Example of selling photocopiers: the first employee spent a day selling to farmers, the second employee spent seven hours selling to fishermen, and the third employee found an electrical appliance dealer.
Summary: It is the embodiment of ability to complete the simplest things in the shortest time.
What does a leader do? In fact, a leader should grasp the main contradictions and the main aspects of contradictions. -Ren Zheng Fei
The nature of the work is divided into four-quadrant rule and 80/20 rule.
There is a "car story" circulating inside Huawei.
One year, Ren, then director of Huawei's Xinjiang office, visited the Xinjiang office.
He is a new official who has just been promoted from the front line and doesn't know Ren very well.
In order to show his importance to Ren, he rented an extended Lincoln to meet him at the airport.
As soon as Ren Gang got off the plane and saw the car, people blew up.
"Waste, waste, pure waste. 」
Then pointed to the director's nose and began to scold:
"Why do you want to meet in person?
The place where you should stay is the client's office.
Instead of sitting in the car with me.
Customers are your parents,
You should spend time with your customers. 」
Ren Zhengfei has a famous saying:
"Butt to the boss, eyes can look at the customer. 」
This sentence has shaped the work values of Huawei people.
Some things are not impossible, but we need to know how to do it and how to do it. -Ren Zheng Fei
(1) Concentrate on handling, make good time arrangements, and let employees know when to arrange time to handle these trivial matters, whether before, during or after work.
Huawei people are good at deleting files, cleaning and clearing tables 10 minutes before going to work.
(2) Take notes in time to ensure the accuracy and objectivity of the matters without omission.
Only professional and streamlined management can really improve the operating efficiency of a large company and reduce the internal friction of management. -Ren Zheng Fei
Process determines work efficiency and directly affects work efficiency.
Process steps: who is doing it, what tools and methods are used to do it, what to do mainly, and who to lose to. (Every step is evaluated)
Wu Chunbo, a management consultant of Huawei, told such an interesting story:
"Ren began to change trains. He started driving a second-hand Peugeot and took me for a ride.
Later, he changed to a BMW. One day, in the street of Shenzhen, he opened the skylight.
Passing car, ask Guo: Have you ever driven a BMW?
Guo Shina ignored him, and Lao Ren asked again, but Guo Shina also ignored him.
When asked for the third time, Guo Shina said: What do you want to express?
Lao Ren said, where are the brakes of BMW?
This is Huawei in those days, only learning high-speed growth.
But I didn't learn to manage my growth. 」
After Ren Zheng Fei realized this,
Decided to transform Huawei-"transform this group of Tuba Road into a regular army. 」
How to transform?
"Learn from the British system, American innovation, Japanese lean and German norms. 」
So Ren began to introduce-
IBM's management mode, Microsoft's debriefing system,
Toyota's precision production, KPMG's financial system.
Guess how much Ren Zheng Fei spent on these introductions.
More than 4 billion.
In this case, cost improvement management is unprecedented.
But this introduction was opposed by many employees:
"Does western medicine really work? 」
"Eupolyphaga Seu Steleophaga is Eupolyphaga Seu Steleophaga. No matter how it is transformed, it will become a turtle. 」
"Will the wolf with beautiful shoes be possessed? 」
Ren flew into a rage after listening: I hate "smart people" the most.
I think it is great to read two more books.
If you don't want to learn, farm and stand aside.
If you can't learn well, go back to be an engineer.
Unsuitable laid-off, resistant dismissal.
No one dared to say anything when Ren struck the table.
So Huawei completed the transformation.
"After completing this transformation, the door to Huawei's internationalization has been opened. 」
It is necessary to simplify unnecessary confirmation and reduce unnecessary and unimportant links in management, otherwise how can the company operate efficiently? -Ren Zheng Fei
Tracy's Law: The difficulty of any job is directly proportional to the square of the number of steps it performs. For example, there are three steps to complete a job, so the difficulty of this job is 9; If it is increased to 5 steps, the difficulty will increase to 25.
The existence of "Tracy's Law" reveals the simplest truth: the fewer steps in the workflow, the lower the difficulty.
Simplifying work is not deleting and removing workload, nor compressing time for no reason, but how to create as much value as possible with as little time and resources as possible, and how to achieve work goals with less work links, which is the key consideration and careful design of managers.
I am not afraid of external pressure, but I am afraid of internal pressure. If I refuse to do it, will it make the company go wrong and close down? If I do, will I lose my resources for the strategic highland? -Ren Zheng Fei
When doing the right thing, we should add a prerequisite: doing things in the right way.
(1) Find out what is right.
(2) Understand what is the correct method.
Summary: "Doing things correctly" emphasizes efficiency. The result is to make the executors move towards the goal faster; "Doing the right thing" emphasizes efficiency, and the result is to ensure that the executor's work can move forward firmly towards his own goals.
We should give priority to positive comments, but seize the key events and fail the exam. "thing" is the "thing" of "thing" Every mistake should be checked back to find out the root cause and improve it. -Ren Zheng Fei
Common reverse thinking in work mainly includes the following aspects:
First, the reverse thinking in procedure.
Second, use the method in reverse.
Third, empathy.
Fourth, the reversal of ideas.
Fifth, the cause and effect are reversed.
Conclusion: Employees should cultivate their own reverse consciousness and be good at thinking from the opposite side of things. Perhaps in this way, they can look at the problem more comprehensively and objectively and find more good ways to solve the difficulties.
The important qualities of a leader are direction and rhythm. -Ren Zheng Fei
Rhythm law:
(1) Employees should keep their own rhythm and adopt less intrusive communication methods.
(2) Employees should know how to keep the same or similar rhythm with others and avoid disturbing each other.
Methods of working rhythm:
(1) Confirm and publish your best busy time.
(2) Take special time to accept the interruption.
(3) Find a way to quickly discharge the interference.
(4) Don't waste other people's time.
We have to make a hole, and strength can only be achieved by going out through a hole. We should do better than others. However, we didn't do a good job of "drilling holes", and the R&D strength was too scattered, which left our competitors behind. Every product line, every engineer is eager to succeed. Set too many too small items, and when the power is scattered, the whole carriage will be scattered. -Ren Zheng Fei
The Basic Law stipulates: in the key factors of success and the selected strategic growth points, allocate resources at a higher intensity than the main competitors, or do nothing, and concentrate manpower, material resources and financial resources to achieve key breakthroughs.
From the fundamental point of view of enterprise survival, enterprises should have profits, but profits can only come from customers. -Ren Zheng Fei
Overall products: basic products, expected products, additional products and potential products. (Supply chain value)
Any worker should change his working concept and working method. We should know how to tap the value chain of products and be good at extending or even indirectly bundling the products and services we provide. At the same time, we should strive to improve our service quality and service level, because service is no longer the center of cost, but the basis of profit, which is the key factor of value chain. Therefore, employees should strengthen their service concept, provide customers with more overall products and solutions on this basis, and build their own competitive advantages.