual level. When the entity is not "double-loop learning," or even "double-loop learning", but not at the same time as the action-oriented learning and conceptual learning, resulting in a "learning" on the surface. Individuals do not recognize the necessity of changing the cognitive model, or even recognize and changed the cognitive model, but do not know when and how to use it, and therefore loses the original to the growth of knowledge, but also the entire organization or the growth of knowledge. For example, Mr. e due to their personality, accustomed to the dictatorship of leadership. . So, he tried to change his style of leadership. But he felt that subordinates do not trust, be suspicious of their behavior. In the end, he adopted the usual autocratic former leader ("restrictive learning"). Although Mr. E has changed their perception of leadership behavior, but this change did not reflect the specific behavior, still using the previous autocratic leadership. Therefore, E is not Mr. achieve real results that change. Another example is the aforementioned Mr. C, he also changed although its market awareness, but not able to establish effective cognitive model. When the new situation and the need for new policy, he would be at a loss. Therefore, they restore the original behavior. .


We previously discussed the "single-loop learning," all errors will result in a "learning" on the surface. Because of the perception of the individual in order to avoid conflicts, you think your own cognitive model is right, there is no need to change it. For this reason, the individual usually set all these obstacles will not be able to make.


"Fragment learning" in the organizational level, is no conceptual organizational learning. Although individuals of learning and changing their cognitive model, but without the formation of a common understanding organizational model, the cognitive mode of the old organization did not change, then still had a "piece of learning" mistakes. In this case, "individual learning" on the "organizational learning" nothing. In particular, there is no freedom of information in the organization to communicate, or used as a management tool to maintain power to the case of organizations, "piece a" more easily.。 On the other hand, the "learning" on the surface can easily lead to "fragment of learning," because the individual has not changed its cognitive model, organizations of common mode cannot be changed. For example, E managers hire a management consultant to the company's production plan for diagnosis. Diagnostic results showed that production planning while you can get some improvement, but substantive progress would have to rebuild customer service system. But E managers don't want to bother with the customer service department. Thus, in charge of production planning, requirements for consultants focus on the improvement of the production planning component, on the other side. . E manager behavior hinders both learning: the individual learning, he did not learn more; in organizational learning, because of its advisory report to cover up the whole, making the organization can not share the results of other departments. As a result, the organizational level of the "fragment learning" was born. .


Speculative learning learning "speculative" also known as the "Organization of restrictive learning" means despite the design or implementation of the action to seize the real or imagined, but with a common mode of the organization. A typical example is some organizations establish team. Originally, the build team to complete a separate project, but the team is often used with the Organization of programs and common cognitive model phase separation, thus impeding the learning organization. For example, F trade's Innovation Group has successfully developed a set of effective software to help this sector cost control, evaluation of the marginal benefit and profit statistics, and constantly improve. . Although the software is much less than the Ministry of Trade, but the planning centers in order to facilitate unified management, asked the Ministry of Trade to give up their own software system, using uniform software. Thus, to the innovative activities of the Ministry of Trade aborted. Ministry of learning belongs to the typical "speculative learning." The failure of many companies diversified in essence is a "speculative learning" due. Although companies want to seize the good opportunity to enter new industries, but the formation and organization of the cognitive model years do not match, defeat is inevitable. .


From the above analysis we can see that all kind of mistakes is linked. If the "restrictive" learning "can lead to learning", and the seal of the "seal of learning" can lead to learning "snippets." Therefore, to the point of view of the system of "errors" of organizational learning. A cell (Arie de Geus) in the study of history, brilliant companies found that many of the company's life cycle is very short, and some of the famous 200 years after the company still maintains a strong vitality. Its origin is the former had not been able to overcome the "errors" of organizational learning, while the latter is able to identify and overcome. . .


Promoting the "organizational learning".


To avoid the above-mentioned "organizational learning mistakes", to promote organizational learning, including the following three steps:. .


1. Thaw, organization of defense mechanism, changing the organizational patterns, establish mutual respect and open atmosphere, leading to tissue organization members to make inquiry and have the courage to face challenges.


2. . To promote the practice of learning organization, through the cultivation to overcome the "organizational learning mistakes." Senge (Senge) concludes that "learning organization" in The Fifth Discipline:. .


① self-transcendence. Self-transcendence has two meanings: first, find out what is most important to us, the second is continually learn how to more clearly see the current reality. Is a "learning organization" spiritual foundation, manifested in the creation and surpass ourselves continuously. Is the individual's lifelong learning process, and is also a prerequisite; organizational learning.


② To improve the cognitive model. Organization of cognitive model is built on the basis of individual cognitive model, therefore, only to improve the individual's cognitive model, to improve the organization of the cognitive model, to break the organization's defense mechanisms;. .


③ establish a common vision for the future. Common vision not only changed the relationship between the Organization and members, and changed the Organization members and Member relations. Therefore, the existence of a common vision of the Organization members to abandon the old cognitive models, have the courage to recognize individuals and organizations, and thus to stimulate new thinking and action;.


④ team learning. Team learning is the development of team members and achieving common goals with the overall capacity of the process, is based on "self-transcendence" and "shared vision" basis. Through learning, people can help each other, so that members of the inconsistency of thinking is more sensitive and reduce the anxiety of the inconsistencies, and to become more and more understanding of collective thinking;. .


⑤ systems thinking. Systems thinking is at the core of the practice, i.e. to system rather than a fragment of method to observe and analyze things. It enables people to see the hidden behind the complex phenomenon of structure, and keen observation of the individual belonging to the overall lack of linkages between the factors related to enable managers to see the crux of the matter (leverage points). ESPA Joe (Espejo) Senge on the basis of the study, an increase of 6 practice, namely, efficient structure. Because the practice is not large enough to allow the Organization to change or fix the problem, you must take into account the complexity of the "detail" that is, the organizational structure. This organizational structure to be able to grant individual questions and implement change effective work space Sheng Jiti out of The Fifth Discipline is mainly directed against individuals, while the sixth proposed Aisipaqiao cultivation is mainly directed against the organization. In this case, the individual level and organizational level through an integrated practice, will improve the organizational learning capacity, to overcome the "organizational learning mistakes." .


3. Application by the first two steps to acquire the capacity and knowledge to overcome specific learning errors. Some mistakes just a practice, but to several disciplines. As the "seal of learning", because it is a conceptual study of individual possibilities cannot be effectively translated into action learning, therefore, to overcome this kind of learning errors, you need to go beyond the "self" and "establish a common vision," the two snakes. Through the practice of "self transcendence", organization members learn to organize environment to take effective action, e.g. learning exchanges. At the same time, the "establishment of a common vision," practice makes the integration of the individual and organization, making proposals easy to accept. . .


In the latter part of the training and development of the era, the managers ' attention to place in the Organization's overall performance, and not just the individual's abilities and output.


"What is organizational learning?" A telecommunications company's human resources manager for the author to answer the question that "all organizational learning is to organize and carry out a variety of learning activities." Then he is very upset and said: "Our company has more than 2,000 cadres, responsible trained personnel Zhiyou 3. boss Yaoqiu all cadres Meinianbixu Jieshouyiding hours of Peixun, Suo Yi Jiu Shi night we busy day in the course arrangement, to find a teacher, do Student Application, Tixing student Lai lectures, Kongzhiketang discipline, organizational learning examinations, no time to think about how to do the training should be meaningful, can be linked with business performance.。 ”。.


Perhaps you, like with the human resources manager, that the biggest challenge in training is training and training on how to measure the effect of performance-related. I would, from how to correctly understand the organizational learning and organizational learning and performance to explore the relationship between these issues. .


Organizational learning: towards the learning organization's painful process.


Organizational learning and learning organization are different in concept, it must not be simply interpreted as a "learning organization everyone." Learning organization is good in the end, organizational learning is the gateway to the painful process of learning organizations. .


The Australian National University MBA Education Center Director, Professor Mark Dodgson in their article on organizational learning papers in organizational learning means that companies in their specific cultural establishment, under the system of supplementary and organizational knowledge and everyday work. Aim is to make better use of the work groups broad knowledge and skills to achieve the Organization more effective, better performance objectives.


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Organizational learning contains four parts, only the combination of the four sections (Figure 2), the company can only be described as an organized learning awareness, take the direction of the learning organization.


1, training and development (to improve group work attitude, work skills and knowledge);. .


2, the establishment of a support team to develop organizational culture (create a good working environment in which knowledge can in such a climate of greater sharing);.


3, note the improvement of daily work (an effective process and quality management systems, processes to reflect customer demand satisfied);. .


4, systematic management of knowledge (knowledge production, knowledge acquisition, internalization of knowledge, knowledge transfer, knowledge of the application, and knowledge retention);.


The concept of organizational learning and a learning level concept. Are: individual learning, team learning and organizational learning, a positive combination of triangle and inverted triangle form. .


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Performance management system is the human resources department is a very important part of the work. In this system in addition to the objectives set in the performance assessment, should also pay attention to performance model in several levels.


Core part of the model is work Ben Shen, if Xi Wang a job have the achievements, to be sure that in the workplace, people who know their doing, what is the job the 从事 Bingju can do it. If he does not know what to do, or do not know how to do, then there is no reason to expect he will contribute to performance. Enterprise training is targeted at this level, to ensure that every person has the appropriate job skills. .


The second level is the person's level, employees know how to do the job, but how to allow him to maintain high morale, passion and combat effectiveness, and actively do more work, you need a humanized management, the use of incentives to raise employees ' minds, using appreciation, communication, respect, trust, value to influence employees.


The third level is the workplace, including the various functions of the parts of the task group, the project team, etc.. As long as they together with the main results for the same service area, you can call it in the workplace. Modern management, workplace learning and performance has become increasingly important, where there is use of the concept of team learning. If you play in the workplace team together to produce more creative, there will be a higher performance. .


The fourth level is the working environment, in fact, the organizational culture, in a good environment in which people are able to actively discuss innovation programme together. New ideas are emerging, different viewpoints and ideas. This kind of organizational climate for learning and performance greatly the development of space.


From simple performance model, we can see modern management practice, the traditional management approach, though still there, but more and more water down into prerequisite. For example, ability and attitude of staff, before work could be, especially the training of human resources focus of the work, but now has become a necessary component of staff. The previous lack of attention to areas such as workplace performance and improve the work environment to help maximize the performance, now becoming increasingly important. In particular, workplace learning and performance issues in the United States known as the fourth generation of the training and development. .


First paragraph: training (Training). This phase of the Center is training for individuals to their successful completion of the work the necessary knowledge, skills and attitudes and change individual;.


Phase II: Human resources development (HRD), of training, organizational development and integration of the use of professional career development; Tongguo change now (through training) to future (through professional Kaifa) of 行为, HRD change Le Geren also changed Gongzuo environment. .


Stage 3: enhancing employee performance (HPI). Improving employee performance is to identify the root cause of performance problems, and find the reasons for the Elimination of these solutions or interventions; HPI concern is the effect, but is not active; HPI using any or all the way to achieve results.


Phase IV: Workplace Learning and Performance (WLP), in order to enhance individual and organizational performance, to meet the needs of individuals and organizations, the face of learning and integrated use of other interventions. WLP used to analyze and solve performance of individuals, groups and organizations, a set of system flow performance issues, through the staff, ethical issues such as fishing coordination. Within the organization to create a positive and progressive change. .


The fifth stage: workplace learners (WL), through study, rather than change training to individuals; learning is to achieve performance goals; a means of learning concerns means, training, human resource development professionals, practitioners or employee performance enhancing workplace learner's new role.


Times after the training and development of human resources management. .


The so-called training and development of the era is the workplace learning and performance (WLP) and workplace learners (WL) phase. I think the biggest difference between them is the personal learning and team learning. Workplace learning and performance (WLP) is improving with the help of staff performance, giving (HPI) human resource development (HRD) new connotation. Workplace learning and performance emphasis on learning as an organizational environment for enhancing the performance of a tool, it training, training at the learning impact through people.


Therefore, training and development in the post era of human resources work focuses on how to create a good learning platform team, how to make employees aware of the enterprise and maximize the performance of production is closely related with the intelligence team, how to staff their grasp of team learning skills. .


Since many organizations for team or group dynamic is well advanced experience, so many teams think they have practice team learning for a long time. However, the operation with the team, team learning practice is not to improve the skills of the team member, or even improve the communication skills. Over the years we have used the "overall mix (alignment)" instead of "consent or agreement (agreement) to grasp the concept of" team learning. . As we cooperate with each other, they do not ignore or hide their differences. Their ability to use their differences to enrich the understanding of groups of things. .


Team to learn the most effective method comes from two conversations: depth of sink (dialogue) and techniques (skillful discussion).


The basic elements of dialogue are the following:. .


Invitation: launch of large vessels. You must have the opportunity to participate in, and understanding their resistance and fears of PCT and that the proper response.


Constructive listening: listen fully means to pay close attention to other people's words, not only to listen to "voice", but also concerned about the nature of the speakers, not just listen to each other's knowledge, but also noted what he was. Your ears with the sound of rhythm and dance, but the ears and heard their thoughts than the much slower pace. Constructive listening is deep in your heart to keep silent art. So you can listen with the ears of natural speed, slow down mental activity and fully listen to the hidden meaning of words. .


Self observation: when we observed that dominate our world of thinking, we embarked on a journey of self improvement. Many tips for flowed on depth (e.g. silent) and create a quiet environment so that we can observe myself and the team's thinking. Once you see the ego, the situation is slowly changing.


Suspension assumptions: the depth of the talks to encourage people to "hang if", not forced to sell both their own views, and do not restrain their own thinking. To assume that hung in front of everyone, for all to reflect on, is a subtle and moving art. "Hanging if" do not mean to assume that you temporarily put aside, to see any change in their own observation, but from the new roles of your assumptions: Let assume full exposure, attention to these assumptions, and try to explore the assumption that the root causes. Suppose you have an objective to the team before flying, so the team can discuss these assumptions. .


In the latter part of the training period, people constantly cultivate yourself, learning the skills of team learning, organizational learning, rising to a height of creativity will greatly, astonishing performance will occur. WLP is a specific form of the action, the human resources department is first entered into this form, then engaged in workplace learning and performance (WLP) who plays what role? what should possess? what kind of output? what's expected to get results?.


WLP constituted by the following roles:. .


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Manager: To achieve the desired results to plan, organize staff, determine the time, control and individual and group Gong Zuo Yin Dao, promote strategic planning, Quebao WLP with organizational needs and plans is an integrated, ensuring that the functions of administrative requirements Bumen implementation. .


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Analysts: analyze and resolve the causes of employee performance gaps exist, or is to identify the scope of employee performance improvement. .


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Intervention selector: Choose the appropriate interventions. To eliminate the root causes of employee performance gaps. .


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Intervention design and development by: developing learning and other interventions to help address the specific causes of employee performance gaps. .


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Perpetrators of interventions: interventions that work together to ensure appropriate and effective implementation, to explore the specific causes of employee performance gaps. .


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Change Leadership by: encouraging employees to support change, Queding change direction, to help employees adapt to change organizations to ensure that intervention measures to receive the Le ongoing monitoring and guidance, and Qi monitor and guide the way 相关 stakeholders desired results 一致. .


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Evaluators: Evaluation of the role of interventions for participants and stakeholders to provide information about measures to implement the results. .


WLP make human resources work not only in the role and the traditional role has changed, and the ability to have a higher demand. First, analytical ability, through data processing, generation of new ideas; and secondly, management capabilities, will be organized as a system, process and operational units; and third, interpersonal relationships, understanding that individuals and groups have created between effective interaction of the fourth way is leadership, influence, touching or stimulating others to take action; the fifth is the technical capacity to understand the knowledge, or process now; the sixth is the ability to understand existing and new technologies.


In summary, organizational learning and performance has a causal relationship between the training and development in the latter times, managers should focus on the organization's overall performance, not just individual capacity and output. Further deepen the concept of team, but the definition of team is: the need for mutual cooperation to achieve certain results of a group of people. To enhance the performance-oriented team learning will become the core of the work of Human Resources.。.


1. . Theories. .


Leadership, organizational development, leader guide individuals, groups and organizations on the Organization's strategy, structure, processes, and organization of mental and spiritual and cultural aspects of the reformed and updated to improve organizational performance. Generally, organizational development, there are two ways, one is interpersonal process approach, emphasizing that the involvement of staff and the Organization's process, the purpose is to allow members of the Organization for self-realization and tasks; another way is the way that emphasizes the technological structure of technology and architecture, the aim is to emphasize the task completion.


As the industrial society's transition to the information society, people's views on the organization gradually deepen, originally thought it was a tool of production, has been hailed as a simple machine, the surface was found to contain the organization strategy, structure and reward system, it is now found deep tissue culture, values, psychological and spiritual, it also produced a new organizational development concept:. .


1. organizational structure of organic trend. Organization design has two extremes, extreme mechanical model, it is roughly synonymous with bureaucracy, its characteristics are rigid sectoral system, highly standardized, a clear chain of command, centralization; at the other extreme is the organic model that the implementation of decentralization and the development of standardized policies, free flow of information to a multifunctional team or cross-level team. Since the eighties of the 20th century, the Organization gradually from mechanical model of the end of the walk to the end of the organic model. In the public sector, although still very bureaucratic organizations primarily, but work the team has. Furthermore, in the bureaucratic organizations within the boundaries have been broken.


2, organization running democratization. In the new organization to run the process, showing the advantages of democracy. Leaders stressed the authority and decentralization, with more autonomy to subordinates so that subordinates self-leadership; the same time, organizations pay more attention to staff's high level of participation, which means information, knowledge and rewards transfer to the grass-roots organizations, such as quality circles survey feedback, self-management team and other interventions have reflected this trend. .


3. Organization more humane nature. Organizational development is more concerned about the mental and spiritual needs to pay more attention to employees ' career plans and career plans, respect, trust and support staff, it not only need the first resource, and to employees, is the starting point of organizational development, organizational development, the Organization will return point for employees to provide a new space, such as family friendly organizations, women's organizations, internal business organizations have emphasized the idea.


4, organizational development, emphasis on organizational learning and self-organization capability. Leaders are to create a learning organization, will learn, transfer and change capabilities into organizational competitiveness, 关注 organizations, groups, Geren's learning ability, it is a collective, open the Yi Ji Bu Men of learning across the organization organization. At the same time, organizational development, also stressed from subordinate individuals, grassroots organizations and groups attempt Spontaneous and adventurous, I believe that community self-organization, self-monitoring, self-correction. Leaders should promote this self-created role of effective intervention methods and organizational forms. .


Organizational development has its inherent in the program. Organization development program is a complete organization development activities through a series of phases and steps. This program first of all is to collect information, and information analysis on the basis of organizational development interventions selected technologies, contains the following five stages:.


1, diagnosis. When the leaders have found that organizations can not adapt to the environment or the organization can not operate normally, the leaders need to conduct a preliminary investigation on the organization, through interviews with subordinates, observation, investigation and study, collect information, which largely determine its properties. Leaders can also hire consultants, who will obtain information from members, and then define the problem. .


2. analysis. Leaders should collect diagnostic information: subordinates think what process is critical, such as what kind of forms. Leaders take the information into several areas: the main concern, you want to achieve, on the expectations of the future State. And on this basis, develop action programmes, the decision to intervene in technology and development plans.


3, mobilization. Any development plan, are related to the allocation of resources and interests of the division, subordinate leaders must mobilize and coordinate all parties, reduce conflict and resistance, so that subordinates Ming Xiao action to further encourage the development of subordinate passion. .


4. intervention. Leaders should carry out the development and implementation of development programmes, while at the same time, using one or more interventions; at the same time to carry out the joint groups, command, communication, coordination and control to ensure the success of the development plan.


5, evaluation. This is the final stage of organizational development, led by Jian Li Ji Yi assess Di process employed, evaluation of organizational development in order to measure the effectiveness of interventions, in 多大程度上 achieved its stated objective and which issues are not resolved. The assessment results will directly affect the development of the organization to the next round. .


In General, organizational development approach can be summed up as technical structure development methods and the development of interpersonal processes-methods.


Technical structure-based approach to development are:. .


1, design work.


Work to design is based members of the need to re-deciding on the tasks and powers, design more autonomy, freedom of work, Shi diversification and enrichment of, more feedback mechanism. Job redesign to improve staff performance, adaptability, satisfaction. .


Work design including job rotation and job expansion and job enrichment. Job rotation is that employees from one no longer challenging job rotation to the same level, technology similar to another job, it can expand the workforce skills. Work at the core of the enlargement is to make the job scope increases, increasing the work accomplished by the number of different tasks, improve diversity, emphasizing work training. Job enrichment is to increase the working depth, richness and allows employees to have more autonomy, independence and sense of responsibility, this kind of work can also provide feedback to enable staff to work in progress.


2, expectations of technology jobs. .


Job expectations, hereinafter referred to as JET is to ascertain the organization staff should play a role. Organization roles is an organization of people in occupies a position consistent with the rights and obligations of a set of norms and patterns of behaviour, it is people have a specific identity of the person's behavior expectations. Role is the basic unit of organization, if the roles, role conflict, then the organization is running confusion; if role play fails, the failure may cause organizations.


Leaders have found that organizations Zhong Wen Ti O'clock there blurred roles, should be first choice JET Jishu, so that employees 明白 designed to clarify and define the organization Chengyuan De post Jiaose, through meetings and Jiaose job description to clarify expectations for staff Mingque job expectations and define, promote each others thinking and understanding of the role is also to enhance the role of identity, to eliminate each other because of lack of understanding communication barriers arise. .


3. socio-technical system method.


Leading organization of social systems and technology includes systems, social systems, including group behavior, individual behavior, interpersonal relationships and informal organizations, the human factor; technology systems, including tools, equipment and other equipment, technical factors. Both are essential for a complete organization should balance considerations. .


Organization of a social system and technology imbalance between systems, in a modern society, technology development, organization development, acceleration of the evolution of technical systems are generally faster than social system, causing them to lose balance. As an organizational development intervention technology, socio-technical system approach advocated in the formal large further formation in social systems to adapt to technical progress of the Working Group, they have the opposite independence and autonomy, is the construction of the "bricks".


Interpersonal process-oriented approach to development are:. .


1, sensitivity training.


Sensitivity training, also known plant group training, is the organizational structure of group members through interaction without changing the behavior. Sensitivity training emphasizes experiential learning and process-oriented. In the training, members of a free and open environment to express their views, attitudes and beliefs. Members according to how much the link between each other are divided into family groups, family groups and the stranger group of three types, of which the leader is to virtual spaces, the organizational context of the logic of reason, determination and political nature are to be avoided.。 The training also to strengthen the Organization's members on the groups operating procedures in order to diagnose problems within the community, improve the skills of conflict handling.


If members are not good at self-examination, not good at understanding other people, how to treat yourself, then plant group training to help them self-positioning, and the cohesion between groups can enhance the conflict will be reduced, individuals and organizations more integrated. .


2. the relationship between development groups.


Leaders must not only pay attention to groups within the organization development interventions and the organization should pay attention to the development of interventions among groups, concerned about the dysfunctional conflict between groups. Inter-group relations between the development groups working to change attitudes, stereotypes and perceptions, eliminate bureaucracy and professional bias. .


Development of relations between the groups, the first step is the leader for each group listed a series of independent causes of conflicts, including on your own understanding, awareness of other groups; in the second step is the leader in the meeting to allow information sharing among groups to discuss and determine the causes of differences and conflicts; the third step is the consolidation phase, to seek solutions and to improve relationships between groups, develop a solution to the problem of schedules and specific processing steps, under the coordination of a leader in their implementation.


The relationship between the development groups can also be a regular and institutionalized conflict from each group composed of representatives of co-representatives of the Coordination Committee and other multi-various forms of further diagnosis and to identify all the possible program of activities to improve inter-group relations often, leaders should attend this sub-group. .


3, team-building.


Organizational development team building is an effective way. Experts believe that the team can improve employee motivation, increased subordinate satisfaction, increase employee loyalty, improve communication situation, develop job skills, increase organizational flexibility. Team building, leaders from the following aspects:. .


First, the pervasive sense of team. Leader first universal sense of team, and let their subordinates to understand the concept, the team types, advantages and disadvantages, it is the difference between the groups. Through its work the team members work together to produce a positive synergy, it team member efforts leads team performance level is much larger than the sum of the individual members of the performance. The work groups are members through interaction, share information, make decisions, help every Member of the greater responsibility.


Second, the training team player. Including selection, training, reward. .


Selection: to make the subordinate being a team player, you must have two kinds of skills, the skills required to complete the work, and the other is to become effective interpersonal skills of team members, the latter is especially important.


Training: training of leaders themselves or ask an expert through a variety of exercises, so that employees understand the benefits of team work, usually for subordinates to participate in training courses, to help subordinates solve the problem, and subordinate communication, negotiation and conflict management skills to guide them. .


Reward: the leader through the reward to encourage subordinate cooperation rather than competition among his subordinates are encouraged. Organizations in the promotion, a raise, and other forms of recognition should be given to those good, those who make a contribution to the team for their selfless. And leaders should have subordinates get rewards from the team.


Third, create high-performance team. Main approaches are:. .


(1) assigning roles to enhance diversity and high-performing teams to give subordinates different roles these roles assign leader recognized subordinate requirements advantages disadvantages, and put them in the appropriate location. A series of researchers believe the organization needs to generate new ideas for creative innovators, support and advocacy embraces new ideas to explore, analysis and decision of the evaluation of the developer, providing structure promote the organizer and producer, checks, Coordinator and liaison; diversification through team role to achieve the team's efficiency.


(2) to seek a common commitment. Every team always has its purpose, it is a vision. Leadership team members have a common commitment to make for them a direction to provide power for team members to contribute to it. Usually team members and leaders to be invited along to spend a lot of time and energy to discuss and improve the shared commitment to the goal. .


(3) fostering a spirit of mutual trust. Trust is a high performance team of adhesive, the team members believe their integrity, personality characteristics, ability to work. Leaders can ability, integrity, consistency, faithful and open five areas to trust. Leaders should begin and maintain trust between team leaders, and leaders that both in their own interests but also for the benefit of others, in their own words and actions to support the team. Leader in fair, open, his feelings, and subordinate confidential.


Finally, the team Adds vitality to mature. Leadership during organizational development, will certainly notice the aging of the organization, the team also has an aging time. Effective team may fall into stagnation, the initial enthusiasm may be replaced by indifference. Mature team its cohesion increased, the harm suffered groupthink, diverse team to bring the advantages of diversity of views will be lost. Therefore, leaders should remind their subordinates to grips with maturity issues, and undertake new training, such as communication and interpersonal mutual aid skills, to develop subordinates to solve complex problems of skills, or adjust the distribution of roles and group structure, the introduction of new members, as the team continued learning and development momentum. .


II. organizational development cycle and structure.


After several organizational changes and adjustments, will be growing as the business development of production and operation and scale become larger, the ability to respond to competition will be increasingly enhanced, Conger constant development. Generally speaking, if the company faced the challenge of internal and external environment, always have enough self-renewal ability to survive, to develop, then the organization will become large and complex, it is a gradual process, and the performance of a number of stage. .


The first stage is to manage the enterprise entrepreneurs individuals as features, burn their personality characteristics, often with an arbitrary nature. Organizational structure tends to be informal, its focus is to produce products, go to the market. With the development of enterprises, business owners will find its administrative responsibilities will become increasingly overburdened, this will result in a crisis. Because the business owner may not be competent for the increasingly complex, heavy duty operation, resulting in need of some aspects of the experts who participate in enterprise management.


Organizational development, management of the second stage is based on centralized and unified guidance of the characteristics, operation efficiency will be higher, but as organizations become increasingly large, complex, lower-level managers will that: they lack the power to implement their own business ideas. They think that the business enterprise, they than business executives understand more, so they will want to have more decision-making power. To realize their value. Thus senior management will face an appropriate sharing of powers, in order to play the middle and lower management staff creativity. .


Organizational development of the third stage is to successful application of decentralized institutional feature. Management of important responsibility which is granted to geographic, product divided division heads, this also means that the enterprise entered the diversification or trans-regional development in the new stage. So, in respect of such a new organizational structure, the senior management of the enterprise will gradually feel, with the management of the increasingly complex and fragmented, they operate on the entire enterprise will be more and more the lack of control, they tried to maintain the strategic enterprise unified, and deployment of enterprise's important resources.


Organizational development to the fourth stage is characterized by strategic organizational structure and institutions. Strategies and institutions to ensure that the manager of a particular area can enjoy great autonomy, it can with other systems in project organization, capital, technology and human resources to maintain effective coordination of all aspects of relationship, otherwise he can not effectively to control, to run his own business. This organizational structure will not result in a significant increase in the number of employees, but can bring business benefits and efficiency. Strategies and institutions to make the organizational structure of both companies to maintain the advantages of decentralized decision-making, but also to a very high level in the centralized control. .


The fifth stage is to participate in the management of measures matrix organizational structure for features. With the rapid development of technological innovations, democratic management requirements, and changes in the environment, so that enterprises must continually adapt to this rapidly changing capability to strike survival. Enterprise organizations become increasingly requires adaptability and flexibility, it must be more building some problem-solving techniques and instruments, which means that you must have available for different areas of the operating personnel and experts join together for common solutions to the enterprise's survival and development approaches.


The development organization can become more complex, he can be such a mix of various stages of the form. Be noted that the organization's development stage is often difficult to determine the various stages of its development is not a step by step, the order can change; at some time in the organizational structure may have both characteristics of several stages of the organization . On the contrary, when the company developed to a certain extent the time of its organizational structure will be a lack of self-renewal capacity, the organization will become increasingly fading, that means companies will be going to decline. .


Related book: organization development and change (7th Edition) author: [United States] Cummings, Warwick, Li jianfeng etc..


Of Personality and Organization: (U.S.) Argeris book, GUO Xu force of translation. .


PS: on behavioral science.


Behavioral science is recent decades developed a comprehensive scientific, is the comprehensive application of psychology, sociology, social psychology, anthropology, economics, political science, history, law, education, psychiatry and management theory and method to study the behavior of the edge of human subjects. It studies human behavior, development and mutual transformation of law in order to predict human behavior and control human behavior. .


The current behavior in management science and has a wide range of applications, and has achieved notable results. It's a successful change management ideas and concepts and behavior patterns. Behavioral Sciences to the "thing" as the central management, change to a "person" as the central management, on the "rules" of research and development to the study of human behavior; from authoritarian management-management of the transition to democracy.


Behavior before the birth of scientific management theory, popular in Western classical management theory, classical management theory was formed in the late 19th century produced the early 20th century, mainly to study the production process of the system and administrative organization and management. The former, represented by Taylor, and focused on plant production, how to improve labor productivity; latter Fayol, Weber, focuses on the overall management of large enterprises, and the prominent theory of executive-level organizational system. .


Behavioral science management theory to a great extent, overcome the shortcomings of the classical theory of management. Behavioral science management theory began in the 1920s and early 1930s in Mayo's Hawthorne Studies, the results of such study showed that workers ' motivation and behaviour and not only for money income and other material interests, they are not "economic man" and "social", a social need. Mayo was the establishment of human relations theory, behavioral science premise, also called Homan. 1949 in Chicago a interdisciplinary meeting, first proposed the name in the behavioral sciences. 1953 official this comprehensive discipline known as a "behavioral sciences".


For the behavioral sciences, foreign national have a different view. Some people think that it is now abroad, just a science fiction, not a scientific truth. In theory, chaos, the concept is not uniform, the reliability of the method is also questionable.。.


http://www. . Chinaweb168. .com/ceo/zzyy/zzgl/200703/1478. . Html. .


Summary: in the Advisory field, McKinsey is a deity, particularly in strategic consulting, is considered a welcom and heroes in the extreme. In China, domestic consulting firms are simply not dare and McKinsey face only in their unwillingness to answer the argument field of disdain. Even challenge McKinsey are afraid, not to mention defeat? can really invincible McKinsey?.


In consulting, McKinsey is a deity, especially in strategic consulting, and is considered pedigree hero,. In China, domestic consulting firm McKinsey who did not dare to face confrontation with the only access in their areas do not want to gain access disdain badly beaten. McKinsey dare not even challenge, let alone defeat? McKinsey really can not beat it? As the working relationship, it is by chance, I have and have had several close contact with McKinsey. After nearly a distance, see McKinsey, I really know McKinsey, also believe we can beat the McKinsey:. .


(A) recognition of McKinsey — a simulated case consultation.


To know ourselves, can only know yourself. Play chess, play or debate often is the case, the moves before, often the first to think if I were the other side, how would do, even in their own internal first find out where the other person to emulate. Here, let me assume that he is the "McKinsey" and started looking for a home to the client (of course, may often take the initiative to seek them out to me) to do consulting. My clients are generally large enterprise groups (and only these groups, I only affordable by international standards, China's national conditions and not charge exorbitant consulting fees).。.


Beginning in through the "in-depth survey research", after "and your senior staff of the Duo round Goutong" in the "reference Guonei international good practices" on that basis, I will tell you that your company's current organizational structure of the Problems:. .


The international successful experience.


Company's current situation. .


The impact of the operation.


A clear structure. .


The main structure is complex and unclear.


* Headquarters to report on too many units, distraction, control ineffective;. .


· The company headquarters, second-level management and conflict; on the business.


* No overall strategic business development, investment is extensive, a large number of unrelated businesses and Main. .


Accountable.


A complex property, liability difficult to draw. .


Business, reduplication, CSR is unknown.


* Multi-property investment led to scattered and eventually lose their management rights;. .


· Set up after the two-level management companies, equity, management, business performance is difficult to measure;.


? Can not assess the prospects of the market and products and the operation of the state, unable to formulate an overall strategy. .


· Unable to produce enterprise scale, causing redundant and wasteful.


? There is no clear business objectives and performance evaluation criteria, reporting lines cross, difficult to measure business performance;. .


· Investment and business successes and failures and no one really responsible.


Streamlining the organization. .


Too many corporate entities.


* Business their own way, can not generate synergies;. .


· Unable to take advantage of the consolidation effect, the unification of the financing and taxation.


Control effectively. .


Lack of strategic planning, business plan, capital budget and human resources management processes, randomness, operational difference.


* Headquarters difficult to standardize processes through the development of overall company strategy and business unit strategy and management for guidance and control systems;. .


· On the company, lack of financial and operating results; control system.


* Corporation and two companies have launched large projects easily, after the failure is difficult to define responsibilities. .


Process improvement.


Low operational processes. .


· Operation process is not smooth, hard-to-business division of responsibilities and promotion;.


* Specific operations and more dependent on experience, institutionalization, standardization is not enough, the success or failure hinges on by one person. .


Performance first.


Performance concept is not clear. .


· Lack of performance, operating results are difficult to measure;.


? Lack of effective incentive, reward systems, staff and middle management objectives are not clear. .


(Please be as entrepreneurs, particularly the Group CEOs look, in fact, I now and didn't go to your company, but I give these disadvantages are not in your group exists. Therefore, regardless of what the company, I just pointed out to you all so much, you start to admire me. Of course, because I do consulting cases are confidential, and you do not know if I have other clients said these things, and I will give you just a piece of the same figure, of course, you gave me the same amount of money).


Below, I will organize several groups, in conjunction with your main person in charge of each system on your strategic goals, organizational structure, business units, financial plans, job responsibilities, performance evaluation, etc. to be adjusted. I will continue to discuss with you in accordance with procedures, what the international community, and you now what, how we should do. Although, I just do some simple to use powerpoint slides, though you think with millions of these things would be unwilling to receive, but I will tell you which things are the crystallization of the McKinsey Global co-operation, light of a case There followed many people (including many foreigners) of effort. .


Most importantly, I will give you complete many scientific management knowledge of the Enlightenment, which is what I often mentioned is: the legal system is not equivalent to a business system, the affiliated business sector management should be based on the business as the main line, area, line, ensure that the strategy as well as integration. Should be functional departments and business units, functions as a cost center to a profit center for the business unit, in which the business unit is the strategic basis of success. Headquarters for business unit leaders, management should be addressed through a management program implementation, rather than on the day-to-day business activities of specific interventions. . Funds must be strictly controlled budgets and plans, for financial and auditing functions shall be vested in two separate headquarters of a line of leadership to ensure control. .


Well, must end the conversation, or in the future I can't run the "McCain" company.


(B) Perspective McKinsey - power and defects. .


Looked back and McKinsey do strategic consulting, Contracting, and the organizational structure, business unit, job responsibilities, performance review, plan and control the number of strokes, but always ahead. Uh, because they played the following four "arms" of power.


The first is the "flow" of power. McKinsey is very particular about the procedures and processes, and strict and sometimes stereotyped to act in accordance with procedures. Each set of process consulting projects, each working group meetings as well as the work of each set of processes, changes in the organization to follow a set of processes, and ultimately within the organization hopes to establish a rigorous process, including business process management, capital management processes, such as performance management process. For those casual Chinese enterprises and entrepreneurs used to have the face of such strict discipline McKinsey's "regular" nature only pacified surrendered. .


The second is the power of the "case". McKinsey use case to increase it's convincing. You are a high-tech company, then I would suggest that you refer to the organizational structure of the Cisco customer-oriented, HP's rear-or product-oriented Siemens; you're a holding company, then I will introduce you to a mixed holding company, pure holding company and the strategic holding company. In short, the case is absolutely the latest and certainly what you don't know, because the McKinsey has a worldwide, content and continuously updated database. . .


The third is the power of the "international". Hire McKinsey do consulting for Chinese companies often want to become an international company, or at least hope that others (including leadership, investors, customers, etc.) consider themselves in the direction towards internationalization, learning advanced international experience, in accordance with international practices. Anyway, it seems, in addition to hire McKinsey, have no choice, because it is the representatives of the "international", it also had to put up an "international" label. This is ideal for those who want to overseas financing businesses, even more so, because of the absence of this tag is not possible for international investors make you listed.


The fourth is "scientific" power. In McKinsey's eyes, all Chinese companies are unscientific: the organizational system is not scientific, unscientific business structure, financial control is not scientific, unscientific management process, performance appraisal and unscientific. And it is the embodiment of science, is a contemporary, "Mr. Science." So he waved the banner of science, to process, plan, system, functions and so on science stick, all the way to kill the past, naturally not killing Chinese enterprises routed and, being applauded this idea. .





Can be introduced for those who wish to McKinsey to carry out the restructuring of the real strategic sense (is to a reorganization of the internal harmony of the system, not just the external structural change), a real sense of development strategy (based on long-term sustainable development, not just short-term market financing) enterprises, their effect be? Wangfujing Department Store is a successful example should be, but is not known. Shida until after access to McKinsey & ST has entered the ranks, finally let the issue surfaced. In fact, McKinsey said that many companies, please finish the consultation, has kind of difficult to express feelings.。 To borrow the McKinsey commonly used "coaching athletes" theory, that is, McKinsey is absolutely the best coach in the world, but unfortunately their maximum is a male curling team, as well as the quality of the local players, how training is not possible to go to the Olympics flag anthem. May McKinsey really impeccable? the answer is "NO".


First of all, McKinsey is international but not China. Join the WTO, China's integration into the world economic cycle, Chinese companies will inevitably become the world's enterprises, will be run in accordance with international law, acceptance of competition from around the world. However, globalization and information technology background, China is still from a planned economy to market economy, from agriculture to industrialization of forward - the transition period is currently the largest Chinese enterprises are facing the reality and the most immediate environment.。.


In such a "contradiction", if only one end attached to the problem, obviously not a real solution. Pan Wang, chairman of McKinsey Bo Chinese companies often stressed, "The McKinsey consulting to make state-owned enterprises, the first thought is to change leaders so that they can from the company's return on invested capital starting to consider the issue." This trick on the hope that listed companies, the blame, because we basically consider the structure of Listed Companies objective is to ensure the best interests of shareholders (which is the British view of Germany and Japan often is to ensure that stakeholders, especially banks.。 So, if you have a ready market in the Group's holding company in accordance with the objectives for reform is reasonable, but the truth is often McKinsey restructuring across the group, but a group of China. Here are the Central and local governments, banks, senior and middle-level, general staff of the various roles that they have different values. Wish to rely on such a target would put them together, so the idea is really simple. . In fact, the Chinese group's development should be multiple goals of multiple stakeholders in dynamic equilibrium, by "return on invested capital," with the international character of this target is impossible to unite all true. .


Second, McKinsey be comprehensive but not the system. Systems thinking emphasize process that encourages organizations, particularly in strategic planning, organization and realization of the objectives of that process. Process is the Organization's creation, and when the process is consistent with the purpose of benefiting organizations, contributes to the structure of the course will naturally formed. This is all the natural rules of life, and in such a rule, the structure is a natural process of representation, it should be formed by its own. Enterprises as a living system, its development is also in line with this natural tendency. But McKinsey's work pattern is a project by 4 individuals, running period of 2 to 3 months. . In this reform, the structure is not their own, but can be arranged by McKinsey; they are first pointed out problems and then to immediately re-structure, adjustment, and finally let Qi Ye himself in accordance with the specified structure to develop, rather than enterprises to adjust their relationship in the development, improve the structure in development, in the development of problem-solving. This reform is all-embracing, is not prioritized, it is preposterous. Consider an example of reform of the Soviet Union, their experts, with the help of the United States, implementation of the "shock therapy", in a very short period of time to move large operation, and the results we all know, this and today's McKinsey How might also.。 The success of China's reform, because it is a progressive, from outside to inside, from easy to difficult, with a change of pace, and in the process of endogenous gradually out of township enterprises, private companies, stock market, and so on to the new structure.


The system of thinking to develop strategies, not only the organization as a whole, Fa Hui organization Jiegou the overall effect also requires Women Caiquxitong perspective, the larger everything Du Zhi Yu background on the system continue Guancha, requesting the organization Dangzuo always more to the overall understanding and analysis subsystem. McKinsey's advice, often just for the small systems consulting company is a reorganization of internal resources, the concept of the resources available today is that you no longer have the resources, but you can schedule the amount of resources, it should be large system vision in the global analysis and use of resources.。 It should be said that he began to live a full of thorns, and criticism. Because the stock of reorganization is a profound benefit relationship, imposes some vested interest losses and inconsistent with the inevitable pain is very difficult to succeed; while looking for new incremental, new development is much easier, and much more effective because it creates a new cake, everybody's happy.


Third, McKinsey is not science but art. McKinsey to pursue plans, systems, performance evaluation of these scientific things, can in fact, received its internal staff consultation will often tell you not keep up with changes in those plans, ineffective job responsibilities, performance evaluation is a mere formality. McKinsey pursuit of strict system, which Can control workers can engage in creative work for the staff, particularly those Zuo Gao Keji enterprise research and development staff, etc. do not apply, because it may even dampen they create sparks, kill their artistic inspiration.。.


The purpose of corporate strategic change within the company should form a harmonious whole, and to maintain the harmonious development mechanism. "Harmony" (harmony) the concept of the word, not exactly the same as "coordination" (coordination), mainly on account of the system is not only the existence of the relationship between things and things, also contains a wide range of human behavior and activities as well as human and material, human and the relationship between people, it reflects a psychological feeling, deep inner life and interpersonal attitudes. This is the "coordination" reflects the concept far.。.


Fourth, McKinsey is not a participant observer. McKinsey belief in the "consultation and implementation are two different things," he is only responsible for advice, regardless of results, so the fee is not linked with the results, a one-time fee. Of course, if only for advice, only made reference only to the views, hear their customers, and the circumstances in China make a reasonable charge, since is rational. Can not just move your mouth McKinsey, he also personally hefty lead the enterprises to implement changes in the hand, but he said they are not responsible for the success or failure, this reasoning is not persuasive nature. .


In fact, a business consulting firm (s) that you want to hire a real development is very difficult to be successful. Because our strategic design of people from the enterprise systems, their business, many things can never be truly understood that it is difficult to find the real crux of the matter. . The strategic design of their systems often only in theory, the pursuit of integrity, rigorous logic, or even just the text on the beautiful, their purpose is the pursuit of policy-makers are often satisfied with the decision makers in the continued communication and "battle" in the end they are either can only be itching to make some fancy shoes across the views (the view can only be shelved), or even become decision-makers thought of the "slaves" (which is natural when the deviated from the original intention of the first to employ them). .


(3) critique of McKinsey – theory and thought.


We will beat McKinsey, McKinsey is a contradiction because, even bones that is wrong. .


McKinsey uses a famous "7S" model (seven elements of enterprise organization) to full expression should be considered in the development of enterprises, including both strategies, structures and systems of these "hardware" and the style, the staff, skills and the shared values of the four "software". But in fact, from the preceding discussion readers already feel more respected McKinsey hard things, more like structure, system these scientific stuff. Here is the origin of their theory.


First, in terms of strategic management theory, McKinsey often say the core competitiveness to the enterprise theory, the theory should be the most popular strategic theory, can be its heart is still prevalent in the 60's school and design school program things. Look at these two schools of opinion and we'll find that with today is how similar to McKinsey's practice: the formation of the strategy should be a controlled conscious thought processes; main leaders should be responsible for the formation of the responsibility of the entire strategy ; developing strategy, to be fully designed, should be pursued to the maximum extent decision-making process of normalization, principled. .


Can these two theory has long been strategic management experts pointed out that much: design school to strategic management statically is divided into two phases, which separates strategy formation and implementation of a dynamic link between the management of preliminary reflect reality.


Strategic plan also does not mean that. First, the strategic planning of the object has the changeable environment, many factors, the characteristics of complex structure, could never be accurately program, can only be yes to explore. More importantly, plans are often from now forward, rather than pushing back from the future to the present; plan is for the technical expert services, not for the thinker services; program people can use to evaluate the feasibility of other people's dreams However, with the possibility to measure blindly, blindly relying on the so-called theory of strict norms program, would never have thought of tension, it will not before us old-fashioned. Program can only predict the future, but can not create the future! . .





