industrial overlord

Chapter 598 Experienced

Seeing how busy the scene was, Lin Zhenhua didn't want to bother Han Xiaoying and the others anymore.He asked Cheng Run to contact the hotel, and opened a new meeting room. He sat in the town himself, brought two foreign students who came to help, and also acted as an interviewer.

After the personal interview, Lin Zhenhua's feelings were even deeper.European countries are worthy of being old industrial countries, and they are really full of talents.Those European engineers who came to apply for the job not only have high professional level, but also have rich experience in various aspects. These experiences are even more valuable to Hanhua.

"Your name is Haig, right? Mr. Haig, I read on your resume that you have undertaken World Bank loan projects in five countries. So, can I test you, what are the biddings for World Bank projects? What kind of program?"

Lin Zhenhua took his resume and asked a German project engineer sitting in front of him.

Haig was still a little restrained at first, and he didn’t know the rules of applying for a job in a Chinese company. When Lin Zhenhua asked about his familiar fields, he immediately relaxed and replied: “It’s absolutely fine. I can introduce you now: For the bidding of the World Bank project, the borrower must first prepare the bidding documents and send them to the World Bank for pre-examination. After that, the borrower must publish the bidding announcement, and the company that intends to bid must purchase the bidding documents from the borrower, and then according to the bidding documents requirements, prepare a tender and send it to the borrower..."

Lin Zhenhua listened with great interest while keeping notes on paper.Seeing that Lin Zhenhua listened intently, Haig was more confident. Not only did he introduce the general bidding process, but he also revealed all the tricks and even shady tricks and bad tricks in the bidding process based on his years of experience.This meant that the Europeans were simple, and he never thought about what would happen if Lin Zhenhua didn't recruit him after hearing all this.

Lin Zhenhua also knew a little about the bidding rules of the World Bank, but listening to Haig's introduction gave him a refreshing feeling.In the World Bank loan projects, the Chinese side has always played the role of the tenderer, and there are very few bidders, so there is a serious lack of experience in this area.From Haig's introduction, Lin Zhenhua knew that there were still many things to pay attention to in order to win the bids in these projects.If you don't understand the secrets of this, then the bidding party can use legal procedures to kick you out and choose their favorite partner.

"Mr. Haig, I have another question." Lin Zhenhua put on a gesture of not being ashamed to ask, "Our company is currently preparing to bid for a large-scale project, but according to what we have learned, the project owner prefers a certain company in the West. There are some prejudices against us. Although we are fully confident that we can beat this competitor through the quality and price of the products, I am also worried that if the owner has prejudices against us, will we encounter some unfavorable construction processes in the future? Necessary trouble?"

"If I am in charge of this project, then the company will not have to worry about this situation at all." Haig said confidently.

"Oh? Do you have a way to establish a good relationship with the owner?" Lin Zhenhua asked strangely.

Haig said with a smile: "I don't need to take the initiative to establish a good relationship with them. As long as we can win the bid, then the owner has to establish a good relationship with us. Otherwise, they will be in trouble, not us."

"I would like to hear the details." Lin Zhenhua said.

There is an old Chinese saying that a strong dragon does not overwhelm a local snake.Over the years, Hanhua has undertaken a lot of projects overseas. Before each project starts, Lin Zhenhua has to tell the project manager to establish a good relationship with the owner, and even give some benefits to the person in charge of the other party when necessary, in exchange for the other party's cooperation.Hanhua's engineering team works overseas. If people want to embarrass them, there are too many ways to do it. Cutting off water, electricity, and food for any reason is enough to make them helpless.

However, the Haig in front of him didn't care about it. Could it be that he has a better way?

Haig said: "Mr. Chairman, you need to know that if we are doing a project financed by the World Bank, then the World Bank will stipulate the rights and obligations of both parties. The owner must provide the specified assistance for the project. If our work cannot be completed smoothly due to other reasons, we have the right to claim compensation from the owner.”

"Claim, what does this mean?" Lin Zhenhua asked.

Haig said: "Let me give you an example. I used to do a project in Guatemala to build a set of rural power transmission projects for them. We first transported the equipment to Guatemala, and then loaded them into the local Rural areas. As a result, there was a section of the road with poor traffic conditions, and our equipment truck was unable to pass through, which was delayed for two weeks. For this matter, Guatemala paid us US$70 in compensation.”

Lin Zhenhua asked in surprise: "What? You lost $70 in two weeks? Then how much is your equipment?"

"$40." Haig shrugged and said proudly.

"It's really...too dark." Lin Zhenhua murmured.

Haig said: "This is the rule. When we signed the contract, Guatemala promised that there would be no problems with the local roads. Now that our time has been delayed because of road problems, of course we have a reason to claim compensation."

