this paper takes the story of Lin Xiangru's return to Zhao in one piece to explain how a project manager should deal with the unfavorable situation and the unreasonable and deliberate difficulties of customers.
1. Seize power
On this day, the boss of Sanqin Group won Zhao Xiang (that is, Qin Zhao Xiang Wang) and heard that Ji Zhao Gaoke, a colleague, had developed the first chip of the third generation wireless communication technology (3G for short) with independent intellectual property rights in China, and he started to think. 3G technology is the general trend. Faced with such a huge cake, everyone wants to cut a piece.
Wei Ran, COO of Sanqin Group, suggested that the boss exchange 15 properties in Youyang and other places for chips in the name of cooperative development and technology transfer. Their wishful thinking is: Because Sanqin Group is extremely strong and dominant in the market, Ji Zhao Gaoke is only in the second echelon, and dare not offend Sanqin Group. On the surface, it is cooperative development, but in fact it is just verbal talk. The purpose is to make Ji Zhao Gaoke present chips and related core technologies (including related standards, patents, protocols, algorithms, etc.). The so-called 15 real estates are just a cover, and Zhao Gaoke can't get them at all. If Ji Zhao Gaoke dares not to give it, then make a hostile takeover and maliciously suppress Ji Zhao Gaoke.
Wei Ran concluded: 1. In order to achieve its own strategy and goals, organizations can achieve their goals by implementing a series of projects; 2. The strategy and objectives of the project need to obey the overall strategy and objectives of the organization; 3. According to the enterprise's strategy and goals, we can choose the appropriate type and scale of projects; 4. The project is influenced by many factors, including politics, economy and market.
under the present circumstances, Ji Zhao Gaoke can only be forced to accept such a "technology transfer" project for the overall strategy and interests of his own enterprise. After listening to this suggestion, Yan Zhaoxiang repeatedly applauded and wrote a personal letter, arranging senior consultant Hu to present himself as the boss of Zhao Gaoke in Hebei.
2 dilemma
Seeing the letter from the boss of Sanqin Group, Zhao Zhaoxiang, the boss of Zhao Gaoke in Hebei Province quickly convened a high-level meeting to discuss how to deal with this matter. Everyone knows that the "change" of Sanqin Group is actually just a cover, not buying at all, but taking it away. After giving Sanqin chips and related technologies, whether it is money or real estate, you can't get it at all; Don't give it, people say it's "buying" and demand technology transfer, but they dare not say not to sell it at all. Now 3G chips and related core technologies have become a hot potato, neither giving nor not giving. This move of Sanqin put Zhao Gaoke in a dilemma.
everyone has different opinions, some say yes, some say no, and it's a mess. Li ke suggested that a person with courage, knowledge and courage should be appointed as the project manager of this technology transfer project. If you get the real estate, transfer the chip and related core technology to Sanqin, otherwise bring the chip and related core technology data back to Zhao Gaoke, Ji.
Everyone agrees that all that remains is to find a suitable project manager for this "technology transfer project". As we all know: 1. The more difficult a project is, the more a competent project manager is needed; 2. The project manager sometimes plays a decisive role in the project; 3. For some projects, if there is no suitable project manager, the project is doomed to failure from the beginning.
However, as we all know that the success of this project is too difficult, whoever is the project manager is actually jumping into a fire pit, so everyone bowed their heads and said nothing. The boss eagerly looked at Lian Po, an experienced veteran who has repeatedly made outstanding achievements, but Lian Po said nothing. The meeting was silent and the scene was extremely embarrassing.
3 Huai Bi goes west
Therefore, Miao Xian, the administrative director, suggested that he had a senior manager named Lin Xiangru who could take this post. The boss immediately ordered a summons. After full discussion with the boss and senior management of the company, Lin Xiangru expressed his willingness to be the project manager and lead the "technology transfer" project.
At the meeting, everyone made an in-depth analysis of the project and determined the basic objectives of the project: if Sanqin really exchanges chips and related core technologies with 15 real estates, technology transfer will be carried out; If Sanqin Group has no intention to hand over the real estate, it must return the chip and related core technologies to Ji Zhao Gaoke completely.
On the spot, the boss appointed Lin Xiangru as the director of strategic cooperation and served as the project manager of this project, authorizing him to be fully responsible for the technology transfer. The boss once again clarified the basic objectives of the project and issued the project charter. Lin Xiangru then led people to the west, and he was full of confidence in this project.
Lin Xiangru thinks this way: 1. For a project, we should first make an in-depth analysis of ourselves and our customers, understand our own capabilities, measures we can take and resources we can mobilize, and learn about our customers' situation, ideas and possible measures in detail, so as to know ourselves and ourselves; 2. Any customer has its own strengths and weaknesses. If the customer makes things difficult, you can seize the weakness of the customer to make a fuss; 3. The project manager and project team members need to be both wise and brave, and be fully prepared to fight with customers; 4. On the premise of ensuring the realization of the project objectives, improvise.
won zhaoxiang held a grand welcoming ceremony for Lin Xiangru in Xianyang headquarters building and personally received Lin Xiangru.