Scientific management theory is the originator of all management theory, the theory is the essence of research and scientific knowledge to replace the individual judgments, opinions and experiences. In the jungle of modern management theory, management procedures and management science school of school are directly inherited the idea of Taylor, the former view that management is a non-static nature of the procedures and functions of the many interrelated; while the latter seeks to reduce making personal artistic component, through the establishment of a set of decision-making process, in order to increase scientific decision-making. McKinsey's advice is well received here today that both the impact of management theory can people know that these two schools of thought has been very severely criticized.。 So, today at the management theory in occupies a dominant position is a contingent of behavioral science school, school, systems management, school, etc..


In short, theoretical terms, McKinsey bones that followed a theory (no matter how his lips say, whether he knows how many other theories), both in the field of strategic management or general management, not today mainstream theories, are subject to considerable criticism. As an engineering graduate student, in fact, I know that the practice of McKinsey methodology in the field in the system has proved to be wrong. McKinsey to solve the problem themselves as masters, they are always the pursuit of the enterprise in identifying the target, identify problems, define problems, and then follow a fixed set of procedures to solve the problem.。 That you want to determine the best goals, and by defining the problem to get a solution can only be a utopian to consider.


McKinsey's mistake lies not only in his theory, but also his thoughts, that he was a set of bones from western thought and culture. Eastern culture and Western culture is completely different, Chinese culture is enlightenment work is a philosophical perspective, focus on the construction of identity and moral education, emphasizing flexibility, harmony, factoring and change, want to "rule by man" in order to achieve enlightenment, " in the world "purpose; Western culture is the scientific method, worship of science and technology, focusing on the establishment of social values and norms," the rule of law "for legal, systems, procedures and other organizational measures to solve the" how to consciously slavery slave "issue . .


McKinsey's style is the American style. American culture because of historical reasons, there is a clear tendency of colonial, American classic concept is: abroad should also be said that the English and not to think about when you should learn Chinese in China. Correspondingly, the United States more accustomed to his values imposed by other countries, including in the enterprise management. As a result of management consulting firms in the United States to operate the way is often a process, that is, only one set of tools in the world, and in every industry use the standardized type of tool. . In China, such an ancient American civilization to differ materially from the East, which no doubt will be a more frequent failures. .


This assertion, McKinsey may not accept, because they always claimed they have a lot of Chinese employees, and 80% was born in China, and the University. How can if you know the McKinsey, who know how to understand this sentence. McKinsey on the mainland very few strokes have work experience, strokes are analysts, and consultants are from abroad MBA, technical experts, and so on. They tend to move in China are graduates, their English is good and very clever on the line, because only a blank sheet of paper, easily accept indoctrination of Western thought. . I was in Beijing at the Tsinghua campus recruiting, heard the young alumni of McKinsey employees to their boast of how he is doing some consulting for one year, how completely do not understand from a few months after the field has become the field experts to provide advice to others. Their aim is to want to express McKinsey right talents can be just that, McKinsey speak Chinese as a group of young people and business dealings, in order to highlight the Chinese-McKinsey; can stand behind them are foreign the company's case, the world speaks English, French, but Chinese experts do not know, is that of a foreign ideology and culture.。.


(D) beat McKinsey - What is defeat? . .


Let us return to the "strategic" itself. Many people didn't understand the meaning of this word. In fact, strategies, systems, road, the three concepts are essentially the same, and are the philosophical significance of the concept. Strategic thinking is a system that is a reflection on the "road"; strategy design is the design of the system, is the "road" campaign.


As former U.S. President Richard? Nixon in the "leader" in his book writes: "Leaders must be able to see that ordinary people can not see beyond the immediate interests to do. They need to have stood on top of mountains far Jimu Tiao's capabilities. "a good strategy as" Road "as the more significant the more simple and complicated, the more popular Yuejue profound; a strategist should be a must," the road ", he can see what others see no, the thought of other people think of the; a business strategy is a "Road" business, odd are one, for to rule the Road full of harmony. .


The "road" the logic of movement, that is for. A road is a logical person. Tsinghua tongfang's President Lu zhicheng is the most logical, he asked the enterprise investment must be first of all it is logically possible, he has often said, "I don't have any great ideal, I just follow the logic of life, what to do when they do," and this is according to the following. Similarly, the strategy of the movement, or strategic design, strategy implementation process external performance that is logical (System Engineering, known as the program), is a variety of logical chain, is a logical set of small logic. . .


I have often stressed that the road, the philosophy, epistemology, it is not possible to directly change the world, it must pass through the methodology of science and art to transform the world. Road use reflected in the variety of approaches, reflected in a wide variety of logic. Road is intangible, it is very difficult to tell whether a person is clearly, is the strategist, but we feel that this first because we can feel he has no logic. A logical person must obviously not be a "road". At the same time, a variety of scientific theories, a variety of artistic methods in a variety of logic in the chain, and help us specific to design strategies and implementation strategies. . .


Because of all the areas of development to finally go to enter the field of philosophy, essentially the same, and have to return to the "road", so a good strategy consulting company, we can provide for all of the enterprise strategy consulting, whether you are a high tech company, or general merchandise retail group. . .


Uh, McKinsey's success is to get a road, to the "what" and "people don't know." For example, they are consulting companies and technical experts on the management, and corporate managers talk about technology, you know, he talked a lot about foreign countries and on international and international trends (since those cases you may not know). Also because of this, learn medicine doctor can consult the distribution company, have just graduated a few months of girls as to those who work in the decades-old expert training. . .


May McKinsey and do not get the essence of Tao. For example, his pursuit of the process, the process is the logic of a form. Logic in the form of regular expression for "what's the goal, what we do, what to do," "awareness of the situation, to design, organize and implement feedback adjustments," behavior of the process, but it should be a natural process, and that is the road. At McKinsey, logic has been reduced to a rigid dogma, becoming the standard of "process" and does not have a rhythm, no changes in the nature there is no "road". For example, the road to Jane, he was also the pursuit of simple in its form, he is just using the slide to show the "simple". . .





Therefore, although the strategy consulting from the West, McKinsey is the dominant strategic domains, but we will be able to beat McKinsey, because we already know the highest level of strategic consulting is a Road of Enlightenment, but by no means a scientific Enlightenment (strategic and scientific level is simply not a thing, one is epistemology, one methodology). We also know that the logic of strategic thinking, that is, "as the body, occidental."。 While we defeated McKinsey is to defeat the science of Mythology, breakthrough technology to enable scientific despotism, into art, technology and more full of humanity, in all the essence of the "road".


This defeat also not only in the field of management consulting, and many of the "McKinsey" we need him to the next altar. Such as those advocating science investment "investors" such as the mathematical model that is always a pile of "economists" are so.。 In fact, I think the General discussion on "to govern" instead of "the rule of law", it is such a consideration — frequently in "de" is, is the "word". This is a great negative and negative, I believe, as Lenin said, "he looks back to the original point of departure, but he completed the world's greatest sport.".


Venture Forum and Qing dynasties Postscript: Some suggestions for entrepreneurs. .


Text/Jeff Smith.


A few days ago to participate in and Qing dynasties held in mid-2007 China Venture Capital Forum, hosted a Session to discuss, as with previous similar General Assembly, after the end of Bushao entrepreneurs Zhuanchang friends and I exchange business cards, even business plan neatly bound to I, and I talked about the specific content of the project. Yin Wei Here are some arrangements I have good things, Erju Tongchanghuiyou our Fund Ditouziren or peer's friend Yue I discuss some of the issues during the meeting, 所以 do not have much time to Liu at the site and start sharing those Men, many Shihouzhineng brief The hello, or just a change of name cards.。 However, although I know that the founder's goal is to make money, in turn, but inside, I feel that many entrepreneurs in the Assembly just a change of business cards and VC, talk over, on the financing and development of enterprises will not have much effect. I think that on the one hand, entrepreneurs to participate in this type of VC Conference of knowledge may not be enough, on the other hand, it does not have a good grasp and VC exchanges. I seriously thought for a moment, summarizes some of their experiences, hopes to entrepreneurs and friends a bit. May I say that's not always right, we don't necessarily like it, but I still stick to the truth.


1. . For the maximum benefit from the investment community in the General Assembly. .


Topics from venture capital Conference, I would like to say that I participate in the General Assembly of founders. Like zero2ipo organizations of this kind of venture capital, major general, almost all active VC is participating, at the same time, there will be many successful entrepreneurs, especially those received venture capital support entrepreneurs in attendance. Therefore, such a meeting, whether investors or entrepreneurs, are valuable. According to the founder's role, I feel that to sort:.


(A) understand the business investment environment. And Qing dynasties have specialized research reports, analyze and summarize the past six months or a year the total venture capital in China, the investment industry distribution, exit and so on. In addition, the participating guests at some of the issues discussed Showcase, which people often are all issues of universal concern, such as the Ministry of Commerce jointly 发布 six ministries Deng's "Takeover of Domestic Enterprises on Waiguo" stipulation, the RMB fund is established that domestic capital out of the market opportunities, investors current focus areas of investment, different investment areas are the major opportunities and risks.。.


(B) exchange with the entrepreneur. From the perspective of their own development, successful entrepreneurs to share experiences than are venture investors in the comments of the friends who might be more enlightening. General Assembly each such investment will be asked some successful entrepreneurs, such as Focus Media's Jason Jiang, eBay's Shao Yibo, as well as the General Assembly requested the Ctrip, such as co-founder of the season at home Qi, movement 100 of the Emergency in Traditional, enterprises in operation have a wealth of experience, a lot of time, although different in the industry, but the experience is connected.。 This Conference coincides with zero2ipo 50 strong enterprises, also is to be the investment community that most valuable 50 won risk investment companies participated in this meeting, the entrepreneurs and the award-winning enterprise chat, the person should be rewarded. . And this one is Xiangdong roommates at Peking University. This experience can often lead to entrepreneurs resonance, and there will be some enlightening;. .


(C) and VC. I put the Exchange on VC and last but not least, there is because I feel that in investment conference, investors and entrepreneurs between the time it is not sufficient, the investor is very difficult to stop and listen to a certain project, at least I was. If you really want to entrepreneurs and investors have a chat, I suggest that it may be down and investment managers or analysts, their relatively more time. Our company every time there will be 1-2 investment managers to participate in this Conference, I wish other companies will have. Session of the general sponsor and their VC investment managers are familiar with, so you can find the meeting organizer, of course, maybe they can also be directly hit. . . Wiharper. . Com) with each one of our investment team members email addresses, including mine, in accordance with the above email address to us, we are sure to receive. If we think a good project, we will internally forward, everyone will know. And this is our favorite contact, especially the first contact with us entrepreneurs. I often receive a number of strange phone call back entrepreneurs introduce the project, and I often was at a meeting can not discuss in detail the proposed entrepreneur finally sent me an email, attach a business plan.。 If the founder's fundamental project, there is no need to worry about and investor contacts, I think VC fundamentally is providing services to enterprises, including financial and value-added services. Find VC is not so difficult, many people find it difficult to find a VC, in fact, to a large extent, possibly because the attractiveness of the project itself is not sufficient, so VC will be under various pretexts. Of course, there are also some situations may be investors in this area of knowledge is not enough, or Project Professional is too strong, can not read, so I can't vote.


2. . Know how to respect other people's time, and the VC exchange focused. .


We had a lot of entrepreneurs, listen to them on the project and found that many entrepreneurs talk about their projects, without caring what the other wants to hear, so in fact is a waste of time to both sides. I mentioned in the title of "the others", and not only means a VC. sometimes, we will arrange an afternoon in the company of several, each about half an hour and 40 minutes, we will talk with entrepreneurs in advance. . Moreover, we generally will not add points to change our overall impression of the project, because half an hour can bring the most important advantages of their own listed. If we think that a project meets our investment philosophy, certainly there will be more fully communicate the next step. .


However, entrepreneurs deal with VC, sometimes a little nervous, especially before didn't and VC, I do not know each other, so the above situation is normal. Here, I put my time in the project concerned is listed on several issues, the founder of friends next time you chat with me when you can go straight to topic:.


What do you do the (main business, business model). Best to replace one or two sentence summary, in fact often the strategic positioning of an enterprise. If the entrepreneurs in this regard that many, I will sum up the habit of saying: "Your business can be positioned: ... ...";. .


How to make money (profit mode).


Over the past 1-3 years, the revenue and profits (if any) and the next two years of financial projections, business growth;. .


The core competitiveness of enterprises (team, technical or other), this core competence is sustainable. Market competition.


4,5 years can do much, there is no possibility of listing. .


It's every piece can be expanded, but too many things that describes some of the more significant (e.g. market), I hope that entrepreneurs can use few words is clear, especially in the positioning of the company, the simpler the better. I often would interrupt the entrepreneur, a bit rude, my character, I often speak directly to quickly grasp the key, I hope my friends will understand.


3. . Establish a correct attitude of financing. .


This section I want to show one of the main point is: entrepreneurs can't get financing from the VC money as decision the success of the enterprise. A good venture, with the support of the VC development faster, there is no support for VC, itself should also be able to develop, but may be a little slower. VC as financial investors, although the will-to-business development have some help, but this kind of help is complementary to the development of enterprises fundamentally rely on entrepreneurs themselves.


We do not invest in the projects reviewed, there are two types of accounts for a considerable proportion. One is of earlier phase of the project, not mature enough for us. Some projects may be more suitable for angel investors or angel investors have been received, but it will take some time to prove the operation of viable business model, team execution is strong enough, fast enough growth. Many of the entrepreneurs in the their own businesses Di Huan these capabilities have not been verified in the case, on Kaishi rush to focus on financing, on, often there are two kinds of results Zhe Yang, a kind of a business does have a good potential for development, VC Touliao, but the price is low; the other is not financial capital.。 The second category is the item price is too expensive. Many projects do have better prospects, but the entrepreneur is looking for investors, with price as selection criteria, we believe that this is not a comprehensive approach, entrepreneurs not from a long-term point of view of the development of enterprises. In fact, VC available to start-ups, in addition to the funds, there are many intangible resources, many of the resources is difficult to measure the use of funds. So, entrepreneurs in select VC, to companies for full understanding, including their investment style, investment company industry distribution, as well as to the investment firm provides help, etc. . Entrepreneurs should be used for capital needs and a more detailed planning, the development of enterprises in stages according to the financing. Finance to money, of course, is a good thing. Temporarily not melt money, not state your project on the poor. If you feel your idea is correct, on the firm to do so, businesses have the chance up, VC will take the initiative to come to you. Of course, whether or VC investment, I recommend that entrepreneurs and investors to maintain a good relationship, even without the investment and cooperation, both from a friend's point of view can help each other to make recommendations. .


4. Hard to find out about the demand, not, do your best.


State read an article in the business, is that Ctrip, such as home Qi, founder of the quarter, quarter Qi when doing Ctrip found reflected in Ctrip users online booking of hotel prices in your side, after investigation and analysis, recognized as home to do opportunities, such as in the home when they do find the opportunity to do the Han court. I think his success, largely because it can find in-depth market demand, and this discovery is based on the accumulation of experience, lay out is difficult to see, even the professionals, as you do not pay attention, you may find the demand is not going to seriously needs to put this into a career.。 We invested in many instances, the founder of the panoramic picture e Lui, North Astrophysics graduate after engaging in the publishing industry, sold books, calendars, and doing business in the process of publishing, the supply of high quality pictures found on the publishing industry has an important impact on the enterprise, founded the company panorama, and draw the world leader in the industry, full borrowing power of the Internet, enabling companies in rapid development, has become the largest supplier of picture. . David Lee led the team successfully developed the product, the customer is satisfied, but David found that many enterprises are in fact the existence of such demand, the establishment of EditGrid company, specialize in online electronic form, the company's products greatly in a short time improved by many customers. .


In contrast, I think a lot of entrepreneurs in the choice of business direction, there is no need to look for, but rather follow the trend. For example, to make the Internet, we see a large part of the project is the Internet companies, including video, blogs, search, etc., almost the majority of revenue by advertising. It should be said that this market existed, but relative to such a large number of the enterprise, advertising, how can such a big market space? remember once I followed by an argument about this issue of entrepreneurs, but until now I still don't see my leg. . However, I feel simply relying on Internet advertising profit corporate finance has become increasingly difficult because we do not see a steady growth in the future. I think that the business venture in the direction of choice when, in order to clear the business you are engaged in what can bring value to consumers, it is not. Intention to discover needs, choose the one hand, for the purposes of business direction, on the other hand, it is also is in the business process to constantly adjust the direction of their strategic needs. Because, it is possible that you started the idea and the reality does not match demand, this time you need to be adjusted. And demand may also change with changes in the environment. .


In fact, to find out about the demand, not to follow the trend, we need to do. Our daily through various channels received a number of business plan, however, can make us feel excited. If we follow these business plan passive forward, it may lose some we do not have access to areas of a good project, but the initiative to find out about the demand, to a certain extent reduce we missed a good opportunity for the project. Outstanding entrepreneurs, hope we can take the initiative to find you create entrepreneurial success.


Conclusion. .


Finally, you also want to say that luck. For entrepreneurs or VC, luck seems to be the ultimate successful plays a crucial role. Just like I have on many occasions, we voted for focus, 90% is because our luck. However, I also know that the "lucky will favor those prepared".


"Work Hard, Work Smart" is our company philosophy, my English is not very good foundation, as I understand it, this sentence can be translated as "hard-working, thinking." Hard, because we are not genius; thinking, in order to make our work more effective. .


I contacted many entrepreneurs are working very hard to believe that one day lucky will they. Of course, it is a blessing to our own, and the more outstanding entrepreneurs with their business, to share the lucky!.


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http://whh3166. . Bokee. .com/6411284. . Html Causing:. .


Ladies and gentlemen, ladies and gentlemen, good morning!, first of all, on behalf of the China Internet angel investment conference organizers Internet lab on the arrival of the members to express my sincere thanks and warm welcome, thank you!.


Attending this conference today, nearly 700 people of various industries, mainly from around the country many of our friends in the venture capital business, many angel investors. Another is that we adopt a more entrepreneurial enthusiasm is all over the country rushed us from September 22 to attend the Beijing Central Garden Hotel, the event's friend, the arrival of all of you I express a warm welcome. .


In addition this meeting chaired by me, and I report on the agenda of the meeting today, the morning session, two parts, the first part of the ceremony, we chose the representative of the participant to be keynote speaker is with you all the relevant definition of angel investment, and financing of the end, where the famous angel investors in their investment experience exchange with us, how I perceive entrepreneurship projects, which the project is to obtain early angel investment of our star, talk about their experiences and talk about why you want to enter this profession.


After the first session, the General Assembly with all aspects of the arrangements is the second issue, the theme of our forum, we present here, most of Web2. .0 Relevant to us, the forum is "theory" and "talk", we have arranged a series of guests in the morning is the main angel, you have what is unclear where angel investors, angel investors think there is confusion with the place or angel investors how we touch, we have confused the local exchanges in this forum. Forum guests is 7, which is the morning of the forum. .


After lunch at noon, 1: 15 pm we started to have the second Forum, schedule a venture forum, we asked for a 8-bit internally in the Internet industry's most famous, or are the most hottest keen pioneering entrepreneurs in the field, is already in the seed stage or already mature entrepreneurs share exchange. In addition we got from overseas in Silicon Valley has great experience of 20 years, engaged in the work of our experts will participate in the discussion, including the first generation Internet SINA's founder, and so on will also participate in the discussion.


After the completion of the afternoon discussion, we have entered into an interactive Jie Duan, our General Assembly Wei Taijiaanpai of yes angel investors in the negotiation, the two Ou Hui arrangements until 19 o'clock today, where we conducted a number of Shenduogoutong and Qiatan. .


I, as the host of the Conference is to give communication of the work and the work of the hugely popular, and we also hope that the General Assembly in joint efforts with passion, and exchange of dreams, to be able to go back to time or investment or financing, we can be reached, in this platform are efficient harvest, harvest thought, harvesting project even want to harvest.


Internet Laboratory for hosting the General Assembly is based on the current domestic Internet industry, especially in the early investment in Internet industry, one aspect of the result in the emergence of a large number of entrepreneurs we need a lot of the early seeds; the other hand the lack of venture capital now is precisely the best projects These items may be the best produce in us. .


Internet Labs as the meeting organizer, want to do. Next, we make our Internet lab CEO Mr Wang for everyone, we warmly welcome.


Juju Wang:. .


Thank you!.


Distinguished guests, friends, ladies and lovely entrepreneurs, and Members of the Angels, Good morning! . .


I think it is today's Internet is China venture in the history of a very special day, the first Internet angel investment conference for China's entire private economy and the Internet economy is an important milestone. As the meeting held on several occasions, even before we had two warm-up meeting in Hangzhou, Jinhua, in this Wednesday we opened in Jinhua is also a major conference, angel investment with a series of meeting we believe China's private capital and the Internet economy and entrepreneurship group has been a perfect combination. The three drivers, we feel that the Internet economy, a new climax is just around the corner. . He's appeared in line with China to build an innovative country will also consistent with a nationwide wave after wave of business needs and drivers. .


Another, we are in the first round of Internet start-ups, we also feel that China's angel investment and investment channel access, we have found our Internet economy is only one wheel is progressing, the founder of the Internet and the entrepreneur, the founder of than overseas to is much more difficult, and they pay for hard work and effort than others considerable efforts to achieve their goals.


So we have to find venture capital mechanism with immature, we determined the wave of angel investment in China set off. We believe that broadly divided into three pieces:. .


One is a relatively mature overseas groups: VC.


Another one is from the first generation of Internet entrepreneurs such as Mr. Chen, Hong Zhou first-class. .


There is a possibility you are not familiar with, that is, from private entrepreneurs who want to make the transition to venture capital, we all know that Liu is a well-known representative of China venture investment in first person, he would have to introduce him to venture investment process.


Although angel investment groups in China may emerge, Hong Zhou a camp just out rogue software, now into the creation of areas, although our Mr. Liu Xiaoren just from the traditional business angel investment groups to intervene, but he stood his pocket a book home every day with the top venture capital during the exchange. .


China entrepreneur is very lovely, if the last century in the late 1990s the Internet brought the best profit, angel investment these venture capital companies and investors are to the Internet economy of one of the best gifts. In order to meet changes and meet the current changes, we have set up Internet Lab 7 years, and would like to make some crucial, strategic turning point. We are now facing a global Internet and incubator, 3 months ago and has already started restructuring, we will set off on a daily basis for at least two entrepreneurial party.


Theme is divided into: Angel Venture Series, the brand series, as well as business college series, as well as venture hundred series. Every day throughout the country have different parties, this is only the larger party. .


We will and all parts of the country's Government for the construction of the venture going away and incubator, we will in Ningbo, Shanghai, Shandong, Tianjin and other places established incubation base, sparking a wave of entrepreneurs across the country. We'll help raise hundreds of millions of local government specialized fund to help local authorities to improve the economy, which is already in coordinated.


Internet Lab as a whole new board of directors have also been established, internationally renowned venture capitalists have joined the ranks of us. Innovative domestic famous scientist, has been advocating innovation, Mr. Ni Guangnan scientists as our Chief Scientist. Our new Internet will be displayed in front of everyone, we why the Chinese Internet, the Internet lab will make our latest contribution to the economy, for everyone building a better platform, I hope all my friends always support us, thank you! . .


Wu Hua:.


Thank you Juju Wang, our CEO, Mr. Wang has just mentioned that we invest in the China Internet Conference angel, in Beijing this time we surfaced, in the General Assembly, we can say China has carried forward the most private capital and the most active regions in Zhejiang us held in two phases, the first is the July 15th General Assembly of Internet angel investors, and just in September 16 and September 17 by the China Internet Association and co-sponsored our Internet business and investment forum in China, in Jinhua and Yiwu carried out. Our original intention was to organize activities that they are profitable, they can make to look into high-tech industries which we come to the Internet. .


High investment is likely to be high risk and high return of the industry, share the Internet robust growth in profits. Up to now, the Internet, it presents two distinct trends.


The first, more strong Chinese Internet industry, combined with traditional Chinese. I attended last week, Dongyang City, a business, it Di-year Shouru is 700 million yuan, but the companies say, there is no marketing Yuan, said that 80% of revenues are derived from the Internet, and a large is Waimaolingyu. I think the Internet is not just a combination of traditional industries with the concept of the problem may be even greater burst, the Internet affects our lives and not just entertainment, and friends, also affect our daily lives to. .


Second, we also believe that the Internet lab., Web2 .0 brings to us is the grass-roots economy, grass-roots economy will lead to more and more to the user experience of the Web site will be like that. Burst speed will be a year for two years would be rapidly over traditional over four or five years. This is our Internet angel investment conference organised activities in the first place.


Next, we invest in Chinese Internet Angel sub-station in the form of the General Assembly, the General Assembly, angel investors, etc., or in other situations throughout the country to tour. .


Very Internet angel investment conference rankings will launch the Internet angel investment conference kick-off ceremony will begin, as we start the Fang xingdong Chinese Angel action.


I talk about rules, we count a few, all 1,2,3-hand on the top, in this sense is the country's Angels incubator services to entrepreneurs nationwide push to go. .


(Launch).


Causing: I have invited Mr. Fang Xingdong, chairman of the Internet lab speech for everyone. .


Fang xingdong: guests and friends, thank you very much for angel investment to participate in the Internet. Now a very much Internet angel investment Congress to do something special, we feel that the angel investment Conference must not like with the other Assembly, Web2 .0 as possible. that grass-roots, the founder of be really concerned about our today's scheduled agenda, including the invited guests were on the founder's understanding, on the founder's concern is a unique side.


Last night I have dinner together with the well-known British economics, and he asked me, saying how the future development of China like to see, there are no worries. I think this is a question many people ask me, especially foreign friends, to see China's problems, years, different people have different perspectives and conclusions, but I think there are two points of view, a top-down view You will see a lot of problems. Another point is the bottom-up view, my answer would be more likely to grasp the essence. You want to see China's future, I hope you see two places:. .


One is to my hometown Yiwu, Zhejiang, China is the most typical farmers entrepreneurship. Our village, 80%, 90% of people are around the small commodities market, our 10 or 20 years has been the place to start.


Another place, if there is time to look at angel investment conference in China, look at the wave of Chinese Internet business situation. These two points is a Chinese national best indicator of entrepreneurship. Whether we are talking about their own businesses Ye Hao, innovative country Ye Hao, innovative economy, the Internet, Web2. .0 Ye Hao, venture capital Ye Hao, all the most popular vocabulary, the most primitive explanation is that entrepreneurial spirit. Is because the entrepreneurial spirit of Chinese people constantly burst, only the present.。 Whether you are looking at a person, I'd rather see a company, an industry, a region to see a country, where there is entrepreneurship, finance, there is growth. Therefore, from this perspective, China's problems do not appear too. At present, according to the study of foreign investment bank, in 10 years, China's high-tech market potential more than the United States has become the first 17 years is the highest point of the Chinese economy. The next 10 years is China's entrepreneurial best window. This window, we have a lot of 20, 30 years old young man is an excellent opportunity.


The outbreak of the Chinese entrepreneurial spirit, it should be said to be favorable factors inevitable. This inside there is a very important gap, although many people now say Web2. .0 Bubble, the Internet industry have been booming, but laboratory studies from the Internet, China the venture capital fund investment only GDP0. .02%, Equivalent to a regional real estate investment in Jinhua, the equivalent of venture capital investment in the country. This is basically the money which the majority of foreign-based venture capital. Their basic spotting a company than good, and relatively large potential for growth, they come to invest.。.


In the first half of venture capital, how to start up angel investment, which is a start and healthy development of one of the most fundamental driving force. In the United States, then the number of angel investors is about two to five times the annual investment amount is 100 times the risk of over investment projects. So it has a huge source of only the United States and many of the pioneering wave of the fundamental business miracle drive. .


In China, how to activate as soon as possible, the source is not short of money in China is also no lack of entrepreneurs, I think angel investment of human consciousness in China has just begun. Therefore, the laboratory itself, we hope that the laboratory's own business model to succeed in business, while we do this to the community and an industry to have a greater value. This is what we like many Internet investment a different sense of mission is our hobby and ideal is located.


One reason is that, like four years ago as blog development in China, to the laboratory as the focus of our work, the angel investment this culture, this one form of this industry, through our efforts in 2012, through the help of friends, driving up the real China. Push up this matter, 10,20 years of development China will play an invaluable role. .


This is an activity we started 3 months ago, I started getting a lot of friends. I hope we can continue to support the Internet activities of the laboratory angel investment, but also hope that through this, after a meeting at the business and its own investments and the development trend in China, there is a new harvest.


Finally, I wish this conference every success and thank you! . .


Wu Hua:.


Mr. Fang said just a keyword, I agree very much. Any one country have different business entrepreneurs, angel investment is the concept of what it to all of us, this concept is also just heard soon. Then I invite Mr. Li Zhenzhang speech for everyone, he is well-known venture capitalists who are well-known entrepreneurs. Lee so far has been in Taiwan, Singapore, Hong Kong, the U.S. East Coast, West Coast, and many of the venture and incubator investments done a lot of actual work. At the same time, and also served as Singapore's science and technology consultant, was responsible for PCCW in Hong Kong, incubator centers, also in the OECD held an important role.。 Mr. Lee is very, very experienced angel investors. Today is very fortunate to Mr. LI, he also had a very good news to share, here's a warm applause Li share with us.


Li Zhen Zhang:. .


Ladies and gentlemen, good afternoon, dear friends, I am very pleased that morning when I came into the car park found many car behind long two wings, because they are the angels. Into the Hall there are several people on Halo.


Causing just say I have a 7 year investment projects, should be time in the U.S. market 10 years ago today. .


I will tell everyone I describe, if enough so I can speak a few basic principles, I used the example of when you can put points clearly.


The presence of friends, you all know that MP3, it should have many friends that MP4, 2000 at the time of creation, should be listed today, U.S. time. After 7 years the middle, now the user, using his software users about 200 million people so much. We sell in the street DVD, like the machine which has a lot of his software. This is an example for everyone to talk about. .


My first exposure to this team, I think it is a very interesting story, I always look at the direction, to find investment projects. Instead of some people, just find our project will be considered. We are proactive.


I was in Taiwan to do with life style of a team, once every 5 years to do, is to do my next 5-1 years of life. We do after 2010 when the discovery of life forms is one thing a lot of fun, we took out the old view of the report, 95 the first annual report, from 2000 to 2005 LCD TV advertising everywhere. Look at the time, laughing, then what you had been left unattended on the street would be lost, but the Focus Media is one such. .


Why you'll find the "DVIS", as we all know, the international standard for the industry is very important. But MP3 industry, I remember that in 1997, I came across one in Singapore, South Korea, Samsung, he said he wanted out of the business, he had an idea, I think that after listening to a sound quality with our difference is too great, always able to listen to Japanese music, not to listen to classical music. My rational it refused. As a result, several years later, in "IPOD", he is leading.


Such good opportunities for rational and emotional balance to the PASS lost. I now go around the world to do, do most large companies, we have the opportunity to participate in Shenzhen hackers, there is Germany, the Netherlands, France, and later decided to invest in France, mainly because he is the artist, his request than Many people much higher. This is a French children we invest in, he moved to Santa Liberia, MP3. . COM has been accused, the other founder is MP3. . COM also a founder, he is a Harvard graduate, he knows what not to do that he abide by laws and practices.。 We vote, bubbling thing happened. Although there is no pay, but there is no income. Our half-year is looking for direction. Originally had no income, but we have very strong requirements, according to my experience, should look like "du pen laboratory", STW and software embedded into consumer electronics, we're doing in this area is also very successful.


The entire business process, we find the wind to vote, find partners, future directions, as well as industry standards and the profit model, is involved from start to finish. From a purely original. . COM company into consumer electronics, which we have participated in some of the transfer. .


Some original groups do media, e, I, personally, in a very short time, to help them.


I became an angel from the Ambassador, they call me Ambassador, this is a very interesting story. .


We come back, angel investment by English, this idea in the West is everyone has a guardian will help you. In the East, they are your friends, your elders is your Angel. This is a Chinese angel investment..


Another feature is that the first generation of successful people, who contribute to the community, this is a very good chance the positive feedback. .


There is a joke, careers, when the first money from, and some people say that it is your family, your friends, and the third is a fool. In fact, the Angel is a fool, an idiot is valuable, not the brainless. From seed funding to find angels, or the next vote, finally found the wind, this IPO funds from its stage, and each stage has added value.


Angel with the VC sometimes are inseparable, not only the size and nature that is not the same, but compare early and mid-points, angel emphasis on early, the wind is sometimes cast early, and sometimes the medium term, some often late to see the Fund's positioning. Angel mostly his own money, make more lively. VC is to help people control the money, a heavier responsibility, all the procedures are very, very complete. Angels can be earlier, angels and entrepreneurs with VC bridge also play very well. .


Angel with the VC is a little like an Angel with coach, more like a nanny, VC more like a coach, real success we need to rely on the entrepreneur, but we are a team.


How like an angel general election for? We usually like this, we will not do what we unfamiliar things, unfamiliar things is no way to help. But everyone can not all know all that, he will have a group of friends, everyone has different fields, we can together. In fact, when we look at the project the most important thing is the team, we have heard a kind of argument, an investor looking for projects, there are three conditions: first condition is, the second condition is that people, the third condition, or who . If the wrong direction, people, then you can change the direction and trimming, not work if you can buy and develop technology, but who does not, then there is no other way. .


There are some team mentality is very, very important, very often we find that there are two types of mentality:.


One is the new record company to do, like raising children, one is when the pig. No matter how child-like situation, would give large pig is using other people's money, with venture capital money, the situation is not good on the release, or slain the. .


There is also a market potential, there is an expansive, and core competitiveness. This is what we need to consider.


Reversed, entrepreneurs choose the angel is an academic and art. Angel Two: One is to head a halo behind the two wings. Just say a lot of car parking have wings, many investors put wings on his car, but the ring after him. Another is the tail, and feet, which is an angel, holding a fork, this is the devil. Are actually angels, just a good angel and a bad angel, easy to please God, to allay it. Angel of the value is not just money, money is not the most important, to look at other value. Angel will always be chasing, you want to sell, this is a bad situation. There are two trends:. .


One is a group of angels, Angels Club and a swarm of angels to a Fund. There is also a regardless of the local government or go with a team of entrepreneurs.


These are my sharing with you, my mail is chairman @ gmail. . Com. Thank you. .


Wu Hua:.


LI teacher gave me a message yesterday, the most exciting in the Nasdaq on the market. Angel investors in early stage, for example, the enterprise of the future Google early days we give him a little money, you know how much you the greatest return, is dozens of times, angel investors play is heartbeat. Next we have invited a guest is Mr. Chen Youzhong, is the risk of intellectual-based venture capital partners, in venture capital in this area has a lot of experience, including Silicon Valley, Shanghai, Taipei, India and even the industry in Russia has a very good experience, we asked Mr. Chen to share with us. .


Chen Zhong:.


You early, a lot of old friends in the. Today, what we do not think I like the color shirt I'm wearing today is not the same wife, starting a business are young people so I wear this one seems relatively young. I hurried over, forgot to shave, I'm 20 today, you are in communication with my views on the venture. .


Preceded by a review of past behavior, we will pay attention to in the third to the fourth aspect.


The first half of this year than last year, investment projects have also raised the amount of investment and a very large number of growth. .


This is a figure you afterwards. It mentioned that the entire fundraising, VC-hand is inside, while the other hand is change. It mentioned that there are 18 million u.s. dollars into China, last year there were 40 million, equal to the Chinese side has a lot of money, 40, 50 billion dollars in the project.


We look at the right top of a 700 000 000 7 1000 two million dollars, invested in 120 projects during the first half. This is the average amount of investment which, if compared with the upper left, then up half the average amount of investment. That which reflects a degree of overheating. .


The past year and a half of venture capital is very active, particularly foreign investors would say, why is this a time in China, why is China instead of India or any other place. They are now asking how in China, this is a change of attitude, representing foreign investors in China venture capital opportunities is very positive, very persistent, some money, people, teams and companies are coming to China. Here are more venture capital companies in China, I think you will see very clearly that in the past one and a half years is very large, May 30, 50, and a world-class company.


This is Europe and the United States into the mainstream of VC in China, I will be divided into four routes:. .


The first is like Sequoia China find some Chinese team, brand, raise the Sequoia Fund.


In the past year, foreign investment in the new Sequoia a more positive inside, and now cast 11,12 projects. .


The second mode is a joint venture and licence, like IDG has a relatively late stage investments, DFJ.


The third model is quite special, that is, VC foreigners into China, not ready to get their own team, investment money to China venture capital firm managed funds which, as an LP. He served as an investor in the Chinese role, through such a platform for a number of joint venture in China. .


The fourth mode, this is pretty much is a representative office, using existing funds in the United States, China has a good project, with funds to make the investment.


Fifth, there is also find many, they are not in China's distribution, but shares of some investment. Is more famous as KPCB. KPCB in the past year added four partners are the Chinese, he is not in China, the company, but China has a very large program in progress. .


This is just about three modes, I listed a few. On the left side of this is foreign venture companies, the right is the China venture capital companies, to the left of the number of large foreign venture capital companies invested some money in China, a development strategy of accumulation.


On this one is more successful entrepreneurs to join. This rapid expansion inside, indicating the Chinese industry more mature and progress. Become successful entrepreneurs turned investors, investment behavior, when they do, there will be better performance, there is listed some examples. .


The third is the money, the front had more people and companies come in, it is more money. It mentioned that the entire Fund more supply increases, demand, and now there are a lot of people in business, but the whole venture project growth may can't provide some funds, therefore, have a little bit overheated.


Here the so-called overheating in China interviewing a statement of the problem we do not necessarily agree. In February this year, there is a great forum, China has passed a few friends together, have Mr. Hu, Wei as high strength and so have passed, and that China has a bit overheated, other friends will not necessarily agree. Xu Xi said China has not been overheated, overheating only three phenomena:. .


The first is the founder of sea turtles, because sea turtles at the talks.


The second is the IPO. .


The third is an investment adviser, they came in with the project.


In addition to the three outside, he saw no localized overheating, I think it is a benevolent see benevolence and the wise see wisdom in the idea. Over the past few months, if the venture capital industry in the development of a number of observations, you will find more conservative now, may not be entirely negative, but is slightly conservative, here are a few observations. In a hot environment, we down over time, and now faces a test of the so-called facts, there is not necessarily the development likely to have some good in terms of the venture capital firm behind some of the review and make some adjustments. .


The second is a wireless value-added, it is a big topic. Many wireless value-added areas of friends, a wireless value-added is provided to investors and entrepreneurs in China's biggest and best, fastest wealth in return business model. But now that a timetable, wireless value-added is very bad, very very miserable.


Third, some regulatory measures and new laws and regulations, here are some things that will cause the arrangements for holding in offshore, all aspects of operation of some difficulty, which will have some cooling effect. .


Fourth, the industry planning we have clearer, TV shopping after five categories is not on TV, etc. Now is not just the Ministry of information industry, as well as the Ministry of culture and television, we are more and more top leadership, entrepreneurial development have some impact.


Long ago, a new Oriental English market is not bad. China stocks in the Nasdaq's performance is not good, most are listed at the stock fell to below, and that the overall market on Wall Street and further out of the Chinese concept stocks have a negative impact. .


Some of this before the vote, the vote for project is more expensive, probably 2-3 million, after a period of time, money and burned, the company also came, what business model has proven successful, revenue has come in, have a solid team, now or in the end is added, this is a very real problem.


Just talking about the wireless value-added, this is a very special phenomenon, because the entire wireless value-added comprehensive income decline, including as air, Linktone are knives to injure, and some turned off, this a great impact on the industry. In particular, many rely on the Chinese Internet, wireless value-added support aircraft carrier scenes, the financial figures of the confused and good, but is done by SMS revenue. .


Recently, there have been two things: one is the business requirements of a M&A, more trouble, there are a number of companies listed on a foreign authority approval.


Further reiterated that the so-called sina mode MII non-regulatory arrangement would strengthen the regulation. .


I used a soft landing described this phenomenon, now we will make this a concept. This is a self reflection and adjust slowly to overheats as a planning of water, some don't, not actual behavior too. In this situation, we will slow down, the price will not be so generous, also a bit conservative.


Now the environment faced by entrepreneurs, you have to do some little adjustments that may originally requested 15 million valuation, not now required, and in different environments to do the financing, there are some relative measures. .


The investment focus of the above, there are some VC friend said, I no longer look Web2. .0, I think there are many concepts, Web2 .0 many look!..


Internet, broadband, or you may also find, in the end the next killer application is something everyone is gambling. Like broadband, we see that P2P, and multimedia magazines, remote education and so on, we continue to look for. .


In the following referred to as China venture capital in addition to the TMT, look quite broad, consumer products and brands, wholesale and retail, among others, this one is good. Venture capital environment does not fully matured, optimize gambling in TMT narrow areas inside.


I share my personal views of diffusion. I think that the founder of an enterprise, in particular, the situation faced by the entrepreneur may be faced with the following conditions, for example, to find relatives and friends, there are stupid fools come in to vote. There are pockets inside their own money. To the far right have the opportunity to market, many investors are your investors may be your shareholders, this is a cycle. .


It's more clear, I'm left with a Chinese sign an angel investment opportunities, the company has just begun, Death Valley, between 6 and 12 month could survive in the past, can come in and vote at VC? most dangerous and needs snow to send carbon stage is an angel who played the part of the site.


I do VC's, want to share what you view, if you are too early, then, is not a good look on VC investment, it is no effect. Each one has its own venture capital investing, investment stage and projects, each venture as a person, that which need to be fully understood. .


My column about angel investment from venture capital funds from different sources, like an angel investor is a person, a lot of people to discuss with his wife back home. But venture capital is more complex, one of the investment Commission an audit process, there is one, two, three-month process, legal, financial and technical aspects of the investment strategy is very long. Because of the nature of the investment institutions, venture capital is not suitable for very early stage of the project. Like an angel investor, mainly on the entrepreneur understand trust. Venture capital is to look at the entire project, a full investigation. Because of this, the nature of the venture angel investment with stage play are differentiated.


Just talked about, all of you experts can talk about. This is inside the experience of some business and so on. This inside Mentor, this is the master. .


As mentioned earlier, xingdong abroad, VC of the value chain, in the early days of angel investors are quite hilarious, this part of China is relatively small. Now slowly up, this is a very good sign. Is this an angel investment groups, such a feature, this one on the importance of venture capital industry, on the one hand, we have been able to accept and become one of the groups.


This is but a small conclusion, I think, venture capital industry matures, more and more optimized. .


The first point, there may be a breakthrough year 15 billion dollars, I would like to continue, there are a lot of money and good project came in, the whole investment activities will be quite busy. But the so-called soft landing is conservative.


Second, in 2000, when everyone is an impulse, the bubble, and then finished, fell from heaven to hell. Now a soft landing is more positive meaning, which is the industry self-regulation is not forced to accept changes in the outside world. This is the return to be had in a rational range. This whole venture capital industry which, because of this adjustment, this industry become more mature and optimized. .


Here's a brief introduction to our intellect, we founded in early 2000, we manage 3 billion Fund, originally called Acer venture partners, because the gain from Acer retirement, we changed to Chi Foundation venture.


Intellectual base by the six partners and four investment Deputy together a consortium. China's new creative project for lack of seeds of the phenomenon of investors, we have re-raised funds, set aside 6 million prepared to participate in seed investment. .


Thank you.


Causing: From the perspective of angel investing VC is fire, if possible in the venture capital field in China, angel investors may be a blank, we have a week with the co-sponsor of this conference we - Tsinghua Science Park, each week we will have Some of the activities, but also to efforts to fight such a brand, to fund the project side and do some good side docking, followed by a speech for everyone that Mr. Zhou Hongyi. Hong Zhou a very strong experience in the Internet industry, we welcome. .


Zhou:.


Hello, everybody, you do not understand the pulse of the industry, you are hard to square with VC and angel investors have very good communication, I feel very humble Chen Xian community, I feel that these PPT looks very simple, admitted that the talks to everyone's mind, and very frankly tell you what kind of circumstances that find angel investors look for the circumstances under which the VC. .


I heard this one thing, I also listened again.


I would like to put it in front of the speakers are very good, and I want to say things are finished up. When I came in, we feel there is this feeling, Fang Xingdong was able to rally a few years ago the concept of the blog fry up, he is also speculation that concept. Now a bit cool and conservative investments, but we should not look at the surface of the figures, we note that the situation in China and the United States is different, unique technological innovation in China with high-tech companies, barely.. Simple Internet site .0, in fact, today because of China's overall economic development is very good, China has become the global consumption power, so in many United States had no chance of more traditional industries like food and beverage, retail, home appliances, and even some of the areas of agriculture, which attracted a large number of Fund. Even many VC or even in the United States called for a number of private equity funds in the middle of the project, which is a project, mostly, business model, and do business for many years, there are also very stable cash flow and profits, but there is a P I vote was 5, and 10 times, after listing to 15 or 20 times. . On the Internet, it is also a time to rethink the VC, so this time, despite the enthusiasm of financing, entrepreneurial commitment, but there are always economic ups and downs, some of the first half of slight fever, have Mr. Chen also mentioned that many VC began to reflect on, frankly, in the second half, the difficulty of financing it should be larger than the first half. .


So I hope that entrepreneurs are to have a reasonable expectation and a fully prepared.


I would like to say two things, there are entrepreneurs here today, said to be eager to participate in Internet investments. I for entrepreneurs and investors speak a little. .