"Then... are there many cases where your company claims compensation from the owners?" Lin Zhenhua asked again.

Haig said: "There are countless. Mr. Chairman, you must know that for those poor countries... sorry, I should probably say that they are those underdeveloped countries. Their infrastructure is very backward, and their management level is also very poor. Low. Therefore, when we do projects in these countries, it is easy to find their faults. According to the contract, all these faults are claimable.”

"Aren't these countries going to pay to death?" Lin Zhenhua only felt chills in his back. He thought that China is also a developing country, and the conditions in all aspects are also very immature.China has built many World Bank projects, and I don't know if any of them have been claimed by foreign manufacturers.

Haig shook his head and said: "It's not enough to pay for death. Generally, we will negotiate with the owner in such a situation. We can give up part of the claim, but the other party also needs to show their sincerity..."

"Hehe, I understand." Lin Zhenhua said suddenly.

The sincerity of the other party mentioned by Haig is nothing more than asking the other party to lower their requirements in terms of project quality and service, so as to reach a behind-the-scenes transaction.For those countries with a low level of economic development and management, this is considered to be a tooth knocked out and swallowed in the stomach.

European companies have ample experience in engineering management, and it can be said that it is easy to find flaws in developing countries.However, if the claims are made blindly for these flaws, on the one hand, these owner countries will not be able to afford it, and on the other hand, the cooperative relationship between the two parties will be broken, which is not conducive to the long-term interests of European companies.Therefore, these companies often point out the faults of the other party first, and then threaten with compensation to force the other party to agree to some conditions.In this way, the two sides can be regarded as reaching a "win-win".

Reminiscent of Haig's words that he didn't have to worry about the owner making things difficult for him, Lin Zhenhua finally understood.According to Haig's approach, let alone making things difficult for the other party, I'm afraid it's too late to flatter him.

This is the "Fairplay" in the international economic order. Yes, both parties have their own rights and obligations, and whoever violates them will be subject to the same punishment.However, one side is a veteran industrial powerhouse with rich experience, and the other side is a developing country that is trying to figure it out. Under such rules, who wins and who loses has already been decided before the game?
"Very good, Mr. Haig, I admire your professional knowledge and project experience very much. If you are interested, I would like to hire you to work in our group company and take charge of the World Bank project that we are currently preparing for bidding. What do you think? .” Lin Zhenhua immediately made a decision.

The power plant project in the Republic of Goma really needs a black-bellied person like Haig to take charge.Lin Zhenhua believes that it is difficult to find a business manager in Hanhua who can bully black brothers with peace of mind. This is the difference between Chinese and Europeans.In the eyes of Europeans, if the strong do not bully the weak, it is simply a waste of their own resources.

This is experience. Although Hanhua has done projects in more than a hundred countries around the world over the years, the experience of using rules to trample people is almost blank.

Nuzama, aren't you a cow, don't you only worship Germans?Well, I'll find a German to treat you.Lin Zhenhua thought evilly in his heart.

Of course, Lin Zhenhua would never let Haig follow the European company's rules.He has already figured it out, if Hanhua can win the power plant project in the Republic of Goma in the future, he must do the project well based on the principle of being kind to others.But if the other party is really hostile to China and intentionally makes trouble, then Lin Zhenhua will not hesitate to use his own way to punish him.As Haig said, when doing projects in countries on the African continent, isn’t it easy to find fault with the other party?

"Great, Mr. Chairman, thank you so much!" Haig almost jumped up, "Do you know that I have been unemployed for more than half a year since the company I used to work for closed down, if I hadn't met you, I'm probably going to be a truck driver."

Lin Zhenhua stood up, shook hands with Haig with a smile, and said, "Well, Mr. Haig, I now formally congratulate you, you have been hired. If you have nothing else to arrange, I hope You can go to work tomorrow, and your task is to cooperate with Mr. He Fei, our marketing manager, to prepare for the project bidding of the Equatorial Power Plant in the Republic of Goma."

"There is no problem at all!" Haig could only swear, "I can assure you, Mr. Chairman, this project must be yours, no, no, no, I was wrong, I should say, this project must be ours .”

　I recommend a very good book, "Guan Dao Zhi 1976" in the metropolitan area, the author "Want to See Jiangnan".The title of this book is a bit clichéd, but the style is definitely refreshing.The author is a newcomer, but the writing style is very good, which makes Chengzi feel ashamed.The descriptions of various scenes in the book are very delicate and have a sense of eloquence.The content of the novel is also very unique. Starting from the turning point in 1976, many plots have the flavor of that year.I strongly recommended this book more than a month ago, and it is already on the shelves today.Everyone can go and read it. If you have enough money, help me order a first chapter and encourage the author, that would be even better.Orange would like to thank everyone on behalf of the author.

　　


(End of this chapter)