4 improvise
Lin Xiangru carefully took out the chips, CDs and paper materials, and gave a demonstration on the spot. Seeing the powerful function of the chip, Sanqin Group was silent and admired secretly. Won Zhao Xiang is holding the chip and reluctant to put it down.
The ecstatic Won Zhaoxiang asked his men to pass on the chips, and asked consultants and experts to study the chips and materials. But I just don't mention real estate. When Lin Xiangru saw that the situation was not good, he immediately made up his mind: the chip and data must be taken back immediately, otherwise he would get nothing. He immediately told Won Zhaoxiang that there was still a little problem with the chip, and there were related explanations in the data. Now he should show it to the people of Sanqin Group, so as not to leave major hidden dangers in the future. In this way, he took the chip and all the information to himself. Lin Xiangru immediately accused Sanqin Group of bad faith and deliberate fraud. He said: "After receiving the request of Sanqin Group for technology transfer, Ji Zhao Gaoke attached great importance to it and held a high-level meeting to discuss this matter. Everyone agrees that Sanqin Group only relies on its deep pockets and extorts money. The technology transfer is false and the deception is true. It's just that Lin Xiangru believes that honesty is now emphasized. A big company like Sanqin Group, for its own reputation, must not only cheat 3G chips and its core technologies, but also cooperate sincerely. "
Lin Xiangru silenced Sanqin Group. He went on to say, "When I saw the battle just now, I knew that you didn't really want to exchange real estate for technology, so I wanted the chips and core materials back. If you have to force me, then I will destroy the chip and data and burn it all. "
naturally, Zhao Xiang won't be able to bear it, so he immediately asked someone to take out the relevant property right certificate and ask for an exchange. Lin Xiangru understood that Sanqin Group was temporarily pretending to promise to defraud chips and data. He had another plan in mind and put forward the requirements: 1. Sanqin Group will prepare relevant production lines and supporting facilities within five days for technical cooperation; 2. Require Sanqin Group to prepare relevant certificates and documents for real estate transfer and notarization procedures; 3. The project team needs five days to modify the software and go through the patent authorization procedures. Faced with Lin Xiangru's reasonable request, Sanqin Group had to agree.
Lin Xiangru later concluded: 1. Customers can be divided into many types, and their quality and level are uneven, and the degree of cooperation with the project varies from person to person and from time to time; 2. Treating different types of customers requires different means and methods at different stages of the project; 3. For customers who are tough or uncooperative, don't be hard, try to avoid tit-for-tat, and need to improvise; 4. Give customers appropriate opportunities to step down and avoid customers becoming angry from embarrassment; 5. Find out the weakness of customers and carry out targeted struggle.
5 returned to Zhao safely
After winning the initiative, Lin Xiangru returned to the hotel and immediately arranged for his right-hand man to take the earliest flight and return to the company with the chip and related materials. And, wrote a detailed summary report of the project stage to the boss. Lin Xiangru was relieved, knowing that he had successfully completed the project objectives.
Five days later, Sanqin Group held another large-scale ceremony, and invited many famous people in the industry to witness it, and many related news media were also invited to attend the meeting. Sanqin Group wants to use this technology transfer signing ceremony for a successful hype.
When Lin Xiangru came to the meeting empty-handed, everyone looked at each other, especially the heads of Sanqin Group.
Lin Xiangru told Yan Zhaoxiang that the chips and materials have now returned to the headquarters of Zhao Gaoke in Hebei. If Sanqin Group is interested in acquiring 3G chips and related core technologies, it can sign a contract first and transfer and notarize the real estate. Due to the dominant position of Sanqin Group, Zhao Gaoke of Hebei Province will definitely present the chip and related core technologies with both hands. Faced with Lin Xiangru's wisdom and courage, Sanqin Group had no choice but to send Lin Xiangru back to Handan politely.
At first, Sanqin Group intended to take advantage of its superior position and the objective condition that "customers are God" to subdue Zhao Gaoke, but due to Lin Xiangru's efforts, their attempt went bankrupt.
Because Lin Xiangru completed the impossible project and caused a great sensation in the industry, he was promoted to vice president by his boss. The "technology transfer" between Qin and Zhao will also go away.
Lin Xiangru later concluded: 1. It is normal to meet all kinds of customers when doing projects; 2. To treat customers, we should keep a correct attitude. No matter what the customers are, we should not be confused at first. 3. Before the start of the project and during the progress of the project, it is necessary to carefully analyze the customers and make clear their needs and real ideas; 4. It is not a good idea to be hard-pressed with customers. It is best to improvise; 5. It is best to guide customers, instead of simply letting customers guide you, and it is most taboo to let customers lead by the nose; 6. Pay attention to foster strengths and avoid weaknesses; 7. Learn to "attack the shield with the spear of the child" and "fight poison with poison" when necessary, but pay attention to the timing and duration.