Too many people an influx of investment and financing, we see two things: why successful Silicon Valley?.


First, because the money was covered with gold. .


Second, we say we have the most creative, not the lack of ideas. This is a very big misunderstanding, rich with ideas is not successful. China and the United States. In my opinion, a corporation, an industry to succeed not just capital, but also not just ideas. I think there are two things that are ignored.


The first is the rules of the game. China's private capital to consider not by much. A lot of big money in the traditional industries big bosses, they are eager to spend money to buy a house or stocks, and I was not put money into high technology, the Internet? This is a passion, it is more important to understand that the United States has brought China more than VC money still rules of the game.。 This is a game, like on the desktop to make it clear to everyone's interests, a company like common if the function succeeds, the common share and return.


We have a number of entrepreneurs, I get money, you give me money to vote. The problem is easy to get venture capital money, took, you is not abide by the rules of some venture capital. Many entrepreneurs, the company is his own, he is the company, he did not receive paychecks, cars, houses all the company. When you accept other people to do your shareholders, your design and decision-making to many restrictions, and the past, many used to avoid tax, it means tax evasion. In order to make your listing stand the test of the mainstream capital companies, many things can not be done. .


Why many Governments Fund is not successful, there is also a misconception.


First, we look for projects, constantly looking for items frequently, most recently the items to make money, I do the project, ignoring the project is not important. Western investment inside, and the team is the most important. A project has its life cycle, an idea will need to change, only the team is the most important. .


In the past, many traditional investments, investments in finished I sent a Chief Financial Officer, but on the Internet in the area of investment, particularly in the early stage investment, as investors, you are very difficult to achieve. You put the money you send one person staring money like flowers, each report to a person, such a trust relationship is also very difficult to establish.


Also, I do not know what kind of expectations on investment, I frankly tell you, angel investment returns do not high. Very simple rate of return on investment from an angel, perhaps higher, perhaps 10 times, several times. .


First, the risk is very large, basically is the earliest. And most importantly, the amount of money you are not likely to represent a very high proportion of enterprises. In General, is 5% to 10%. And this is the earliest time, accounting for 5%, 10% until sold listing or, as an angel investor your shares in proportion may be 2-3%, you have prepared. In other words, the last one company achieved 1 million dollars, you also earn 100-200 million dollars. I vote for money, not an investment company, why do I account for such a small scale. In fact or do not understand risk investment real one essence. . If we are at an early stage, we should be aware of their position, we are a supporting role, this is not our business. As we spread our risk, but if when I was early, I will take up this particular number of shares of a company, some entrepreneurs more stupid just beginning, he may have to accept the conditions, you just vote for me, you Take 51% 49% I can get. This is unreasonable mechanism, when the final entrepreneurs find they do not have a business, how he really burn him too young for the enterprise do? . .


I also often cite an example, you are in an enterprise which do an angel investment, your holding, this time to worry about this one, I'm afraid that the enterprise is yourself. You are in the enterprise on 500 million dollars, you worry about this every day to a money security does not secure. We too much about this one, I want to build a better game. From angel investment to VC is rich out of money, powerful output. Entrepreneurs earn the most money, and then the VC.


Angel investors in addition to a higher rate of return is the return of personal prestige, and personal sense of accomplishment. Angel investors can be very proud that this small company a very early age I found it, cultivate it. But few have such venture achievement. .


For us a great deal of hope Angels investor peers, I'm not really is a very pure angel investors, someone said I am a fighter, someone said I was the founder, people say I'm an angel investment. VC hit me for so many years experience, my personal feeling is that when you decide which one to industry inputs, you should understand the rules of the game in an industry. I was comparing against you for one, don't know where rashly make angel investment.


Li Zhen Zhang also mentioned, angel investment returns are not waiting to cast their money, so might as well buy lottery tickets. Angel investment risks, but we control the risk of a very important factor in investment money, money is only a one of the funds, the money is also one of my commitment, but more importantly I am an industry to understand, so I can see the future, so I have the experience to help this one of its strategic business planning, planning business model. At the same time that an industry in which I have the resources, can mobilize the resources to help companies find partners to help him grow. .


In this industry, and I also know many VC, I in VC inside, because many VC investment, they make money, I have some confidence, so I can help him complete follow-up financing, including I know VC financing rules, before I know how VC financing, game rules, VC of the system. There is also an Internet area with traditional businesses are very different. If in many traditional areas, I'm a real boss, I get the Government to get to, the following is better, without you, I can make money. Under such circumstances, people-oriented, meaningless. In..


In the field of Internet technology, engineers are the most important, the entrepreneur is the most important. Because a company's assets are in his brain which is their experience and their knowledge, we can see that in China, do you think investing in a business, you bet this person, you decide to bet, you have to eyes wide open. You are an entrepreneur this can be difficult to replace, for a favorite person, such a result must be a lose-lose. Particularly in China, lack of professional managers of the environment, but also the lack of such an environment. This is an objective reality. .


We bet on an enterprise, we have a corporate team, so that the funds into a high-tech venture capital field, I'm not confuse everyone, but let us see clearly there's risk. If you're on the industry, the rules of the game do not understand, simply put a risk, so this is very large.


Vote 1 million angel investment, accounting for certain stock, listed a few years, the last listed companies is very small. Specifically, I hope to be able to recognize that we want to invest in high-tech, Internet investors. I believe that if more people join forces, it will reduce a risk. .


Risk investment risk is greatest, venture capital and angel investment is the biggest stage, you have a high risk, high reward. This year, through blogging, and to attend the meeting, I rarely do for my investment company, and I want to do a bridge between entrepreneurs and investors, I want to make these investments submarine rules in the field understand the description of that our investors, entrepreneurs, we better understand this kind of rule for this rule. That in a common interest, from pioneering founders to grow, we form a win-win situation.


Of the entrepreneurs I have a few suggestions: When I have come a bit quick browse our catalog, there is a good news, which has a very touching idea. With our experience, you 80-90% of the project is basically difficult to finance. To describe it may be too simple. .


I think, how to negotiate with the investment, how to write a business plan can be found on the Internet, I do not say.


I mentioned a few ideas:. .


First, we can reduce our own expectations. China's entrepreneurs be ambitious, ambitious. But the problem is that we do not have to do is financing. We are behind every successful company, we have 100 not successful companies. Each VC boasted that their investment in Google and Yahoo do, never talk about investment more than successful companies.


Over the past few years, China's Internet history proved this point, you may not get the financing will be successful. .


Do you have a creative financing to millions of dollars when they happen, so it is very difficult to communicate with the VC. You don't want the company's future will not be listed, will not do well, you should use the simplest way to do things together, reflect the value of it. The company has a value, it is possible to develop a scale of benefits, a company from the business models, investment in people prefer.


There are many business models themselves will be able to make money, but may not be able to form a scale projects like this, frankly, difficult to get a real pro Lai VC. For such a project is not without significance, I would recommend that we should lower the expectation, but a down to do this thing together, do income, cash flow, good business, he also has value. .


Second, look at the recent American popular of U2 or Myspace, it was noted that no, this is not a project start-up time say how to do that we did not expect so much, they just solve their problems, they wanted to create a unique services and products, this kind of services and products that can change, solve some problems. However, fortunately, not just their own encounter such a problem, there are many more users encountered similar problems, so the more people use their services, so that success is not a contrived, but the fortuitous factors. We don't see this kind of examples of successful and began to follow. . May you have luck, solved many problems, this process, you have grown up business opportunities. Often start planning their own mode of very large, say a lot of virtual anything, this is not the object of VC attention. Write a business plan that we do not know when, you use simple language to write and my business do, why they use, why did I use, investors will find the help you and the appropriate business model. .


I have a lot of business plan which I see too many on the successful model of imitation in the United States and is an industry visionary. I think this thing is hard to really lay a foundation for a successful enterprise.


My last piece of advice, we suffered a lot of entrepreneurial success story to confuse, you must be clear that China's immature business environment in China to be successful, needs a man punched and kicked, but also integrated all aspects of your ability, in this On the one hand, I have repeatedly stressed that just a little bit difficult technical and creative success, how to solve the problem? This year in particular, China's current business environment, my view is that the recent more critical. In 2000 we all stupid, Sina, Sohu has its own problems of survival, this time out to find a place that no one bother you.。 But well, there is also a small help brother like you, also killed. Today the Internet is really welcome a creative or a little function, certainly not a success. Most importantly, I am of the view that competition in the malicious, by a team of executive power, experience. For entrepreneurs, do you have a clear strategy, there is a simple, clear, gathered experienced team. In this regard, it is you need some good VC and angel investors.


Because in the United States, angel investors, not just say that I am giving you today to vote the money, angel investors, investment money is not important, it is important to take the experience to help them, here are some little experience to help small businesses take many detours to help many small businesses across a lot of traps. .


I would also like to mention that in the United States there are too many entrepreneurial success or listed or sold to companies that some people, when they come to make angel investment, they actually just put his money into a recycling business to do, but also to the experience and resources to enterprise business cycle, it is very important. If we each enterprise is got the money, but from five individuals from nothing, is guilty of an error committed again, growing up to 50, and 100 people what are committed, so that each company is growing very fast, or even spend 5 or 6 years before the company achieve 200, 300 people. . This is the angel investors in the industrial chain, which is very, very important factor. .


Finally, I have two points.


The first pieces of advice, I have said, pouring cold water just talked a lot, then we see VC, angel investors must have a prepared, have had the experience of the entrepreneurs must have many challenges, no one would give you two hours time, you should like the same Xianglinsao. Society, 5 minutes, one minute, in a word arouse their interest. And not say a lot on our project for, to subvert the so and so, so not a little amount of information. Or, I am very good, how kind you give me money, so no value. You tell them you want to do, what your product is, what is different with others.。 Do not hesitate to say that what you're talking about, I'm very busy, you go. You see VC must challenge process is rejected is growing. See the 10 family has two would be willing to talk to you, see the 30 companies willing to invest in a home, is such a probability. You have been denied is normal, don't be discouraged, don't be afraid of humiliation, do you want to convert every VC challenge for you, whether it be a goodwill, impatient, be sure you're not ready, we are asked many questions you didn't expect, you finished your pattern, salute, to venture investment.


Venture capital is not as rebel, before I was to confuse people, and I said how my fate is so bad that people can get to the toilet venture. I chatted with Charles Zhang and Wang Zhidong them, they said not easy. I now chat with venture capitalists, they said no the first time, the second will be able to succeed, I think that myth not in the wrong, but do not mislead the youth. .


Now I'm with VC talks about 5 minutes, if I bring project, I would like 1, 2 minutes to make it clear that this is not a gift, my Chou hung-a curse to be countless VC..


This mutual encouragement with you. I originally wanted to step down, a Juju Wang came to see gas, I walked into was against me. I have recently been busy against rogue software, I also give you the benefit. .


First, I'm selfish, and certainly for me personally, I had a real rogue software, I just spread the pattern of this industry all people, all of the company are doing on the rogue software, and to internationalize, down to the personal Web site, almost all of them are not clean. However, when you get right down to it we lay to my head, I am very unfair, a speaker no significance, we need action and we provide a no holds barred anti-hooligan tools. For my personal recovered one argument. . A company I do compete with B Company, A rogue software company to do a high flow, you will not do rogue software. There, A Company B with a rogue software to kill the company, should not oppose ah? So the only option for the company B to use the same means - to deal with rogue software, rogue software, the last two people to become a rogue. If no one say no to this thing, and now rogue software in China do not say no, will not be punished, if we do not prohibit the use of dark room, we had no martial arts. This is a very sad fact.。.


We are from a commercial perspective, the rogue software has no future, and 7,8 years ago, a chance to do, all the time have the opportunity to do it? You make money out of proportion with the loss of reputation. I hope that more entrepreneurs to join hands together against the rogue software, you can not support me, but you must be against the rogue software. Most do not do rogue software, and clean, you can on a platform of fair competition, otherwise, unless you do rogue software, or else took up venture capital is difficult to do. .


Why can't I do the rogue software, I hope that our industry cleaner, fairer, and also hope to gain the support of all, thank you!.


. .


Next is the pioneer of China's angel investment Liu Mr..


Liu person:. .


Hello.


Yesterday I also made a interview with Sina, many problems can tell you is that today, yesterday, why, from the traditional industries will be into the ranks of such an angel investment. You do the traditional industries and hard about has been done on the billion, but the whole business operation, including the cash flow is very good, the unit is not very large company, why would all of a sudden there is a transition, is a casual factor in . .


I'm in Hangzhou Conference I said, why are you in transition, some with their own personality, yearning for this kind of challenge. Mr. CHOW is said is right, I also agree, he said that an angel investor the biggest success in the future, feel a sense of achievement. The life of this achievement is very satisfied. So today, I thank you again for minor, especially sits in front and rear rows of entrepreneurs, I said some respect, I also like this venture, at first I was thinking that the Internet 6 months down the line, they really have some feeling, than the traditional industry more challenging, this is not questioned. . .


How to communicate, like Mr. CHOW said how impressed I am, I have 6 months to see countless, countless project team. Here, Mr. Zhou a little red eyes, perhaps we are tired, every project books, I went to this step, the transition is, indeed, it was transferred with his team, I also have a team of traditional trades I investment has more than 40 projects, quite successfully. . Every day I consider my Zenmeyangzuo large enterprises, and foreign businesses, need is the people, the most important person. I think 90% is shared, something that people management is that 10% of the difference. .


I was six I outstanding projects, communicate with you, I really is, how can you, in this simple time touched us so that we know, and you have confidence in this project, said Mr. CHOW. Some practices are different, I just did for 6 months, specific operational processes, experience, actions are different. But there is something that a lot of people told me, including experts, professors said that it was very difficult to do one thing, I think there is a challenge, which is similar to my personality, I'm with Fang xingdong cooperation..


In fact, some people do not see the listing can not be certain how representative of how successful a website you do, you do dozens of good, and you re-do blog look, very difficult. Internet, I think he really do not want a plan after you showed me, I felt that two years after the Nasdaq market, this myth too, and I do the business for 25 years, I am aware of this myth. Once you do not want to do what a line of Alibaba, Ma ago did the Yellow Pages, Internet, I do not think that model, according to foreign models are wrong, you need to have our own things, your own core, the Internet only an exploration process. .


I would like to say that the Internet is not a gold mine, this is a struggle for life, your mind ready, are you ready for a future career, encounter some tribulations. This is what I want to say to everyone, it seems to be an oasis, want you to find that the Internet is very challenging.


I am very pleased to have this occasion to share with. I am engaged in several meetings in Hangzhou will, every 30 teams, they prepare more than 20 minutes each time, let me see the information, I really do not see, I mainly watch the team. In Beijing, Shanghai many entrepreneurs were really hard. They will come to Hangzhou, I have some of the costs on, I usually drive past the exchange with them. Now I do not really matter:. .


First, my lack of time, I saw a number of issues, like they just give me a business card I think, a lot of proposals I have no time to look at, feel that there are some difficulties. Recently I had a plan to do this, he had just came out of the venture with a passion, I'm calm, as the angel investor and I don't want to go over two years to the NASDAQ, I began trying to make money, I can do a stock, lottery tickets, this is not my personality.


I am also prepared to engage in Hangzhou, an incubator, the incubator is not for entrepreneurs engaged in, and my ideal or to a variety of investors, which in my incubator. At that time you can go to one place, or Hangzhou or we can send over a professional team, so you can find us and to communicate with us. I am looking for an angel who incubator, I want this thing made. .


Club company will exist, Club company as an investment company must be in the 10, 20 years later and foreign agencies or capital, I will be in the same arena and dances.


This is my heart wanted to do something, as to what extent, I experience in the industry are also used. Whether you are a high-tech, people-oriented anything, nothing is out of people to do. .


There's one more thing, throw some cold water, there is one thing, in fact, we think business is not so difficult, and this is my own opinion, I personally feel, and why do I say it, I'm personally, there are many difficulties, I believe that entrepreneurship is not difficult, difficult is to insist that you stick to its own ideals, adhere to their own direction, and you concentrate on one thing, you have to do a Web site useful, valuable, you just have to try that will make it, you just have to hang on. Are you a team of people, you may not do the Internet, but also in other areas will be successful, if you did not succeed, I think you work hard enough, but also your mind is not good.


I read two books, one is called the "banker to the poor", a book called "Mother brothers war" he is the real angel, and we not be. Entrepreneur is the real cute, a new era of entrepreneurs is the most lovable, and this is my heart.。 I think that success is not a must on the NASDAQ, this is not the case, for example, you can be a good book is a success, there is some value to society as a whole, this is a kind of achievement, I am an angel investment, I just said, why do I do it, very simple, real estate scrambled real estate more simple, very good, now you have the funds, and is very secure. I entered the investment that day onwards, I told myself that I'm ready, I talk to my team that we are ready, your daily reading, you should not say that I am reading a magazine, that's your not ready for a college student, I asked what book every day, he said I was reading a magazine, he is not ready. . Internet is a state of mind, and I tell you, the Internet is full of challenges, he is not gold, if you do every day is difficult to successfully withstand the gold, not to mention the value of your life, here today said. .


Wu Hua:.


Liu's talk a lot of truth, he does not come from the support of entrepreneurs in the pursuit of high profits for our entrepreneurial spirit of a support. Do a statistical, that wonderful speech this morning, we give a warm applause. Next we have about 5 minutes, we take a break, we entered another phase of our morning theme forum. .


Thematic forums.


Causing: Distinguished guests, Good morning, I tell you about our forum over this angel Miss Chen Chunhua, is a global influential people in the industry. .


Chen chunhua: Hi, I looked, felt very pleased because business and investment climate is very strong, I hope we will have some company like Google, today we have 7 guests, I will make three haven't told first introduce myself. Today we try to say Web2 .0, interactive! important, now we prepare questions, if the writing is the best, we put the question and the name of the staff to write down, put on by the participant to answer.


Guests came to power now. We have 7 guests, Chen Youzhong off speech today, Mr. Chen came to power, please, please, Mr. Hong Zhou took office a week, please Lee Jin-chang Lee took office, please Mr. Zhang Xiangning Zhang took office, please Mr. Dai Zhikang power. .


I call upon Mr. Zhangxiangning myself.


Zhang Xiangning:. .


My name is I am zhangxiangning Internet's CEO, was a company called zhongguowanwang, I'm very sorry, because I do the two companies is not successful, sometimes together with entrepreneurs, or feel obliged, because this is a trade, industry, and I came out of the pews, and want to experience delivered to entrepreneurs also pleased. If I were to fail in the future, we can treat me as a negative see typical.


Am listening to a very wonderful speech, I would like to talk about one aspect, because time is running out, can not say a great discussion. But I want to talk about, I think the whole China, including venture capital or venture capital investment in this area, this angel, and now the lack of rules of the game. I also participated in a number of angel investment in the project, and I have seen many companies, I have many friends to me, and also see the story of many other companies. .


I have one observation is that in the current Chinese industries, whether it is the so-called risk investment, especially our local venture capital and our vast and folk that angel investment, the whole is in a very non-canonical, no rules of the game in a great environment. This reminds us of the industry, all of you to pay special attention to this matter. Today we see the market of fire, all aspects of development in full swing. . .


Overseas, if you do venture capital, venture capital it has a very strict and specific laws and regulations, and everyone is familiar with the operations specification, now there is no specification in the country. For example I know of some VCs, they took the money, the partners are now legally defining the partner does not clear, get the money, they did not do the so-called risk investment, they picked up these money exchange and misappropriation of funds. . This situation is the need for the entrepreneur and the investors maintained, it is difficult to say which aspects of this responsibility. .


All angel investment since the very early stages, so not all aspects of the specification, in legal terms, the financial aspects of the difficult stage of venture capital, entrepreneurs and investors can be silent, to default to comply with the rules of a game. The majority of enterprises in China actually generally ignored, we usually talk about corporate governance, it is difficult to imagine how private companies, especially the early companies how do corporate governance, this problem does not solve the whole investment business will face a huge threat. Thank you very much.


Chen Chunhua: angel investors with venture capital in China are just beginning, so some systems require some time to improve. Mr. Xie Xiezhang. Here is Mr. Fan Yaoming. .


Vincent Yaoming:.


I would like to briefly explain that I am the State Grid Corporation, the early investment in our accounting for 10% of several domestic, we have invested in dozens of projects, should it do angel investing is not easy to do. Venture Capital 5 projects to do a more successful case, then, angel investment, which may be only 20 projects would be better to have a chance to grow. .


Stay a little longer, we subject to a thorough exchange of views.


Chen Chunhua:. .


Thank you Mr. Yaoming, fan, I now give the floor to Mr. self-introduction daizhikang.


Dai Zhikang:. .


Hello, my name is daizhikang, I'm not investor, I am a native of entrepreneurs, I sit here, is the sponsor for our investors and investor communication. We start a software "DISKAS" this software is for many people, Web sites, there are some commercial level and in the Internet business and communications programme forum BBS software. We do this a software is suffering, there is no start-up capital, including people, lack of money is. We do the first 4 years, we hope to selling software from a number of changes, so this one time, frequent contacts with some VC such groups. . Like Mr. Zhou Hongyi is our angel investors. This is a process, I myself an entrepreneur can learn a lot, including our day to install the software prior to this volume are dozens, up to now, this software on the Internet in China, more than 30 sites to use our BBS's solution. .


At the same time, we get a series of investments, we both in team building and management experience or operational strategies and methods of the investor's help and support. Now, our software is second to none in the domestic BBS and community solutions, we also do a lot of new solutions, like Myspace, community blogs and community spaces. I'd like to share our experience, and angel investment people experience with VC.


Chen Chunhua:. .


Thank you. Now there are some issues to be discussed, I call upon Mr. talk about several topics.


Please Mr. Dai talk about, how like an angel investors, investment opportunities to grasp the Internet? How kind of angel investors reduce risk? . .


Daizhikang:.


I suggest that Mr. Zhou Hongyi to answer. .


Chen chunhua:.


Please Mr. Fan Yaoming look. .


Vincent Yaoming:.


We also know, from 96,97 to do operations on investment. Now we name some value, we also very clearly are hundreds of thousands, are investing very high. However, the assets of such domain names, the layout is almost the year 2000, but later there are some new ideas coming. Since 2000, we made investments in the Internet. We have also done their own business. We do invest in early stage, because we do not professional investment company, without such training or study that is basically in the real war slowly coming out. Earlier I mentioned that in the Chinese Internet to do little angel investors, there are several reasons:. .


First, from our investment in terms of feeling, I have just said, the probability of success is very low. Because we invest in early to do, we are not very experienced, are followed by the media with great direction, feel good, chose a good project, low cost of doing.


Some projects take some time go elsewhere, and we began to reflect on their own. Project was also feeling good, why fail? So, I would like to view some of my own:. .


First, people want to know your business is important. As an investor, you should take a close look at these issues. Entrepreneurial people to see themselves, why? our investment process, only one or two people do technology, marketing, management, and so on, many links are lacking. We say that you should find a team, we also help him to find such a person. Later found their match will appear a lot of problems. The operation resulted in the project in six months or a year later, the internal friction, imbroglio arose, so that some projects have failed. Our project there are many such cases.


Also, a lot of investment, and they began to invest the time to do with us, feels good, is pledged, and it is confident. Of course, the angel investors with different investment risk, we usually seat of your pants, feel good to see a team on the go. This is a process, we found that our greater risk. In this case, the back lot can not control. Led to this situation. .


Chen chunhua:.


Thank you, Mr. Fan Yaoming. .


Have received a lot of questions, some of which you want to know is how to find angel investment entrepreneurs who are angels invest? this is a problem, Mr. Zhou one to answer.


Hong Zhou 1:. .


Time is limited, I talk about-specific.


First, present here, either Mr. Chen or VC or angel investment in our people, I give you a few suggestions:. .


First of all, occasional exchange business card has no meaning. For 200 cards, there is no way to see, the best is to the business plan.


Second, that my contact information and email address, and now the network is very open, very powerful search engine, if it can not find one, you're not looking for investment. If you have the ability, all slightly to one, we find a friend or online search, you should find any one venture to any one person's phone and mail. .


Third, get phone and email address, you do not directly call. Because I guess they are the most used business phone, calls are masked.


Some VC does not recognize, from my own observations, our message is certainly not return, generally do not see, because too many of. So I think the best two ways:. .


Like myself, my Office is now in qihoo, but can see, I prefer to see print thing, I will definitely be on the bus, or express mail to me, there is a lag. But looking for VC to find a broker, it is recommended. If I am interested in this project, I'll call Mr. Chen or Sequoia, does not necessarily guarantee will vote, but there are key players in negotiations with you. General case, the average in VC, a case is to look at.


Like how to find investors, turnip greens each have their own way, I talked about a few basic, but go back to Chile after the base can be found in the Beijing office, there are many ways. In such a forum for exchange of business cards is pointless. But to listen to our blow bragging, or can, we spend money on a ticket, value for money to buy the tickets. .


Chen Zhong:.


Angel investment is self-employed, may have their own look at the project, making decisions, you can achieve. Risk Investment Report is an institution which is also referred to the operation, the rear there are some staff, regardless of investment vice president or other person. From the venture capital concept, I think email is a better way of communication. I looked everywhere, including tourism, I do not like carrying a print-out business plan. We can note my e-mail. Thank you! . .


Chen chunhua:.


The next question is, how to treat a low threshold of investment projects, such a project opportunities? . .


My answer is a very small chance.


Lee Jin-chang, please answer it. .


Lee Jin Zhang:.


Professor Chen is my wife. We have bought the idea, in fact, unlikely. Is a search engine like Google, but there are innovative technologies, such a chance. If "ME2" It did not have no chance, but not very good. But the opportunity did not. .


Chen chunhua:.


Thank you. .


Next topic: angel investment to improve people's understanding of? just talk to the people-oriented, do understand that this is a good team?, Liu Mr to answer this question.


Liu person:. .


Traditional enterprise is such that I am in the traditional enterprise recruitment is looking at. I have accumulated over the past few years, some people experience. Mr Zhou said business cards and business plan examples. Because I get a business card may not look back. But there is a good way, through a friend once described, just in time for you to eat, or in leisure time and work experience. Meet, I first saw you and your team, I have a team of Hangzhou, I would like to assure the VC close, want to establish a VC team.


I meet them, I do not talk project because the project I can not speak, I asked him what kind of background, I voted before, may be to the inside of his university study, not terror, this is some of my methods. Do you have team members, has the class teacher and Head of Department recommendation, from the human nature you are not a very good person, but also ask your parents for your evaluation. I really do, I am very serious. .


I myself have their own goals in life, this money is the community as a whole, it is not mine, although I am 25 years of hard work, I won't make a million dollars to buy a firecracker to you, you have to put it very cute. Like an idiot, a fool, but this very lovely. I will look into your home to your parents about your evaluation, if you are not obedient to his parents, how loyal to your team and your career and your homeland. I was very high, I am such a person, I have to travel anywhere, I will carry the national flag of the people's Republic of China. . .


I think my child is on, this is really the case. A man must have their own ideals, has its own single values. I am not saying that I thought how nice, my life would be like that. I love my family, or household human care is very important, and I mainly see people, look at this lovely one team. You are now in the 1990s, entrepreneurs must be like us, you can be happy.


A few days ago, entrepreneurs from abroad, which I saw things that we lack the domestic entrepreneurs. They are happy, business major, happiness is also important. They live a matter of course, leisurely, carefully tour the world. They also took a small booklet came from several countries, engage in a photography book, it is human nature. We do domestic business, as if heart is not quiet down, but one thing is certain. Spoke of the Internet bubble, said yesterday that interview, you think the Internet bubble to just have people ask me, I told people the idea is not the same, the Internet is no bubble. Why do I say, the real estate bubble you have? A bubble. .


Chen chunhua:.


Bubble talk a while. .


We have heard, home to parents, teachers and brothers to respect.


Now you can raise questions. .


Problem:.


I would like to ask Mr. Liu Xiaoren, you value what the team refers to is the wisdom or the team, or potential, or the current situation? Thank you! . .


People: Liu.


Love life, passion, full of challenges, climbing, that so few words. .


Problem:.


Hello, everybody. I would like to ask Mr. Zhou Hongyi, a model known for commercial projects, and VC, angel investors need to pay attention when contact with what? Hong Zhou 1:. .


This problem is very abstract. Before I gave it a problem to just not the same answer.


First, I agree with Liu that the philosophy of life, but China's environment is not the same as the foreign environment. I am not in favor of VC, venture capital investments, including my own too young team, especially just out of college teams. Experience in China has not made things very difficult, I suggest that entrepreneurs must have patience, rather than a village, this store was not this one. Can actually now have little chance of success with no relationship depends on your ability to grasp the opportunity. Today, no matter how good your chance, do not have an ability and experience, this opportunity is the opportunity for others.。 So I am not quite agree with investment off. But he is an exception, he did learn at school, he spent several years out.


The second question to the team's most important qualities, I think now the team certainly does not lack passion, almost crazy, does not lack self-confidence and consider themselves the next Ding Lei is the least that an open mind and learning capacity. Just now she asks to model, business model, in fact, frankly, it does not look to see the first direction to look.。 The company is in a mode, so that the team who will not look for investment. Mode is the one doing it, it is a good model, would not necessarily be successful. Therefore, the investor is the sole proprietor, or look at the person's learning ability, the ability to change, and constantly progress. This one has, that a company has also grown.


Chen Chunhua:. .


I met a lot of teams, I asked them why, they said they didn't want to go to work. Don't want to go to work is not a good business reason. To work a little like to have a girlfriend, but can be changed, but the venture like marriage, married and have families. Don't want to work and entrepreneurship is very strange. There are some who say that Bill Gates is not studying or undertaking, but Mr. CHOW has also said that the experience is very important.


Question:. .


What is your favourite Internet project, or what type of Internet project?: Chan chunhua.


This is a big problem. .


Liu man: he asked questions we all laugh, in fact, the Internet as I have said, I do not think there is a mode, only the exploration. Only you yourself feel ready, as was the case.


Question: I am the one who came to venture here, I also come with the project. I would like to ask a specific question. .


Zhou 1: don't speak to your project.


Question: Google search engine just mentioned, I would like to ask what search engines are some of the gold mines to be developed? . .


Zhou Li a: me answer this question, Mr. My personal feeling is that the two issues are very typical of, I really don't like this kind of problem, what is the first project to make money, I know I'm doing. Have you a question, a problem in another context, is to discuss the industry's development environment, how communities, P2P? each team should, according to your own needs to find your own development direction, each area will have the opportunity, we are not optimistic about the search engine, Google, rushing to do it. When a woman knows that the stock is very good, this one has no chance. . Under the circumstances about which industry hot, very hot, but that P2P and 3G, which some heat with our entrepreneurs do not have much relationship. .


Lee Jin Zhang: Zhou a can. Other people have done with it. I usually read more in the long run, I want you to do this one thing, a thing is to change a way of life, or is there. To find these two directions, you will find a new business model.


Question: I would like to explore with the above guests, a variety of people, who in good faith, should not the same degree of expression is different. Not the same degree of good faith what the place is, 100 percent false, or 40% or 20% of false lies, the expression level was also not the same, there were more low key, there are some more 张扬. .


Zhou: you stated you what the problem is, who answered.


Question: We have a lot of habits can affect a person, an entrepreneur early to judge. People have varied. .


Question: I do seed investment in the United States, I noticed a case, the domestic Internet investment companies are more restricted, there is very little innovation, I am particularly interested in such companies, like Israel such a small country can create many technical, innovative companies in the world, this phenomenon is what causes? domestic venture is not a full boot of roles and responsibilities of boot?, from early stage VC angel investment to the rear, a transformation that is not able to answer this question. VC is what stage they will when the time came.


Chen Chunhua: how like an angel investment links with the VC? The second problem is that there is no ground-breaking technology. .


Chen Zhong: early, no stereotypes, not many users do on the lower reaches of the venture capital investment is very difficult to get involved. In the early days, team, business, models, customer, product, uncertain, angel investment comparison point. The next formal first round of investment, it's the difference with the company's development stage, in addition to financing. In the angel investment could be 100-200 million RMB, 200 to 300 million RMB yuan. In more formal investment is 300 to 500 million dollars or more. . Israel has added a strong national defense industry, train a large number of technology commercialization. China is completely different, a greater proportion of investment in China is the technology used, rather than the Competition with the world's top technology. China has a large market, more than 100 million Internet users, 8 million broadband users, this is the best business opportunities. This one is very different. .


Question: I would like to ask two questions: first, a question is asked Mr. CHOW, I have to register a project, there are 300 project, I would like to know how to register your project so that my projects to the fore.


Hong Zhou 1: I just read the book project, give us a suggestion, if you do not spend more than 50 million yuan, you have to 500,5000 million, he will believe you spend all right. I have never seen so much money, how do I use ah, just buy two bowls of milk to drink a bowl of bachelor inverted bowl ah. To grasp two things: First make your products and services, be simple to solve the problem. Second, in the early stages, with a minimum capital, hundreds of thousands, hundreds of thousands, not more than 1 million yuan, reached first what kind of stage after stage of validation, we re-melt from 500 to 10,000,000 yuan, followed by millions of Finance U.S..。 Unless the team has a successful record and have a successful experience. All companies are spending a little money first, then more money. Financing is a small step. I think he's going to be between 500 and 1000 million, I'll PASS out, such a project.


Chen Youzhong: venture capital industry is just like playing mahjong, San Queyi when venture capital is willing to come. If a shortage of three venture capital will not be coming. In addition, venture capital is an entrepreneur in the gambling spirit. Entrepreneurial spirit is tied to the need for stakes, you do not want to discuss birth family life, you get the financing to money to buy two bowls of milk, bowl inverted bowl is not possible. .


Chen chunhua: you want to own their own things put out, you don't vote, vote for others is not possible.


Question: We do project that the traditional family care and integrated network platform project, the break I told Mr. Zhou handed a business plan, he said, did not understand this one. We combine the traditional industries and the Internet, is how to look for? . .


Chen Zhong: I remains, traditional industry with the benefits of the Internet together this is a great opportunity. Which traditional industries to take advantage of the Internet together with ctrip and see if it is clear that there is a lot like to stay at the hotel rooms have a lot of hotels for rent through ctrip such platform. In traditional industries as well, like the traditional industries to Internet technologies and business brought in to increase the value of traditional industries.


Question: I would like to consult Mr. Zhou Hongyi, do you think of wireless Internet and cable combination of the Internet, and the Internet is a fine line industry? . .


Zhou 1: I am very optimistic about this one, but the answer of what use is it. Thank you..


Question: I would like to ask, from the VC point of view to assess you what the biggest risks investors, Shanda Mr. Chen said a word, the biggest risk is the risk of policy. Now known as China's biggest Internet companies, and to enter the world top 500, and his effort spent on bombers advertising, online effort to join the business, B2B, C2C, and did not bring something of substance. It was a time when we did not analyze it. It is only to do B2B business trade by 6%, no "Made in China" This is a network of more. .


Zhou: I know you want to call someone, we'll sit at the curse.


Chen Youzhong: I see two: one is no innovation to speak of, the United States, you do have, many people do. This is inside, I would like to add that the relevant, is carrying out, execution. How can you talk about your goals and implement ideas go down step by step implementation of this with the team. A second risk is not within the control of the business. Goal is not to do business there, fixed, and the whole environment is changing. Wireless value-added services like to do the same. .


Question: may I ask you a question investors, if I come in contact with investors, investment in people accreditation team, and I think I'm doing something worthwhile, but in three to five years, the market is relatively small, there is nothing in return, angel investment people willing to vote for?.


Gentlemen: As an entrepreneur you have to have a potential to do something you think you have potential, you stick to it. And any company, even the ability to stick with it no, you do not want to angel investors to invest in you. As our own experience in terms of business, we do not want to start a business to do things which make this a project, but when we found some of the Internet opportunity, or a lot of people need these products, we are to fill the gap. In the future business model, or what we want to do something, or VC to be interested in the issue we should not worry.。 This is my experience as an entrepreneur.


Li Zhen Zhang: I stand angel investor's perspective this is read. All the IPO as a goal. In fact, IPO is not necessarily the goal. Listed companies over who knows, IPO until only a few shareholders, is responsible for listing the world, and each target is very short, each target should be beautiful. And the very low proportion of listed. If you say your business doing well, grow up, like a small flower shop was beautiful, but a group of like an angel. I personally invest in the design room, is to design very good, but grow up, still has his sense of accomplishment. .


Chen chunhua: investors want such a success, success is going to solve the problem.


Hong Zhou 1:. .


I added a few words, we have asked some of the wide range of issues, I will do an interactive and Exchange, so that all people after listening to some of the harvest, we didn't buy this some tickets. I gave you three sentences:.


First, no matter what an Internet company, or the success of the company, success has a luck element, Man proposes, God disposes people. .


Second, the success of the most important factor is time, success is getting out, is not to say that a business model with a venture capital investment is quickly succeeded.


Third, Mr. Liu also mentioned everyone be happy, the atmosphere is very impatient. Since success is boiled out, is the time, it is necessary for the future development of their own have a very long time, peace of mind. The company can grow big and the small and sometimes hard to tell. Your time may be coming to an big enough, and may be big things, the team not, someone else to do up. Bigger is not seen in a small, nor is the pattern set. Achieve a certain time, the market broke out. So often luck. We must not set their own goals I want to financing, I would like to market, I finally want to become a billionaire.


Question:. .


You participated in several venture capital Conference, there is no choice to the investment project, if not, is there really no one item worth you like that?.


Zhang Xiangning:. .


I think the founders and investors contact is to take the TOEFL test, your goal is to pass the exam, but you learn to make your own levels. The actual contact with investors, deep, is to let yourself experience has a very good learning and exchange process. At the same time, our current financing market in China looks hilarious, but are not normative. . Even with this investment is not negotiated, you may succeed from getting closer. .


Thank you!..


Chen Chunhua:. .


Be patient, it is necessary to adhere to, I wish you all success.


Because of the time we ended. I know a lot of problems, while in private exchanges. .


Wu Hua: members bid farewell applause that we came back from 1: 30 pm. (A).


Causing:. .


Ladies and gentlemen, good afternoon, I addressed this Internet angel investment conference co-organised by the laboratory and on the Internet, on the afternoon to express my thanks and welcome, thank you!.


All of you participated in the forum too am very understanding, very exciting morning forum, all investors regardless of the angle from angel investors or venture capital from the point of view, from the perspective of the entrepreneur to do a good interaction, seize their fundamentals, our project will be pro-gaze, and the orderly development will continue this afternoon's activities will be staged at the second sub-forum. .


Am more is how do we invest in the afternoon, we look at what is the experience of entrepreneurs. We invite to the teacher, called Lin Fu Yuan Lin also experienced angel investment. He has been involved in founding incubation base. Anything else I say, I say a few words about what senior leaders, to invest over 50 companies, listed companies have more than 20. It is not very to listen to teacher Lin communication with us, if you want, we warmly welcome the teacher Lin. ..


Lin Fu-Yuan: Thank you, the host of the General Assembly, one, I am sorry this morning did not meet with you. I am here to do a start. I am the one before the age of a few, I was an engineer, always wanted to do something floral cross, jump out from the marketing engineer in the 70's end, by the United States organized the first generation of yellow market sector for U.S. companies sell things to the little white white. We made a little money, investment, actually, my experience is more. .


Wu Hua said I invested over 50 companies, is actually more than 20. Soon I will be sharing stories to you. Just interviewed, I am not qualified to talk about this thing, I talk about Chinese entrepreneurs. I suddenly realized how to answer this question. I was thinking that my generation is growing up in war, they want to make money on your own swimming, swimming in very hard. My generation in Silicon Valley, I was surfing to the shore. According to Moore's law is changed once a year, all the way over many people drowned.


This generation is not necessarily correct, but my personal opinion. Young entrepreneurs here is very lucky. I voted so many projects in China, we still have a big ship can take the. This is a ship very fast ride, but the board especially on the crowd, the Chinese people more Well, jammed. I used to entertain the mainland in the Silicon Valley's young friend, there are 12 people, including 11 individuals is a local champion. I feel a special admiration. 20,30 years of doing what I do not want to put it with the morning repeat. .


In other words, a very important key to every person, every entrepreneur thinks he is, his plans are special, in your own area, in your world, this is wrong. When you see hundreds of companies investment plan how to stand out. Here the competition, you thought it was a novel idea, but in the United States, India, etc., are all in the mind update..


I put all the elements of all venture capital barricaded a nine-story pagoda, the foundation is the market, you are not sure of the market look at some numbers, but you are not really understanding, do not look for solutions to problems, is to find solutions to problems, many of these differences, and there are teams of people, wisdom and so on. In this process, summing up to a "heart" and two "power." .


The "heart" is that you can understand what your core, yesterday was the unemployment today, yesterday and today with the boss wants to be the boss. I take two steps, you can go back to it.. 98


Two "power", whether it is with the angels, VC including a "power" is affinity, there is a "force" is credibility. Affinity is a business you do, whatever you do able, to do business is not an island. In other words, I have to share with the Fang Xingdong, give me a speech 10 years things start to repeat the process might have friends over, my book tells about, business is limited resources to achieve the ideal of infinite or finite Dreams unlimited search conditions. In this process, but you personally the ability Zhi Wai, certainly to build to make friends, build alliances, including Upper and lower supply merchants and so on, You a dollar 5 dollar thing Ben Qian Zuo, Ling Wai 4 dollars to do Hezuo of Gongzuo.


Because, in my forum Lui prior to share with you. Finally, I used a story to share with everyone a simple few angel investment, I have many, many stories, I'll tell you one.


This is the story of a few years ago in Taiwan, this company is sold, earned a few times. One day I was invited to such a place to play golf, play golf early in the morning to go to venues that evening I fly to Taiwan from Silicon Valley, this place did not sleep well on airplanes, so the plane, Smelly face, and feel that nothing good. I went to golf courses, they help me to rent a golf bar, the other day to rain. .


First, the bad weather;.


Second goal with a right, but also to play golf with me, are particularly wordy. All factors that play bad golf with, so that one day playing particularly badly. I kick down the ball in the shower, I noticed a friend, I observed him from the morning, he was special the day he was hit first. The same weather, same venue, perhaps with his ball better than me, but I think he not only hit the ball well, and happily chatted, the famous person, he had only one arm, his left hand is cut off of.。 I know he is a lot of perseverance, how to overcome the difficulties of friends, I'll invest. Sometimes you do angel investment process, and that can meet the person's friends. I do angel investment, sometimes by accident, sometimes is a dog. We have done for 30 years, the number is higher than that of the victory of the number of failed, of course, have failed. We are in the process to get acquainted with so many special and unique value of friends, I am very grateful.


Come here today, we mainly want to meet. I begin with regret, hope to meet with you, Thank you. .


Wu Hua:.


Well, then we have requested of turning Xu, Wu Shichun, Li Jinji, Xia Hong, high fuel onto the stage and sit down, to welcome you! We still continue to rule the morning, did not introduce their guests, we introduce a little bit, of course, in the meantime, I hope that we have three minutes or so, not too long, Xia Xian please! . .


Xiahong:.


Hello, everybody, we are doing online magazine, and it is the first, we are the first online magazine platform, the first magazine venture capital network service providers. I used to be to produce newspapers their origin, the Beijing Youth Daily did a century for 10 years, started the Internet to do to win Haiwei, then has been in the Internet work in Internet and media boundaries, the number of links is a relatively new leader of the journal platform, there are some interesting developments down the field, which is closely related to a number of areas with risks. Speech this morning also have our shareholders participate in our activities, including Lenovo's Liu Erhai our shareholders, our co-founded by several fund companies. .


If you are interested in, have the opportunity to take a look at our website, our platform has many network magazine. Many of you are some of the network magazine suppliers, they like to find a new angle.


So much, what problems can exchange with each other, thank you! . .


Guests: thank the organizers to give us an opportunity to meet with us, share some things at the same time. Our PV is 9-1. .2 million, this is a flow, China Mobile and China Unicom intranet use of our business, so we have no rankings. At present our main use is similar to the users of Internet products, but is the mobile experience, but also can call 3G perception in advance on your phone, we also studied abroad. We also believe that there is no 3 g in now before the arrival, we can make some services through 2. .5G cell phone provides to the user. High fuel:.


A few questions first, to prepare business or entrepreneurs how many people, please raise your hands. Born after 80 years, please raise their hands. .


Today found today is 80 after the entrepreneur is the biggest, so would like to thank the organizers I MYSEE, our company provides video today is seeding, if we want to see the film and television and some messing things to us have a look. We talk with Sina, Sohu, NetEase and other companies with live Gala. Techniques, well-known or, if you want to join our entrepreneurial company.


Xu turning the:. .


Hello, I would like to thank John, I thank the organizers, I called, I was grasping xuyirong shrimp nets. This site is to help you easily read millions and millions of blogs and news. If you look at a friend's article on a daily basis, but opens the page special slow, this time we helped your lot. We are China's most excellent online readers. I have been engaged in technology, I am a 93-Peking University Department of computer science student, I do for a long time in Silicon Valley Institute for research and development work. We mainly work to do data mining, etc..


Our team are returnees, there Eupolyphaga also shrimp. .


Spring: NG.


Hello everybody, I'm Wu Shichun. I live search engine is the largest telecommunications network of the founder of Cool. Cool News Network is very interesting information, the very interesting information through search engines together and provides us with inquiries. .


Last spring, I think China should have a lot of people have used to find our English ticket. Since last year, many of us to rent a House, find a job, including when buy now 11th ticket offers many valuable services, and I hope we can encounter the same life information query, you can find on English.


Causing:. .


I ask a question, how much do you get?.


Wu Shichun: 10 million investment. Take investment is not particularly important. .


Mr. Wu Hua: summer at the company's development, the first round of financing is?.


Xia Hong: 4.5 million. The second round is done. .


Wu Hua: then this one will not be able to call on, called to show us.


Wang Zhidong:. .


Thank you for this opportunity with you, I'm Janet Leverling. We all know that I have a lot of hats, former President, laid-off's CEO, etc. But I would like to exchange a business card, also have a lot to my title is PMS lath chiefs.


The first is the communication platform;. .


The second is a tribal;.


The third is the aggregate. Popularity and content aggregation through the tribes;. .


The fourth one is open. In simple terms, with members who are entrepreneurs, our basic model is different for each website or Internet business that contains this kind of client communications, and community tools of aggregation platform. We launched the whole is more than two months, and now has more than 60 partners have already signed up, now coming online in the hope that today there are more people understanding and cooperation opportunities.


Back to the topic of today's speech, why come to this today I would because last week I participated in Jinhua, a polymer network meeting the above in a forum, mention was the following one on angel investing, I had a pass nonsense They said I was right, so the teacher suggested that I come Lee. We all know why I take this position because the teacher told Lee I move his hand, to hiring this position I had. This is the investor, this is business, and I'm in this position, could have been an entrepreneur, and over a little bit.。 I recently did research and analysis of this question, but one thing:.


First, if you do one thing, if not understand that I will not do. So I want to be able to truly understand the angel investors came after. .


Second, the person cannot be in two minds, now I am on cable-net is the most attractive and exciting things, I will put this thing done. Mesh lath do to a certain extent, by the time we see that I am not an Angel, but I could be turned to find Angel man.


Thank you. .


Wu Hua:.


Domestic business sector, Wang Zhidong's experience is unparalleled, and the many companies went into the world, it is very worthy of respect. .


Let me announce the rules, we are Web2 .0 Forum., I hope everyone raised their hands. I hope that we will mention some of the associated with entrepreneurship or confused do not know how to fix, it is not able to talk to have experienced like Li, Wang there are marching along with the share of entrepreneurs.


We applause into the question phase. .


Problem:.


I would like to ask the high fuel, do you think entrepreneurs should have what kind of quality, or the team has what conditions? Thank you! . .


High fuel:.


If the company wants to do, first of all have to figure out what to do their own thing in the end. If you want to be a civil servant or in a foreign country as an engineer, then you simply do not consider the venture. If you feel like Wang Zhidong, Zhang Chaoyang such as live smart, to have BMW a big house, to have a very good life, I think you can try. However, before that, you have to be prepared, you must prepare well to break up with his girlfriend, so if you have a girlfriend. You do hungry stomach's ready, you can always hungry. You have to do with not eating at Dayton no place to live preparation. I then spent a year living in someone's home, there's no place to sleep.。.


The most important point is that you should have a business orientation, this direction which you have your core competence. Of course, want to be a particularly successful entrepreneur pays careful attention to following points:. .


First, you need to enter this area is large enough to be able to grow enough into a very large company, this is a good look at the area.


Second, your team, you say your team is after 80, I do not agree. After all said 80 means that the least experience, there is no money in the team, this team is very dangerous. The initial stage, after a few buddies, 80 no problem, but to enter the market into the competition, but also to find some experienced people to help you. .


Also, the entrepreneurial competition is becoming more and more fierce, so you need to prepare for a considerable amount of money. If you have too little money, I recommend that you work for a couple of years, or three or four years, and then to venture too late. If you have a business plan is willing to give me a look, you can find me in a moment.


Causing:. .


I would like to ask Janet Leverling, your earliest venture what age?.


Wang Zhidong: then start with the concept of business now is not the same. Now business is clear, there is a team, have a business plan, or find investors. It was a time when we start, hard to say what is the real start for me personally, really start feeling the end of the first 91, 92 early. I am 24 years old 91 years. .


Wu Hua: thanks. I want to share my thoughts, we spoke two words, to succeed. I think that success is a report of the product. You blind pursuit of success is gone. If you seek to provide a report of value, this time successfully came.


Question: Hello, everybody, I would like to ask a question that investors Mr. Lin Fuyuan and hearing of Mr. Wu Shichun from the cool answer. A successful venture if the project plays a decisive significance. Without an investment, it is delaying a project a success, or is this an investment destined to the success of this project. Mr. Wu Shichun of a million dollars how much of the impetus for his project? . .


Wu Chun: for different projects. For example, for a project of the Internet, because the Internet project has many characteristics that early is not profitable, is spending a significant amount of research and development, product, and this one time investment on project survival plays a vital role. First is the ability to scroll through the development of the project, the role of investment in it is not so obvious. Of course, cool, this amount of money still plays a very important role, because the search engine is a high-input, but not necessarily high output in industry. But the previous input including hardware inputs and the research and development investment is considerable.


Lin Fu-Yuan: I was 10 years ago together with a friend opened an angel investment group, and later set up an incubator, we have invested to start from seed. Answer this question is a woman, I was an incubator, is to choose a name called "accelerator", because in the past, primarily with technology-related things, I have several inherent advantages, if a venture team can master so, always successful opportunities to improve a little. The latest time to market, if the priority, leading to better success.。 Thank you!..


Wang Zhidong: I added a word, money is not everything, no money is totally unacceptable. The relationship between money on your projects is very clear. I also think of another word, the early bird has to eat worms, insects eaten by birds get up early. You kind of figure out how a bird or insect. .


Wu Chun: whatever you have to invest in a finite resources inside the implementation of your plan, you get the money to do more. In my opinion, no one will think they got the money is sufficient. No matter what circumstances are limited resources for realization of your plans. No money down leveling their limited resources to help you get your investment.


Question: I asked Lin, this morning there is a problem related to angel investors and team issues. Morning that just because there is no team, or even a person, like Wang have this individual, but no money and the team, but you recognized the individual or a project, you can not hatch in this project? . .


Lin Fu Yuan: this question quite interesting, I often ask myself if I 6, 7 years ago there was a technology business plan and write Google, I suspect you have insight investment that a company. This is unable to answer a question. But I can share with you a hands-on experience. I now also considered the role of failure experiences, among some success, I have told you some of the instances.


I know a 1998 Dr. France, he was alone, he is an optical, Ph.D., is the no popularity, probably more typical French arrogance, it is learned that he was not very fond of sharing with you. From an investment point of view, this personal failure, that is no way to cooperate with others, how can it do? But one day, I told him the process of communication, I told him to eat a meal, dinner is almost 40 minutes, when the results ate four hours. I have been sitting here listening to him speak, from his childhood how to be parents like to play, how to be bullied by his girlfriend.。 Is the precision of the measuring instrument, it told me that he plays on the core values of the Moot training is very valuable. If I had soon because he is a team and alone is not sufficient enough, I don't have to invest. Learn more about the content of a person and ambition, I became its first investors. This company was Intel 02 to 4 million to buy out the two and a half years of my collection is 125 times.


I answer your question, I will also see a lot of good things that do not know, but Wang Zhidong is not the same. .


I feel that, as an angel investor, VC, I do not know how to do in VC, I do not particularly appreciate the many young VC practices with his attitude. Your business card on a venture capitalist, seems to be the French Open. I don't have a lifetime of orders I teach you to do things, this is wrong.


In turn, I communicate with you, in addition to your writing and the survey data, we also want to know you personally out of this opportunity to understand the individual, we will be more chances of winning. If I the same process, Google has come, I know two people, maybe I will invest in him, and also may not invest in him, and this one did not know. .


Janet Leverling: If a project is what is special for perfection, to venture capitalists. Looks perfect, in fact, the risk is great. Angel investor is a project very stage of intervention. As an investor must longer with a pair of eye, to be able to see the most essential. On the surface, do not constitute grounds for your investment, but by a deep understanding of this one could feel a successful one. Other factors in comparison with this one point, is not important. Lack of money, the team can help you, that won't help, but it's a trait that Lin earn 125 times.


High fuel:. .


In general the first instalment of the real money is very difficult. I have a lot of entrepreneurs, and found that there is a feature of their first money is earned over many years myself, it is also possible to give parents, relatives and friends, make this a company do.


So, in China, angel investment environment is very bad, few people will give you to do angel investors, especially after what we call the 80 entrepreneurs, because you do not have work experience, so no one has given you money. I have better luck, I have a very good friend gave me a life cast the first one million lucky like me, very few people. We have to start it, you must first job. In addition I am a man, the other a few are working for a long time, made a very good start after success than I have Shun lot. .


Xuyirong:.


Business itself is still a very difficult process, there will be a very long stage need to adhere to. I feel this one thing you should do your own favorite, no matter what the situation there, a lot of people come tell you, this thing is no drama, you took something that I tell that a good thing Otherwise, no one care about you. All of these cases, walked over, I believe you have to do something, that is, one thing you do is the best. .


Some people do or do not do one thing more dependent on external factors, if someone gave you the money you make, if there is no cost to you, you will also do so if money?, less money is another approach. Rich is also a need to save. From our own experience, or quite koumen.


Question: I would like to ask Mr. Wang Zhidong a problem, you do on the Internet is very successful for many years, and now the Internet's business model is to make money by advertising to Internet advertising trends in China are now able to support so many companies to ad make money? . .


Janet Leverling:.


This is a good question, because the original was doing Sina, we specifically considered the advertising market, actually, the whole industry in China, the advertising market is large, but the overall size of the advertising market growth is limited. Erju would also be some economic growth in the middle, including the impact of some policies, Dangshi Sina's time in 2001, 广告 received a Zuai, in commerce under the General Administration of a provision to how many per cent have to ad Chao Guo Zengjiachengben, this makes the whole shrink the overall amount of advertising industry. The total amount of the ad is a basic set up several cases, in fact, as he was very important to our advertising to the traditional advertising share.。 Everyone is advertising this mode, you need to grow, you need to speak to other media content for many media have now is very rich and varied, Adword is very effective, and like the focus of building advertising, but now there are many companies there are many other kinds of advertising, Cola bottles on an advertisement, a few years ago, many people do not think it can do a media, the competition will be very difficult, what is the basic point of view, Web2 .0 as swift. accumulate popularity is justified.


The second in his business model, if we entirely based on advertising, may be important is how that effects your advertising effective than other ads, for example, Google came out, better than the traditional, such as building elevator advertising, advertising signs will be better than the outside, you here to prove it, so as to convince the advertisers to input, of course, a lot of Web2. .0 Inside the accuracy, interactivity, etc., which you have to speak up. .


In addition, there are now a .0 Web2. fire, if you are not able to respond quickly and effectively create, is likely to be a process of elimination. There are a lot of the traffic, but may not be able to earn money, you will be eliminated to a certain extent also be a consolidation process. In this way, advertising sales, sell themselves may be easier to let some company Web1. .0 companies you give away, this row.


Overall, we can work together to face Web2. .0 There have been many new problems, this issue should be all the Web1. .0, Web2. .0 Common problems, this question should be completely resolved, it should produce a real Web2. .0 Of an era. .


High fuel: I very much opposed to the older entrepreneurs are always learning, Janet Leverling nor a million pounds of fuel, he will not be able to answer all the questions that I ask you now to Mr. Wang 10 billion dollars do Sina have?.


Wang Zhidong: give me 1 billion dollars I do not do. .


High fuel: we offer Charles Zhang more money, he did not come up with a Sohu, I spoke with Lee Jin Zhang, an era of people only do an age thing, I think this time I ask Mr. Wang Zhidong, I remember two years ago, making a very daring, so if he is very aware of their success, he had already been done, now investors gave him a lot of money, he is also a great pressure. A person's ability to learn is the most important, of course you can learn from the experience of the older generation entrepreneurs, including Janet Leverling about some stuff is very useful, the most important thing is to know about the industry. . So I entrepreneurs, learning ability is very important, not only learning the older generation of entrepreneurs. Thank you. .


Wu Hua: very passionate about, but I think it has a lot of experience can be worthwhile. Must have a learning mindset. Internet advertising on this topic, continue, Mr. Xia to your network magazine advertising what?.


Xia Hong:. .


My own media descent, we the media, there are three ways to make money:.


The first is to sell content;. .


The second way is to sell advertising.


The third is to sell advertising. We are in China is concerned, for example, there are more than 790 kinds of newspapers, radio stations and 2 add up to more than 1000 channels, this number is to rely on advertising to profitability. Ad sounds called advertising, but he is not the same ad with this ad. .





Open a channel called CCTV Channel ad, the Chinese people will see it? I guess no one will see. However, I believe, and certainly the content of advertising must be combined. .


Second, the advertisement must be combined with effective tools.


Take our part, we do online magazine, the way they sell advertising and traditional media, if, like me dead. Why the move to the top of the traditional media model to success is impossible. As said, I shoot a TV series, "Dream of Red Mansions", I think of the average adult to a reading, I turn turn ah ah, "Dream of Red Mansions" turn over, that finished the possible? Can not, have to have actors play. We are called advertising, but do not be the same. Read newspapers and traditional media advertising is together, but in terms of the online magazine advertising with the magazine separated.。.


Question: Thank you moderator, I asked a few, we have always said that the financing of things, I think that the first part and last part, first part is like how to find investors, the host to tell you that these people get investment , and only introduced me how to find a girlfriend and then married, middle dating process is that we need to learn skills like how to find investors after the talk? . .


Guests: answer the question, to find the time to talk about the financing process is not always easy to talk about this before, then absolutely financing if you can get more of this financing, I summarize the previous number of speaker for the financing of several keywords.


First, interest. First of all you are interested in business, you do what you are interested in business matters. .


Second, to adhere to. Because the venture will have a lot of, all kinds of problems, whether it is a team of financial problems, or are you going to compete with the competitors of problems, even you will encounter the hopeless venture, you will play a significant role.


Third, is learning, you can modify the capacity of learning, help you to deal with these issues. .


Fourth, it is luck, you'll need a little more luck than others, I think you go to the investor before, basically decided to do things yourself, determine whether you can get financing, rather than on process, skills here isn't great, morning, have been saying that investment is a vote for his team, you and before that, someone else on your appraisal, or before you do, I think it is an investment for you the most reliable one element.


Guest: There are ways to test their compliance with their standards, they say you have a daughter at home today, you will find son, someone will make-up cleaners to close candidates. We start by speaking, do you really own you, do not hide too much, you will be covered in the above things to be found, the most essential is what kind of person you are, your team is what , what a friend you come in contact, for example, found that if I think I find investors, the best way to find the angel is introduced by friends, rather than through a business plan.。.


Negotiation skills mentioned I think it is easier to do, it is easy to feel ignored by others. .


Guests: you can replace thinking about what you want to see the market, would not say that is the sum of 1 billion yuan market, want you to do it so much, I give him the money he made many months, you will have great growth potential and explosive force, you have the business plan before you have some money, you can run some of the data, the data if there is good growth potential for your future market share have commercial value. This thing you know, you don't need conversation skills.


Causing: The power to explain? . .


Guests: each individual's personality is not the same, I believe every keen angel investors, will give people something to filter out, for your business model, your CASE whether there is a potential, will vote for you. Another team start-up, the best is ready, able and on his own. China likely to have a lot of investment projects, not every one angel investment, if you didn't get angel investment can grow your own, this project is the best. Each of us is best to do some preparation, both financially and technically, the market, channels. . .


At the same time, I think the team's operations is a CASE to get the money after the most important thing, because not a day for two days, your company's growth is likely to last for many years, especially as we do on the Internet, the Internet industry input after at least 3 months before they can see the effect, it is possible to flow, user, etc rose up, and so on.


Causing: is there a process? . .


Guests:.


Causing: Now, Liu is also president of literature to our site, we welcome the look. Business sector in China, Mr. Liu is a senior expert, he had some of my ideas, I invite Premier Liu pointers pointing to all of us. .


Liu literature: thanks wuzong. We care about investment, I think one thing recently, angel investment is the exit of his money, the money after the availability of new investment, I recently established a multi-level investment system, I have been on the franchise for the month of November, our nation and the State to enact new regulations, I am of the view that the "Internet" and "franchising" and "angel investment" is a fundamental, wuzong add me and I in Guangzhou, we use the angel investment of a project to integrate into the tens of millions of RMB, take over the property to..


I think that 30 million will soon run out, how I make money like any other bright when the money can come in? We have recently signed with the cooperation of Guangdong Development Bank, got the franchise, I am now to look inside Zhejiang some combination of private equity funds. Chartered funds into a variety of portfolios, the left is 10 to 20 of our members in the capital, that there are two or three million per. The right to some business loans, we have 500 million into 500 companies up a little, angel investors invest in some 1000 to 2000. Large VC we all know, Little Sheep, etc. have received investment.。.


Internet business focused on 20 to 30 years old, is Zong-speaking 20,30. Is 30 to 50 franchise, franchise business with the Internet business, coupled with VC, together with the transformation of capital markets, whether the Nasdaq promoting or Hong Kong or China, or promoting or Singapore, the thrust of my that there is progress there is out there is the core competitiveness, and relies on the traditional economy do have the Internet to do the upgrade. .


Wish to cooperate with you and thank you.


Causing: Thanks for the wonderful guests to answer. Once again, welcome to the stage to warm applause from the guests. .


This is all the Web1, Web2 .0.. .0 common problems, to solve this problem, you should generate a real a Web2 .0 times. ".


High fuel: Actually, I am opposed to always learn from the older generation entrepreneurs, Wang Zhidong not kilograms oil, he was not able to answer all the questions, I ask, Mr. Wang now gives you 10 billion dollars out of me doing so Sina. .


Janet Leverling: give me a billion dollars I will not do.


High fuel: no amount of money we give Charles Zhang, Sohu that he can not make one, I talked with Lee Jin-chang a word, an era of people only do one time, and I think at this time I asked Mr. Wang Zhidong, I remember Two years ago, work together very high-spirited, so if he himself was very clear about some success, he would have done, and now investors to give him a lot of money he was under great pressure. A person's learning ability is the most important, you can certainly learn from the older generation of entrepreneurial experience, including Wang Zhidong speak there is something very useful, the most important thing is their understanding of this industry.。 So I used the entrepreneurs, learning capability is very important, it's not just about learning the older entrepreneurs. Thank you..


Causing: great passion, but I think a lot of experience in business process is worthy of reference. Got to have a learning attitude. This is a topic of Internet advertising to continue, Mr. Xia your network like magazine ads is how to fight it? . .


Xiahong:.


I came to do the media, we media, there are three ways to make money:. .


The first is to sell content;.


The second is to sell advertising;. .


The third is to sell ads. We are currently in China, for example, there are a variety of newspapers, 790 radio stations together have more than one channel, this is the need to rely on advertising to profit. Advertising sounds called advertising, but Peter followed this advertisement advertising is not the same.


Different times, different advertising requirements, such as rivers and mountains to be a talent out of leading the trend for thousands of years. Who are relatively large, relatively easy access to advertising. Then sell the so-called divided, I want the user to do segmentation, Mr. Wang said just divided, but will further the development forward. I chat with friends, I have a weird, after I used the Focus died. I asked a friend if you have seen the elevator ads, they say read, I said, what you see ads, he said that if a car, I said, what car, what brand, he said, can not remember the . Few days ago I've even seen her hair, but do not know the brand. Because it is not only the advertising content. .


Open a channel of China Central television called advertising channels, Chinese people would see it? I guess no one will see. But I believe that advertisements must be combined with certain content and. ..


Second, the ad must be used with an effective tool for integration. .


Get our terms, we do the network magazine, their commercials way if you like, and traditional media. Why combine traditional media mode to move to the above, it is not possible. As said, I took a "dream, I think a normal adults after reading the article, I turn over the Ah, Ah, the dream of turning over, said before possible? it is not possible, you must have a actor. We are all called to do advertising, but is not the same. Traditional media is reading the newspaper and advertising, but the network magazine, the journal of advertising with separated. . .


Question: thank you, I asked these, we have always said that the financing of the thing, I think that the first part and the part after the first part is how to find investors, the moderator introduces these people get the investment only describes how to find my girlfriend and then they got married, in the middle of the process is that we need to learn techniques, how to find investors after?.


Guests: answer this question is that, to find the time to talk about the process of financing is not always easy to talk about the Facility, then certainly before you could get more than this financing, I summarize some of the speakers in front to get financing for a few words. .


First, interest. First of all you are interested in entrepreneurship, you are interested in doing things that your venture.


Second, uphold. Because the business will have many, all kinds of problems, regardless of the team's problems, there are financial issues, or you talk to competitors, competition, and even the things you will encounter despair, in your business China will play a big role. .


Thirdly, it is hard, you can learn some modifications capabilities help you to address these issues.


Fourth, is the luck, you need a little luck than others, this is my go Touzi Ren Wei Di people in your previous case, in fact largely determine Le Nizijizuo the matter, decide whether or not you Neng get financing, rather than On the more difficult process, skills in the role here is not great, the morning of the investors has been that investment is the investment cast team, you this before, people's opinion of you, or before you do, I think Investor confidence in you an element of the largest. .


Guests have their own ways to verify that meets their standards, let's say you have a daughter, you will find a son-in-law, someone will make-up cleansing to reach candidates. We are entrepreneurs, you want to be your true self, do not cover up too much, you're covered in the above things they found that the most essential is what you are, your team is what you contact what friends, for instance, if I think I've found to find investors, find Angel best way is through friends, rather than through a business plan. . .


Speak to the negotiation skills I think this is relatively easy to do, this can easily be others feel ignored.


Guest: You can think about transposition, the market you want to see how, not total 100 million yuan, said the market also want you to do so much, I gave him money after many months he has done, you will have this thing How much growth potential and explosive power, you get a business plan before some money, you will run a number of data, whether there is good growth potential, your market share in the future how much commercial value. This thing you know, you do not need speaking skills. .


Wu Hua: strength?.


Guests: Each person's character is not the same, I believe that every sensitive angel investors, who will filter out things for your business model, you have the potential of CASE, would vote for you. Another team of the early days, it is best to first ready, prepared to support themselves. China may be a lot of investment projects, not necessarily each get angel investment, angel investors if you do not get themselves to grow, this project is the best. Each of us is best done some preparation, in the capital, technology, markets, channels preparation.。.


Also, I think the team's operations is a CASE to get the funds for the most important thing, because not one or two days, your company may have to grow for many years, especially we do the Internet, the Internet industry invested at least 3 months after may see after the results may flow, user, etc. go up and so forth. .


Wu: is there a process?.


Guests: Yes. .


Wu Hua: next, Liu literature, to our site, we welcome it. Mr. Liu of the industry in China is very senior expert, he has some idea of their own, I give Liu, President of us pointing pointing.


Liu Document: thank Zong-. We care about investment, I think of a thing recently, angel investment is out of the question, his money is limited, the money spent after the availability of new investment, I recently set up a multi-level investment system, I has been studying the franchise, our country in November to the State Council promulgated the new regulations, I think "Internet" add "franchise" plus "angel investment" is a fundamental, that is, tread the add me add you, I Guangzhou, the way we do with angel investors, a project finance to the tens of millions of yuan, took the property to do. .


I thought this was quickly used up to 30, I like make money is when other money can come in? we recently talked to Guangdong Development Bank signed the cooperation, taking the franchise, Zhejiang some private equity to mix. Chartered fund into a variety of fund portfolio, the left is 10 to 20 of the franchisee's capital, the two million or so. The right to some venture loans, our 500 million into 500 enterprises on the point, there are some angel investment 1000 to 2000 investment. Large VC as we all know, little sheep and so on are an investment. . .


Internet entrepreneurship is concentrated in the 20 to 30 years old, wuzong of 20, 30. Franchising is 30 to 50, franchise start-up Internet business, coupled with VC, coupled with the transformation of the capital market, either NASDAQ or Hong Kong or China or Singapore, I think there are going out, there is a core competence, a traditional economy do rely on, the Internet to do the upgrade.


Hope that the cooperation with you and thank you. .


Guests at Wu Hua: thanks to splendid answer. Again with warm applause welcomed guests on the stage. From the point of departure, tormented and uncomplicated, but went back to the starting point. This is a lot of entrepreneurial enterprises are facing the greatest difficulties. . .


What is the profit model? a story can give us:.


A monkey in hunting for food. Gap from a rock he saw a knot in the rock over there full of fruit trees. So desperate to narrow the gap in the rock drill in the past. If the monkeys, the rock side of the fruit is its desire for profit, how would monkeys do? It is the will of the firm selected has been Shijin drill, the body had been torn a lot of Department of rock. Because of fatigue and hunger, the monkey lost. Thus, in the first 3 days, it is very easy to drill even in the past, and the United States and the United States to eat the fruit. And other fruit trees all had finished, the monkeys continue to search for food, when he discovered that, because of too much, it not get out.。 Because, when it finally hunger, exhaustion gap from rock burrowa, it even has to go in search of new food. In fact, it can choose such a profitable: in their own hard drill is over, the fruit is first moved to the other side of the rock, and then out to find a fruit tree; he can also be called a smaller monkeys through gap, leave it out to share transportation. Obviously, looking for a profit model, the result will be a world of difference.


Say profit business model or business model, like the body's blood vessels. Vascular defects, blood can not pass smoothly, a person can not live healthy and comfortable. Enterprises, too, does not have a reasonable mode or say profit business model, no matter how much fame you this business, how to torment, you can do, only losses. For business operators, this is how painful a thing! . .


There is no rule profitability?!, "Science investment through the large number of cases and on the many successful entrepreneurs interviews, found in the business strategy and business operations in one easy to overlook. This rule is enterprise's profit model. Find the patterns and organization of innovation, the enterprise can find their own profits, not die in live situations.


Corporate profit model is business and academia in recent years, often talked about one topic. The so-called profit model, it means companies make money, but a regular way. It is not that the East a hammer, a wooden club West guerilla, nor shake clever. It is such a thing: the ability to maintain stability in over a long period, and brought a steady stream of profits for the company. .


How many enterprises as there are ways to make money, but only the best (and not necessarily the biggest) enterprises can mode. Model because of its regularity, so you can hold, you can learn, you can follow, you can use for reference. It's like a piece of clay, a semi-finished product, you can according to their own situation. The scientific research through a number of investment law, as entrepreneurs is extracted from the pioneering enterprises of the most common 8 profit model. Serious learning research, perhaps you can help entrepreneurs overcome their difficulties.


One of profitable business models Remora. .


Mode security index: ★ ★ ★ ★ ★.


Sustained profitability index: ★ ★ ★. .


Innovation capability index: ★ ★ ★.


The key reminder: to find and big business or the common interests of large enterprises, active alignment, will be strong competitors into interdependent partner, a borrowed boat, climb through the ladder in order to achieve the first goal for profit making enterprises is rapidly growing. .


Wenzhou, Wenzhou linhai city on fish growth is very familiar with. In the sea, the sharks are a very cruel guy, very unfriendly, many fish are their targets, but there is a small fish can swim with the sharks, sharks eat it instead, on the contrary, for it for food, this fish is yin fish. Yin fish mode of existence is dependent on sharks, sharks, where it will follow. When the shark Hunt, it is followed by some remnants of cold roast, while at the same time, since it also as a shark repelling the parasites on the body, so it's not an aversion to the sharks, but very grateful for it. . This survival method and philosophy of existence, that is probably very frustrating, but very effective. .


It is precisely this kind of "survival of the fittest" natural revelation, clever Wenzhou people realize a lot of sense, that is: the weak with the strong survive, is not only wise, but is effective.


Wenzhou Lifeng Motorcycle Group, formerly a production motorcycle handlebars is a small factory gate seat. But the first products developed by companies is unique, the surface anti-corrosion performance than the standard Japanese companies, to fill the gap, thus becoming the motorcycle manufacturer to replace the original Japanese import substitutes. Business by selling first to secure a famous motorcycle companies in China's product support, followed by large enterprises and the further cooperation. In 1992, the two sides established a joint venture in Ryan Motorcycle Parts Co., Ltd., a registered capital of 6 million yuan, Li-feng 70% of total shares, the companies accounted for 30% shares.。 By lifeng become attached to the "large sharks" yin fish, "a few years time the output value is turned over and again, the scale and efficiency than before with the enterprise cooperation has expanded more than 10 times.


Subsequently, Lifeng use the money earned, ongoing outreach expansion products from the gate and wheels, and tank ... ... last development of vehicle production. Began to OEM, and later developed to operate independently, and obtained production license issued by the State of the motorcycle. After the time is ripe, Lifeng out of partnership with large enterprises, to become an independent motorcycle manufacturer, "Remora tactics" was declared successful. .


This model in a centralized processing enterprises from Yangtze River Delta, the Pearl River Delta area is very popular, in Dongguan, Guangdong, Jiangsu Kunshan, similar small businesses everywhere. Practice has proved that this is a newly established small business success for a shortcut, the risk is small and probability is high. Similar lifeng so finally to the "all-round" production enterprises with fewer, more then walk towards the specialization, "specialized, refined" way, such as Jiangsu Jiangyin Cao Ming fong Shanghai specialized production of Faw car bumper, and even became Forbes China Regal.


"Remora" The essence of this model, the products of large enterprises have clear distribution channels, there are large groups of customers, like a huge fierce sharks, and small and medium enterprises in terms of capital, technology, or personnel in such areas as There are many deficiencies. If SMEs can find the interests of big business and the point of integration, and large enterprises to form alliances, they can make up their own shortcomings, will surely share the profits of big business dinner. .


"Tactical" yin fish for small and medium-sized enterprises, may experience a higher degree, is an effective profit model. Which methods can be varied, such as:.


1, complete with OEM. .


The era of global economic integration, the Division will become more and more thin, a commodity production and marketing are often broken down into numerous links to supporting producers, thus providing opportunities. Large, complex machine — automobiles, motorcycles, household appliances, of course, there are many supporting manufacturers, even small goods such as furniture, cigarettes, liquor, binoculars, etc, there is a division of products, such as Shandong liquor many is to use the puree in Sichuan province, then qinchi had a huge storm. These supporting manufacturers like zhongxingpengyue like arch with upstream manufacturers. . As long as you and good relations with upstream manufacturers, hard work, quality assurance, then you can make use of this platform, not a long time to complete the transition of your business, and dangerous period. .


For brand manufacturers OEM processing production, is a relatively new type of partnership. Brand manufacturers to reduce production costs, or to divert to open up new business areas tend to be hot items entrusted to reliable processing and the production companies. OEM is popular not only among transnational corporations, some domestic famous brand or regional brand also provides OEM. This is the sentence: the first-class enterprise selling brand, a second enterprise selling technology, three streams of enterprise sales, of course, there are also superior enterprise, they sell is standard. In such an era of brand success, a brand building requires a large amount of manpower and material resources. . Processors to OEM, to have a brand reputation and consumer recognition. OEM are also two types, one is self-production and post-OEM sales, called by the brand needs to deliver OEM costs, general market only in the region; the other is the product produced and then delivered to the original brand for all those sales, also known as OEM. The former risk is greater than the latter, inputs are greater than the latter, but the OEM qualification easier access, generally limited to domestic brands, international big brands rarely used this way, entrepreneurs can choose as appropriate. .


Second, the agent.


Agents is an extension of the manufacturer's operation that whenever commodities have affect the larger its agents. Although agents for others to do so awake, but at the same time also accumulate experience for themselves. So agents can help manufacturers of tangible goods, capital accumulation for their completion. At the same time, but also learn marketing knowledge, the establishment of channels for the network's sense. Look for good brand reputation, or the development potential of the product to do its agent, is a major benefit of this small, trading more with less. Initial entrepreneurs may consider only the scale to open a store, from a county or a prefecture-level city to start. .


However, Pong players won't be able to rely excessively on guru. Do the greatest danger is xiemoshalv manufacturers. The science investment, many have reported and professional analysis, thought-provoking some case, the reader can refer to. Not only are SMEs, that is, some large-scale enterprises, once caught that only live on the "Pong", it is very dangerous. As Shenzhen Huawei, whose name is "one of the great China", specifically for telecommunications carriers provide optical networks, fixed network, mobile network and value-added services in the field of network solutions, is the Chinese telecom market is one of the major suppliers. . Huawei is not very advanced management tools and techniques, but it is standing on the shoulders of the telecommunications giant, really great make a fortune. In recent years, China Telecom split by the impact of investments on the decline badly, Huawei follow it more and more bad days before. Ren Zhengfei this writing, "Huawei's winter," the staff to guard against Huawei. Trees are good shade, is that when the sun is high, when lightning storms, standing under a tree on the very dangerous, is subject to electric shocks, or large wind off the tree to you crushed. Therefore, the small enterprises to large enterprises, agents of the manufacturer, only attachment, but can not rely on.。 Entrepreneurs start businesses, will inevitably be a period of time to me, but as soon as possible through this period, not tweeting, you will always make your own destiny? others.


Small enterprises to large corporations, entrepreneurial enterprises to mature companies, the ideal state is operating on both links, but also capital ties, but not be controlled, is not affiliated or subordinate relationship. Small businesses hide behind the big business when it still remain independent need a larger operational autonomy, You may be the case, to maximize the simultaneous hide behind a number of large enterprises Huo Cheng Shu business, you can Shoudao "the East the West is not bright light" the effect of greatly improving the life of enterprise value. .


Entrepreneurial profit model of professional models.


Model safety index: ★ ★ ★ ★ ★. .


Sustained profitability index: ★ ★ ★ ★ ★.


Innovation Capability Index: ★ ★ ★ ★. .


Key reminder: specialization is specialized on a door, that is, as the saying goes, "a fresh, eat day." In such a temptation for many years, to get down to the mastery of a door is not easy, otherwise there would not have been a few years. "" in the domestic business has increased significantly.


Maybe you think that nail clippers are too "stingy," the bar, nail clippers are small, but it occurred to you, as long as 1 / 5 of the Chinese people to use your production of nail clippers, your profit will be? If the world 1 / 5 of people with the production of nail clippers you do? If this is not too big profits, you may wish to re-think of ordinary nail clippers grades really do not profit, but if a high-end products? If a full set of nail repair specialized production tools? . .


Beam's intensity is firmly grasp the Clippers this core business, the Clippers on doing fine, and so he smoothly into the profit zone. With the help of the "very little" nail Clipper, "Saint jaren" became the first, third in the world of strong brands, Mr Leung Pak also became a billionaire.


April 1998, Liang Boqiang the coffee table for the packet from the old newspapers to read one called "words of nail clippers," the article, the paper said Zhu to nail clippers, for example, required light industry enterprises to improve product quality Speech development of new products. He had an idea: make a ringing Chinese brand nail clippers. Soon he rushed to Guangzhou, "555" state-run nail clippers plant, the plant has been discontinued. He later went to Tianjin, Beijing, Shanghai and Suzhou, four state-owned nail clippers furniture factory representative, all of these factories have closed down. No doubt a pity that state-owned enterprises, private enterprises, but also to free up the market.。.


Liang Boqiang set up 300,000 yuan from the South Korean goods, and organizers of "777" technology, then bought nail clippers sold, the researchers do not know where one encounter, Liang Boqiang to fly to South Korea. As Liang Boqiang dealer status is to go visit China, South Korea Liangbo Jiang not only explained in detail the issues raised, but also personally took him to visit their factories. This Liangbo Jiang carefully to understand their technology and automated production equipment. .


Year, Mr Leung Pak strong flew 20 times in Korea, buy the 1000 million of goods. During this time, he basically researchers "777" techniques learned through doing "777" dealer, he gradually spread their own sales network, not long after, his first name is "San jaren" brand of fresh out of the oven.


Liang Boqiang Try to invite the parties to experts, a number of well-improved sample holding flew to Shenyang, hardware testing center for testing. June 2000, "Sheng Yalun" has been awarded the National Hardware Association's first ever "nail clippers quality inspection certificate." .


Of course, the real achievements of the "very little" nail clippers in China manufacturing expert status, not the paper certificate. Do brands have to increase the added value of products, Mr Bo Qiang on the product detail and cultural content, personalized attention and the concept of environmental protection. Just a small nail clippers, it has developed more than 200 varieties. This laid the "Saint jaren" in the professional status of nail clippers. Beam's intensity always followed the specialization model of development, not only to let the "Saint jaren" became famous all over the world, the most critical is that if, by virtue of small Clippers acquired great wealth.


。.


According to calculation, general product manufacturer, if the profit is 15%, then a professional production of products, its profit margin is usually up to 60-70%. When an enterprise for professional production, the majority of costs are Yong in the development of solutions and creative Jie Duan, once the program was established, can continue Fu Zhi, Bing to choose their own, to determine a better market price, because you are the only or a few can provide the solution (or products), so, the market you can not afford the high priced opposition.。 Galanz used this approach.


Liang Boqiang approach is to make personalized products. In Germany to Michigan, Liang Boqiang seen the world's best nail clippers, is the German "double man" nail clippers, but it is such a business only to nail clippers as a subsidiary product. "Double man" in the main business is to do kitchen. Japanese green bell, Yuli and other brands, is attached to the cartoon products, for agent production. These well-known brand nail clippers are far more than Liangbo Jiang margins "very stingy," but they earn profit is dependent, or dependent on other products with other products of profits, rather than nail clippers itself generate profits.。.


Liang Boqiang is specialized production, because he produced only one nail clippers, nail clippers all the profits are derived from. So he nails are interested in what men and women of the nail is what the children what kind of nails, nail the elderly is what, what is the difference toenails and fingernails, and designed specifically for different groups products. Specifically for babies such as nail clippers, nail clippers surface is flat, shorter than half of adults, so that the design fully into account the characteristics of babies nails to avoid damage to equipment because of the baby. Products, once launched on a mothers love object.。 On the contrary, with each link proficiency deepens, the cost will decrease. This is the specialized production advantages, simple and elegant.


Another source of profit professional experts, not only R & D specialists, as well as production and organization and management experts, marketing experts. Specialized production, repetitive process is conducive to the rapid training of professionals specializing in a link. Experts here said that people usually understand the meaning of different experts, but this is a more productive and profitable expert. Generally speaking, expert staff will be more than a regular employee to bring about 10-15% of corporate profits, which is unique to the benefits of specialized production. .


Entrepreneurial profit model of profit multiplier mode.


Model safety index: ★ ★ ★ ★. .


Sustained profitability index: ★ ★ ★ ★.


Innovation Capability Index: ★ ★ ★ ★. .


Key reminder: with already widely market image or concept for packaging production, can produce good results, this approach is similar to doing multiplication. Profit multiplier mode is a powerful profit-making machine. The key is how you on your selected image or concept of commercial value. You need to find the kind of thing, its commercial value is a positive number and greater than 1, otherwise, it is not only pointless, but on the contrary, you may cause damage to you...


A few years ago, few Chinese people down to release an online platform ICQ instant Chinese version - OICQ (also known as the QQ). .


Subsequently, the rapid pace of QQ to be developed, the registered user has more than 1 billion people every day, independent online number 1200 million, exclusive China online instant messaging software market share of 95%, almost all Chinese netizens. But QQ of cartoon characters — a little penguins can gradually be tens of millions of Internet users know and love.


At this point, started to operate import and export business gifts Guangzhou East Lee line company, spotted the QQ penguin image small business development in the future, in December 2000 and the owner of Tencent QQ signed a seven-year QQ image compensation for the use agreement. .


A penguin's image can bring big profits? this has business gift import and export of Orient lines, too. So from the beginning, they have a clear idea of profit. This profitable ideas or profit model of "patent" is not belong to orient lines. Their idea is derived from the use of cartoon for maximum profits of the Walt Disney Company, they need to do is be patterns, so you can better ensure their success.


Walt Disney Company is the creator of this model and faithful practitioners. The same image will wrap up in different ways, Mickey Mouse, Minnie, Little Mermaid and other cartoon characters in film, television, books, clothing, backpacks, watches, lunch boxes, as well as theme parks and boutique. Each of these forms for the Disney yield huge profits. .


Before signing the agreement, orient lines on the QQ users to conduct in-depth survey and found willing users via QQ chat to young people, their ability to fashion product purchase. Thus, the "Orient line Q Q human life lifestyle concept" cartoon, the derivative products consumers in young people aged 14-26.


Subsequently, the East Lee Bank have developed a series of fine toys, watches, clothing line, bag series, 10 types of 106 series, about 1000 kinds of products marked with QQ. .


If you think that orient lines are their own money to invest in the production of these products, then you're wrong. For many years engaged in the import business experience, so that they are clearly very popular abroad as a means of creating profit: image licensing. In fact, Dong Li line is by virtue of this authorization and dig into their QQ first pot of gold. The so-called authorized production, that is, an image or brand of tenure by charging a fee for grant. Manufacturers benefit from, you can have for the well known image or brand quickly open market.


East Lee was on the line QQ is the cumulative type, first obtained by a revenue authority, when authorized to reach a certain number of product categories, the 2001 East Lee line of the first "Q-Gen" store in Guangzhou, Beijing's most prosperous Road Pedestrian Street opened. Store shop opened on the subject of a vigorous pursuit of Q fans, more than 100,000 yuan on turnover of more than the same street of the original "shop King" Giordano store. .


Orient lines there is a third step, that is, the range join. Open store and not orient line gets the ultimate profit. In their plans, the maximum profits from affiliate shop. Bluntly, Guangzhou Beijing Road shop is one of the Orient line model shop, it's useful to potential franchisee show significant business benefits. In other words, the Guangzhou Beijing Road store but is eastbound, throw a bait, their purpose is to catch more fish, later. Just a few months, "Q-Gen" already have more than 100 franchisee, in major cities across the country.


A small cartoon image, let the East Lee Bank a very short period of time tasted the sweetness of the visibility as QQ, QQ some commodities more than 50% gross margin. In fact, this practice is more prevalent in the publishing industry, such as Cheng Junyi "boiled three" of the popular and led to a "boiled" series, with "the letter sent to Garcia" appeared, "added West Asia "series, as well as previously with the" Who Moved My Cheese "appears" Who Moved My ... ... "series, which has been sold is a kind of well-known concept, even for people accustomed to cognitive few simple words.。 In other words, for this type of image or concept, you don't have rather than better. You don't have to, make money, you can only do waiting to lose money.


Source of profit for profit multiplier model is very broad, can be a cartoon image, can be a great story, but also can be a valuable information, or a skill, or even any of the other assets, and profit-oriented , then it is repeated description of them, use them, while also giving them all kinds of different external image, such as the world's most expensive cat - Hello Kitty (Hello Kitty), the world's most famous one Dog - SNOOPY (Peanuts), the world's most popular a bear - WinniePooh (Winnie the Pooh) and other cartoon characters, the profit multiplier model is the most classic case. .


Hello Kitty, Snoopy dog, such as cartoon Winnie the Pooh is how to make a profit to? look it is not difficult to see the familiar cartoon characters are used to enable enterprises to reduce product development or development costs, shorten the research or development time. The key point is that most often are produced out of anything of value to adapt to the market of end products, and the use of these images you do not have this problem. With the widely known image, you can make the product more quickly into the market, reduce risk, improve enterprise's success. Orient lines is the use of such profit multiplier mode, rapid development.


This is a shortcut to business success, but there are problems. As we said earlier, the concept of such image or the general scope of authority are more extensive product lines are very long, and this requires attention to the following points: first, to clearly accept the concept of the image or focus groups where and attention to these people's preferences. If we had the East line of the QQ product positioning advantage in the middle-aged consumers, or creates a practical rather than fashion, is definitely a dead end. Second, the proliferation of homogeneous products or possible future flooding, you need your product extremely personalized, and keep this kind of individuality.。 In addition, you can also have a choice, that is the product quickly fill a certain segment of the market, not to the provided the opportunity, but only requires considerable investment. Third, with the help of a popular image or concept for the production and marketing of products abroad has been very mature, but for domestic business operator or a very unfamiliar areas. It needs to have some very special talent, but also some specialized or unique case. If you are going to develop in this regard, it is best to find some expertise to help you. . .


Entrepreneurial profit model of innovative products.


Model safety index: ★ ★ ★ ★ ★. .


Sustained profitability index: ★ ★ ★ ★ ★.


Innovation Capability Index: ★ ★ ★ ★. .


Key reminder: here's the original products are those with extraordinary production processes, recipes, raw materials, the core technology, long-term market needs. In view of the principle of exclusivity, mastering it enterprises will get very high profits. For example, ancestral recipes, access is very difficult for new products, etc..


By chance, Xu Dingguo met a vegetable after eating poisoned by toxic faint old man. Evening, Xu Dingguo home and the landlord met the old man talking about things during the day, the old man told him that one of his relatives, have enjoyed eating vegetables with pesticide poisoning, save her death. The old man's words once again touched his nerves, the same evening, Xu Dingguo the Internet bubble, a night, search for "vegetables" message.。 By retrieving relevant information he also found that the State of the national 23 cities of vegetable inspection results indicate that the market of pesticide residues exceeding the "problem" vegetable 47.5%, nearly half the country vegetables are not "pesticide vegetables".


The face of daunting, "vegetables", people usually take the approach is "a wash two three hot dip", but experts believe this approach is very limited. It was also washed clean by washing, but the detergent itself is a chemical substance, used as much impact on the human body. Xu Dingguo this thought, can develop a pesticide residues in vegetables can get rid of the machines? He felt that this is an opportunity. .


Xudingguo day made a special trip to Xiamen University, consult the relevant experts and professors, informed use of ozone technology can take off the vegetables, but because of technical reasons was not enterprise application to the civilian instruments. Knowing this information, xudingguo excited.


Xu Dingguo soon complete a "virus-free fruit machine" program, a friend of draws your attention in Shenzhen, he found the current China's most authoritative experts, Professor Li Zhonghan ozone, and and Lee formed a business partnership, the two division of labor : Lee is responsible for product development and brand Xu has organized the production, while Xu is responsible for sales and marketing. .


In April 2002, in cooperation with Professor Lee's talk at the same time, through a friend to help, xudingguo incurred $ incorporated in Xiamen, Xiamen, Pepsi, "Science". A month later, in the years ' worth of ozone application technology, fast development of the "fruit detoxification machine", and passed by the State organization identification of product quality. "Fruit detoxification machine" taken purely physical principle, do not add any drug, in 20 minutes you can get rid of residual strength of pesticides and fertilizers, non-toxic side effects, without secondary pollution, no nutritional losses. By pesticide residues testing instruments, its vegetable residues removal rates of up to 93-99. . .


. These methods effectively meet the needs of different levels of investors, also Xu Dingguo quickly dug into the pot of gold. . .


In the development of "xudingguo fruit detoxification machine", the application of ozone technology is a very unique concept, so he also described as a high-tech products with strong originality. At present, with the rapid development of science and technology, with innovative technology product life are rapidly becoming shorter. Two years ago are still very fresh ozone-free technique, two years after it had lost its freshness. Subsequent to this the constant access to an increasingly competitive market.


Xu Dingguo clever lies, he used various means to rapidly expand the market, who in the follow-up prior to the arrival, on making a lot of profit can be secured. From the present condition, we are looking for opportunities to make money, a profitable product, it is difficult to maintain its long-term "unique" nature. Everyone is looking for its weakness, or cloning, or transformation, therefore, make efficient use of space on the market for quick returns is the key to the success of this model. .


Original product models, many venture on the venture can vigorously with the beginning of the pattern, the charm of the "original" of high profits already is no secret. But the original product mode does not enter into the profit zone's "master key", it also has many limitations:.


First, because the original, which means "unprecedented," so often requires a lot of research and development costs and long development time. .


Second, because the original, which means market awareness is not high, which means that the open market, you need to get the market spend more money.


Third, although you may be done very carefully in advance the investigation, but a truly original product to market before, it is difficult to measure whether the market will eventually accept it. A situation often occurs: you spend a lot of money, spent a great deal of effort out of the product, the result is not recognized by the market. In this way, you have failed to be implemented on all inputs. Therefore, relying on unique products hit the market has great risks. .


Fourth, because of the lack of detailed product knowledge and understanding of the relevant State departments would be difficult to one of the original products provide perfect protection, producers will face a lot of bad market competition, this competition will always be the champion in trouble.


Protect and extend the original product's life cycle, production cycle approach to extend the profit:. .


。.


First, to increase awareness of the patent, and actively seek the protection of the relevant state departments. .


Second, enhanced privacy awareness, so that no competitor critical.


Third, the conduct periodic product updates to improve technical threshold, so that was it difficult to enter. .


Fourth, enables businesses and products more user-friendly, and enhance consumer loyalty.


Fifth, we have rice to eat, insufficient investment in production capacity or circumstances, the active production or to authorize the transfer of technology to product quickly covered market, do not give newcomers a chance. This is generally not the operator's attention, but it is a very effective approach. .


Entrepreneurial profit model of five policies follow up mode.


Model safety index: ★ ★ ★ ★. .


Sustained profitability index: ★ ★ ★.


Innovation Capability Index: ★ ★. .


Key strategies to follow up the alert: strong, follow the "follow" blindness, where fun where to drill. Policy follow-up requires operators to make a correct assessment to yourself and to analyse their own strengths, weaknesses, on the future orientation of the judgement.


In 1995, the Shandong city of Jiang Guiqin wife and children to relatives living in town a few days. Non-staple food store to see the counter selling sauce duck wings with a long row of teams even. Relatives said that the non-staple food store the sauce duck wings is Jiang Guiqin suburban county where a small factory production. Because burned very tasty sauce, it is particularly welcome in the city. For several days, Jiang Guiqin often pass this grocery store, you will see long queues queuing piece, and often late people can not buy. .


Jiang GUI-Jean watching others like open like money, banknote envy. She would also like to act accordingly. However, she clearly though himself able to endure hardship, willing to learn, the biggest weakness is a stranger to the market, and market sensitivity, nor too little management experience. These are taboo for doing business. What does she want to do before you ever understand, do to make your own profit.


So, she found the small factory, Ruanmoyingpao, Trustee of the gift into the factory, when a shop worker. Jiang Guiqin worked a total of 2 months, the day will be a small factory sourcing, production process, sauces deployment, delivery channels after touching the crystal clear night and then return home secretly trying to make. So she will finally own sauce duck wings confused about tone, and invited a good taste of people say, she resigned to go home immediately to begin preparing for their production. .


The yard is not doing well? already in town was famous? not have ready-made models? when you full on venture capital to small factory. . The results of follow-up made her start the process of the special peace of mind and smooth. Since that small plants sauce duck wings in the city already made a name, every day many people want to buy and buy, so Jiang Guiqin that follow are the distribution methods just let her pick a leak, saving her market development costs. The key is to know that little plant manager after she did not even into the heart, and Jiang Guiqin also joked: "You went with it, we eat meat, of course, can not stop you drink the soup ah." . .


Saw the other did not put his small workshop haughty, ginger and expensive violin relief. Initially, a home, to 5, 10, less than 1 year, as long as the small factory in town selected outlets and couldn't get out two to three hundred meters you will be able to find Ginger Sauce of your piano sale fin. Just one year's time, ginger and expensive violin by the people behind selling duck wings earn 17 million.


Later, that little plant began to add some similar charge of duck sauce, duck sauce top of other products. Jiang Guiqin did not immediately follow up. She knew people who followed the biggest advantage is in the back can clearly see what happened before, and the consequences of these things. Now that it is now, it can not hurry, wait and see, let's not easy to sell, and then decide what is now. So, she confessed delivery man, so that they do every day while supplies goods immediately after the return, we must wait until the small factory outlets promise to come back before stock runs out, the reunification of the evening to report to her, "reconnaissance" result.。 Jiang GUI will guys feedback in a little book. Wait until the little plant in new product sales and a half months later, ginger your piano to consider whether you want to add a new variety, which increased the variety, the increased variety of which sold out. And so, slowly with the back of the small factory, ginger and expensive violin breezed out of his own fortune.


By 1997, the Jiang Guiqin initially rely on a pan sauce out of fresh small-scale workshops have been developed and comparable to that little plant. She began to start a small scale to expand that small plants are the distribution not previously streets and communities. At this point she has to figure out a new sauce, the production of duck wings more aromatic flavor. However, she is in no hurry to market this kind of duck wings. While waiting for her time, while continuing to develop the new varieties. .


On 1998 Spring Festival, Jiang GUI-Qin capital accumulation reached nearly 50 million Yuan, the new plant has been completed, and your Chin on ginger market sales channels and sales environment is down to the heart. She is going to punch, making it more than that little factory.


Many small factories in rural areas during the Spring Festival gave workers the day off, to stop production. Jiang Guiqin factory workers will be organized together so that they work overtime pay three times the daily wage, overtime pay day to settle the same day, New Year's Eve and then each separate overtime 500 bonus. Meanwhile, Jiang Guiqin in turn that small plant workers called to the holiday home of 15, promised a holiday period, the daily wage is 2 times of that little plant. From the first month of the Lunar twelfth lunar month 20 to 18, Jiang Guiqin to go up to 5 times daily, product variety from the 5 to 11 species, including not only the old varieties, but also added her own new varieties developed.。.


Non-staple food consumption during the Spring Festival is the peak season, we do not at home, family and friends are bound together to drink wine add to the fun, and Jiang Guiqin sauce produced goods became the best of snacks. Within a month after the Spring Festival, Jiang Guiqin factory profits equivalent to more than 6 times normal. .


After the Spring Festival, the market is still booming. Jiang GUI-piano factory delivery variety every day to maintain at least 11 more, and there are always new varieties introduced. Every day, morning and afternoon a faulty goods system also retained, since then, consumers can enjoy the ginger expensive violin factory production of fresh food. That little factory restore production after the Spring Festival, find customers to ginger expensive violin..


Today, Jiang Guiqin had followed the that small plants, longer Jiang Guiqin rivals. Now Jiang Guiqin eyeing a paste food chain in town. She quietly told to the back, and slowly accumulate strength, wait for the right time than in one fell swoop. .


. .


Jiang GUI-Kum in venture to repeat what I have said in the course of the marathon among this scene: on the road, aiming at a target, followed by, always pay attention to each other, learning his strengths, find their weaknesses, waiting for the time is ripe for making it beyond.





From strategy, "to run" is actually the best compression input costs. Ginger is your piano will "run" strategy with ..... First, she didn't have to bother to take into account market conditions, consumer tastes, tired, because your opponent has she made all of this. Career seekers due to lack of experience, for the needs of the market tend to hold, take a wait-and-see attitude, carefully watch your opponent's every move, followed, is a sensible strategy. Like ginger expensive violin-she only need to follow in competitors behind competitors where selling fire, she sold where, at the same time, pay attention to policy, in no way attracted the attention of the opponent. . Second, the gradual accumulation of strength after the strategy to capture how much attention to the other markets. This is demonstrated Jiang Guiqin the scheming other side. Developed with the opponents are evenly matched, with the side of her first roundabout way, the opponents have not yet set foot in the market try it, use it to open up new market space approach, the strength of bad or not yet fully grasp the competitiveness in the time, to avoid each other -face limited market space. Until the time is ripe, further strong counterattack. Because gaining from, bide one's time, opponents simply do not fight back. .


From a profit perspective, "ran" always with than running in front of the effort, so the margin is also relatively high. In business, every business has its cost price is equal to the cost of the benefits will select minimized, thus equal to maximize profits.


"Follow up" philosophy is a strain of philosophy, philosophy is by no means a coward, and willing to become "the second square," aimed at the second position to fully pursue interests, and avoid their weaknesses, give full play to our strengths. .


Entrepreneurial profit model of strips mode.


Model safety index: ★ ★ ★ ★ ☆. .


Sustained profitability index: ?? ?? ?? ?? ☆.


Innovation Capability Index: ★ ★ ★ ★. .


Key reminder: power strips mode that is attractive to suppliers and consumers concerned about two aspects of the eyes, and for suppliers and consumers both provide communication channels or intermediary enterprises trading platform from which to obtain constant appreciation of profits. But this mode for the operator, demanding, and early input costs, risk is also high.


Fang Yi loves fashion, but also the kind of liked from head to toe in every exquisite detail to bring the girl a woman tag. After graduating from college in Shanghai, a foreign company for 3 years, because mothers in poor health, her only daughter had to give up the metropolitan lifestyle in Shanghai, returned to his hometown in Guangxi. .


Soon the mother died, leaving her two premises and 20 million savings. Fang Yi thought once again returned to Shanghai, but as she prepared to return to Shanghai, she participated in a high school classmate. Party, party in the presence of a glowing let Yi women are jealous, they have asked the recipe books of the skin, how to let such a delicate and why your hair looks so good? same dress how you can mix different feeling? do your nails be how to behave yourself or you can do so well, when a party did for yiyi, she saw should are an expression of disappointment. . Fang Yi, the gathering in his hometown to find a huge market. .


Home party Yi will own in the past few years in Shanghai every month the most important cosmetic and consumer set out. Sudden eyes bright, Yes, why not bring these items together and open a specialized build beauty shop. And the shop name soon blurted out: temperament beauty shop.


But how does the operation of the store? Just around the purchase and sales from it? Fang Yi, which is not good, she even fed daily Inventory, accounting, computing inventory so trivial task. But if in the retail industry, such work is not in place simply can not make money on. She thought, temperament beauty shop should satisfy the most comprehensive shop women's dress is a women's topic small articles of daily shopping. As long as they want to own a more beautiful woman dressed up, go to the store get professional advice, buy merchandise. In this case, it can attract all kinds of women's products to the store brand rental counter agent.。 Therefore, a switch mode of formation in her brain.


She quickly took in the most heart of the city more than 20 million bought a 500 square meters of Commerce at the Bottom. Then rushed to Shanghai, Guangzhou, Beijing, Shenzhen, beauty shop to find all kinds of goods for temperament. Fang Yi aware that the risk of this very early stage, the first, where she is a very small city, many major brands have not yet entered the market; second, she must do to ensure the flow and consumption shops After the amount to attract these brands. To accomplish this, only with her description of the brand agency who is to succeed. She must make a scale. So, she decided to step their one or two advanced shipment, will promote the open shop. .


The concept of the party Yi, temperament beauty shops, is not a simple beauty shops, jewelry stores, or apparel shops, it is possible for them to seek out even subtle into a hairpin overall dress shops. It is an ordinary girls, after preen and become a real beauty shop. disposition This requires the parties to enter into a large number of books of the must. For 5 months, Fang Yi searching cities beautiful female merchandise, because funds are not enough, she even mothers of two houses to sell, he moved to shop. She also spent nearly $ reluctantly let this 500 square meters of shops is no longer lonely. . .


In order to display and other women's distinct merchandise store, party Yi have senior hands-on training with the image of the designers, and rigorous examination of the salesman, unqualified will not be accepted.


But the beauty shop has just opened in temperament as goods, decorated in a very significant high-grade, many women wait and see every day passing, but few entrants. Square iron aware, even in a big city like Shanghai, and her shops can be regarded as unique in this new form, let alone such a small place then. Thus, Yi Fang took out the last of 60,000 yuan savings, a very beautiful part of the printed brochure, the content is a side Yi as a model, demonstrating its entering the shop, the image of the designer for her every step of the design and transformation, and brochures printed on top of the cost of each sum, large clothing, shoes, hats, backpacks prices, as small as a ring, eyebrow shaping overhead.。 Another part of the funds you select a local newspaper, the package has a few suites, describes the different types of services, content, cost, etc. Finally, the upcoming Spring Festival, the shop in the sign in business.


Subsequently, Fang Yi and targeted to host a number of training courses, such as clothing with beautiful temperament, temperament beauty skin care, physical training, temperament beauty. After 1 year of hard work, temperament and beauty shop business has come hot scenes. .


Fang Yi has finally started her next project, attract brand agent went to her shop in rent oldies. In order to ensure the store location, Yi was selected and the famous brand of agents contacts. Finally an Italian brand promise of simulation into the temperament jewelry beauty shops, became the first party Yi. Slowly many businesses see this small city market space, and inspected the temperament of beauty shop after arriving.


Brand gradually increased, temperament beauty shop customers are more and more; also store sales better, but also to attract more brands to join. Fang Yi, the overall success of the operation is also successful. .


Due to increasing participation in brand, Yi had considered proximity of cities with a larger outlets. She even hope in the near future, its temperament beauty shops can now small and medium-sized cities, killing into such as Shanghai, Guangzhou City go.


Fang Yi, the profit model actually reflects only a part of the switchboard model. .


What is power strips? accurately, switchboard mode is in some markets, many suppliers and many customer transactions, both sides of the transaction cost is very high. This will lead to a high value of intermediary activities. This business role is similar to a power strip, its function is in a different vendor and its customers to build a communication channel or trading platform that reduces transaction costs for both buyers and sellers. While providing intermediary business enterprises, as well as in power strips in the vendor can get higher returns. . Not long ago, before this incident, "Forbes" richest Chinese Yuan Baojing, which is by this way to the first bucket of gold digging. .


Party Yi intermediary belonging to build power strips, she gets profit from several aspects, first rental counter so she can receive a certain amount of profit margins. 500 square meters of shops in the annual maintenance fee of 5 million, personnel expenses to about 20 million per year; and a standard counter rental $ 3000 per month, one year 3.6 million. Businesses in rent back, each of the standard counter is equipped with two salesman, saleswoman of salaries and bonuses by the tenants. So she let out of six standard counters would be enough to cover the expenses of the year. 500 square meters in General can be divided into a 30-40 rental counter. . By doing switchboard, Fang Yi, the profits each year is relatively high. But the need to explain that the relatively large investment in this model is not suitable for a small amount of funding entrepreneurs. Fang Yi temperament to do this beauty shop, close to 60 million upfront investment, and higher risks. .


However, the reason why power strips on the venture is worthwhile, because it has a very big market space and a strong market demand. The vast majority of start-ups will exist on the market. Some entrepreneurs have a good product but can not find the right consumers, and some consumers are consumer demand and could not find a suitable product. Through the power strips, both supply and demand can be linked to allow start-ups to directly face their customers, resulting in the possibility of a business. . As the topic is popular to buy makes these streets, the business popular. Choose such a market will naturally shorten entrepreneurs to open up the market cycle. .


The old saying, the goods sold in Shenyang, said this was the case. When a "field" of the scale, the skyrocketing, in this context it would dispense with the publicity and promotion costs, and dramatically reducing their cognitive cycle, thereby increasing the speed of access to the profit zone.


According to statistics, the use of model switchboard unit of time may give rise to the level of sales will reach the traditional mode of operation of 2 or 3 times. And because of the use of switchboard model, equivalent to a combination of supply between providers and customers of Li Liang, Yin Er Xuanchuanchengben, the cost of Du Yun Zuo De Dao Hentaifudu Xiajiang, Yinci the unit TIME AND Nulichengdu the profits of Yeshizhuantong mode of 7 -10 times. .


In addition to the books of the same party as my own power strips, entrepreneurs may wish to come to a backward thinking, looking for a suitable power strips. On entrepreneurs, this is on a power strip this profit model is more efficient to use, you can reduce the risk of growth of start-ups, accelerating process.


Seven of profitable business product pyramid model. .


Mode security index: ?? ?? ?? ?? ☆.


Sustained profitability index: ★ ★ ★ ★ ☆. .


Innovation capability index: ★ ★ ★ ☆.


Key note: In order to meet different customer product style, color and different preferences, and personal income differentiation factors, to achieve the client base and maximize the amount of the market has some companies continue to launch high, medium and low in all grades products, creating product pyramid, the bottom of the tower is a low-cost, high-volume products, small profits earned by profit; the top of the tower is a high-priced, low-volume products, access to excess profits through excellence . .


In Nanjing Street, once a year on from more than one Teddy bear store. For Teddy bear this comparison of a single commodity, although the capacity of the Chinese market is very large, but for a city market capacity is limited, so the few shop competition heating up quickly.


Suddenly there are so many teddy bear store has its reasons, from the last century 90's, Hong Kong and Taiwan from Europe and the United States swept an collection of teddy bear craze. Soon, Japan, South Korea, have continued to establish a theme park and the Teddy Bear Museum Teddy Bear, let this rapid warming of the teddy bear's favorite. With the production of teddy bear orders are sent to large numbers of cheap Chinese labor production, also led the Chinese consumers on the teddy bear's attention. .


Teddy is a very special product, it's like Barbie, can be designed in different style. And from different manufacturers, different brands designs, the gap between the market price. Together with the annual three specifically designed for the latest design Teddy bear of international awards, the birth of many classic collection of styles, inspired the world more collections, so the price climbed the teddy bear. In China, production of ex-factory price of $ 30 per item, however, could be sold to 60 dollars or even more. So much profit space, of course, will not be the China Merchants are ignored.


However, when the number of teddy bear shop together, the Chinese had just developed the teddy bear collection market is still very limited due to space, suddenly saturated market, and several shops are increasingly sad day. Which has the largest number of teddy bears, stocks the largest owner of a shop and began looking for new profit model, to get rid of the current status quo. After a long investigation he found that most consumers buy teddy bears for more than 20 years of age are paid income groups, mainly close watch in high quality teddy bears, each new one came out, even the price will not be asked to buy down.。 So lower Teddy bear them. At the same time, many people buy low-grade Teddy Teddy bear with has more that will start to want to choose a better more featured products.


This feature was found after the owner decided to change the look of this sales method. As the Chinese market, mostly sold teddy bears processing factory after the completion of export orders, the remaining small quantities Wei Huo, so although all styles, but the number is very limited. This package is usually down dozens of others can not have the same merchandise. So the owner of the store's teddy bear to re-select a lot on the number of elected Weihuo more, and some other shops also middle and low styles directly to the purchase price of bulk sales, to attract popular and effective sales, while making shop up the flow of funds. Those who only he can provide the teddy bear is a corresponding increase in the price.。 The 1-month, shops began to turn up.


His move to several other similar products business shops suddenly chaotic hands and feet, had to start Competition between the price. And because every week the owner of this new style of teddy bear shelves, attracting a large number of teddy bear collectors, but also led many manufacturers to take the initiative to contact him and provide him an exclusive sources of supply. In order to more widely promote his products, he find someone to create a special Web site to update new teddy bears, so that more people begin to pay attention to his shop. .


With the gradual improvement of the business, the storekeeper's ample funds are starting up. Thus, he once again took a bold move, a group dedicated to purchase price of $ 150 or more mid-range Teddy bear; and trade companies, flower heavily into a batch of monovalent in daughters of Teddy bear.


In this way, his store began to form a product of the echelon structure, form a product pyramid. Teddy bears high grade quality and collection value, inexpensive low-end teddy bear, teddy bear, all good for different levels of love are started to pay attention to this store. Some people even pass by every day after work, they must come to see. Other shops are soon destined to be defeated, sublet the transfer group, close to closing. .


The old shopkeeper, he did not think this initiative in the defeated opponents and won him more profit.





Product pyramid pattern interpretation of the most perfect, classic American Mattel company. Now China also has many Barbie shoppers will complain, just buy a Barbie doll and spend much, but if you want to follow the prompts on the packaging, the Barbie doll small decorations, you have to purchase the whole cost than buy a Barbie doll several times more money. Even the Barbie doll, a small cosmetic box than Barbie doll itself. Mattel Inc. is the leading manufacturer of Barbie. The company launched a Barbie doll after dozens of years, they have to face all kinds of imitators, in the face of a low-priced products. . Mattel's Barbie doll market, once a crisis. In order to completely reverse this passive situation, Mattel of a program to establish a firewall product. The company launched an unprecedented price of just 10 dollars a Barbie doll. Little to be gained at this price. But Barbie dolls this 10 dollars to enter the market immediately attracted the attention of girls throughout the United States, so that they have entered all Mattel Barbie set up counters. The trick for the imitator is clearly fatal, counterfeit products on the market soon disappeared.。.


However, this is not the pyramid model of Mattel products using the most classic place. While the news of success, Mattel began to re-look for other profitable products. Through the efforts of sights worth 100-200 dollars a Barbie doll market opportunities. Expensive Barbie doll's target customers are no longer those little girls, but the little girl's mother. Mothers were 20 or 30 years ago after growing up playing with Barbie dolls, they will be with immense pleasure to remember these Barbie dolls, and now they have the money they can dominate.。 This Barbie was not merely a toy, but rather a collection like porcelain teapot or rare stamps, enthusiasts willing to spend money to buy. Both have a great sense of satisfaction, but also to Mattel company profits.


If you follow this train of thought would like to continue, you will find the product pyramid model is not only a great creative toy company, it can even become a vicious price competition, many want to bail out the entrepreneur in a classic pattern. .


However, the application of this model, there must be a prerequisite, it is a system of product or application, but also in the field must be the customer's market positioning close contact and high to medium range between commercial customers must have a certain connection. For example, the purchase of medium and high-grade Teddy bear at the same time the user will choose to purchase in general some low-grade products, as a gift between friends; for example, the purchase of $ 10 for his daughter Barbie's mother, generally at the same time to buy a $ 100-$ 200, as Barbie doll on his own as a reward.


The key is to build the pyramid is not just a simple list of products with different price points. A true pyramid is a system in which lower levels of production and sales, will you win the market and consumer attention. The company has a complete product line, you can expect competitors do not have to rely on lower prices than you take away your market share. .


Eight venture profitable strategy leading mode.


. .


Mode security index: ?? ?? ?? ?? ☆.


Sustained profitability index: ★ ★ ★ ★. .


Innovation capability index: ★ ★ ★ ★ ★.


The key reminder: first step leading does not mean always the lead, can not ensure you will always profit. Because soon there will be those who later engaged in heated competition. So, your competitive strategy in a timely fashion, from a static to a dynamic leap, make sure you leap from the beginning leading to the strategic always lead to your profit stream. .


As the saying goes: entrepreneurship is going more difficult. Shopping malls in the roll call of businessmen on this point. ...


In 1997, Li Shouliang With its proprietary technology products "multi-functional garment pads machine", founded the Institute of Technology, Hefei Church is practical to start his own business. A year later, with products to promote, market occupy his feet. Then developed a "paper pencil rod" and a number of patented products. These products are practical, market prospects, the product of a listing, of course, who became the coveted goal. For a time, Wuhan, Zhengzhou, Beijing, Shijiazhuang, Guangzhou, Hefei and other places, there have been positive odd enterprises have targeted products and markets, and paper machine clothing shoulder pads pencil rod Merchants advertising and amplified.。.


The face of market impact, Li Shouliang suddenly realize that he must avoid the vicious competition, indirect attack, quickly developed into new products, bypassing the attack with a faster who has won more space in the new markets. .


In 2000, Li Shou-research and development of air conditioner special-purpose cleansing agent born and put into production. This is a fine chemical products, it consists of a special detergent, Special corrosion inhibitors, special foam, consolidation agent, antimicrobial and various additives, after 5, through the professional production of mixed and suitable for home, Office, public places, such as air conditioning clean. This exclusive product in the clean air conditioning is simply sprayed into the air conditioning evaporator indoor and outdoor machine radiator, no aerial work, do not remove air conditioning, just 20 minutes you can wash the dirt, purify the air, recovery, air conditioning and heating.


After the advent of new products, quickly recognized the vast number of consumers. This time, the business strategy, the Li Shouliang conducted a large-scale adjustment, starting from a single production and sales to production, sales, training, cleaning, washing and other "one-stop" services. To enable more consumers to improve quality of life through the products, and to have greater and more long-standing market space, Li Shouliang launched its own marketing strategy: the development of laid-off workers nationwide to join, and do not charge any agency fees and initial fee, free training cleaning technology, giving operators CDs, providing marketing planning.。 But when later have also begun to enter the air conditioner special-purpose cleansing agent of market competition, Lee shouliang has formed a stable sales channels. He began thinking about the next research project.


If you went to the front, has greatly widened the distance with the later ones, you will have known, there will be groupies. If you run faster than others faster, you can get ahead rewards earn more. The so-called early bird catches the worm, that is the truth. .


There is a story: a young man one train to another city. When the train you want to bypass the time of a mountain, speed slowly reducing. Then he saw a bright bright cement bungalow, put it in the mind. The sooner the way back, he got off the train, go for a while, found a seat on the highest mountain of the House. He brought to the owner wants to buy this House. House owner very good promise and to 2 million deal. A young man soon write a program, copy a lot of copies, to give to many well-known companies. . Why is 20,000 yuan of investment can be exchanged for 180,000 yuan of income? One entire wall of original house opposite the railroad, every day dozens of times a train through here, but because it is uphill, when the train through here, always slow down, then it will cause a lot of curiosity or boredom to look out the window look around, and in the stores before the middle of nowhere desolate place, only to attract their attention is a long time the photograph of a giant Coca-Cola advertising. .


However this was many years ago, and now, you take the train passes through this place, you will find on the hillside of the farmhouse has been covered a wide variety of advertising. This also proves the point that someone made a first, then you will have flocked to his followers to scramble for the rest of the space.


This story tells us, for entrepreneurs, to create the first good thing though, but the leader is always only temporary. If you do not seize the moment when the leading make money, just like the story of the young man, when he was a first time to pay close attention to ads sold, he may make money, or even earn money also earned more than he should be much less. .


Li Shou-the first project in the profit zone, it is because of this reason. So for these items, he becomes smart. He knew he had to take, and therefore changed the traditional production and sale pattern, and in the shortest time positioning accurately, using fewer unemployed resources, skills, needs a short period of time the psychological benefits, promotion of products. Free to join, free training, for his products, low threshold, makes the product promotion rate rapid growth, and the market quickly. For close to follow the trend of user means that barriers to entry. . .


Presently, entrepreneur to achieve strategic leadership has become increasingly difficult, this time competition for entrepreneurs are high. If you intend to use this mode, it may be from the following three aspects of the head.


The first is the main industry leader. Entrepreneurs in deciding when the main core, do not aspire to vanity, non-Xuan was young and the "peerless" lady no harm in seeking provisional market competition and challenges in small, but promising field, rush ahead of the others Abstract big apple. .


The second is the technology leader. There is a new technology, the enterprise will have vitality. Li Shou-special-purpose cleansing agent with air conditioning, bypassing has been troubling him on malignant competition at the same time, a new field of profit.


The third is the leading talent. Similarly, do the apparel industry, others famous designers please, I invite internationally renowned designers, which superior then? Hunan West St. was just a small beginning of the individual garment processing enterprises, and later expanding step by step to become a national famous clothing brand, its success is its leading decision-makers understand the strategic use of talent lead profitable. They invited the famous Italian designer, with world-class designer, of course, there will be first-class quality, first-class brand. West St. was well into the profit zone have become a natural thing. ("Scientific investment" magazine No. 6, 2004). .


I. Overview of the Web site.


1. Location: third-party restaurant reviews. .


2. purpose:.


Objective: not to restaurants boast; good is goodwill, the difference is derogatory. .


Accurate: the science of statistical models, relying on the information provided by customers, the most accurately describes the size of the restaurant throughout the selection and. ..


Overall: the establishment of the latest and most complete restaurant database. .


Specialty: with the most respect for work, provide the most professional information.


3. Operation mode: The collected information in major cities of the restaurant, the establishment of databases, information search services to the public and to encourage members to comment on its been to the restaurant. The model is said to come from the United States. .


4. company: Shanghai Han Tao information technology co., Ltd, CEO Zhang Tao, who lived in the United States for 10 years, there is no VC is unknown.


5. Development path:. .


In April 2003, founded and opened the first branch, Shanghai;.


September 2003, "Shanghai Restaurant Guide 2003/2004 Edition" published;. .


In April 2004, Beijing, opened; hangzhouzhan.


June 2004, Guangzhou station opened;. .


To date, the station has been opened, suzhouzhan also.


6. Your restaurant a few:. .


Railway station: nearly 4000;.


Beijing Railway Station: nearly 6,000;. .


Hangzhouzhan: nearly 1000;.


Guangzhou Railway Station: nearly 3,000. .


7. activities of Member (comments on more than 4): 3867 home.


8. Alexa traffic analysis chart:. .


II. dissecting the current business model.


1. Information flow analysis. .


1. Web site information: .1.


The basis of information throughout the site are mainly the following two components:. .


Restaurant basic information: including restaurant name, address, phone number, description, recommended dishes and suitable for the atmosphere.


Member Comments Information: including taste, environment, services (which is scoring 3), per capita spending, like the food's for the atmosphere of judgments, like the degree, parking information and a brief comment of 600 words or less. .


These two pieces of information to form a complete restaurant information (example pages click here).


In these chaotic and massive base of information, based on public comment web search engine and provides value-added information on restaurants (currently mainly in the form of charts) the two products, the former to solve the problem based on mass, which provides value-added information and ordering. .


In addition, the site also provides a BBS Forum and members of their ranking (Food Masters list), community-based approach to improve the Web site, and to attract people to the viscosity of the gas.


Ultimately, the basis of the above restaurant information (including restaurants, basic information and comment information of Member), restaurant search engine rankings of various restaurants and other value-added information and ranking member of liveness, BBS forums and other elements of public comment on the composition of this network. .


From website design, it is also very simple and practical, netizens can clearly be gourmet search and comments, not feel cumbersome and tedious. This site is very favourable in the early days of the promotion.


1. .2 Information input:. .


From the above analysis we can see, the entire site is in fact only 3 basic information: basic information, restaurant online comment forum information and user information.


Restaurant basic information which is the premise of all of the information, the Shanghai Han Tao companies, restaurants and membership users can enter these three. My judge, Han Tao, now at the early stage companies based on input-based, later as the site's influence in the industry expanded, will enter the restaurant (there is information to promote awareness of the restaurant, to a large restaurant-based) and User Input (no information to promote awareness of the restaurant, a small restaurant mainly) dominated. .


Netizen comment information is the focus of the development of Web site information, user input by nature. But taking into account the comments of impartiality, Han Tao, companies need to comment on the information to monitor the current main specialists examine the filter management, no comments, each member businesses in each restaurant can only access the comment once. Believe that with the rise in popularity of the Web site, users will be able to comment on the work of the monitoring information will become increasingly complex and rich in difficulty.


Forum is a place for users to exchange their natural input from the users, and other information associated with the site is not, can not skip to mention. .


1. output: .3 information.


As mentioned earlier, ZSurvey. . Com outward form of the output of main products to list restaurants such as search engines and value-added information in the form of two parts. Restaurant search engine which is its main restaurant database search, and value-added rating information is also used in the information database mainly based on the retrieval means arranged manually. In the information output form, the main restaurant search engine cooperation with other sites, mainly the form of value-added information published output "Restaurant Guide" series of handbooks and cooperation with traditional media. .


(1) Web site: cooperation.


Type 1: Restaurant Search Engine cooperation, which is the major site of cooperation. General form as follows:. .


The mass comment nets free search engine interface and programs, including the routine maintenance and updates, and upgrades;.


Partners should be placed on relevant pages on its Web site search engine interface, and the note public comment is a restaurant information network provider;. .


The mass comment nets to make the search results page and other pages; page press partners Web page style design, the Web page that contains the partner and the bottom of the page; the page header.


The two sides stated their respective websites of both partners. .


At present, the company adopts the form of cooperation website: Zhejiang online "eat" channels in Hangzhou, Shanghai hotline II Youth channel, Sohu Shanghai food channels, etc..


Type 2: As content providers, mainly for the big portal, as its CP. The form:. .


From the mass comment nets and portal built dining channel cooperation; mutual.


The content of comment by the public network to provide basic, page by page style design partners, including partners web page header and footer;. .


Inside the membership registration information seems to return all the mass comment nets.


Now adopted this form of cooperation are: 21CN Shanghai Railway Station, Sina live channels. .


Form 3: restaurant information library cooperation, mainly for some special partners. This form is mainly to provide the mass comment nets of information (such as the ctrip provides its Web site provides information on the restaurant information), or the background provides the mass comment nets restaurant repository access (such as a city Web site).


(2) the publication of "Restaurant Guide" series manual:. .


Allegedly this model is to follow the example of France the Michelin Red Guide "and the Zagat Survey in the United States. From now on is published by the Shanghai restaurant guide 2003/2004 Edition, the Guide information is quite rich, according to various ranking lists for one of the restaurants, and of course also provides guidelines for the index. This is actually a mass comment nets the essence of the offline version. At present, this Handbook is mainly Han Tao Corporation Shanghai Bookstore partnered, not complimentary.


(3) traditional media cooperation:. .


This form is relatively simple, mainly to the newspapers and other traditional media provides a brief list of the top restaurants and other value-added information. At present the main partners are the Shanghai newspaper, here is what I discovered a few examples: 1, 2, 3, 4, 5.


This information flow model, I summarize and draw a map system, as follows. .


II. dissecting the current business model.


2. Effect of flow analysis. .


First of all note that the "effect" and the word was coined by me, and not very suitable for my next analysis, but unable to find a more suitable must improvise. The so-called effect flow, in fact, I am referring to in the preceding information flow model, the formation of a value stream, but the value stream also need an appropriate profit mode can be converted into real cash flow. In other words, this stage is the website between extension model and a profit model is virtual, to some extent with "brand" is somewhat similar. Do not know how to explain that everyone could understand?: p.


Public comment in the network business model, Han Tao, the flow of information through the company's operations, I judge will form two such "effect" - "netizens attention" and "industry influence." Model diagram as follows. .


2. attention: .1 netizens.


"Attention Economy" everywhere in the network, the public comment network is no exception. From the earlier analysis, there attracted the attention of the public comment network channels mainly from the 3:. .


(1) zSurvey. .com Web site: user loyalty is the key to forming lasting attention, the mass comment nets through BBS Forum and Member's personalized information management to increase Member loyalty. In addition, the site also provides a convenient online word of mouth viral dissemination of tools, specifically the "tell a friend about" is set as the primary column. In addition, there are "Food Masters list" the members of their rankings in order to reflect the site's community and enhance the purchasing power of people.


BBS forum and member personal information management to increase customer loyalty. In addition, the site also provides users convenient word of mouth viral type of communication tools, specifically to "tell a friend" set into the main part. In addition, "God of Cookery list" this degree of active membership list to reflect the site's community, improve sentiment. .


(2) the contribution of traffic partner sites: the mass comment nets through and existing large site, with its powerful human tolerance to rapidly increase Web site popularity of purpose.


(3) "Restaurant Guide" series manual: The preceding said, this handbook is a condensed public comment Essentials website. Therefore, its publication and distribution on the open market, allowing more people to comment about the public network to reach more of the food gathering of friends interested in the purpose. .


All of these channels formed by the "attention", can be directly translated into users ' traffic, the mass comment nets of human tolerance.


2. .2 Industry influence:. .


Currently, the mass comment nets focus on restaurant review, it will influence in the catering trade is relatively strong. You can see from the diagram, the industry's influence from 4 parts, in addition to the attention of Internet users developed three channels, but also more of a traditional media channels.


(1) zSurvey. . Com website: website powerful database and a large restaurant food lovers have a fatal attraction for the restaurant, on the one hand it can be seen as an important communication channels, well, it would also be in the rankings, thus gaining more the source; while on the other hand, because other people are participating, is comment, if you but will not participate in the formation of the decline in this area. .


(2) the impact of Web site: cooperation website on the mass comment nets, equivalent to an amplifier, while expanding the mass comment nets of the audience, on the other hand, it also expands the impact of the mass comment nets.


(3) "Restaurant Guide" series Manual: This manual is a tool for consumers, while business for the restaurant industry, is a media and its function with the Yellow Pages and similar impact are quite different. The more targeted the manual more business value. .


(4) traditional media: the mass comment nets value-added information in the output of the traditional media, they form a very strong influence of public opinion, this is for businesses that cannot be ignored.


This part of the 4 channel network in the formation of a public comment the enormous influence of food industry, not only affect restaurants and other businesses direct consumption of these consumers, but also affect the food industry around the products and services, such as drinks, Jia Yong seasoning , and even cooking training. .


3. cash flow analysis.


At present, the public comment net income primarily from the following three areas:. .


3. advertising: .1.


At present, the public comment network mainly comprises income from advertising revenue in the restaurant. Among them, the ad is divided into three parts:. .


(1) restaurant search engine advertising revenue: taken with a normal search engine similar auction ads mode, press the number of hits on charges, not click is free of charge, but because its point, the price is higher, the minimum click price each time for $ 1.00.


(2) Web site advertising revenue: It launched a Web site banner ads, such as Google-like ads on the right are links to "new store opening" column text link advertising link advertising and electronic publications such as the four. .


However, taking into account its interference, the requirement for each page just a big banner, mainly invested in the search results page, view, click on the page and the page Shanghai Sub-station.


The right is the main link ads run on search results pages and restaurant information page. .


The new shop "column of text link advertising is targeted at the recently opened within six months of a scale or a characteristic restaurant, placed in various urban sub-station Home" new shop "column.


Electronic publications advertising links placed on site to registered members of the Bulletin on. .


(3) the restaurant guide "series of handbooks of advertising revenue: there is no restocking.


3. .2 Website production services:. .


This is the mass comment nets with its powerful industry influence extended from a service.


3. .3 "Restaurant Guide" series of manuals for sale:. .


It is expected that mainly the purchase object is a member of individual consumers, particularly in non-free. In addition, might also have some of the services purchased, as a service organization supporting manual distributed to clients.


This part of the model diagram below. .


4. review.


The above comment on the public network of information flow, effects of flow and cash flow model analysis, and finally get the site's current business model map, as follows. .


Following this model diagrams of various elements of doing some analysis:.


4. .1 Shanghai Han Tao company: it is the protagonist of this model. Their work are:. .


ZSurvey. .com website background system development and maintenance, including information systems, commented the restaurant management system, restaurant search engine system, member management system, BBS systems, etc.;.


Restaurant basic information collection and entry work;. .


Cooperation with the Member Web site, a small amount of cooperation with the traditional media; negotiations.


"Restaurant Guide" system manual published;. .


For the restaurant industry's advertising sales and a small amount of Web design services, etc..


4. .2 Public comment Web: It is a core part of this model. Its status as follows:. .


Marries Member friends and restaurants, the formation of distinct attention "netizens" and "industry influence" of these two effects;.


With the major sites, traditional media cooperation, expanding the two effects;. .


Through the Web site advertising, restaurant search engine advertising is the "attention" and "impact" into cash flow.


4. .3 Restaurant search engine: it is the network of public comment an important part of its business model in the position as follows:. .


Is a repository of user interface so that users in a flood of information search destination restaurants become much more convenient, it is the most important site features;.


Cooperation with the main force and the vanguard of Web site;. .


Through its various advertising, "attention" and "impact" into cash flow.


4. .4 Member User: member is the value of this site. .


(1) member of friends in the Web site in the following services:.


Web site gives members a free restaurant reviews published in the space;. .


Users can search for restaurants in the site, and see others ' comments, relative; comprehensive understanding of the restaurant.


Users with similar interests are social in BBS forums. .


(2) members of the users to your Web site, provide the following value:.


Comment a lot of restaurant information, which is the site most characteristic one of the core information;. .


Dispersed restaurant information input, a group of people high; firewood flame.


Formed under high flow "attention economy", such as advertising value. .


4. .5 restaurant: the restaurant is a site of information objects, including the basic introductory information and user comments Info:.


(1) restaurant site available in the following values:. .


Restaurant information into the website information, restaurant, the equivalent of a promotional channel, you can even advertise on the site;.


User Comments received, equivalent to 3 parties to provide feedback, a good deal is a good way to understand customer needs;. .


Restaurant information are likely to enter the traditional media, the restaurant guide "series of handbooks, social effect is extremely well;.


Some restaurants also rely on the popular site, producing promotional website, have a multiplier effect. .


(2) restaurant need to talk to the local Web site is offered to enter the basic information, accept comments on the net.


4. .6 "Restaurant Guide" series manual: it played in the whole business model is as follows function:. .


Is the line of value-added information online and then publish to the benefit of expanded site "netizens attention" and "industry influence" effect, this is a strategic;.


Through its ads and brochures its sales, will "focus" and "influence" into cash flow. .


4. cooperation Web site: .7.


It is in the public comment website is an extension of the Internet, play in the entire business model to expand network of public comment "netizens attention" and "industry influence" effect of the role;. .


Expand the Web sites of the Internet industry influence, to establish and consolidate its restaurant comment nets leader position is very important, and may be substantially to improve competitiveness.


4. .8 Traditional media:. .


It is the mass comment nets of information in the media sector, to expand the influence of Web site information is very important in the industry.


Third, analysis of the current business model. .


1. positioning analysis.


1. .1 Your industry: restaurant industry. The industry has the following features:. .


First of all, food is a basic human needs, the city's food and beverage services sector is a significant industry, which shows the market space can also;.


Second, the restaurant is not a monopoly, and the geographical distribution is more scattered, so have the needs of building a database search, but also can play a space-time compression characteristics of the Internet;. .


People-restaurant have to comment on consumption habits;.


Currently this area has not known of the sites, a greater chance. .


1. .2 main service: restaurant search engine, net of third-party comments, value-added information publishing.


Said earlier, the restaurant search engine is now the site is currently the most important means of product and profitability;. .


Users of third-party comments on the one hand, the site offers special services to attract Internet users, on the other hand the information site for information on dynamic operational;.


Value-added information can be released to expand the main site of impact. .


1. Web site features: user .3 third party comments.


Comments networks such as the public is given a theme to encourage people to comment on the mode of third parties, in fact, now the network with Chiang Kai-shek heat Blog, WIKI and so there is a large degree of similarity, that is - they are micro-content (Micro Content ). Each micro-content itself are extremely weak, they're like sand, water droplets, each small; but who can ignore the composition of the desert by them, what about? This is the aggregation of power. Blog aggregation, as is becoming a challenge to traditional media and publishing industry on the emerging forces, aggregation of third-party review will certainly be a powerful form their own opinion, the media power.。.


Net public comment in this process played a role of a platform, on the one hand aggregate of the numbers of visitors in the restaurant of their comments on the database, on the other hand search engine through its restaurant, "Restaurant Guide" series of handbooks and co-site media channels, will they go through the aggregation of information release. From this perspective, the site has become a media. .


(The birth of each new things always encounter the traditional forces boycott. The mass comment nets such third-party comments mode just to end, they fell foul of the lawsuit, is one of the comments that wrong restaurant "violations of the right" to court. ） 。.


2. . Promotion Model. .


The Internet economy first principle is that the principle of "people", so the website promotion on the Web site operations is critical to success.


2. .1 Extension model at this stage: you can see from the above analysis, public comment at this stage the main network model of promoting these:. .


Viral propagation methods: website encourages members to a friend recommended a viral dissemination; promotion.


Web collaboration: through the restaurant search engine, Channel CP, etc., with other sites to cooperate to achieve the purpose of promotion;. .


Search engines: Google, Baidu site in major search engines to log on;.


"Restaurant Guide" series of handbooks: the above-mentioned methods are conducted online, and this is the line of. .


2. promote improvement .1 mode:..


From the development point of view, the promotion of public comment network model is quite successful. In addition, I also thought of some of the time, are listed below, we want to explore new ideas serve as a stimulus:. .


Site name: Chinese name "mass comment nets" very good, but the domain name ".com", zSurvey. very general. The word "Survey" are commonly used, but it is not commonly used in the country, know that this word needs to have a certain level; in addition, beginning with the letter "z" named in foreign countries is relatively popular (such as the United States earlier well-known PIM website ".com" and its zCentral. "zKey" tools, "Amazon zShop" technology, etc.), but in domestic or rarely seen. . .


The role of traditional media: to be strengthened because of the traditional food of the restaurant, traditional media and the impact of potential members are still higher than the network media. The current Web site in cooperation with the traditional media is still relatively small, as if only the newspaper company in Shanghai, and information output is not annotated Web site any information (an example page), so that only the expansion of the industry's influence has some help, but to help Internet users increased attention. The following improvements: suggest.


To expand areas of cooperation: such as various newspapers and magazines, television, mobile TV (including BUS, metro and buildings in the advertising and television), as far as possible into the daily lives of people view;. .


Improved cooperation form: according to media features to produce value-added information (apart from text, pictures, and videos), periodic media published a series or column;.


The most important thing, showing the brand site, the information should at least indicate the source (estimated site also must hope so because now there may be difficulties). .


Website promotion orientation to further clarify: for example, are now at the food and beverage industry, beverage industry, and develop a clear and appropriate publicity slogans and keywords, a comprehensive search engine optimization Web site; or to highlight the "comments" feature of this Web site. If Google with "gourmet" or "comment" as a keyword search, the mass comment nets and not on the first page, this is very negative.


Strengthen the role of viral: site now is encouraging their members to friends, but remained at the stage of introduction sites, not on the register were enhanced. Recommendation: Award a certain way and the site registered members tell their friends, while aspiring to registered members of the multi-comment incentives. .


3. analysis of the profit model.


As we all know, real profitability of a site operator to judge the success of one of the most important criteria, I am the most mature of the domestic Internet profit models had some rough analysis. .


3. profit model: .1 this stage through the front of the mass comment nets earnings situation analysis, the site actually adopted following a:.


Search engine model: public comment web site is now almost the whole of this model are around, such as cooperation with the major Web search engine promotion model, of course, is also a search engine of profit model, there are the typical auction advertising model, per-click charges. This is a very sophisticated model, operations can be very healthy. .


Website advertising: this mode is it search engine advertising, website advertising. As mentioned before, the mass comment nets used Web site banner ads, links, advertising, new shop "column of text link advertising and electronic publications advertising links, etc. several forms.


Go offline by the Internet: the publication of "Restaurant Guide" series of manuals. This model with Ctrip go offline by the online booking telephone booking, 51job by the online recruitment information to the publication of "future recruitment feature page" section has the same purpose. .


Enterprise Services: this mode in the cold to that year. .com, the site was also not found message this straw before quite hot fried, then many companies have established .com.. .net Web site, it can be said that the .com .NET., sport, business, including Enterprise website customization services, B2B e-commerce, etc. The mass comment nets currently provide this service for enterprise Web site customization.


3. .2 May consider increasing the profitability model: a comment line above the public are quite robust profit model, the cost of investment and operational risk are relatively small. Now I will mention a few recommendations, we consider to see if possible:. .


SMS Mobile VAS: Although now move vigorously rectify SP market, leading mobile value-added SMS no longer become Internet business growth point, but after all, the market is already very mature, and restaurant information does have mobile access needs, so as long as the business is good, or can be used as a stable source of income. Of course, because the SP qualification application now has been very difficult, can be considered as cooperating with the other SP CP (seems to be its partner city website is a SP, do not know whether the present cooperation is already the case).


E: You can take a reasonable form, such as restaurants and other discount coupons for distribution can also be considered the same issue as Ctrip member cards, restaurant bookings. Expected to carry out this business would be more trouble, after all, catering information itself is also far below the level of aviation, not hotels and guesthouses; but once the successful operation, I believe that profits will be considerable, because the food industry than the overall market both aviation and hotel industry Great. .


4. Web site development forecasts.


1. The immediate future. .


The mass comment nets current business models, that is, in the above description of the positioning, promotion, profitable, and so the framework seems to be doing well. Here are my predictions coming to do:.


Formation of various sub-stations, expanding geographical coverage, from the current expansion of several large cities to the provinces, key cities, and even secondary and tertiary cities;. .


Web site to increase online photos of food-like features such as picture upload;.


To provide mobile value-added services, which may require the cooperation partners;. .


Expanding cooperation with traditional media, as I mentioned before;.


Try e-commerce business. .


This work is expected to become the focus of its 05 06 years later, but I hate the mass comment nets might have the following two directions: one is rooted in restaurants as deep as the vertical Portal catering industry; the second is out of the restaurant industry, around the "third party comments" this feature to other areas of development.


2. Food Vertical Portal. .


I don't know very much about restaurants here, simply say their own speculation.


If this is the direction of the public comment nets around the "attention" and "industry influence," these two effects, providing a complete set of public services and business services for the industry, and due to extended to all aspects of the catering industry , such as restaurants, food, basket, or even kitchen utensils, cooking training. I drew a picture, see here. .


However, if you go in this direction, there are the following issues:.


Operation is extremely difficult, than travel, human and financial difficulties were greater vertical industries;. .


"Mass comment nets" the name on the service industry is not very appropriate, need to be renamed: p;.


Shanghai Han Tao beyond the scope of services the company ICP license, need to modify (the ICP certificate requirement that Internet content does not contain information). .


3. third-party comment nets.


If the public comment out of the restaurant industry, network circles, it may be around "user-driven network" to this definition may be extended to other areas. If so, the original accumulation of the "attention effect" and became a member of a large site of its core competencies, "the industry's influence" effect will be just a by-product. .


In addition to the restaurant, the website most likely to identify areas? my analysis found that there are two directions: daily life direction and the direction of travel.


3. .1 Daily direction: in this direction involved in many areas, can be related to clothing, food, housing, transportation and other aspects, even the daily needs of each product, which is its advantages. But its drawback is that each of these areas the demand for third-party reviews are relatively small, less obvious than food. .


3. .2 travel direction: the direction relate mainly to eat in the travel, housing, transportation, travel and entertainment purchases, the six elements that will narrow the field, but the advantage is to comment on the requirements, such as hotels, attractions, shopping may become the focus of the review.


I personally think that these two directions are possible, or even can, as to what will be the first to enter after dining areas, depend on two factors:. .


Current member needs, daily direction needs or the needs of the direction of travel; more.


Public comment network management team of industry experience, which is more suitable direction. .


In the present case, the mass comment nets "third-party comment nets" in this direction by the likelihood for two reasons:.


Internal decision-making from the company read: ICP license their content on the site has been clear is primarily Shenghuo 类 and entertainment services like Internet, electronic bulletin board services, while non-Internet news services; another name on its website, "commented the public network" is also some indication of this;. .


This time it is a Shanghai restaurant in the grounds of infringement of right to this Court by the media as one of the "third party comments" the Xinhua NET, the people's network and a Shanghai TV station reports on, out of a wave. No matter may, on the mass comment nets's reputation is a facilitating role in this process, and the "third party comments have been media reports, this is the mass comment nets of intangible assets (even if we lose, netizens still support website, or even loyalty is the industry's influence will be some loss).


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Http://my. .donews. .com/jowa/as Subversion consulting industry only perform programmes do leaders before China CEO BearingPoint has left the industry join private enterprise juneyao group has more than two years, the chance to see him 04 a lecture, or can bring us a lot of touches, now posts up let everyone share the voice of the industry guru.


Time: at 18 o'clock on the May 15, 2004. .


Location: Zhangjiang Hi-Tech Park.


Moderator: Associate Dean of Management, Fudan University Professor Lu Xiongwen. .


BearingPoint management consulting company, Senior Vice President, great China CEO Huang Hui speaker: BearingPoint management consulting company, Senior Vice President, great China CEO Dr. Huang Hui.


Theme: Companies need leadership or management. .


Moderator:.


Students, Good evening! MasterCard our time management guru Forum held in Zhangjiang Hi-Tech Park. Our theme this time is "necessary leadership or management company." EMBA in terms of our problem is too simple to us at the end of the last course, discuss this issue seems a bit outdated, seems too superficial. However, the issue for us in the future in business leadership and management of people is very important. The core idea of our EMBA program is to train a generation of industry leaders, so we very much hope, but also very focused on our students in leadership give some help, support and upgrade.。 Today, our guest speaker is a global management consulting firm BearingPoint Senior Vice President, great China CEO Dr. Huang Hui.


Before the burst, a media think of us in Guangzhou to do an interview with the school, they have a feature called "born of 60 years," Dr. Huang Hui was also born in 60 BC, was born 60 years are special, this generation has witnessed the China's transformation. So, he graduated from the University of Hong Kong early, and then to study in Germany, University of Bonn in Germany have access to Department of Applied Mathematics and Computer Science Master. He then joined Price Waterhouse as a senior consulting manager for Mercedes-Benz, Shell, many companies provide counseling program. In 1996 he became responsible for KPMG's operations in Japan.。 Dr. Huang Hui team have a lot of famous multinational companies, including Siemens, Motorola, Sony, sharp, L'Oreal, and so on. Since 2001, Dr. Huang Hui to his vision to persuade the company decision-makers to develop the Chinese market, China has done a lot of inputs. In 2002 he led the company's successful acquisition by Arthur Andersen in China and Hong Kong's consulting business. 2002 Shanghai Zhangjiang, then establish BearingPoint's Development Centre, his actively expanding team. The last time he told me staff recruitment scheme is 1 thousand, to June this year, I don't know if there is not complete. . .


Dr. Huang Hui in the Chinese market has a long-term cooperation plans, but also because of this, he pays great attention to recruitment in China, talent development and university relations of cooperation, in a variety of ways to manage our Fudan education support. Last year he was invited to lecture us to do it Fudan University, the last audience consists mainly of MBA students, and this year is our EMBA students, to share his insight, as well as the management of his experience, his long-term observation of China's problems with his thoughts. Below we have invited Huang Hui lecture Dr. do for us.


Huang Hui:. .


Good evening everybody, thank you very much for Lu, this opportunity, I am also very pleased to come back to Fudan University. Remember the last time the Fudan University, I also said at the time of the feelings, because I am a graduate of the University, and later learned to Shanghai Tongji University, Fudan University for a year in the US, is a very recommendable. Very glad this opportunity again to Fudan University and we do an Exchange. Tonight, I also have land, and communication, we talked about some of the topics, the final decision or the topics on the enterprise leadership.


From a business management point of view, he is involved in the management of a very wide, but if we sum up the past 20 years of successful business management in the Western experience, including experience in domestic and so, may we hear a lot of variety vocabulary, including management, professional managers, business leaders or entrepreneurs, etc. various concepts. This year I want to take this time to talk about the views of business leaders. What is the business leaders in the end? . .


Impressed me was 96 years, I'm from Germany, go to Tokyo, Tokyo business management at KPMG, I visited a famous company's Chief Executive Officer. We do advice starting topic always organizational structures and strategies. I asked him the first problem is the organizational structure, these areas are discussed with him. O Mr. gave me a very deep, in a Word, a sentence, he said that companies like ours, informal organizational structure is the most important. That is not visible to the organizational structure is the most important. What does this mean in my career, I've been thinking and experience. . I am the last in 2078 the understanding of this issue is to keep up talk to you tonight, what is leadership, what is the business leaders. .


This evening and to share in three phases. One of our common to explore, in the business management process, we learned a lot, there are also a lot of discussion. But as we explore these regardless of the organizational structure, processes, or corporate governance structure, and so on, these issues could effectively address a modern enterprises are facing the problem, that is, the entire enterprise operation process or management process, the contradictions.


First, each company must have an excellent innovation. These innovations can be developed innovations in research, it can be business management innovation, could be all sorts of innovation. We do good business, most innovative companies are also the most destructive business. But why have many companies to promote innovation, and finally to no avail. We look at several companies, see IBM, Philips, Sony, Intel Corporation. They feature very clear. Their patent application in 1000 or so, and even far more than 1000. Therefore, the intensity of his great innovation.。 Why is this phenomenon? because many large enterprises have many innovations, but he would not be compromised. Is innovation, design a lot of patents, the patent last not to provide a value, then the patent is a patent, for customers to create these enterprises do not have any value. Therefore, from the creation and destruction of these two angles, good company he was innovative at the same time, he has a mechanism to ensure that the entire innovation process, this innovative mechanism has effectively destroyed. . .


Second, what should be built around innovation. In the 1990s there was a very good example, as we all know that the world top 500, use the shortest possible time from start-up to 500 company, is the original Compaq, computer industry companies. From pioneering work to enter 500 experienced seven and a half years. Compaq development have been very good, in 1997, Compaq was rated the best in the world management company and the company in the early 1990s, desktop sales far in excess of the IBM technical innovation, because he is very fast. At first, it often and market share, understand customer needs. . While innovation should be a very effective mechanism to ensure effective allocation of resources, and encourage innovation. Another aspect is also important, is to face the customer innovation. .


Another example as we all know, the United States of Xerox Corporation. The United States in the southern part of Xerox in San Francisco has one of the world's most advanced research center, and today it almost all the products are invented by Xerox. Today's desktops, was originally the first model is Xerox Research. Today's Internet, the network adapter is also invented by Xerox. There are today's Microsoft interface, the earliest were invented by Xerox. If Xerox has good vision in this market has a very good understanding, he would control the entire IT industry, but he didn't. . .


Second, each of the transnational corporations, in particular, the number of listed companies have to face the Wall Street Journal. Wall Street is very cruel. Wall Street interests? we all have a concept, the company is in the interests of the shareholders, but Wall Street didn't to the interests of shareholders, Wall Street is the effect of its own. Where Wall Street's impact, each listed companies, like Wall Street analysts in and talk to you when there are several issues you must answer. Its a very simple question, as a company, a company or a multinational corporation how do you make money, is your business model. . The third issue, a company like you are everywhere, how do you control your company. Wall Street's influence that virtually all of the listed company, has an almost similar management structure. When to implement a global marketing strategy, he has an organization structure can be pushed to the whole country, as well as its human resources management strategy is so. BearingPoint is the case. In fact, over the past 20 years of economic globalization, the least affected by globalization is the market, no matter to what extent globalization process, to date, and even the next ten or twenty years, the market is always localized market , that is, clients are local clients.


Third, when we first talked about organizational structure and corporate value creation. Organization of services for corporate strategy, organizational structure, value creation is supported, in the course of our operation, every business has a visible structure. However, the Chinese economy over the past two years including the past decade, many examples show, the organizational structure itself can not create sufficient value, or does not create value. I remember last year after SARS, and several leading domestic mobile phone manufacturers to communicate with. We were to instill a concept of these mobile phone makers, say that our domestic mobile phone market has matured, and that the power has been much the buyer.。 Last year, and several handset Manager for Exchange, we recommended that the entire marketing department, system integration, anyway, the market reaction to shorten two weeks or less. That is to say two weeks you have parts, production according to market needs, and then supply to the market. At that time, the company's CEO said, we do not have this need. Good vendor response time is four weeks, in six weeks. Domestic mobile phone manufacturers are at a loss, the reason is that inventory backlog, our comprehensive loss for the mobile phone industry. These companies do not have the organizational structure in accordance with market demand, in accordance with the needs of value creation is very good. . But there are many companies did not do, because there is no established organizational structure. Last year we built the company's expert development center, the need for a full-service support. We found a large enterprise, its leaders said, because a large volume of our large customers to do as they gave me the quote was three weeks. The functions of the organization is not well integrated together to create business value for this service. Therefore, both models are very consistent with the concept of the surface is a very conflict concept. .


Fourth, the corporate culture and Enterprise globalization. In fact, enterprise culture and ethnic cultures have great relevance. Whether it's corporate culture or ethnic culture, culture itself is a reminder or promote thinking tools. However, in the process of globalization, as well as national exchanges, culture has become very numb. Like a narcotic, to other cultures. Recently, there have been a very good example to illustrate this point. German car company, is the world's second largest automotive company, now completely reorganized its development strategy in Asia. Why? corporate culture with the region's culture, cultural conflicts around the world are very large. . These are a process of cultural globalization. We also see that many institutions, although up to now do very well, as the world's Fund, World Bank, but they are up, these are global companies. However, the globalization of conflict to a regional culture is very powerful. A typical example here is that in February 1996 I am from Germany to Japan, when the progress of globalization has been for several years. However, up to 96 years, not a Japanese bank is willing to give me a credit card, the result I had to pick up Citi credit card. And while a variety of U.S. companies conduct business in Japan for some time, but the U.S. company has not really into the Japanese market.。 But in fact this is a living cultural issues.


Fifth, the whole process of business management, corporate governance and business governance structure of many companies presented a great challenge. We know that every country, a region of the corporate governance structure is different, not the same emphasis. U.S. corporate governance structure representative of the rights of all gave chief executive, once a quarter, so on behalf of interests, monitoring of the CEO. Represented by Germany, and more emphasis on provision for decision-making, and staff involved in this governance structure. That all staff should monitor the University, president of only two votes to make decisions, one-third of the staff representatives, one third of the board of supervisors the right to vote.。 China's corporate governance structure of the industry. As a global management of multinational companies faced in different parts of the corporate governance structure of the conflict. This conflict in some countries and places very serious. For example, in Germany, if you are a multinational corporation, without the consent of the employee, any employee data, as well as his name, his address and phone number will not be able to transfer to the United States, the global multinational companies control a big obstacle.


Sixth, the existing competition, the actual situation, and we should be in the competition process to achieve a state. Now many companies are chasing the competition between the type of competition, price cuts me your price cut, you do what I do, the results will suffer. To develop competitive advantage, MBA and EMBA programs have on the competitive advantage. Nature of competitive strategy is to participate in the competition is to avoid the competitive nature, this is the basic content of competition theory. What is the fundamental competition, not to compete, this is the best competition, to achieve win-win situation. But many companies are not. See our domestic appliance industry, the mobile phone industry.。 China's entrepreneurs, enterprises have seen a lot of competition in the book, go to MBA and EMBA, why not go in the practice of creating a competitive strategy. A differentiated competitive strategy is difficult to imitate, you can leave a lasting competitive advantage. If every enterprise executives, only fulfill enterprise's management functions vested in him, that this company is not big. This can be done successfully, the next year. Therefore, we like to go to boot, this organizational structure, build a clone of the Organization, leading the development of the enterprise to become every outstanding enterprises must do. . We have done some business management instructions, effective organizational structure can solve the organization itself, regardless of today, what your business model is based on the management of the most important thing that can truly invisible than others to achieve organizational . What is the invisible organization, this is leadership. .


We say that the boot or leadership, leadership is not a management gives you this environment and system, this is the management functions. Enterprise lets you sell, you have the right to be responsible for sales, management, the marketing is to manage this. But leadership beyond the bounds of the control. Leadership is an ideal, he is not a tangible organizational structure gives his ability. He can not see things, while helping the team complete the team itself cannot do everything, this is the influence. We take a look at the business management process in a number of problems and conflicts, as well as some excellent reasons to maintain performance is managed properly. . Each year his efforts through his organization, a horizontal process, involving research and development, related to procurement, related to the production and sale of hard-line to complete the annual requirement is that the cost of vehicle to fall 30%. Every year he achieved. Not a single department to manage the cost of design, he is a virtual team to do the. Organizations do not give him the team did not give him more about the orientation, but this in the whole company, is a virtual horizontal things done. .


In the 1990s in many enterprises, especially enterprise products, including the computer industry, offices, trade have to be done. To date, there is no service success. We take a look at an industry that is a printer, you put the Xerox comparison with Canon Inc., Canon special service in the United States, while at the same time do occupy the high-end printer market, Xerox-dominated market. Companies can rely on is an invisible structure. . So, is now business, we can be a lot of books and many courses go to school to organizational behavior, organizational learning all aspects of good and bad. However, you company in the back inside, we will be very deep understanding that no single organization can solve the problems of modern enterprise management, can not be resolved. Each organization is creating new problems. From the macro structure, the structure of such a division, business unit structure, and many companies are using business unit structure, Panasonic is the structure of division, why General Electric's business unit structure will always continue to improve it, and why is also a reason.。 It is possible to have as GE company more than 20 GE Division, the company had more than the market value of each business unit summary, this company will demonstrate his invisible management, horizontal management creates value. This is not only as our domestic companies listed on the stock market opened, get more money. Good company, as a result of his landscape management, rich product portfolio and improve his competitiveness, improve his pricing levels, thus creating greater value. How to reach this value, no single organization can do that. In the past, the late 1980s, early 1990s, almost every company all failed. . This is leadership. .


I want to share is in a leading enterprise in some experiences. Now, business leaders, as is a large company, a multinational enterprise leadership challenge now, in which are reflected in the quality requirements for leadership. Each of the leadership style of leadership, not this person speak loud, hard is the good leadership. As the leading requirements have become very diversified. My own personal feelings. Then we go to college without the concept of enterprise management, student, studied mathematics and computer science in these areas, there is no management professional. . Europe has a set of Leadership Style, including the leadership team of the process, as well as how assessment team, including how the team everyone with an agreement to Dacheng, what kind of leadership to lead the most effective area is much more than guidance or counseling or more support, both the European and American leadership. 96 years when I went to Japan, the first year is very difficult, you and your staff to do an evaluation to assess the ability of the staff how kind, how kind of his enthusiasm, his self-confidence how, no way this process carry This is your culture. The consulting market in Japan is 94 years started rising rapidly.。 Therefore, in the first year, then quickly made a challenge, we're not talking about Western management concepts and leading the way, nothing to talk about, we begin a good business that makes the whole company Executive has the confidence to let him go from actual business saw a vision of where the market potential, where we have the whole way. Including the us to Japan to do consulting, advisory tools all adjustments. Another example consulting company in the client side, for customers to do the design, strategy, there are a number of means, brainstorm. . However, to Japan simply does not work. First, let each of the senior management of the thoughts that can be amended, but let him explain a large crowd of his viewers and ideas, almost everyone can do. At that time we have these things changed, as the daily work pattern. Later we changed to each of the paper have been written, but do not do instructions. Note After you know the idea is he out, waiting time to comment very taboo, Chinese is the same, that is afraid to offend him. In writing before we do a lot of brain oscillations, or brainstorming work to ensure that they can think of a variety of ideas, and then write on paper.。 You to a different place, your management style, and so on are all we have to change. And not only to different cultures, and may in the cultural differences between enterprises is very large. Therefore, the leadership of flexible. In the domestic US leadership training, so that's not some cured led mode. I think this is an area on the enterprise leadership is important.


The second individual will, that in any culture, the command can not be productive. We can have this feeling, the United States is a strong company culture, from top to bottom, president saying a word, we act in accordance with said did as president is not actually too so the. Command under the president can not or have a variety of ways to say. Japanese culture, Japanese culture, this command immediately to do business together on the air, the atmosphere of co-ordination had a very negative impact. In China, more so than ever, under the leadership of the command, can find a way to do it.。 Every leading in modern management, you can to the enterprise, you can promote and implementation capacity.


Each company has a culture. However, we also see many businesses had a very good culture, because the leadership changed, the culture changed immediately. Corporate culture change very fast, not culture. The leading lip, the whole enterprise does not need a month's time would have become the case. Therefore, for a leader to really erected their own culture is very important. We and many domestic enterprises in the communication process, and his second level, third level of the communication process, faced with this problem. Management of many of our ideas, but also learn many foreign ideas, a lot of companies want to do.。 So many companies think that we are now in the top of a slogan, do not do it for a while. This is not possible to promote the enterprise's management. It may also be State-owned enterprises, is a huge challenge.


Each lead organization as a business has a physical location, the positioning, especially in domestic work very strict, very little of this in the U.S., and European companies have very little. European companies let you in, that your posts are good, you have to do anything, so you go play. Our company engaged in the more stringent is the job description, as a business leader, if the job description of our work has been constrained, then, can not create value in this business. In 2001 our company decided to develop business in China. At that time I did the leadership of the domestic foreign exchange of many. A U.S. company's leadership in the domestic division is the hardest, most thankless.。 Why? a relatively long history of history, he has a full set of management, a comprehensive set of products, the company headquarters to your expectations, you are in the business expansion in China, according to the headquarters of the product, in accordance with the headquarters. However, China and the United States, and the West is very different. You are in China to stay longer, you will not believe your multinational companies can develop in China. Our consulting company, a product of the company, to make it more difficult. . We should have the training mode, the customer service model, and our solutions, is a company's products, we let the headquarters agree that we do in accordance with this model. Do today, or even every time we come, when president, believe that our Chinese company, in the management of our headquarters and the world than to better innovation. That is, inside a company or a department in a company which, no matter what company you are given a function. But do you want to succeed in this business, giving you the sure done well. .


. We see that many domestic enterprises, particularly the leadership of a good school, how one aspect of pricing, leading to spend two to three weeks to get all the details have to do through, this is a good spirit, this process must not forget that you still must distillation of your knowledge, so that while you do not unrealistic, but also has a better structure. Spotted your target, can be simple and effective implementation of your strategy, it is very important. Many problems in the implementation process may, in the course of coming out, you can not predetermine these problems can only be resolved in the implementation process. To do so up to be more effective. .


Therefore, these people do an Exchange. On a business, marketing VP, VP of marketing is certainly good, but to truly designed for the development of the enterprise to create value, the company developed into a first-class enterprise, we have to do far more than this. So I want to do, would like to play a leadership in the enterprise, that is a hard thing to do. As a leader in itself, but also to overcome the many human nature itself has problems, it is very hard to be a leader, throughout the process, as one leader also maintains a very good very balanced attitude to meet the challenge.


Finally, I would like to give you a word, and encourage one another. That is good management, to maintain the survival of an enterprise, but the real business is through the outstanding leadership to create first-class enterprise. Thank you. .


Q & A 。.


Question: I want to ask a question, just talked about leadership based on integrity, I would like to ask the teacher to further explain the interpretation. .


Huang Hui:.


We in the United States company which will often say a word, or represent a concept, that is: For example, I was president, no one mentioned the different views, that the vice president has no value. And often inside a company, such as opening a business management meetings every time, do not have heated discussions, we are all very kind, and everything is going well, sometimes creating the impression that this is a good business, In fact, the company covered up a lot of problems.. So we see that many enterprises, especially small and medium enterprises, their business leaders as if nothing, you say this is good or bad, are often very good, because the problem had been concealed. .


Question: did you say the phone, you mentioned that many mobile phone, two weeks is a quick market. Mobile phone to innovation must have cost, that does not meet specific why this happen in a week, without counting the cost. If they reflect their costs by contrast, they can compete in the marketplace advantages.


Huang Hui:. .


If you look at the past year, the financial statements of our mobile phone manufacturers will be able to see, his cost is out of the inventory of depreciation. . So you reflect on the market faster, and now companies can do good for a week. Is quickly reflected in your market, what I do in this production plan on Friday, next Friday in order to store the phone, then my analysis on a small lot. The market price analysis, there is a stock analysis. Market is not necessary, do not produce, the market is not necessary I do not book for this production of spare parts needed. There are a lot of the retailers value. Each week, because you can supply, storage vendors do not have a lot of storage products.。.


Question: Are these reasons they should understand, but why not. .


Huang Hui: we asked this question last year, several chiefs on their common understanding is not necessary to do..


Question: Do you have a little talk about the issues related to the maturity of a market problem. Developer of the Chinese market, he reflected on the market rate is not so fast. Another point is that the makers did not need so many in this market reflects the pace.。.


Hui Huang: In the past decade, many multinational companies in supply chain management has done a lot of work. In the early 90s when we do supply chain management, we do predict one aspect of the market, we called the need to forecast. To 96 years, almost all multinational corporations, their understanding of the market is unpredictable markets, including China, is the case. Last year we discussed with these companies when they say that in China do not know what will happen the following production plan does not do anything, also can not predict, we are all that view.。.


Question: ask two questions, BearingPoint position is different, because this positioning different, of course, leadership is not in China, BearingPoint helped create such a state now. The second as consulting, advisory knowledge structure, China's enterprises to make a strategic of Jihua, with one million, two million, Jieshou of Chengdu what kind. .


Huang Hui: BearingPoint's predecessor is the KPMG, he said in our five major audit and management consulting company which is very famous. Former KPMG almost to every market, KPMG is final, PricewaterhouseCoopers and Andersen's ranking, we come to China. At this time, we also look at the Chinese market, today we also talked about, and we in the Chinese market competition, we like to create a competitive advantage, how to participate in the draw system competition, or difficult to imitate, this competition is on the one hand. . Also based on the positioning, adjusting a set of strategies, and our staff structure. We have three years of the Greater China region several foreigners, is responsible for part of the business, in making this decision after all of them back, including the development of our personnel structure. On the one hand we have the BearingPoint management team in China are Chinese, this is one.。 Now that's a very simple, a lot of large State-owned enterprises is the foundation of the management, why not say so. A lot of large State-owned enterprises, you ask the CEO of your enterprise's cash today, I'm sure 99% of the army for does not appear. Veterans week, two weeks, you can tell you that you ask him you believe do not believe that number, many people simply do not have to answer, and that is our management situation is like this. This kind of management status, it is not possible to support the internationalization of an enterprise. Our service model to our end-to-end service delivery model, we do strategic consulting, we focus on business consulting and IT consulting this angle. . McKinsey and other companies can imitate, but it's difficult. To do a purely strategic consulting company, his culture is completely different, this is the past, we see a series of problems at home, a traditional strategy consulting firm, he has a basic cultural, that I am a third party, as a third party view of customers, I more than you deep into this business, then we know the facts to make a different Chinese enterprises, perhaps your strategy very well, but because of the company's culture, as the company leadership, as the company's organizational structure and the underlying causes can not be implemented, so can not put your business consulting, IT consulting with the management of this area.。 Many foreign-funded enterprises, foreign investment advisory company, has in the past few years, referring to the commitment, if we say that three years look down, who truly committed, the entire market is seen very clearly. We are in China, as a consulting company, our annual investment in more than 20 million dollars, in manufacturing small digital child, but an advisory company is a very large number. Now we do nothing, only for our customers to do the project, we will call from abroad to 10% of the experts, so you can effectively take cash and local things together, but our entire management development is the development of local staff.


Question: I have such a problem is an old Chinese saying that reflects the highest state leaders. Often said that when this person left this post, it is often the beginning of the business decline. Some of the demand in China need to improve a business process and enterprise management. I would like to know is there a good management system will produce. .


Huang Hui: we Chinese are sometimes considered problem when compared to the extreme. On the one hand, we think business done well, is the owner of the enterprise, corporate leadership, done well, of course. But the boss is not good, it is not possible to do very well. On the other hand, a business he must have a structure that can be regulated with a governance structure, without this structure, the boss to go enterprise is done, two aspects should be complementary to each other. Now, for example, we see a lot of excellent, why he did in the past ten years, twenty years are doing very well, they chose as President, Chairman of the Board is very important, but he's governance structure is also very important. . You make a more intense competitive environment, such as in the United States, any president or CEO, he is not omnipotent, and sometimes more far-sighted executives, can see the vision to lead us, inspire us to go in this regard. Some executives are able to cut costs, some very competent in marketing. This look at the composition of the board of directors, in different stages of business, the board can recognize the leadership of enterprises, where the most important, we see many such examples.


Question: You mentioned the supply chain, I would like to ask two questions. BearingPoint itself as the supply of services, our so-called fourth party logistics. Professional in your supply chain logistics services to a very small difference here, or their standing in your own consulting company perspective, the comprehensive ability, what advantage. The second is that companies such as BearingPoint, to provide supply chain services, talent introduction, it was the professional or technical education, or from other places get the. .


. Our MBA students coming in, there are three months of training to help MBA students to gradually enter the field, the two aspects of the. .


Question: Hi Dr. WONG, my question is will you lecture topic. Today the question is very good, from a strategic point of access to an enterprise, is not it can understand, that is, an enterprise is not to say that the need for leadership, or management. In some enterprises in how to handle the leadership and management issues. The different stages, the focus will be both; leadership may be needed, and management in the early days was not so important, until he grows, the management of the components become increasingly heavy. The next lecture China also several local out excellent enterprise, such as Huawei, Haier, TCL. . My question is to Dr Wong you an international perspective, Europe and the United States, Japan, you have access to the world's best companies view China is now an excellent local business, how they handle this relationship between leadership and management. .


Huang Hui: you just said is important is not to say that management do not, and what is on this basis, further leadership capabilities for the enterprise to grow and have more value.


The second problem is the larger problem. TCL in March on our top of Economic Times on globalization and Dong-Sheng TCL have a dialogue, he is involved in very extensive, it is difficult to say. We all find it very difficult Haier, Haier brand we all know well, but as a business Haier how good he was in the end, how strong, I do a lot of people in the country and to exchange, I feel no one said out I do not know Mr Zhang said he can not come out. As a business information disclosed to the outside too few, including his business income we do not have a good grasp.。 From this perspective, it is very difficult to do any of the evaluation. Huawei is a very good company, he served as Chief visionary, Western management attaches great importance to the very keen. And management perspective, over the past few years later, in the technical content of this angle, the angle is included in the solution, and now all of us to follow up quickly. From this perspective, it should be said and other enterprises, distance, from a technical aspect, the enterprise backbone, the Huawei has done a lot. Because technology changes quickly, you are now in the US, from the local to the client terminal this philosophy, Huawei's success. . .


Question: I made two relate to the theme of this forum, enterprise needs leadership or management problems. The first question is in the process of giving us a speech referred to the first, and then the management paradox and leadership issues, is not it can be understood. We emphasize leadership can lead the way to solve the first paradox. A good leadership is addressing the management of the surface of some paradox itself more. The second issue, I would like to say that businesses need leadership or management may be more important is that, like you mentioned by BearingPoint in our ERP application, the country has a strong reputation. . We see that China's private enterprises in the development and growth, he also managed through a more intensive, weakening their personal, arising from the entrepreneur's entrepreneurial passion, weaken this passion, more emphasis on rational management. I think it was in the leadership of a more upper management level of things, is to determine the environment and business, to find a meeting point, the ability to judge what this means to do, is the top thing. This is not very important. .


Huang Hui: the first question should be so understood, many enterprises in China's enterprises to communicate with us, you will feel that companies manage discussion a lot. Today there is a problem, discussed the management model, the new management model and a new problem. Like the enterprise meet fundamental problems are relatively weak leaders. Today we say not management does not require that the management and administration must have, but a real job, manage alone is not enough.


The second problem is twofold. Now we see a lot of fast development of small private enterprises, many management models, methods of work have continued over the past leadership, or management. For example, including the sales department, why should a system, warehouse management I know, I make a phone call in the past will know, he put all told me, this management approach and working methods are similar. Cheng-tai like Wenzhou's quick, they are leading. This aspect is a need for improvement.。 This area a lot of private enterprises, including all the-establishment of a set of such structures. But you have to wait until the effect of completely from this family-run business hours is a long time. Effect on family, how to improve your organizational structure and management structure, this is a private enterprise need to solve a problem.


Question: Just now you are talking about BearingPoint to achieve leadership in the Chinese localization. I would like to ask you to lead the localization team, cultural differences may not appear like you 96 years to Japan the same. Example is the objections raised, is made in person or, as the Chinese made more tactful, how do you promote this culture, and how advocates raised objections. .


Huang Hui: Although we do business in China, our localization, localization of meaning is not to say that BearingPoint in China to become a full Chinese enterprises, including his management structure processes of organizational culture, we are a multinational corporation. The key is, how the company is excessive localized further new localization, this is three years ago, we decided to do localization, aware of the problem, that is where our bottom line, we will not achieve the company's culture is a 100% of the Chinese company, we have a bottom line, including our core values are the core values of our world. . .


Moderator:.


Thank you Dr. Huang Hui gave us a wonderful two-hour speech and communication. I think our EMBA students from our project soon, and time is very fast, 18 months ago to you, please come in, go now. We are doing this lecture is also hope that we can think. In fact, enterprises need leadership or management, Dr Wong's answer is to understand, I am still very confused down hear. Because this is to keep thinking, thinking, and continually go beyond the problem. Because when you think you want to manage, you think my leadership. When you want good leadership, you must have leadership.。 Today we see many Chinese enterprises are inadvertently dropped, we see that he did in fact very dangerous, already have problems. So, today we can see some examples of Chinese enterprises, they seem to be successful, but we went to see, from this point of view, is the leading-out problems or management problems, this is something we are very good, very soberly observation and thought. We hope that students like to have the EMBA more long-term view, for management, leadership issues in more depth, rather than the specific details of management, this will have a better growth.


Today, we are very grateful to Dr. Xie Huanghui share with us his thoughts, his experience. On behalf of our Zhengyuan Zhang presented a plaque to him, there is a little souvenir, a sense of Dr. Xie Huanghui visit our master site forum for our EMBA students to do such a wonderful speech. .


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Http://zybj2008. .bokee. .com/5349824. .html and management consulting company.


Guests Description: Popeye the Sailor, M, architectural graduate, has worked in government agencies, design institutes, enterprises and consulting firm known as civil servants, engineers, and senior HR and partners, and long-term external consultants engaged in the business business management training. Currently consulting firm located in Shanghai, a well-known consulting firm, companies are integrating the company the market projects and training resources, to promote sales of the current training model to the intermediate type of consulting service training model transition. Future goal is dedicated to external training institutions model innovation, the development of China's first generation of training outsourcing company. .


In the net: first of all thank the sailor has given us the opportunity to share and learn from your profile, we find that your professional experience is very rich in the civil service, technology, human resources and partners, may I ask you had career development planning, these professional experience what knowledge and experience.


Popeye: Thank you, concerned about the human network, I always thought that career planning is not able to advance the design and in many cases are constantly thinking and adjust them to find their place. Had to leave overstaffed government departments do not like the environment, from the technical to HR because they enjoy working with people, then go outside the company because they want to work in the market category, such changes are in the process of gradually understanding more deeply their repositioning. .


In the network: we know you are a partner of the consulting firm, is a true entrepreneur, your goal is committed to training and career development, I ask you why training industry, your current situation and trends in the training industry is how to see why choose business and your goals in life is the same?.


Popeye: I remember two years ago, there was a human network statistics, then the output value of the training industry has been the scale of the 200 billion and an annual growth rate of 30%, but the training industry is still a primary industry. Companies engaged in training small business, large number of "big market, small workshops," the phenomenon is very prominent. But the company is developing, the demand for training every year, the market much, but good companies do too much, more opportunities. .


As for why training. Can be explained by two aspects, one is based on their previous accumulation can innovate in the industry; an industry not mature, accumulation, so have the idea of personal development than in the mature industry more space.


Speaking personally, always thought he was the kind of hope that their value is in helping others achieve the kind of development which are, so training, advice or consultancy type work best for you, this is a little long-term thinking on their own ? . .


Why choose business, because I feel that the current training industry has entered a wrong, their own ideas in an existing environment, there is no way to achieve, and believe in the right direction, so less out of the realization of your ideas.


Human Network: envy this kind of experience sailor, early in the development of the industry, easy access, opportunities and more, the initial stage of the training market certainly has many problems, such as most training is currently focused on the market, and services for lecturers There are many places where not in place, truly understand the small business training company training, training institutions would you think the way out there, why? The current training market, what is the biggest problem, and why? . .


Popeye: perhaps the early stages of any industry are like this, maybe any lucrative industry are confusing, but the market demand is great, we need industry progress.


HR now see the external training company, in my eyes, is the implementation of company training programs, training in the entire value chain, at bottom, is training for the implementation of the link; but we all know, training is a systems engineering, training theme of Sheji, the determination of the content, Fang Shi's Xuanze and teachers of the screening, Xiao Guo's Zhuanhua and Pinggudoushi Zhijieyingxiang the last training objective has been achieved in the key, so in the current training Yunzuo background, training companies to do good is normal, All very lucky to do better. .


The market of all training company can be referred to as first generation training company, one of them is characterized mainly by lecturers and course, to simple promotional model as a key market means that these features early in the industry is very valuable, but when HR after 10 years of gradual growth became a professional knowledge training to accessibility is not interested in, such training company is still the same like 10 years ago does not grow, like in the marketing course.


Currently training industry innovation there are two types of innovation is the course content, but space is small, there is a transition to the Internet model, the training to do a simpler and more like consumer goods, for business, which is better profit model, but for customers, but what is the line to go onto the Internet, is of limited value. .


In fact, in my view, in the enterprise and the project company in the middle of the lack of a profession: training services of the consulting industry, including plan design, advisory, consultancy, process management, risk control, the effect of the conversion, and so on these functions, there's a to consolidate resources and advisory and risk control functions this is the training outsourcing industry, outsourcing companies or deceitful, do or project implementation companies, few really understand what training outsourcing.


When there is a body standing on the position of training manager to do when training services, consulting services, is the real, rather than sales and brokerage. .


In the network: training services of the consulting industry, is a new formulation, whether you understand it, is to build enterprise customers and training company, is actually a training platform for the enterprise to provide programmes for training companies provide training requirements so that the business of outsourcing agencies relative to typical personnel outsourcing agencies have those advantages, what conditions are required, thank you?.


Popeye: training services consulting industry, the market has not yet appeared, I was in the process of exploration. The first generation of the training market companies in transition in this direction is basically impossible, as almost need to do their previous pattern of disruptive change, too risky for them. .


Corporate training services, consulting firms have several innovations:.


1. . He studied management and enterprise training management diagnosis, and how reasonable training programs for service businesses in the developing training needs to maximize the intellectual support, can also be called the corporate external training manager or training 部. .


2. training services consulting company is defined as a consulting company, instead of selling the type of intermediary companies; his core values are the following: one is a consulting, plan design, a training package, and then select the appropriate subcontractor execute; there is also a feature is the training of risk control and supervision of the process; the last one is the effect of the conversion of external support and communications support.


3. .'s Position change, he actually similar to the engineering industry engineering consulting company, or called Party representative standing position of enterprise customers look at, I might be the first out of the training industry to train managers to "surrender" of the people, because and training manager position is the same, the same purpose, is concerned that the training is designed to be a problem, then their advice and services for its selection of project implementation agencies and individuals to do the most appropriate match. .


This agency is responsible for business customers only, is not responsible for the training company.


On the distinction between outsourcing and personnel, told me to think of it the previous week in conjunction with Shanghai Chi Ma Yi only the total line of human resources outsourcing remarks, they are doing and personnel outsourcing company. .


Personnel outsourcing including bills, pay, dismissal wages, benefits, pay, 4 gold for the residence law, Shanghai resident, and personnel outsourcing, labour arbitration Advisory and the agent service, these work in operation with basic, repetitive, the versatility of the characteristics that make it possible for outsourcing. Personnel outsourcing saving more is the labor cost, training outsourcing more professional costs.


Outsourcing the training function of the design and personnel outsourcing differ: Unlike make complicated matters outsourcing, training outsourcing is located in the external service providers to give specific performance more professional guidance to enterprise, including the HR does not good at some of the market functions of the peripherals, such as market resources, screening and selection, design and implementation of specific projects and so on. For example, HR will never be a better understanding of the external training company training in the industry, when there is a training company Training Manager position standing up when the selection of external resources, such training companies are training managers to be known as a strategic partner. .


Turning to the conditions, that is, at least in several ways to go in front of the train Manager: one is the training management, the training market, and then a communication consultant, finally, is the integration of resources.


The human network: You mentioned "When a training company Training Manager position standing up when the selection of external resources, such training company training managers really can be called a strategic partner." Training managers of training customers , to some extent contradictory stance, how to ensure that the training company in the selection of external resources, objective and fair then, is how the sailor look, thank you? Also, do you think the training institutions in the training outsourcing process should take what kind of role, and why? . .


Popeye:.


1, training services consulting firm is in itself should not have their own products, this will guarantee that the first third-party impartiality;. .


2, the company's founder, from training company, so the training market understanding than advantage; HR..


3, that the institutions themselves yes Tigong advisory services Er not sales model, so he is defined as doing business in the long term partner so Peixun by customers of the attention given level close to the pair of their own affairs to dealt with, lest, is a big loss When the cooperation is a community of interests when the two sides, the external company will be on the customer when God. .


4. Select an external resource, you do not want to replace the HR, but both sides work together to select, it will also avoid having their own subjective meaning, said, more is recommended, but even if the recommended standard is HR high, because he was more familiar with the training market.


5, training, outsourcing is the process of positioning the Advisory, resource selection, project planning, implementation monitoring, effectiveness conversion assistance. There is also a function of training, the training manager should be in the client in the professional front 这样 can lead the enterprise training for the better development, neither really work and the training manager for future development of effective external support. .


When an enterprise has grown its own construction mature enough, you don't need external support provided is too large, it is of such bodies in exiting.


The human network: You mentioned the training outsourcing projects include evaluation of training programs, would you risk for the training project is to look at? Training managers how to avoid? . .


Popeye: current training company or corporate training manager have training as a mode of course, this has led to the lecturer has very high position, in fact, we recognize the learning point of view, a training is good or bad, no matter the level of the trainers, the receipts are always limited. From the trainer development course, they are not mainly made to enterprise issues, more about systems and complete, instructing in actual operation after which there will always be remedied. So we should adjust the view of the training: training is a project instead of course; training is a process, rather than a lecturer is everything.


Training theory tells us: training to do good or bad, is a project, is also a resource to a process of internal curing. The direction of the most critical and should be based on what end, what you want to solve the problem, which increases the lack of knowledge, so that the concern is lack of training managers, but also was concerned about the good things in-house a large number of replication. .


Solution design, training, content determined that teachers of agitators, prior to the implementation of interactive, implementation guidance, the effect of the conversion, the conversion scenario design, measuring progress, as well as the sharing link.


Then we contrast the general pattern of the current operation of the training, trainer training feedback good or bad decision good or bad, in fact the ultimate goal of the training forward, that is no longer concerned about the training of the final results, but concerned about the implementation of training site. .


Hope to share with you a concept; training project risk management.


Separate from the corporate training program or design of the annual plan, the right training process is this: Needs - Needs Analysis - Course design - Training Division selection - select the form of training - Training Implementation - effect evaluation. .


Orientation is the key, in the form of tools, implementation is a very important aspect of the transformation, the assessment should be limited, this also is a lecturer of importance to all of the processes which.


Currently many companies, the number of HR topics for training courses simply to the training company been misled, it is still in China Juedabufen Fazhan stage companies, many of the management is not Wan Shan Du, Dang enterprise Mei You reach a Pingwenfazhan stage before the blind pursuit of training demand and supply of sophisticated unrealistic, so a number of HR programs should focus attention to the implementation of enterprise development strategies during the training ground, which should work with.。.


. .


Popeye: training for marketing to the boss, managers and employees, this view is questionable as now training institutions to take their own course to enterprise, is too subjective view each other's need is our own products.


In the present situation, HR is on the rise in the next decade than Qiye 发展 strategic partners were Gaodu, because now more concerned about the enterprise products, the market is service, not the human resources management, perfect; not denied HR is important, but sometimes we have to empathy: how to cope with the current business development strategy is supported by training to do the work we can do now, blindly neglect complaints boss HR resolving the issue. .


When you all of the work is based on the realistic needs of enterprise development, instead of copying the mature Enterprise so advanced experience, Enterprise boss and line manager to see what you are doing work of value, as a training manager should concern the enterprise's core value, through training to improve the performance of other sectors rather than asking them to participate in your training, so the service attitude is better than the idea of selling.


If the training institutions to promote programs and not always wishful to go or not to raise concern about the development of enterprise, when the two sides fail to reach the same position forever, the final results always be good or bad training manager, a man fighting. .


Training industry is a mess, because the right talent, but expect the consultant to do the training is not the reality, however, if the training manager for training companies, his concern would be the enterprise training objectives instead of the same marketing course.


Training as a tool to use much larger in scope than consulting; if the model through consultation delivery training services for enterprises, equivalent to two-tier tools together for the customers of the results will be much better. When you sell face to appear, you are always able to get deep inside the customer, training manager line manager is the case, the training company Training Manager as well. .


In the net: a sailor's analysis is right, I pushing, in fact, should be the more accurate it is marketing, and training to managers and employees, the boss was mainly refers to the concept of effective marketing training to our internal customers. As a sailor, training is a systematic project, if the usual training requirements, training, design, training, implementation and training evaluation of four steps, sailor present training manager in training of the fine, the four steps of those who can do better?.


Popeye: I have always thought that deep water training. .


Because in the enterprise, job training, not simply the planning and implementation of training, nor is it simple enough training functions; as a training manager, seriously going to focus on their core business and core value, so the training manager of knowledge and communication skills are a big challenge.


Turning to training management: training needs, training design, training implementation and evaluation of range of training in theory, but I always thought that the direction of what is most important, it is required training for managers with management diagnosis and issues into the training solution ability to program in this link needs to improve. .


A lot of attention in the course of the training, but after the end of the training is not a concern, a week after 50% can remember very simple reason that we have, in the schools you want to review, in order to complete the job, to answer questions, discuss, and are designed to absorb and Digest learned that training is the same.


I have access to the training manager among the training to the training after the second development of Henshao Neirong little, I Yue the secondary development of the content that's is to maximize the cure to the staff of Gongzuo them, not too Jia Zhi's can be directly discarded. .


Training to do four-level evaluation, it is a lot of teaching materials that we do so, but frankly, there is insufficient in itself to this theory, the process is only suitable for knowledge training, training as other properties, to training concerns the implementation of the training content conversion because of;.


1. . Trainer systematic pursuit of things too, but we are concerned about the practical purpose of learning. .


2. Trainer course development sources would aspects; its accumulated experience, peer teaching, various software integration, Web and publications, etc..


3. . We understand there are errors in training: training the most simplistic always hope, can bring on the use, right away, good results, as the training classes, in reality if not from the internal training, then it is difficult to achieve. .


So we need to put into scene design, specific to what applications work by department managers to assist in the implementation, training, and of course you are taking these things you are standing in the line manager's position was premised on the design, otherwise they will not cooperate with you.


Human networks: training effect is good or bad for more details of the training process, training, implementation is an important part of training, the sailor is able to share your training on how to implement refined management of it? . .


Popeye: actually this question in conjunction with different training topics for more targeted.


Training for implementation of the current view, we Geng Focus on Training De content Ben Shen, You Duo Shao and meet customer industries and specific requirements, training forms and scenes Duiyuchengshu topics of courses of 话, mostly consisting of trainers own design, the design of the training topic Keneng product line, from training to the consultation we design five kinds of forms, the more clear customer demand, the proportion of outside companies will be planning the design weaker. .


In General, the topics identified in the training content must be determined before the training and awareness, so that everyone with problems to training, training in the design of interactive games.


For some questions based on (not curriculum requirements) derived from the subject of training, training in the implementation of the plan may be more space, and includes scenes, form, content and tools. .


An example of how well: for example, a private company, in recent years, international, and foreign capital into 20 executives come to Shanghai to do training, topics are senior team integration. They have 20 people half Chinese and half from Singapore, need training in English. We design a one-day training, teacher background is born in Taiwan, where he grew up in Singapore, long-term in mainland China being now engaged in the business market, we settled on education wasn't his fame, his background, for a new understanding of cultural differences and practical experience. . .


In the network: training for enterprise is a long-term investment, it may take time to see the effect, or to 3, 5 years or even longer, visible, long, long-lasting and more systematic training for enterprises is essential. Sailors experienced corporate training manager and the advisory bodies, external advisory, would you believe that the development of small and medium-sized private enterprises in the training system construction difficulties where the solutions are there, why the last hope sailor and share it with your life vision.


Popeye: standing the entire enterprise market, the existing competition among the enterprises are in the Red Sea stage, including enterprises, R & D, product design, manufacturing costs, marketing, and service models have serious homogenization, so figure on the company's core demands very clear, is not only experienced with the run to fast, in the process of absorption of the road outside the Ying Yang, training is a good tool. .


Small and medium-sized private enterprises in a lot of the boss as the manpower cost instead of the resource, so I decided to many small businesses walk the long, of course, this is his own choice, the external advisory body has no obligation to educate their people as capital investments, because his biggest loss is from market punished.


We are more concerned with the business leaders have recognized the value of manpower and training, we can for him than the competition to do better. .


When it comes to vision, I hope that future training industry in Hollywood, all trainers and training projects are just an actor. Many teachers are reluctant to see customers, not just their content designed to find the right person to demonstrate it.


To integrate training industry dare not say, but I hope in the current training market is very confusing, customers can get through my channels clear and guaranteed service enough. .


Nearly 10 years to training it is not easy, and your hope is running ahead of the competition, this is easy, because it is good training company also rarely, although many of the larger; a walk in the front of the field of management training, how to put theory into practice, to really help the vast majority of Chinese enterprises in the development of the road go farther, and I dream of a lifetime.


Source: China Human Resources Development Network Case Channel Training and Development Science (http://www.. Chinahrd. .net / Zhi_sk / jt_page.. Asp? ArticleID = 130413). .


Comments (1) references (59) reading circle print award-winning report. edited.


There are three people in the world will not be jealous of your success: parents, school teachers and venture capitalists. .


Investors, these Gold Bond, and their friends might bring you at billions of dollars of investment. Personal circle, business business must approach. And the gold and money ' connections, it is closely linked to the connections of the circle.


A golf, Fu Chengyu, CNOOC's deputy general manager and a man wearing glasses and shook hands, then the two would converse in a relaxed swing of. .


The outside looks like a normal chat, but the achievements of CNOOC and American AIG Asia infrastructure investment fund's fate. CNOOC sought the listing for the first time after the failure of the AIG has ushered in a large investment of the Fund, and the principal is Yan yan, and now he has is a game rich in fund management company's principal partner.


Shortly thereafter, and Wei Liucheng experience with the first market failure traumatic Liu Erh Fei, swing apart, and Wei Liucheng also discuss the second listed CNOOC. Liu Erh Fei's role this time also by the CNOOC's financial adviser, Merrill Lynch became the head of the Chinese area. .


The green of the golf course is often hidden behind a larger force of capital. In Rod and ball occurs after the call, crash, a lot of things in this way a "pole hole" ….


This is not the leading CNOOC, but these often come and go in the course of the quasi-professional, professional financial "hunter" and golf courses is that they hunt the paddock. Different kinds of people in infested course, in addition to drawing near, everyone is different because of social status, were these professional financial "hunter" to distinguish between pounds or dollars a volume. But their task is not to kill, but to become friends with them. .


The green of the golf course, while there was no tree, planted roots developed Gold contacts.


Golden Rule 1. .


Contacts is the world's most powerful multiplication.


Former U.S. President Theodore Roosevelt once said: "The first element of success is to understand how to improve interpersonal relationships." Some statistics: one cause of success, 80% due to get along with others, 20% is from his mind. Make investors even more so. .


Investment banking sector is a famous saying: "vote, vote, vote for people," because people are the most important factors for investors.


From aircraft design, to sociology, to the international political economy, Softbank Asia Investment Fund is currently the chief Andrew Yan, after a few turns, they start a research fellow at the World Bank. The interest change from time to time, keep trying young people, in 1994 formally joined the AIG Asian infrastructure fund, they unexpectedly maintained its direct investment in this industry on the "loyalty", one to do for decades. .


Yan yan investment projects, many people think it is unpopular, Grand, Acorn international, or towardly network, until the cash market, people would come wonder multi-currency risk investors.


In this regard, Yan Yan does not think the mystery: "This is mainly for two reasons: First, cast the company's own business model, they are the industry leader. Another benefit from the funds is the charm. Because once attracted funds come in, in competition with rivals, naturally enhanced competitiveness. ". .


Of course, after the investment, it is not only powerful, bundled together after investors and investors, after the listing will be a huge benefit.


For example, in April 2003, Softbank Asia Infrastructure Fund, the most difficult times in the grand invested 40 million U.S. dollars. 18 months later, Softbank Asia Infrastructure Fund, a successful smooth out cash 5. .5 Billion. This will enable the Softbank Asia, won the "Best of 2004 venture capital organizations," the title, the investment has become a grand venture in China in 2004 the best case. .


Grand case is similar to many, it was stated that the network is the world's most powerful multiplication. Connection with a potential of intangible assets, is a potential wealth. Indeed, when you have a deeper understanding, you will find him behind the potential value. Many successful business people are deeply aware of the connection to the importance of its own success.


Former United States president of a major railway A · H · Smith said: "The railway is one of 95%, 5% iron." U.S. Steel magnate and successful master of the Carnegie study concluded that over a long period: "Professional knowledge in the role of a person's success in only 15%, while the remaining 85% depends on relationships. ". .


Personal resources, make money, the more opportunities; the higher the level of your connections, your money will come faster, and more. This is already obvious to an indisputable fact.


So, how to find gold contacts do? . .


Golden rule 2.


In a successful team without fail. .


Since the gold combines with contacts, it is necessary to find a man's guidelines. But how to be successful, it is often said not the wrong team. Case "in a successful team, no failures; failure in a team, without success. "This is the golden contacts of the second law.


Yan Yan's eyes, "really do a good job in the field of direct investment, most are not finance majors in college, but have different professional backgrounds. Invest more in investment, investment team." He stressed. Investment in a team, then we must first find a successful team. .


Yan yan is a very detail oriented, conversation, he revealed the projector lens exposed to air, big lid cover. Yan yan said chat, tea, playing golf, seemingly AC, but most can reflect a personality of the essence of things. He was cast in each of the company's CEO, go out for three days. The basic daily schedules are fixed, morning, afternoon, evening chat play golf. In this informal occasions, people closer to each other, to learn more about the opportunities.


This, IDG China President Hugo Shong also appreciate very much. "Being a venture capitalist most important investment people, look at a Xiangmu, the most critical is the evaluation of Guanli this Qiye or the project's team. In addition to judge management team's ability and look and investors Shipi conceptually get along, even similar goals, is not. ". .


John wall laughs, there are three types of people will not be jealous of your success, your parents, and school teacher, third is to venture capitalists. They will be proud of your achievements.


Situation is not very important, important in the future, and Yan Yan to See the true knowledge from the subtle similarities, Xu is also an expert in reading people. .


The "win in China" press conference scene, China's Chairman, President Xu new capital today. To speed very quickly, the skilled manner, very impressive.


Investors who had become famous with Yan Yan, Shong tied to attend, this beautiful woman Xu did not seem inferior, but investors in the all-male ranks, quite eye-catching. .


In May 2005, when the international renowned network recruitment company "beast" with 5000 million us $ to buy China 40% of the shares, the quiet and making big money behind Xu new media.


After graduating from the English Department of Nanjing University, Xu access to financial circles. First year is trivial and mundane: the registration, copy, stamped, she patiently for a year, the Bank of China was also put on the annual "Outstanding Staff" halo. .


Got the certificate of the British Institute of certified public accountants, PricewaterhouseCoopers has done a three-year financial statements, the complete report satisfaction has been unable to meet her. At the recommendation of the leader, she entered the international well-known investment banks, investment firms, Peregrine, official Ford investment, his representative works are the wahaha project.


Some media with "made a star Ding woman" to describe Xu. The investment banking industry, she laid the status of major projects, it is 5 million investment in NetEase. She served as president of Baring Investment in China. .


Understanding Ding Lei, it is by telephone. First meeting, Xu on his self-confidence impressed. "He was very young, only 29 years old," asks NetEase in industry doing, he said. "I know NetEase was third, but still decided to vote because he is such a confident. ”。.


In addition to self-confidence, the Ding Lei from Zhejiang Commercial perceived as the market risk sensitivity of investors have become valued benefits. Appears in Xu, Ding also a prominent feature: focus. .


In 1999, and Ding Lei Xu as going into a new vision, there is a person, he is the founder of China Zhang yin. At that time, China has only five people, including two or temporary workers.


"It was not even a business plan." Xu recalled. The usual risk investment, the stage will be in contact with a business plan. .


Meet a week later, Zhang Jie-yin to the new two-page paper. In only a few desks and a few computers in a small office, Xu has become an angel investor.


Compared with other venture capital, angel investment risk is very great. ChinaHR most attractive Xu is no need editing, the content does not need new business models. .


"Founder of Zhang Jie-commercial feel particularly good, the company's ownership structure is also simple. Prospects for the development of the industry is very good. "Xu often proud to own this job, she said that the human life, in addition to looking for the other half of my life, looking for work should be the most important.


In fact, whether Ding or Zhang Jiexian, are a team of representatives, chosen the right team leader, it can be said is that 80% of the work completed. Select team, you first need to know "Who is the most important person." .


Three golden rules.


Gold was priceless contacts. .


"Golden" valuable, personal priceless, a friend of mine was difficult, but it lose a friend was very simple. Therefore, maintaining friendships are you on the road to gold personal choice.


Shong business career in China's first single, seems purely a "windfall." December 1991, he came to Beijing as a member of IDG. At this time, an opportunity to close him. .


"At that time, there are companies in the United States and the international e-news sign joint venture agreement, the Government also agrees that, even in the ceremony Hall of the people. But the US company risk judgement against China suddenly do not. ”。.


Coincidentally, in the joint venture in China is just and electronic intelligence research is a cooperative partner, Shong participating IDG previously in the United States, a publishing company, but also with the electronic information of all the cooperation, both sides are more familiar with. Thus, in order to Shong and electronic intelligence research as a link, the first one in China, his business is in front of that joint venture. Or that he was pulling the U.S. into the replacement. .


"We and electronic information Institute partner Computerworld Chinese leaders are very familiar with the cooperation and was able to found this project, it is a matter of course. "About a dozen years ago, the bear hearty laugh, and let him most happy that this acquaintance, an exceptionally smooth.


"After we met, about half an hour becomes even IDG's big boss, Mr. Mak did not think." At that time, not business e-mail, Shong text of the contract sent by fax to the U.S. headquarters of IDG, the request authorization. In his view, then as the Chinese, every investment, can not the United States as commercial, contract lawyers and accountants have to follow up before and after, was entirely on understanding and trust between friends. Therefore, he should take the name of the company reached an IDG, but also the United States full authority boss. .


Results the next day, John wall is made of authorization, and each other. At the suggestion of John wall, the international e-bulletin on the media and the investment project has been to Computerworld, later published as network world, lead generation, but also let him earn much money.


Now review the affairs, Shong frankly, was seen although the financial data related to the project, however, Shong think, to let him have confidence in this project, not just because of those figures. Important is that the previous "those friendship.". .


Perhaps many people have heard a word called "ability before the age of 30, 30-year-old connections later on. "A lot of people have a misconception:" my word and it is not the personal help, I can't help other people's busy, people who are going to deal with me? ".


In fact, the meaning of this sentence is not so understanding. Why 30 years later? Is waiting for you and your network grow. So, start building up a network, your man must be enthusiastic, the greater your contribution, the greater the value, in turn, people are willing to pay for the greater you. Could not do anything to help busy little busy, we must first be willing to share with others. .


Merrill China President Liu erfei has just returned from some difficulty adjusting to interpersonal relations of subtleties, he often mishandled, then, as he directs and put him into China's political business cycle or a friend of his.


At that time, because Liu Erh Fei published a short article, it met my friend, and when Liu Erh Fei, after returning to the pen pal is the year to help Liu Erh Fei, China's top communication into the ring. .


Friends, John wall is faltering. IDG's recent two-month financing 3 billion, the efficiency is alarmingly high. In such a short time to obtain financing parties?.


In addition to the huge Chinese market potential, the original financing side went so far as to pull strings and Hugo Shong, "heard each other's name more than a decade." .


Financing of the competent partner, IDG's fourth IDG employees, but also the following market research firm IDC's first President, bears in Shanghai a Fund, the partner's father is one of the directors.


"Although I have not met the managing partner, however, and his parents very well. Met him, I joked with him, I heard your parents tell you stories, listening to 12 years." Who, Managing Partner to Beijing, and Shong first meeting, simply hit it off. The next financial cooperation, naturally very smoothly. .


Four golden rules.


Contacts are double-edged sword. .


Although friends much everywhere, but Liu erfei, friend or double-edged, over the last few years, Liu erfei constantly remind ourselves, not because a friend loses the principle, or sometimes even friends can be done.


China Investment Fund, Sequoia partner Shen Peng, also agreed to Liu Erh Fei said. "An investment to be rational, can not rely on quality of the relationship. No investor will do because of personal preferences or emotional investment basis. If with emotional investment, he is doomed to failure for investors.". .


Yan yan do investment, in the judgement of the people at the same time but in a purely commercial judgment. Visit the company's profitability, growth potential, financial, legal and other aspects of the specification must have a dedicated project team.


Fred Hu, Goldman Sachs and the principles of investment made to reporters a more detailed explanation:. .


We select the investment object, you first see the potential of the enterprise sector for the future direction of development and qualification of the enterprise itself, which is a basic fact.


Through our research on the Chinese market, as well as business surveys, for screening. Both of which invest in companies we seek to find, but also in the research process we found the value of the enterprises with investment, and then examine their compliance with China's relevant national policies. .


To the enterprise itself, we appreciate most is its own industry as well as the enterprise itself is valuable. It must be recognized by the market, must comply with the direction of China's reform and policy.


Then, we will examine the company's management team is good enough; corporate governance structure is reasonable, and business leaders are smart enough and diligent. Of which may reflect the more human values. .


The new the investment principles briefly as follows: "my investment principles is three. First, the industry and entrepreneurs themselves, third is to help entrepreneurs grow. ” 。.


When choosing a friend to the objective, to make friends after the same in how to treat his friends have an objective attitude. Commercial things to more from the commercial point of view. .


"You can't assume that a friend of things get done to you, friends from friends, business to business, two things must not be mixed together," Liu erfei said, "do you do when you can't take him for a friend, or to take him for the customer. ”。.


Harper Zhang Ying, managing director of a study to be more investors of their own. Earlier this year, investment by the panoramic view of Harper's first venture capital funds of all the place, this six million U.S. dollars in a business venture is Zhang Ying came across the annual meeting. "They told me that the creative panorama is the largest gallery, soon after we touch.". .


Less than a week, Jeff took several investment managers to Panorama panoramic view of the Office downstairs, Lu Chen, General Manager of totally do not know in advance, is also in the Office and staff. Mary North line of the door, cut to see the panoramic view of the turnover. Lu Chen opened the company's financial management system, the data in a report are clearly presented in the Internet.


Like this "surprise attack" is only Ying verify whether the investment value of a company one way, more often, he needs to "take a big effort to understand this team." .


Mary in the selection of the management team, there is a different standard: preferably local management team. Although he has lived abroad for 15 years of "sea turtles," but back some failed investment experience allow him to found the "returnees" team of entrepreneurs, often on the same lack of understanding of China's national conditions, labor costs are high.


Making friends should be based on mutual compatibility level to determine a safe distance and they were generally farther away from friends, Damon and Pythias, and moral distance can be closer friends. But no matter how good relations with each other should also be keeping a certain distance, so that they feel is too long by one point, by one point is too short. .


Excessive concern for others, give someone else should do things that make sense and dull, tired of each other, others look difficult, but disguise of anger. Of late, close to the distance between the beauty.


Life, we can not lack friends. Without a good interpersonal relationships, even if further knowledge, skills again, that's not room for. In response, the United States had done business leadership poll:. .


1) managers have an average of 3/4 in interpersonal;.


2) The majority of the company's largest expenditure spent on human resources;. .


3) management of the programme implementation and execution is the key to success;.


Can be seen, any company the largest and most important asset is its people. .


Connection with a potential of intangible assets, is a potential wealth. On the surface, is not direct, but without it, it will be very difficult to amass wealth. If your network has played with the civilian population, but, when you have the joy to honor someone you champion applauded; when you need help with something, someone you shikai road, you will be able to feel the power of networking.


"Trade War Famous" The 4th Assembly of Chinese corporate training. .


Topic: learn to TNCs..


Time: September 22, 2006 AM. .


Venue: Shenzhen Crystal Plaza Hotel.


Moderator: Distinguished guests, the benefits of making China a member of a friend learning management agencies, from Guangzhou, Shenzhen and the surrounding Pearl River Delta cities of college friends, colleagues from around the country and friends, Good morning! . .


Here is the stage to show of multinational corporations, here is the annual training product procurement event, welcome to the 4th Business Masters China Enterprise scene training activities of the General Assembly. Training the General Assembly this year has already hosted its fourth session, this can be said that the whole of China at the highest specifications of a training event, is also the only region in southern China training product procurement event, every issue has more than 800 guests and we share our learning and exchange of feast. . .


As this event's Chief organiser, beneficial policies China learning management agency has been adhering to learn from the war, the war of ideas because we believe that the real success, we are unable to serve, we believe in pragmatism. Five years, we have crafted this consultant learning classroom, a total of more than 300 leading consultant and we PRD ompanies enterprises, more than 60 000 visitors share the wonderful theme, I have been worthy of the growth strategy for the South China most actual learning management first class.


Our theme for this year's training, "learning management to multinational corporations." 20 years ago ushered in China's reform and opening up the first multinational companies to enter China, two years later, the world's five hundred enterprises have entered China more than 300 multinational corporations have brought technology, capital, management and employment opportunities, then what is the most important? Many Chinese companies may value technical and financial resources, but in fact many foreign partners will be looking for more value to its management philosophy and management system.。.


From this simple analogy, we can see what is most important. Gratifying to see companies entering China, but also promoting and forcing the rapid development of Chinese enterprises the potential to embark on a multinational study and to fast-growing success. We are delighted to see that many Chinese enterprises began to learn to multinational corporations, their common strategic management, process management, Toyota, P & G brand marketing study, business school chain McDonald's, Coca-Cola marketing depth, we have to admit that in many management areas transnational corporations is the management of the Enlightenment and the godfather.。 Starting today, we use two days and a night time on the road to the TNC learning through the experience of our domestic enterprise management system and bring new perspectives and inspiration.


The first one to share with us the theme of the guests from the Chinese Academy of Ericsson, Ericsson China Academy of Chinese information industry is the most influential corporate universities, in the meticulous management and the promotion of organizational learning, and service and value chains have been very successful experience. Am very pleased to invite you to come from the president of Ericsson China Academy, and we share the high-performance enterprise careful management training institutions, the applause has invited Ms Ng Hui. .


Efficient meticulous management enterprise training institutions.


Ericsson China Academy. .


Wu Hui: good morning everyone just host a little bit about me, I think today's topic is very interesting, learns to multinational corporation called the "manage", then you definitely have a problem, the multinational corporations in China is very large, are all multinational companies are worth learning, and to learn anything, successful or failed. I am somewhat simple to introduce you to Ericsson, all we can tell you, is to learn from the experience of success or failure of lessons.


We talked about Ericsson mobile phones certainly think, in fact, this is only part of our business, now that business has a joint venture with Sony, a Sony Ericsson. In fact, we even greater piece of the business is in the network, that is we call the use of network infrastructure, we have to China Telecom, China Unicom, China Netcom to provide equipment. Ericsson has been a hundred years of history, with operations in more than 140 countries, with operations, it can be said to be a very genuine multinational corporations, the network equipment provider Ericsson has been in the market share is very high.。 Ericsson enters China also has a 20-year history, and now we are in a wireless network services of this piece of the market share is highest in China, Ericsson, Ericsson is also the first in the world's second largest market.


Because Ericsson is a hundred years of history of multinational corporations, there will be a lot of things worth settling down and learn, because today's time, can only share with tip of the iceberg. Host just said "fine high-performance enterprise training management," many companies now have the training department to learning and development department, this is a long time trend, we now call themselves learning and development institutions Although we have a brand called Ericsson China Academy.。.


First of all I would like to introduce our college, you can let everyone know why we say efficient. Secondly I would like to introduce the key success factors, then that is fine management practices. .


Ericsson China Institute was established in November 1997, it was a very solemn opening ceremony (picture), picture is TIAN Jiyun, is our Global CEO. Ericsson in other countries and there is no school settings, more training centres, to provide training for customers, employees, business scope, Ericsson college more than abroad, while adhering to the Ericsson some traditional, while at the same time in the local community has done some innovation. Ericsson China Institute is the first to the communications industry managers provide degree project, we have been very successful in this regard.


How do we define ourselves? First of all we need to know your mission, we have business growth and staff development support, business growth, staff development, including Ericsson's internal, but also for the partners. We provide life-long learning environment and Jiejuefangan, to help them improve business skills, 同时 upgrade and adjust the professional attitude and work ethics. Our vision is it? There are many words, positive, active, innovative and enterprising, sharp and so quick, we want to have quality assurance, and continues to introduce new learning institutions, our positioning is a professional learning. .


With this mission and vision, we need to think of how solutions? this is our most important learning project. There you can see we have a business and interpersonal skills, expertise, skills, leadership, business management, education, etc., this is something of our own. . Therefore, Ericsson is also in business management and education leadership training, not to say that another substitute. .


So in addition to the phase of project learning, assessment and certification services, consulting, learning management, these are on our internal and external. Give everybody to say this, not to sell, but an indication of how our products, we as a product of the combination of management, Academy of China from Ericsson. . Some study abroad opportunities, and so on. .


You can take a look at our training capacity statistics, each year is in the tens of thousands of participants, 03, 04, 05, has been on the rise, peaked last year, 70 000 trainees, and we're classes, so you can expect us to do the number of field training. We are the Ericsson as the world's top training market.


Said that the number, from the quality we can look at. This is our satisfaction with training has been more than 90%. I remember who originally said, "What is quality, quality is the variance small," we can see the variance is very small, basically between 90 and 92. Why do we think they are more efficient for? Support such a large-scale training operations, the first is the staff, we have the training by certified instructors, we have 280 certified trainers worldwide, we are full-time, not part-time, these people have the experience of overseas work experience and training, with courses and product development capabilities.。 Quality assurance, we have a training center certification system, teacher certification system, classroom certification system, internal management system. Of course, these things are more common, so now we do rely on Ericsson's own internal quality assurance system, and designed for quality training every two years, we have to be certified once last year, we have once again been proven that our Chinese market is global Ericsson market first, with regard to the score.


In addition, we do a lot of technology for training, we have a lot of training, equipment and networks, as well as training, testing and remote access to shared laboratory equipment. This is actually a very large investment in upgrading each time to follow suit. This is a large-scale training to support our business execution, as well as sharing of training resources worldwide, there are many training centers. Locally, we have ten years of telecommunications operators for the training of more than 50 million students to provide day training services, professional direction, more than 20 local and overseas training of the network environment to support Ericsson's end-of-network program. .


In addition to our own internal resources, we also attaches great importance to high-quality partners, this is the number of partners, including universities, including some consulting firms, some of the training companies, there are a number of globalization, there are other operators of Ericsson's internal training Department, Ericsson has many things, the use of intellectual property is very helpful, we all pay attention to the collection.


Just a brief description of what students, we say that their high-performance learning and development institutions, give you an idea, we can judge for themselves what is not efficient, because I want every business, every industry has its own characteristics. Construction of our college, or to maintain high performance, there are some critical success factors, mainly so few. .


The first area is the governance structure of the issue, that is, who will manage the what, who will define what you do, what to do, this is very important that any one sector, any one of the institutions is very important that the Governing Body decided on what you can do, or what degree.


The second is the role of chief learning officer and the quality of employees, this is also very important. .


The third part is we have a suitable location and the corresponding smart settings.


The fourth part should be the guiding framework and a sound infrastructure, the infrastructure may be of some hardware, too often, some human soft things. .


The fifth is for our own mechanism to assess improvement and innovation.


We are one by one. .


Governance issues, we have a Steering Committee, in the US, although not direct leadership, but Ericsson China including, Ericsson global senior figures in comparison to assume, of course, this is not a full-time job, but will be held regularly every year, one to two meetings, through the Conference to decide something. The first thing is we now present as Ericsson, as Ericsson services of business partners, their most important institutional requirements are, our services in these institutions. The second thing you want to agree with our strategic development strategic learning plan. . Just said, if there are changes in our mission and vision is defined by them, which of course is not often change, if we constantly change, will not succeed. The last one, our learning organization, learning what philosophy is, what kind of way to instill his style is good or good self-learning mode, etc.. These people help us do a lot of work, equivalent to our internal and external a very strong support, without which light is difficult to achieve a high degree of our own, or a certain extent. .


A second introduction to the critical success factors. As our Chief Learning Officer, or Director of the post, what role should be played? this is a journal of research in the world, investigate the hundreds of training institutes and colleges, draw a conclusion that he should be forward-looking, internal integration can be done, to a horizontal cooperation in the leadership there are lots of voice, but also a person who is able to do marketing, but also external joint who-longitudinal joint. I believe this, I feel like I usually do is they have done may also is not very good, but also to this direction. . .


Requirements for practitioners, trainers, this is the ability of Ericsson, the triangle is very simple, but very easy to use, defined as three latitude, professional ability, interpersonal skills, business skills, consultant or trainer has requirements, Ericsson global uses this model. Of course, different positions also have different capabilities, have different capacity factors and different differential, for a moment I will do a presentation a little.


Another one of our own position, as our training department or the value of learning and development sector orientation, can be divided into different levels, we can see at least three levels.。 I think we are now at what location? we probably here, of course, not overnight, but now we try to change agents in development, this is a value proposition.


We also should have an appropriate distribution function, as a learning and development department review, summed up in four functions. One is the service functions, such as classroom rental, arrange teachers. There is the organizing functions, according to the training courses required to implement a targeted training, training resource management. We are also gradually developing in two directions, one is the management function, the whole training system to work co-ordination and guidance, training programs and plans, relevant institutions and norms, resource management, School management and assessment. We do not have a dedicated training budget, said this year how much, but through the product mix to attract staff or internal partners.。 In addition, we are able to achieve market operation, because we have a project research and development functions for self training advice to departmental organization special business training provide service and support, develop, and so on. For us, we pay great attention to project research and development ability of this specialization, and also on our development is very important.


Another good guide to have a framework and infrastructure, we all know, this chart (Figure) we've seen, this is actually a consulting firm's plans, capacity management from the business perspective, primarily shortcomings, we see the trend of the future trend of what the future status of what we find under the gap between the capacity development of proprietary alternatives may be manifold. Have an accurate positioning of our own, we do not think we can understand all the issues, but we are a part of Ericsson's strategic ability to find gaps to see how to solve, is the acquisition or outsourcing. .


In specific operational level, we have a complete power management framework, there is a model and, of course, the triangle is the most superficial level, there are a lot of things, the arrow in the figure is actually a differential, describes the different elements, you should be kind of level, what is the ideal level, what is the real state level, there is a gap, and processes, as well as guiding some files. I often talk with our partner communication, ability to build the model, the consulting firm founded in a most important question is not to be combined, for example with recruiters, promotion, training, a good combination. . .


There must be some learning management infrastructure, learning management system learning content management system, we have hundreds of courses to upgrade, in fact, this amount is very large. There is a content authoring tools, there are a number of VCT, virtual classroom, you can synchronize the's learning on the Internet. The infrastructure is also very important to support our large capacity and quality assurance.


Professional ability is what you are professional, what kind of capabilities, such as you are financial or your marketing, and require different knowledge. Ericsson is a very technical company, our technology is very fine points, but also to keep learning, because technology is constantly upgrading, so we have their different differential, different learning and so on. Interpersonal capacity mainly refers to the personal skills, in work, how to communicate with people, how to lecture, as well as time management.This is a specific mode of operation. .


Just now finally also said that one of the key factors of our institutions, as well as how we can improve and innovate, our assessment mechanism is the same throughout the company, are based on the balanced scorecard, we develop into five latitude, financial, customer, competitive, internal efficiency, employee, this is the support of our strategic direction. Each year on the basis of its set of KTI, set at the end of the process, but also to evaluate the complete event, we would also like to think of ways how to improve and how innovation, if done well how to share with you, this is very important. . .


This is very important, I think that there are relatively more decided whether we are successful. We need count, for example, the class directory or classroom system inside the new thing, this is our current situation (fig), technical training, management training, customized programmes. We have a leadership development training programs, management, hot topics, such as the telecommunications industry are talking about this very 3G important, these are the topic of innovation.


Introduction to critical success factors, I would like a brief look at the so-called refined management practices, just talked about the issue of quality assurance system. We as a company more familiar with quality assurance system, but also the need for training quality assurance system, which is more distinctive. Training is not immediately see this thing good or bad, just look at customer satisfaction is not good, I think we all trained, are aware of this may sound very exciting time to be interesting, but this thing is not useful or implementation is not perfect, can not be felt immediately, it is very important.。.


It is primarily to evaluate several aspects. We can see through the right side of Figure Zhong, which is to promote good results you can achieve some of the direction of some of latitude, You Xueyuanlingdao Li Fang Mian's, Hai You Womenzenyang do personnel management, policy and Zhan Lue, well, except personnel other resources in the management of these You lot a lot of assessment criteria, this assessment criterion is not so excessive, however, are the points, there is no best only better.。 There is also a customer of the results, but also from a social efficiency as a result, public image, as well as the results of financial and so on. From the perspectives of do, we must look at your processes, you are not, but look at your results is not, is not good, do it after, is above the arrow, we need to constantly learning and innovation. This is our entire quality assurance of a model.


Ericsson to be based on something innovative, EFQM European quality assurance system, we are more familiar with the quality assurance system in the United States, Europe also has its own set, that is, EFQM. We can do a comparison, leadership, policy and strategy, their customer and market focus is in our human resources management, business analysis in our operation results, information and analysis is in our resource management, in fact, there are standard inside, this quality assurance for us it is very important. .


Ericsson China Academy training guarantee system in recent years by the signs, the correct capacity gap analysis to more refined, more comprehensive and more, then there is one, we say that the high-quality learning products, as far as possible from the service type into a more strategic functions, so we also made a lot of development and investment. As well as training resources to prepare and teacher training, not only the inputs, the outputs to be seen, so we will have inputs and outputs is also transferred to the most appropriate and best. . .


On the whole it system to help us, told trend management maturity, that is, from management, comparison, compare temporary passive management to compare the ease of management, which means that you are indeed in the management of your things, to a more forward-looking management, to last for a maximum of one level, but can be proactive and able to innovate. This is what we constantly asked ourselves, and we're the kind of success, the quality system certification, as help us to manage the sophisticated tools or approaches. This is a more distinctive, today would like to share it.


Thank you. .


Moderator: we are ten minutes with Ms. Wu Hui interact, see local training companies for Ericsson China Academy training system how the problem, you can raise your hand to ask questions, or please note to everyone.


I have a start a discussion of the issue, just Ms Ng said Ericsson has been able to train the entire performance management and human resource systems are closely linked, I would like to ask about performance management in how to do this a link, there is what indicators can give us some specific information. .


Wu Hui: KTI mainly on the basis of balanced scorecard in four or five aspects to be set, for instance, the financial requirements to complete certain indicators, this indicator is sure to follow the performance itself is very much linked to write to the me or my team or whatever personal performance assessment criteria. There are, for example, the market sector, customer satisfaction, customers for our innovative evaluation should be included. We compete with the competitors. . .


Questions: Wu teacher Hello, I would like to ask two questions.


The first question, Ericsson Academy on the quality of the staff how the developed model, is there a better solution to share with us. .


The second problem, you have just talked about training guarantee system, an input-output ratio, this is how it worked out, and how to do it, what's the formula or model?.


Moderator: Two big problem ah. .


Wu Hui: employee quality model, I know there are a lot of consulting company, he can give you, they do, we are developing a global, not only is China. I remember in the early 1990s, when international pop competency-based human resource management, in the development process must have the internal resources and external resources and common efforts. I feel at Ericsson, and many things are developing it, I feel it adheres to a principle of this comparison, compare classic, then one is look, but also to the hearts of the people, so that each interaction. . Ericsson is doing this I feel something when the initial investment is not very mean, very often we value the cost of upfront investment, but we want to see the whole life-cycle costs, in fact, after the big initial investment, after very many things to do convenience. There are practical principles, if the practice is very complex, this may not be a good way. .


Moderator: be specific, for example, you said that comparison, compare the hearts of the people, to give a little example.


Wu Hui: I would like to have the triangle may be easier to understand, although my description is very short, but we can certainly understand, but after that, to the various working groups, or job level, that is to play. .


Moderator: to understand the Ericsson's digital model is not a single company Ericsson China protest, is a global system, and then copy to China to do localization adjustments?.


Hui Wu: Localization of fact, relatively small adjustments, we are global. Now many domestic large-scale Qi Ye, in other places have branches, did not necessarily mean Guowai, but within, Dan Shi head office does not want to do certain things Fengong Si Zhi Chi, Er Womenjuede that Dian is Quanqiu should be done in the Shibu local should do, we will feedback our views, but in the end to do down, we basically actively promote, of course, a prerequisite that we think can really help. .


In quality assurance in the input-output ratio, I think mainly in several areas. A relatively simple, the staff is efficient, for example, from my point of view of lecturers, one year, the number of days in the classroom is done carefully, there is a definition, since I also have a lot of Directors, I want to give them an index, this thing is too high or too low it is not appropriate, to a healthy level. Or we have the equipment utilization, etc., these are the input and output. Output of the effects is not an investment, but a process. . So we come to such a quality assurance system is also set, if only we would be more results-oriented short-sighted, I think the reason for this is set. .


Moderator: a friend of delivery notes. Wu, Ericsson China College has more than 40 lecturers also has very strong curriculum research and development capabilities, Ericsson China Academy courses development model?.


Wu Hui: We have a thing, Ericsson has a very good project throughout the system, because we do works, so we have our own project engineering system, which we learned with the PMI knowledge areas such as these are not the same , we give it to merge into four perspectives, such as a personnel perspective, organizational perspective, business perspective, knowledge sharing perspective, etc., we have to use this tool, this is a great tool to plan, take advantage of this classroom tool to guide our research and development. .


We are a free market, is not to say that developed out of something must be used, we have an internal marketing, or customer marketing, who is going to do, what to do, and how to check, and then there is a feedback, is a set of system. There are also staff, we have 40 + lecturers, content to increase, but also to endeavor to develop their teaching efforts, combined with Ericsson other comparison front-end experience, it is more practical and targeted, market your efficiency is also very good.


Moderator: How can training effectiveness assessments? . .


Wu Hui: training effectiveness evaluation, in fact, is the world training industry challenges, we all know that there are four levels of evaluation, assessment, and so on five levels, we are now a second layer, to three or four layers less, is not to say we can't do it. For example, now we do leadership training, or doing i18n, the internationalization of the personnel involved, for example, I reserve participated in a training or do not participate in the training, the two men abroad how gap, one of the three months to adapt to, a person may be six months, you can adjust tracking evaluation, but assessment of the cost is too high. It is a selective do.


Moderator: because sometimes the cost of training evaluation than the cost of the training itself is higher. .


Wu Hui: Yes, we do leadership training, we will also have a 360-degree feedback, there is a need to do all in our global staff of your feedback, this is the leadership.


Moderator: that Ericsson is not a separate cost for some projects to do the assessment, but the performance evaluation in personnel reflected? . .


Wu Hui: to be reflected. We are a free market approach, if you think of our training and learning project, it has no value, you can not come. But you can see our training capacity has been increased, our business has been growing very, not everyone is very satisfied with it, but most people have is that we are very valuable.


Moderator: All right. Thanks again for sharing with us, Ms. Wu. .


I have also received some questions, please do not worry, two day and night time, there will be from other training college and business school to share with you all do a guest.


Why do some businesses to high growth, double-digit growth in the number of enterprises and a growing business specific factors that determine everything from the how, the international consulting firm Hewitt Associates has done a study and proposed an answer, they put forward " three key "idea, I am very pleased to have Hewitt Consulting Director, Southern China and our joint analysis of" double-digit growth, create high-performance organization. " Speaker Mr. Xu Feng from Hewitt South China, he had been consulting manager for Procter & Gamble to play, he is our old friend, let us together share Hewitt's research, "three keys" Applause has requested Mr. Xu Feng. .


Sustained double-digit growth, creating high-performing organizations.


Hewitt Consulting Director, Southern China. .


Xu Feng: good morning everyone, I'm glad to be of Shenzhen, in this place to share our research results, two-digit growth, how to maintain double-digit growth, creating high-performing organizations. This research is that we in the United States, is based on the data to the United States, the u.s. 500 enterprises, they have which enterprises can continue to keep such a two-digit growth, because of the economic development in the United States is relatively stationary phase, this growth, we see how the features of it. Today we are sharing some of the main content.


Before that, I simply submit to you the company's brief. Hewitt in the U.S., also in China's largest human resources outsourcing and consulting firm, we set up in 1940, sales of 30 billion U.S. dollars last year, currently 37 countries worldwide, more than 18,000 employees, this is our underlying a case. We have 17 offices in Asia Pacific, we entered China in 1994, is the establishment of the first wholly foreign-owned management consulting company, we have four branches. In China we have more than 2,000 customers, from our database, this year more than 2,500 to participate in our salary survey. .


Hewitt Associates, our business is in the whole value chain of human resources, and strategies related to human resources management. In China, Nokia and GE, 000 employees throughout the country, we had 50 + employees specifically for the people responsible for this matter. This is the market's evaluation of Hewitt Associates, we are the largest benefits consulting firm, the world's second largest HR outsourcing services, Inc., a global consulting firm ranked # 14-bit, HR consulting and outsourcing services revenue in the first place, in 2003 all-America's most admired company in the field of integrated services, the world's largest independent account management company, etc..


Back to today's topic, in fact, today we discuss three aspects, what is the double-digit growth, the definition of what kind of features of the enterprises. To achieve double-digit growth, from the business, what kind of features that, what kind of a number of strategies can help our company achieve double-digit growth. To achieve double-digit growth, from what enterprises need to build organizational capacity, from our perspective there are five research capability is more special. This is the main we have to share, because of time, some of the film will ever faster, all at a later stage in question can do some exchange. .


We have a definition. What is a double-digit growth company? which means that the sales revenue for five consecutive years of growth of over 10%, is a two-digit, and its profit is higher than the industry average, this company is a double-digit growth of the company. Double-digit growth companies in the u.s. market is not easy, we give you an example, Dow 30 companies in income growth is .8%, 4. profit growth is 0. .5 percent. In the Dow Jones index, in addition to the preceding 5 companies, their average growth of only 2 .3 percent profit. growth is negative 4. .8% to achieve double-digit growth in many of the challenges.


In our study, in Fortune Five Hundred companies, 130 companies, we looked at an object, including 80 companies that they are ultra-high-speed growth. So the growth in the 80 which is basically a double-digit over the past five years is a double-digit growth in average annual growth rate of more than 12%, and some enterprises are at a relatively low growth scenario. Comparison groups, the focus in some industries, such as real estate, IT, retail distribution, medical, financial, etc., such as Pulte Home has maintained double-digit growth for many years. We are also exploring their secret, mainly from the aspects to consider.。 We also published a number of books, more detailed records of our some of this research has found.


Of course, we see growth, growth is not necessary to discuss is the growth on the one hand we say that there is a double-digit growth, but business is not to grow up, this is not necessarily. Enterprises not only to achieve financial returns, while also operating on the management, continuous improvement culture, maturity, we say that business is good growth, so we have to consider long-term positive growth. To achieve double-digit growth in these enterprises, they operate in, what strategies are different, our research found that the overall five growth strategy, build a double-digit growth companies continued growth.。.


Customer retention, what is it? High number of growth companies, they usually spend more energy to keep the current customers, before the development of the retained first stop, stop the loss of today's customers, because we know that the acquisition of new customers is more difficult, and new customer acquisition costs are usually is six times the cost to retain old customers, so first of all take the time to keep today's customers, not our backyard on fire.。 Some enterprises will pass through a fine management, 6 Sigma, obtain a more favourable cost combination. The third is the market segmentation and positioning, today's customers are diverse, constantly changing, as the continued growth of the company we want to focus on customer needs and what is subtle, these demands we might open new markets. So in market segmentation and positioning, double digit growth and invest more is to study the potential of each segment needs. . The fifth aspect is a new business line, will use the capital to operate within the industry through the integration into existing business unrelated to the market. .


This is the case, how the company through a combination of five products, customer segment achieved double-digit growth. In the five policy have different strategies and tactics, then these acts, these policies can bring to the enterprise, it may be a policy may result in 100%, 200%, 300% of business growth, investing in the energy accumulated business growth may be 20%. . .


Below we give everybody to say a more complete case, take a look at how this company through these five strategies to achieve double-digit growth. We cite this case is the Pulte Home, how many people know this enterprise? no one knows? we do real estate company? are engaged in training, there is no real estate of, well, I'll share it with you is how a company. The company is the largest real estate company, China vanke, wanke Pulte Home has been learning how to grow up to be the best real estate enterprises in China. . Vanke is how big? Vanke is a 11 billion yuan last year, why Pulte Home Vanke to learn to do it as the benchmark, because it wants to learn how to make 100 billion in real estate, Vanke's ideal is to 100 billion, so it went Learning Pulte Home. Pulte Home as the world's most successful real estate company in the past five years, by constantly adjusting its business strategy through customer segmentation, through the refinement of operations, through the penetration of different market segments and realized he continued, high-speed growth. .


First we look at Pulte Home hit a continuous record of 55 years profit, not only embodies the double-digit growth, but also reflects the good shareholder returns. This is a figure from 01 to 05 years, whether it be sales or profit, earnings per share or net assets per share to shareholders, good reporting, business continued double-digit growth. . This is the first of its strategy so that customers in my whole life to buy a house here. Second, through operational excellence, customer value creation beyond the competitors, while reducing their operating costs, the house is a cost, unlike China's real estate business, mainly to get the land the house to earn money go up , land in the United States is transparent, how do you cover the house to obtain profits through, Pulte Home such as manufacturing plant houses, many prefabricated factory, to the site as a building block on the same. The third is the breakdown by customer greater market share. The fourth is near the market penetration through and expand the market halfway.。.


There is a statistics. How many houses to recommend purchase of the existing owners, this ratio is higher in the continuous, 97 years is about 15%, 15% of the house is someone else recommended, 02 to 42% in 2005 to 48%. He also states in the U.S. has done a customer satisfaction survey, more than 20 market research, his satisfaction is number one in all real estate, and the other 17 are the top three markets, through customer satisfaction, through the existing owners of repeat customers recommended continuing the lockout customers reduce their operating costs.。 Such as it, procurement management, procurement management for the entire group uniform, standardized integration, supply chain management, there are a number of cost reduction of space. Pulte Home in the u.s. real estate company was the first set of quality management of senior managers, quality control reduces the risk of many products, in order to improve customer satisfaction, which is the outstanding operations. . This is inside a table, the cost of its domestic sales ratio, that is, the cost per unit price equal distribution of rice the proportion of total sales price, you can see from the 97 years the ratio is about 58%, that is 1000 per square meter, there is 580 dollars is the cost of manufacturing to 50% in 2003, down 8% 8% in effect, into profits. .


The third area, through careful market segmentation and accurate positioning of the creation of the target market. . Ability to pay is the horizontal axis, the family situation is the vertical axis, through the different functions of the position, to achieve the target market penetration. .


Fourth, through different regional market penetration to the market to expand its territory. This is in the United States more than 20 States, broken down by customer through the understanding of the different markets, each State of the market share, as if it were one of the best, and probably accounts for 15% of the property, this concept is as we all know, China vanke's market share in China? less than 1%, that is, the largest real estate companies in the real estate market share does not exceed 1%. . Pulte Home Through this customer segment, refined operation, to achieve a market share penetration. .


Fifth, the economy, the extension of the product. From economy to upscale residential houses, which were previously doing fine houses to luxury residences, through continuous access to lucrative markets, increasing your profit margins. From Pulte Home now, it has built a total of 60 million sets of House of 60 villas. We can see its entire financial performance, the diagram is its stock charts, time is due to this year's September 1, the red line is the American Standard & Poor's index, you can see it now more than 50 years, the overall trend is far more than a trend.


Pulte Home from the real estate such an industry, how the strategy through five different means to achieve a sustained double-digit growth, it is business strategy. But to achieve such a double-digit growth and what kind of management capacity, organizational capacity to cope with it, light a strategy not work, we need a management system, organizational mechanisms to cope with it. .


Double-digit growth of enterprises and a digit growth in personnel management are quite different, we focus on five areas they are not the same. The first is how to foster leadership that future leaders, how to train the future managers, this is a high-quality talent and not growing very important gap that today we made in China for more than 300 projects, in fact, we have also seen a similar situation, the Chinese enterprises and some recommended, I said that if people do not need to recommend, in fact, each enterprise is lack of leadership is very high-end talent, first you need to cultivate the human leadership. . A third of the performance management requirements, since it is double-digit growth, so I asked what kind of approach to our organization to achieve double-digit growth, I demand performance management is not the same, my evaluation criteria, goal setting, I linked to performance and pay, annual salary is not the same way. The fourth is that organizations, double-digit growth and no growth in the business, their organizational structure, organizational capacity, their organizational focus is not the same. The fifth aspect is implemented, in process management, metrics, integration and transparency, these things will be different. This is not the same five places. .


Let's spend some time to introduce.


First of all, on leadership development, we see double-digit growth companies, their leaders are firmly on the growth strategy, and confidence, on their own businesses and organizations have a good faith, their own personal development growth plans and strategy, not saying that you engage in a program I look at it, is not the case, they must do the thing itself, but also to insist on continuing to deliver this message to your employees to our we must increase our growth is not destroyed, this is a very typical phenomenon.。 We can also see in the double-digit growth in the company, they always go to the training of its leadership, the company is 100% of such activities, and control the number of only 40% of the company, double digits will pay 100 percent of the company and the performance, 100 per cent of companies in the corporate and business group level and the development of future leaders, 100% of the companies will develop mentor program, 100 percent of companies will take advantage of rotation, in such a way to train future leaders. The number of units and controlled by only 40% growth. . This is very different. .


We have a case that Cisco is in IT in the first place, double-digit growth, their CEO, participate in the company's future leadership training, he also served as a lecturer in the choice and selection of high-potential leaders. And make recommendations to the Board of Directors, the Board of Directors are also actively involved in leadership training and development, in-depth discussion in the next 12 to 18 months who is going to be our successors, now how should give them additional training approach to development, to ensure their future success. . This is the first on the leadership. .


The second is staff development, and actively building critical skills. We see in people development, and what is our development staff is to learn through experience, or through training, through the development of education in the classroom, we saw double-digit growth for the company, the more they tend to on-the-job training, through the high potential personnel rotation activities, set more challenging career paths to accelerate their growth and maturation. For example, for high potential personnel, they are particularly concerned about the high potential personnel particularly investment, in order to allow them to develop, but also cover these high potential personnel more than other people pay to let them stay in your organization. . .


It is important that double-digit growth in staff development, dare to give the best staff to arrange the most controversial post, these people what they need is a challenge, not in a strong position to produce results, usually these people their rotation speeds are faster than others, and others in this post is three years, and who may only need one and a half years, because they learn quickly, but they are used. Opportunity, with senior managers and general staff practices is not the same. . There is the emphasis found and arrangements for new employees hired this rate, in many cases the speed is very crucial when we want to very clearly and then do it may be too late. .


The third area is about performance management, we are here to emphasize that concern the correct destination. The majority of double-digit growth, in the process of setting goals is a top-down rather than bottom up, because the strategy is not a big pot, not everyone can come together to discuss, develop strategies from the top, from the top of the market in the future. . This is a big difference. .


In double-digit growth enterprises, performance management, is the need to make your own team, everyone knows what can be created to allow employees to join the entire target implementation activities, you can see each employee clear objectives. In double-digit growth, it is important, objective setting, see the enterprise they usually set destination is relatively high compared with other units of high growth enterprises. . Then the staff in the enjoyment of the percentage of short-term incentives, double-digit business is 90%, while the single-digit growth in business is 99%. Double-digit growth in business when they set goals, never consider SMART, said they have to consider how to achieve the company's business strategy, we must understand that our entire company's focus is where it is not the same place. .


We see a result that double-digit growth companies they actually return the entire mechanism is not the same, I set more difficult, but my return is less, but the number of units of the target company relatively low but return no more. In fact, the concept of performance objectives we wanted and the last thing you want to achieve is not quite the same.


Fourth, the organizational management, double digit 企业 often they will implement the accountability system, the thing you to the shop and go to a good, not that I go to other departments so and so who did this thing. Also in the organization and management, the majority of double-digit growth in business they would consider outsourcing, the company's efforts to focus on their expertise, for example, information that many companies will outsource, human resources outsourcing. .


Fifth, the implementation of the decision of transparency, control and speed. We can see double-digit growth in the enterprise, their financial sector, related sectors, in proportion to their participation in decision-making, double digits far exceeds the number of units of the enterprise business.


A company wants to achieve double-digit growth, our management capacity to improve some things go. We give an example, a company like Nissan, which is set up in 33 years, in fact, in 93 years, six years later, 93 years, the company in trouble, near bankruptcy, in 93 to 99 years the company is negative growth in 99 years is the stock losses, 50 billion or so. Under such circumstances, CEO Ghosn Nissan critical situation led the restructuring, after a series of changes into a double-digit growth in the enterprise. In 2002, its average profit margin over the Toyota 7. .。 So you can see that called for the establishment of such a culture throughout the Organization, the leadership must assume the responsibility and obligation. In order to ensure the implementation of the reform, he also took a lot of work, to increase transparency and trust. You can see, the entire Nissan in the process of reform is guided by the organizational capacity building, and this mode of thinking, we should say a very good effect.


Because of the time, I share with you today is that so much. Thank you. .


Moderator: I just counted today you said three key is 5? in double-digit growth of enterprises, you just gave the five areas are doing relatively well, in our human resources department can play what role? how training can play a role?.


Xu Feng: You can see inside the five, in fact, we speak of the first leadership, and the second is the staff development and training, and the third is the performance of management, the fourth model of the organization, the fifth is the implementation of the the first three are closely related with the training, leadership development is what we see, just a question of fact, when Ms. Ng also asked this question, in fact it is something foreign, the development of leadership in the organization is difficult. .


Moderator: you think leadership can develop?.


Xu Feng: Leadership can be developed, that is certain, the key is who is going to train. Our education programs are usually not on the executive team in training, they usually grow their own, they, through their own talent to understand what the market. CEO coaching to help us plan what to do to help CEO CEO, we will find some CEO who did do this work.。.


Moderator: Next, human resources, then? . .


Xu Feng: personnel training, human resources department is usually a multi-sectoral training courses in design, the most important point is that training needs, what is my demand, because if you are not sure of my needs, I went to set the course may be a waste of resources. So first we have a clear business strategy, the ability of our staff, today, for 2007, we did that on this basis we thought employees, high, medium, and low level they need to master new skills to meet market changes, operational requirements.


Moderator: That is a misunderstanding to change companies, training needs than the needs of employees, but employees based on business needs strategic level to achieve the needs of many companies do in-house training, why did not reach double-digit growth, or some did not meet may be with the training needs are related. .


Xu Feng: Yes. Only training what business is fully consistent with the strategic direction, we spent the money, the boss is also willing to spend, but also to promote business growth.


OBAMA: I have served as executives at Procter & Gamble, will address the discussion of the current value of multinational corporations, the need for us to learn? For example, the labor Foxconn door events, P & G SK2 events that give us what sort of inspiration? . .


Xu Feng: it was noted that these events have a relationship with Japan, political events, is not necessarily the product itself. I think these problems are being hyped up, no matter how large or small enterprises will have a problem. I can't think of one enterprise is no problem, every enterprise would have workers of Procter and Gamble, I spent more than seven years, I have 17 Court, as the defendant, this is normal, we don't have to go into these things.


Moderator: Yes, we study the enterprise management, in particular the training of management. In diversified companies in different sectors on different stages of development, are double-digit growth between the request and opened it fair? In fact, if you decide the number of units, double-digit growth, there is no fair and reasonable, is the company will own the problem, right? . .





Moderator: Thanks again Mr. Xu Feng to our wonderful to share. .


Today's training Assembly hopes to bring more multinational companies advanced management philosophy and management system, bring more with the background of these multinationals, a lecturer at the wonderful course sharing, and wish to share with you some of the training course, purchase some of the new situation and new methods. . Secondly, I do have TOP100 war famous business expert manual, we brought together the top 100 domestic lecturers expert information, have their expertise, their resume and contact information, including vice president of Mengniu Group, Mr. Sun Xianhong, etc. . If you want more details, if you save through this process in the selection of experts 30% -50% of the cost, then the rest Please visit our booth audio and video products. Let rest 10 minutes, continue to return to on-site training courses to share wonderful. .


Thank you very much.


Moderator: Well, welcome to our Fourth Chinese Enterprise Conference. .


Just picture a group shot, by NI ping and a little girl, do not know if you have not noticed that the contents of their conversation, this is a double deaf girl, she heard people speak, but you can read fluently chunyu, and dialogue. The boy's father will double deaf daughter had ten children, living in America, but also changed hundreds of thousands of children and the family's fate. . The appreciation of education experts today is appreciated by his family to a team of education and further extend appreciation, the appreciation in the management of enterprises. Please appreciate a well-known education expert Zhou Hong. .


Team harmony and management effectiveness.


Appreciation education experts Zhou Hong. .


Zhou Hong: well, first of all, I hope you don't get me wrong, don't treat me like what experts, academics, and I was just one of the most common father, I am a disabled child's father. I hope you take me for a affable friend, and we talk.


I have today spoken appreciation of education and team harmony. Education will appreciate how a relationship with the team management do? I think it should be the school of business, we do not do education enterprise in the future to measure the vitality of an enterprise, that it has no soul, there is not a culture. Turning to appreciate education, but also the story from my daughter, I start, because I was not engaged in education, I am a Lao Sanjie of secondary education. I have a very special daughter, changed my destiny, so I embarked on education, and even now on the management. .


My daughter was born in 1980, a half-time with high fever, the doctor gave my daughter made some needle gentamycin, deaf, deafness. once TINGTING mother in her ear would drum broke mother weeping daughter still hasn't heard that doctors say my daughter only deaf. In despair, I remember I and friends say up in one word, even if a burn my house were burnt, as long as I hold will speak of her daughter, she called me a dad. . Is not turned upside down ah? So the mystery of the fate of such a change is it? I summarized that I defected, I and thousands of special children pick faults, pour cold water all day complaining about their children's education means a mutiny. .


My daughter began to teach her difficult, three and a half has been not be speech-son of Thunder heard when playing a Nanjing TV hemagglutination, I guess I can't use the same boiling happened to my daughter's pioneering way. I changed the fate of his daughter, every step forward on the road is hard and difficult of abnormal, covered with tears and sweat. In order to shout out his brother's "brother," my daughter has a full hard for half a year. . My daughter fell asleep, I get up and secretly study the history of education at all times, perhaps this love touched my God, I finally found my daughter can fly to the method, which is one of the most magical and most common method and the most fresh and most ancient way more amazing is the parents here would have the right to find that we have used 100%, but also inadvertently forgotten another way. .


Guess what, all parents instinctively used to teach your little baby learning to talk, learning to walk, how children learn to speak, learn to walk when are good boys? good? none of poor health, here are a few individuals will speak English fluently, but learning to poor children will speak fluent native, to slip is slipped from my life on this natural phenomenon, I suddenly sense, I finally discovered that all parents to teach their children to walk, talk, speak, that is the attitude of a child's life and now is exactly the opposite. . Strange that all parents teach children to speak, walk, without the slightest utilitarian mentality, never competition, but what is mind? I mind it summed up the shortcomings of lovely bud, bud attitude is love.。.


Mentioned here, we are not aware of what is appreciated education? So now that we teach kids to speak, learning to walk the education is fully consistent with the growth of basic education in the law of life. Parents are not felt surprise present, we are always in the way of this method to deal with that child, but we have used the world's best way is to teach kids to speak, learning to walk way, is to treat a child's attitude toward life.。.


"Who brought the ancient call, who left a thousand years of hope, we say there are silent song", this song always makes me tears, because I know her daughter's life is a silent Song, Way back when faced with another deaf ear and a half year-old daughter can not speak, the kind of pessimism and despair, helplessness and desolation that can truly be said to no one to turn God into a blind alley. Over the past 26 years, passed and has become a day to now the daughter of a silver tongue, spirit-soothing, but also a doctoral student in America, what brought about drastic changes in her fate, saying: I am a traitor.。 See all learning to talk, learning to walk, not all flying, so natural, then stretch, needles, it turns out that parents are the best in the world, the cheerleader in the bottom of the children, as their Encore, as their pride.


Children are the hope for living, they are for light to this world, unfortunately, these kids go to school cheerleaders are a rebel, and began to boo, fault-finding, pour cold water, and birds flying slowly Fixed , and gradually turned into a chicken hawk, life lost its vitality, children can not see hope. Here I thought enlighten, and educate their children in the final analysis methods but not the attitude, the attitude not seen a change issues, attitudes completely change a miracle will occur.。 From then on I was flipping, I swear to keep my daughter lives in learning to talk, learning to walk in the State of education, always living in the light and hope, even if it all looks down on me this wordless daughter, I am also filled with tears to appreciate her, hold her and kissed her, I commend her for the creation of the pride of life eternal, boiling the father loves her daughter planting rang a wordless songs.


Because of time, I do not have to start, many people have asked my daughter why so successful, especially now that the story of the so-called problem children too much, truancy, early love, and drug abuse, was sentenced, the parents of these children have I found how to do, I said that is difficult to teach these kids really be prohibitively difficult, so hard in fact a word to say "proud" that the parents asked our children how can such a get up and proud, and I The secret of success that my daughter is like this. My daughter is three and a half still could not talk, but your child is a child not to make you very proud to see my daughter could always sympathetic, compassionate eyes.。.


These parents silly, and I think that you have, in turn, as if your own children, you get the right childhood love, or as pets, as pets, or the same as playing rogue, who has never been the same respect, and go to school, because of a bad mood to learn well, has pressed the lowest level, they keep on fighting and defeated, how do? We, the parents Yankuangshirun, and attitude change found that the problem was gone, they are proud for their children, these children one by one and finally we re flying. .


. What attitude? Just like we are full of utilitarian On the contrary, I said that bud mentality. What is going on here bud mentality? I tell a parable. .


Or from a story, the United Nations Secretary-General Kofi Annan as early as 1990, the United States to talk on the eve of the Iraq war, Annan proposed to Saddam talks. Throughout the reporters to interview him, Annan said when I was in junior high school, a wise teacher gave a lesson, changes the rowdy attitudes changed our ideas, thinking habits. . This clearly reveals the source of human suffering, the world's vast majority of people suffering because the teacher told a story of one such, the children listened to the eye gradually shine. Then the teacher took out a black and a white spot above the children to see what the children the answer is white spots. This is precisely reveals the secret of human happiness, even if a few people have insisted in a dark dead end diamond bright, life is to into a dead end anyway, why not drill drill black and white too, so the whole world to see Kofi Annan said the war Only I see the light of dawn. .


Why do many children will attend classes run, we are the white black Sappho, different attitudes towards different life. See how black is white?, also is to say, the black see white is lavished with mentality, lavished with mentality shortcomings. I told the story of the white-black, one out of Guangzhou IT experts, he said: I heard you the report of this story, I really don't want to do IT in this industry, because it's too dark, I don't see a glimmer of hope, a listen to the story, I suddenly found no, then there are black and white, black and white, are the most eager to darkness is the more light, and I'm finding the light, now my career was a great development. . .


We are not saying that a utilitarian attitude advantages disadvantages, first talk so that you blow up, so that the children live in fear and anxiety. Great educator of Tao, a typical story to prove this point, he was principal of liberation when, one day see a male student playing another classmate, heads up, called beating boys o'clock to the Office, the child had trembled when going to do at the principal's Office, but had no idea that came to the Office, school and took out a sugar, kid, you're on time, at the very punctual, description, so I like to reward you. The student was bewildered. . The child immediately moved to tears Mankuang. President again took out a piece of candy, I understand your reasons for beating the morning, because that boys bully girls, state your very sense of justice. Then they took out the fourth president of teeth sugar, because your future is a good boy. This child because four of sugar, into a good boy. .


But now we do the parents of the child in the whole of pessimistic, bad boys are forced to come out. Black see white looking bright, any one of the things we want to keep the light shining on our lives, and now our education is not just the opposite? I continue speaking lavished with mentality, I now have formed a habit, regardless of what happened, I would say a "good" out of an inspiration. You can find the upside of thinking that light I.


We have a student return, nothing happened as long as one is shouting his first "good", give yourself hinted around that he was living too much moisture, no can master. One day his mother was sick in the hospital, surrounded by his work at the same time he asked his mother sick is not very good, and he said ah, the mother already ill patient can be such a good treatment, but her mother has to take care of me, and finally it is my turn to take care of him. .


One child is always mother, so one day the boy came to me one day, my mother called me to say "too good"?, I asked him many questions, and finally I asked to say, I say your dad hit you, he said, my dad never hit me, I say, not mixed doubles, you think, a lot of families are still mixed doubles, men's singles, you are now the singles, Ah, boy, you hasten to pay several mixed doubles and men's singles friend. This kid laughing tears. I wrote a greeting card, "haha, uncle you said I fortunately are singles, mixed doubles and men if they are in trouble. ”。.


In my site, there are many parents that their children, such as children skip school puppy love, a child of his girlfriend pregnant, he was sentenced to probation itself. And so these children, we have a problem child, parent appreciation of education there is no error, so good, I wrote to parents saying, "the night gave us a black eye, and we use it to find the light" wake-up call we are not the sun, but our yearning for the dawn. .


I am here to say is lavished with mentality, mindset, I summarize the incompleteness "thumb" a means, as long as I have in my daughter's side, my thumbs are always kept, is busy anyway, so the seven eight Akira Akira for over 20 years, you can find my thumbs are particularly well developed muscles. . .


Lovely flower buds, and weaknesses; flower buds mentality is true love. Once we have lavished with attitude, will find that the children have no weaknesses, lovely carelessness very carefully in the future, we must believe that children are eager to open pot. . I found a man to love himself, from his first appearance is the beginning, I found that the growth with age, many people from the public opinion looks much satisfaction, eighty-seven per cent, a satisfactory appearance Department the advantage is not satisfied with your looks, but looks to find you the most satisfied with, from there to love. .


Why is surrounded by a Word, ordeal, love yourself, not the flower of life, our own defects do not love it, who else. okay, my attitude changed, it really changed. I found I was in my hair, overhead, adults find me this hair type is not found, but the child's sight, says Uncle CHOW your scalp and writing is not very small, and shampoo speed is very fast, one day I suddenly discovered that my bald head, not just the good news is that it can block the air and sunlight, think about a lot of air and vision of the head, not smart. . .


I'm talking about the flower buds, it extends to the team harmony, I put some sense of harmony team tell us about it. Our leaders should give each employee as a player, we are cheering squads, so you will have a sense of security, and their potential to bring into full play. Management in the final analysis, is the heart of Mount United moved the hearts of the employees with a "good child" caring, promoting growth, the staff of the "bad boy", a calm, we want every employee and have a sense of security and fast-growing, even leaving the team, still not at heart, the heart does not go away, the Castle remained in the rubby. . This is a paternalistic enterprise, leadership, I think it is particularly important. Do not blindly efforts to find the law, sometimes white strenuous efforts, the efforts of masters are looking for the law. Laws? Law is the degree of a road where there are degrees of life. .


What is the true law of everyone as people?. There is no peace of mind, there's a peaceful world, there will be no peace team. Our corporate culture by parents, family, short, about life, about growing up, cordless, life is full of hope. With the appreciation of the views in team, we want to learn this kind of thinking that people think of worse you feel worse, and people think better mood naturally good point, complain about someone else is hurting himself, inclusive don't talent is learned to yourself. In the face of the team is harmonious, my point of view, "wanna be though friction but always depend on each other, although there is a contradiction but friends love as always difficult to separate." . Single-minded people who grow up there time sad sigh, especially for business leadership, I made the point, that is, all conquered the most lonely, violates this law, in turn, that is, all impressed by the most happy, you really people-oriented, the business school of, so shortcomings in the final analysis mentality lovely bud, bud mentality everywhere, the human will to harmony. .


Moderator: thank you.


Zhou Hong teacher in front of the school years has been engaged in their children's education and parent education, which began two years he has started to study corporate behavior and team behavior, Zhou Hong teacher's course is a full day or two day's time to start Today, he just started a small angle of Appreciation Education. Hope that teachers have the opportunity to do more in-depth with Zhou Hong sharing. Once again a sense of Xiezhou Hong teacher. .


We are training the General Assembly this morning topic here picked, this afternoon we will continue to have come from Lucent group, Procter, from very well-known multinational companies have corporate background will talk to you all, a lecturer in continuing to share the wonderful theme. The theme of the afternoon from 1: 30 pm start.


(End). .


"If not, we'll go to the Netherlands found that if the Netherlands did not, we'll go ..." If Unilever a newly developed market needs an experienced technical staff, while the local cannot immediately find the right talent, Unilever will be around for a number of developed markets identified. Unilever years creating internationalized talents training and development system, so executives at this point the booing.


In 88 countries have established 300 operational institutions, its more than 1,000 highly successful brand, and in more than 150 countries to sell their products, Unilever names are familiar to most people. But if you think that Unilever is a quality manufacturer only if it appears too simple and superficial a. .


"We do not take the product quality to win the competition, but to human quality to win the competition. All enterprises competing in the international environment, to be successful it must rely on high-quality talent. High-quality products are high-quality talent. "Unilever huada China President Kai-thin Rui (Frank Braeken) said," for Unilever, high-quality talent of the most important condition is internationalized, we attract the world's best talent to join the Unilever. However, retain talent and succession development, Unilever is done better in one company. ”。.


And Unilever on the international competition than fully prepared, more companies now because of the lack of global perspective, multi-cultural managers are facing the threat of loss of competitiveness. High turnover, high training costs, stagnation of the market, the failure of joint ventures and mergers and acquisitions, and high opportunity costs, these are the inevitable globalization of the management of the consequences of poor selection. .


Extreme training.


Unilever has set in personnel training and development system, the most unique thing, is to gain a competitive advantage for Unilever is that it put forward and implemented the "internationalization" of the theme of talent development goals. London Business School Professor John A. . Quelch and Helen Bloom study that Unilever has long been established the high importance of human resources and markets in all regions and countries have established a focus on developing internal talent and future leaders of popular organizations. The result is that 300 senior managers of Unilever in 95% of the total internal culture.。 From 1989 onwards, Unilever and its 75% of management positions consistent with the name "international", and doubled the number of expatriates.


"Talent development must be a global vision, so as to have a higher capacity, such as global vision of decision-making capacity." Bo Rui Kay said, "Of course, this is an extreme type of training and development approach, a certain degree of risk . In my case, I was sent to eight countries in different jobs, sometimes I know nothing about the work being assigned. It's like the one thrown into the deep water, swim out to the people must be very good swimmer, of course, some people were 'drowned'. But Unilever, will help enterprises to be 'thrown into the water of the people' not to be submerged. ". .


Unilever now through training courses help managers access to international horizons. Their development planning system including education and training (from the beginning, middle, and high stage courses. Content focuses on the business knowledge, expertise and comprehensive quality promotion), as well as internal rotation plan, overseas rotations or participating in a transnational project plans, coaching, support and performance evaluation.


"For every employee should have the opportunity to develop, but we should do that early detection of high-potential managers. Unilever 20% each year to determine the most promising managers to strengthen 培养. to their most challenging work and opportunities. "Bo Rui Kay said. .


John A。. Quelch and Helen Bloom has found that used a new trend, foster the internationalization of vocational development began in more young managers. Currently Unilever China finance director Wu Li-May 2000 to Singapore. She recently graduated four years. The work of the NG in Singapore is the internal audit, including the Asia-Pacific countries to do the risk, the audit of internal control related. Return to China in early 2002, was transferred to the food business group business manager, after commercial Director.


"We did it because younger managers than their colleagues in previous generations more international-oriented, such as they master the language, travel experiences and so on. Unilever need these people, but they also want to be early for a mandate the provision of the organization of working abroad. "former Unilever Salary and industry relations manager explained. .


HR database globalization.


Unilever has been in the past 40 years carried out an extensive talent pool system. John A. . Quelch and Helen Bloom, said, Unilever has five "talent pool" from a single company through the (such as the American Good Humor Breyers Ice Cream, Walls ice cream company and the UK) to the overseas branches (such as Unilever United States Inc. and Unilever UK Properties Limited), until all levels of global corporate headquarters. .


All of these tasks are completed, the primary precondition is to establish a global HR database, either by the enterprises themselves or professional bodies to establish, the enterprise should be from the job description and a series of personnel files, files in question involve managers of extracurricular activities, major cultural relations, language skills, to country, hobbies. Although some multinational companies in the past 10 years has established a worldwide database, but they still tend to be concentrated in the Organization's top positions in the various countries of the middle-level managers and high potentials star appears.


John A. . Quelch and Helen Bloom that globalization is the main tool for HR policy is still a global database, not only because multinational companies are now much more strategic posts spread around the world, and multinational corporations must be much more the manager's professional development is monitored. .


Most multinational companies now its main raw materials supply chain globalization has done very well, in addition to human resources. More and more intense competition for talent, but also for less than the demand. To have won a successful multicultural skills and vision, enterprises have to recruit, train and retain market managers in carrying out the necessary items.


Do not let the talent to be a direct superiors, "bind." .


"We strongly emphasize the talent to implement around their internationalization because our talent development management must obtain international experience, talent and a very important part of development. That, we must ensure the world all Unilever organizations can work together. "Thin Rui, Kay said.


From the first day of the training of new managers were given personal development goals. Those who show up quickly the potential is designated in the "development" list. The promotion of their talent the way Curry - companies, countries, business groups and / or regional, global, executive committee, not only by their direct superiors, but also by the top three managers to guide. .


"We want to say to these people make more demands, we do not want to let their immediate superiors ' binding '. "Former Unilever salary and industry relations manager said.


Is the assignment of personnel will contact the company to a department, the department responsible for his or her career. The department manager must be included in the annual performance assessment and career planning system, and include in the sector and its performance evaluation of managers. The aim is to maintain continuity, so that managers are not likely to be interrupted due to the assignment of training and development programs. .


"If enterprises want to grasp the challenges of globalization, and to the knowledge-based economy, it is necessary to develop the practice of ' people is their most valuable resource" concept. "Wu Li-min said that" global HR project aims to ensure that a transnational enterprises have the right talent management flexibility and multicultural mix for all operations effective management, and seize opportunities for growth, and their managers into a common value of knowledge-sharing network. ”。.


Famous】. .


Most managers got in trouble because they forgot to think.


- Kaerweike, mysterious faculty. .


Drastic changes in climate enterprisers of thinking.


Rapid response to changing strain. .


"Rapid reaction, with varying strain" is thought to follow changes in the situation to react quickly. As business changes, adjustments to the enterprise management, financial policy and financial strategies to meet.


1. . Often understand the macro and micro changes in the market. .


The so-called macro market changes mainly refers to the Government's policy changes, changes in the international situation, the industry's international market changes and trends.


Japan Land Island construction company is building a world-scale enterprises, although it is a business, but it's information center - called the situation the Japanese network. He changes in the market, especially the macro insufficient attention to market changes. .


2. to external market changes quickly respond.


Our reaction is very slow to Chinese enterprises, such as in previous years, there have been "Coca Cola" the contamination. "Coca-Cola" was found inside the user has pollution, this is actually a very good city. .


Field opportunity. Now the "Coca-Cola" in China's beverage market is a "big brother", China's beverage businesses seem to remain indifferent to this event. In fact this is a very good market opportunities, no matter whether the "jianlibao" in mind, the "rising", nothing happens. Then the "Coca-Cola" will soon be dealing with their own crisis turn still occupies a very big market.


3. . Should always pay attention to the company's internal signals. .


For example, employees have recently quit a lot, then you'll notice is not given the low remuneration of employees, is another competitor, constantly digging I? these, business leaders should be extremely sensitive that consider the company to the management of change. The situation with the outside world, the company's management is there room for improvement.


Long-term strategy instead of short-term profits. .


● If the annual turnover of more than $ 50 million to the current situation in the country concerned is a big enterprise, this time to put the strategies mentioned in the first place. Large enterprises must longer lines are going to do, do not be a short-term plan. The so-called long line is strategic thinking, it's not too the pursuit of profit, but to pursue long-term profit.


● the degree of strategic importance should be mentioned first, and the short-term business objectives as an action-oriented enterprise is certainly short-lived. .


● Us "generic" automobile company CEO Jack wiltsie spent 20 years or so, the company's total assets increased from $ 12 billion to $ 300 billion, nearly 30 times. Success depends on strategic, rather than short-term profit.


杰克威尔奇 after taking office, to do strategic thinking is not only products, but to do service. Make products that make the hardware, is easy, the machine can do out there. Software is made to do service, do service most difficult. Compared with other companies, the hardware may not have much advantage, so 杰克威尔奇 a strategic thought is the "universal" gradually transformed to do service. Initially, the service brought about only 15% of turnover, after 20 years of strategic change, and now services revenue has accounted for 15% from the previous 50%. Products is 50%, 50% of the service. Successful course management tools with 杰克威尔奇, methods are related, it is important to his management strategy.


?? Chinese entrepreneurs to overcome short-term speculative psychology and impetuosity and establish long-term strategic thinking. The pursuit of short-term benefits such a mental state is called the impetuous appearance, especially the fledgling entrepreneur, or relatively young, immature social experience is very easy to make people dream. Within a short period of time to earn millions, tens of millions, there is no such opportunity. In the market competition, the rules are quite strict circumstances there is no profits. Only get down, get down to obtain benefit, you will be able to make a fortune.


】 【Self. .


The problem you did it?.


Problems to improve their work. .


Rapid response to changes often learn about macro-and micro-changes in the market.


Changes in external market quickly to respond. .


Always pay attention to the company's internal signal.


Long-term strategy instead of short-term profit strategy of the importance attached to the top place. .


There are short-term speculator and impetuosity.


Never forget to learn. .


1. to never forget learning and reflection on two things.


The first is to learn, to constantly learn from other enterprise of advanced management, advanced technology, constantly change the outside world the information to adapt itself to this changing environment. .


2. through the learning to keep up with the pace of industry technology progress.


Technical people have moved, you stay up old stuff, and even research and development is still hard. Products sold by others before, you put a lot of energy R & D, no need. .


3. adoption of the General level of learning to improve management.


Not the overall level of the individual, and some passed ISO9000 certification, very proud. In fact, certified by ISO9000 is not a big deal, and now most companies have adopted. To learn new things, but also continue to progress. .


The American scholar Buddha Wright situation rules.


Learning while also constantly thinking, thinking what are business problems, how to manage change, how more and opponents. Entrepreneurs should never forget the learning and thinking, the United States, a scholar named Folai Te, he stresses acting in law - is to think about a few questions:. .


● We belong to what industry?.


● rethink what we are most beneficial to the industry? . .


● To rethink how we should be engaged in this industry?.


● rethink how we should do this trade? . .


CCTV "dialogue" has a Hong Kong entrepreneurs, he said that if an enterprise is not in the industry to do the first and the second is not engaged in other businesses, he said. Our.


Entrepreneurs while doing this, while they do that. The industry in which the most advantageous? In this industry, how to enlarge? How to make the first or second? How can we do? - This is to think, and it is proposed to act American scholar Folai Te rules. .


Enterprises to cope with the drastic changes in the environment of major policies.


Establish standardized enterprise management system. .


1. be sure to establish a standardized management system that enables organizations to build a new management platform.


That is for a more modern "car" can run fast. The enterprises well, so that enterprises in a standardized management track, is not a simple matter. .


2. many people accept the full range of standardized management to promote the implementation of the programme, but when you back up.


Very difficult to implement a lot of things, check a lot of trouble. Must be under the cruel, to promote the enterprises to establish a standardized system. .


3. the establishment of a standardized system-a very tired thing, because a lot of things to do, and must be standardized.


Psychologically speaking, people have "comfort zone", that is, in this case is very comfortable, a change it is not comfortable. Example, two pillows to sleep normally sleep very comfortably, and later as cervical bad, the doctor said not to sleep on two pillows, a pillow to sleep on the change, especially awkward, but the sleep for a month, two months, a pillow to sleep on the comfortable, If sleep two pillows at this time, feel uncomfortable. .


At the management level, such as the original can easily borrow money to finance, approval, and now you must feel very uncomfortable. At this time to obey the rules on the management of standardization, overcoming fear and bitter heart or lazy thinking.


The establishment of the correct scientific decision-making management system. .


1. to improve the corporate governance structure.


Management layer only do business activities, major decision-making to the board for another important meeting of shareholders may be discussed. A small number of the board should obey the majority, most people hold views that may have problems making to ensure that decision-making more scientific. Some companies have board name, surveillance will be some evolution of the state-owned limited liability company are party committee, Association, the trade unions. Party members of the board of directors is to monitor is the union president would, in fact, no truly corporate governance structure, but also further regulate to ensure that decision-making more scientific. .


2. establishing expert consultation system. Enterprises, especially large companies, every decision has to be very careful.


Small mistake on the potential bankruptcy or close down, this time a number of outside experts should be engaged in decision-making. China Securities Regulatory Commission recently listed company must have a 1 / 3 of independent directors, independent directors are outside the basic requests management, financial experts and outside legal counsel, investment advisors. Practical for enterprises to establish an expert advisory system, the expert can be more objective and professional way to conduct feasibility studies on decision-making and make suggestions. .


Normally, we think that an enterprise should establish two advisory team, a technical advisory team is that a set is a management consulting team. Technical advisory team is for the entire enterprise technology development trend in the overall conduct feasibility studies, and management consulting team for enterprise management in more scientific recommendations and opinions. Establish two advisory committees, to ensure the correctness of the decision.


3. . The establishment of decision-making professional database. .


Many enterprises want to making scientific information, but there is no market. For example, do not know what other enterprise sales, competitors end strength, future technology trends it is not clear, and no foreign material, requires the establishment of a policy of professional data repository. Repository of source people called to gather competitive intelligence. Competitive intelligence is not a spy system, is a means of political parties, the information obtained through lawful.


Now describe the business management of the newspapers a lot, often describes the situation of enterprises, introduction of listed companies, these data should be preserved, and form their own professional decision-making database. Future decision-making when necessary to discuss at any time can be found at any time be able to get the information for data analysis. .


4.. establishment of obverse decision demonstration system.


Any decision must be positive and negative to prove, through debate, to make the problem more clearly. Everything has opposites, there is a clear antithesis to the discussion. .


The establishment of financial risk management system.


The establishment of financial risk management system, establish financial risk prevention system. Many companies do not realize the financial risks, from the decision-making is concerned, such as poor decisions can result in financial risk or the purchase of certain equipment caused by the financial risk. A company has two production lines from abroad, this two lines into the future are lower than the original design level of benefits than originally expected much worse, in effect, brought financial risk. In the purchase of equipment before, it should be demonstrated.。.


1. . To strengthen the financial forecasting and financial analysis. .


Before making any decision, first to do financial forecast. If the purchase of equipment, what benefits does not buy what loss or acquisition of future operating costs increase, etc..


During the operation of the business to conduct financial analysis, such as monthly or quarterly basis the previous phase. The enterprise's financial conduct financial analysis, which costs more, which costs less. Marketing efforts such as lack of investment may cost less. Some cost more to spend, or else to conduct financial analysis. Finance staff are now working, not just bookkeeping accounts, these accounts are actually working, make financial projections and financial analysis as an important part of the financial work. .


2. establishment and Enterprise budget management and cost control system.


Financial Risk costs too much, we should improve budget management. Such a work to the middle from the project put into operation, equipment cost a total of how much, and then do the budget, and finally to spend money in accordance with the budget. If more than the budget on the right shows the original budget, or have any special circumstances occur, we must talk about clearly. Financial sector should be through the budget to control costs, which we and foreign enterprises, Hong Kong, Macao and Taiwan enterprises have a big gap. .


The establishment of enterprise information management system.


1. . To establish our own business management information system has become a top priority, because it is a means of rapid reaction companies. .


In fact, we were first issued, and then typing and printing, fax — this speed is too slow. Enterprises must respond quickly to the market, management information system must be established. If the enterprise has not already been established, it should be timely to do the work.


2. . Through the management information system to improve our level of standardized management. .


The manual is too slow, a lot of trouble. If you have a computer, the data may at any time you fill in, to the end of the month will generate accumulation, standardized management level increases.


3. . To improve the level of employee's computer is imperative. .


Enterprises to implement information management, all employees, particularly managers must be computer.


Does not operate a computer, can only take hand-written documents, but also to find typist, so enterprises can not adapt to the development of standardized management. Now most of the young comrades will, the old comrades to overcome the ideology of fear and trouble these psychological. .


Fostering the enterprise's core competitiveness.


Enterprises to develop their own core competencies. Core competence is the business of innovation. Or do you have this ability and others do not, Now that's core competitiveness. Will not sell the core competitiveness of Chinese cabbage, you will others will. But if you want to develop a software, others may be you will not. Core competence to enable enterprises in market competition over others is the core competitiveness of enterprises in market competition to beat opponents with unique advantages in key technologies, key procedures, the key mechanisms of large capital decisions and operational strength of the energy . .


Recently there is also a reference to the core competitiveness of enterprises is mainly a business leaders insight and foresight. This is the new reference is correct, the enterprise's core competitiveness mainly in corporate leaders could not be able to see far, can be very sensitive to market. To be able to foresee the problem is a strategic management issues, this is also one of the enterprise's core competitiveness.


【Summary】. .


After China's accession to the WTO, enterprises will face a new competitive environment. In this kind of drastic changes in climate enterprisers must meet, rapid response to overcome short-term speculative psychology and impetuosity, long-term strategy instead of short-term profit. Efforts to develop the core competitiveness of enterprises, the establishment of standardized management system of the enterprise.


Learning organization "virtual" tendency in the theoretical research, mainly for the impetuous, impractical, just stay on the surface, preach to, or an official face article, even a casual rote, patchwork and plagiarism. Learning enterprise is not with the actual situation of Chinese enterprises will end, the learning organization a foothold in China is difficult to play its due effect and role. At present, although many scholars in this area and start of insight, but the country still lacks depth and originality of the major research results, and even cases of order are superficial level. In the practice field, learning organization "nominal" performance in the formulation to create activities, formal and superficial.。 ”。.


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But our country seems to be exactly the opposite, is the Organization's leaders strongly advocate, promote the establishment of a learning organization. Top-down, bottom-up, two learning methods. Besides creating activity does not have a business combination; and many organizations is the leader everywhere "hype" of individuals, publicized his "achievements" in a new way for the actual work is done; what is more, some companies even learning organization concept yet understand, scrambling to start learning is engaging in "movement".


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Learning is not the goal of the organization.


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Learning organization concept is introduced and spread, many people can not help laments the wonderful prospects and the magic, I hope it will soon be their organizations into learning organizations, and simply think it is a matter of immediate things. This idea is doomed to impingement, as a learning organization should be regarded as an ongoing learning process of the development of strength, it is a long-term, incremental, for example, China power Education Association plans to use 3-5 years in a long time to study how the power of enterprise learning strategies programme.


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Learning organization theory is Dr. Senge to system dynamics is a tomb, by nearly ten years on thousands of companies to conduct research on a number of enterprises for counselling, development of a system of enterprise management theory, this is tailored for enterprise management, learning organization theory is not a one size fits all and master key that is not customized for a wide variety of organizations. For national government agencies, public institutions, municipal and community ought to understand its theoretical spirit, flexibility in its essence, not uncritical "practice" can not be narrowly interpreted its simple and ordinary meaning of education and training and the construction of enterprise culture.


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The learning organization.-


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Although internally to create a learning organization is the national news media, for example, first create a learning organization's Enterprise Lenovo Group through the learning organization to create, access, but in fact many Chinese have not really effective to promote a learning organization, Enterprise, there are some enterprises claiming in building a learning organization is the only enterprise in fact from the training, this is certainly a viable starting point, but only the establishment of training is not enough, you also must have a system of beliefs, must be the same as the corporate culture and spirit, enterprise vision strategy, management system and institutional, technical and information resources (explicit knowledge management and collaborative work), etc. . .


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In summary, our learning organization may consider the following specific tasks ahead, one idea building, take the frame, Xingchengjuyou Qiyetese the management, operation and service philosophy group, Luo Shi create activities leading and working institutions; 2 yes built vision, establish benchmarking, a clear corporate vision with staff, specific content of faith, aiming at the international, the domestic advanced level, identify gaps, to carry out benchmarking activities; Third, we must focus, with fully grasp the leadership is the key, departments focus, team-based principles to promote the comprehensive development of the Learning Organization. .


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A learning organization that exists in reality is nothing like that might be difficult to have a standard template, but if an organization with a focus on learning, to encourage equality of exchange, open enterprise, common goals, encouraging innovation characteristics, such an organization no doubt to have the most basic elements of learning organizations. .


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Learning organization has been called "the 21st century organization and management of the new trend," learning organization demands that every member of the organization not only to life-long learning, and constantly add new knowledge, but also to open Self, and to communicate the final up from individual learning, organizational learning to the learning organization objectives. Management guru Peter Senge will create a learning organization is defined as "practice", the process is relatively long. We should keep a clear mind, building in line with China's national conditions of a learning organization, and can be combined with industry characteristics, will be a long and arduous task. .