wolf road

Chapter 36 The Wolf Pursuit (4)
Zhou Wei, chairman and CEO of IBM Greater China, once had an interesting conclusion: small companies look at their bosses, medium-sized companies look at their management, and large companies look at their culture.For many Chinese companies, poor teamwork is at least directly related to company culture.

Ram Charan, a consultant to Ford Motor Company, said that according to his research, the main reason why CEOs fail is poor execution.It's that simple: inability to complete tasks, indecision, failure to keep promises.A major cause of poor execution is the failure to place the right people in the right positions, and employee issues not being resolved in a timely manner.For example, those key figures whose performance has been poor and hindered the development of the company have not been dealt with. This is where the failure of the CEO lies.

Charan presents a two-step solution to such a problem in his book "Business Acumen".The first step is personnel organization ability, that is, selecting suitable employees, developing their abilities, and dealing with the problem of incommensurate employees and positions.The second step is the organizational ability of the enterprise, that is, to coordinate the efforts of others to jointly achieve the priority development goals of the enterprise.

Human rationality is advocated by the golden mean, and the human rationality of the golden mean is no longer in line with the pace of the times. This is the result of many successful examples of the modern spirit. Only bold imagination, bold practice, and bold exploration can make us The development of science and technology can promote social progress.

Comrade Deng Xiaoping's Zhongte Theory has fired the first shot at the spirit of the mean that has blocked China for thousands of years, followed by countless successful people and events who dared to eat crabs.In terms of their spiritual essence, these successful people who dare to eat crabs are all moderate rebels, and they all have a kind of wildness that is restless with the status quo. When this wildness breaks out, they don't care about anything.Isn't that what many successful people in the field of business and technology do?For their ideals, in order to realize their ideals, they work selflessly and desperately, sometimes without eating, drinking or sleeping for several days. At this time, the primitive wildness is fully exposed in this specific environment.It has boosted the prestige of the Chinese people, shortened the distance between China and foreign countries, improved people's living standards, and improved China's international status!And it's their outbursts of wildness.

Man evolved from lower animals, and all animals have something in common—primitive wildness.Even today's rationalized people will produce primitive wildness in a certain environment, which is the consensus of many scientists and successful people.

The wildness produced by human beings in a specific environment is essentially no different from the game in wolf nature.This refers to the kind of great potential.

The wolf culture advocated by the team refers to the extraordinary potential to promote the development of the team and create benefits for society and mankind, and refers to the fighting spirit released from this potential.

The four characteristics of greedy and brutal wolf nature should be realized in the team culture, that is, to be greedy for work and career, to strive and explore endlessly; It refers to dealing with the difficulties in work one by one, mercilessly overcoming and eliminating them; the wildness of wolf culture refers to this kind of fighting spirit that is desperate in work and career development; wolf culture Violence in Chinese means that in the face of adversity at work, you cannot be kind to difficulties, and you must treat them with a rough attitude in the face of one difficulty after another.

If you want a team to develop, it is impossible without this spirit of greed, cruelty, wildness, and violence.

Today's era is an era of competition, and only in competition can the development of social economy be promoted.

Then, without this kind of greed, cruelty, wildness, and violence, you will be beaten and beaten in the cruel corporate competition, and you will be defeated.Therefore, the wolf culture advocated by the team is to survive on the top of the waves and develop in the waves.To survive, develop, and remain invincible in the competition is only this kind of wolf-like team culture.

The wolf also stares at a goal fiercely, persevering, single-minded, and will not give up until the goal is reached.If the wolf nature is like this, success is certain.

Alas!The nature of a wolf is admirable, but what about human nature?
In the development of an enterprise, if a person wants to succeed in his career, he must set a goal, and then keep a close eye on this goal and do everything possible to achieve it. This is the way to success.This is also the same as bravely pursuing goals. Isn't this spirit worthy of admiration?
Wolves live together in a large group, and the group advances, and the group attacks.Wolves attack their targets before the leader of the group gives orders, and they are orderly but not chaotic. Each wolf knows it well, cooperates with each other, and plays its own role, so there is no chaos at all.The main attackers go forward bravely, the feigned attackers avoid the reality, the assisters are ready to move, and the backup howls and cheers... The strict organization is hard to match, and the spirit of cooperation is even more admirable.If this kind of spiritual power and organizational power are used in the enterprise and in the cause, and fully integrated into our team culture, is there any possibility of an invincible team or an unsuccessful career?

Many entrepreneurs in China have created miracles one after another because of the merciless and cruel spirit of wolves.Chinese entrepreneurs have five wolf qualities, namely vision, ability, courage, passion and self-confidence.

Entrepreneurs who see money all over their eyes, who can find opportunities to make money anytime and anywhere, are the best at discovering market opportunities.The company of Korean entrepreneur Kim Woo-jung was on the verge of failure. The company sent him to England to study in return for his past achievements. As a result, when the ship arrived in Vietnam, he disembarked for a visit and found a huge market opportunity, so he grabbed a lot of it. Order, went back home, and began to create and build his own business, and finally became a rich man.

Among the emerging entrepreneurs in China, not many are as impressive as Jin Yuzhong, but among the entrepreneurs who come into contact with casually, it can be said that all of them have the shadow of Jin Yuzhong to some extent.Among them, Chen Jingyi of Zhejiang Jingyi Group is the master I have seen.I once had a very impressive conversation with Chen Jingyi.Chen is one of those very smart and observant Chinese entrepreneurs who can express his own point of view no matter what he talks about, and can sharply point out the business opportunities involved, and make incisive summaries.Chen said that it is not easy to make a lot of money, but it is easy to make a little money.I firmly believe in this sentence.

Many entrepreneurs in Zhejiang have first-class vision and have not read many books, but they are all confident and full of entrepreneurial passion. This is the richest and most valuable resource in Zhejiang, and it is also the mystery of the rapid rise of Zhejiang consortia.

In terms of organizational ability, Zhang Ruimin is the best entrepreneur in China.Many of the models and practices he created have been written into the MBA curriculum and are known far and wide.

Zhang Ruimin said: I think the many unbelievable tactics of wolves are worth learning from.

First, do not fight unprepared battles, step on the spot, ambush, attack, encircle, intercept, and be well-organized and well-organized.

Second, attack at the best time, preserve strength, paralyze the opponent, and attack suddenly when it is most difficult to run, and put the opponent to death.

Third, the most commendable thing is the team spirit in the battle, to fight together, even at the expense of smashing one's body and death in the line of duty for victory.In a business war, this kind of opponent is the most feared and the most lethal.

However, some people who are able to manage are not themselves the most able to manage.One alternative I saw was Jack Ma of Alibaba.Ma Yun is a man of immortal demeanor, unrestrained and unrestrained. He can not only tell the underlings that they don't need wages but also desperately follow them, and can persuade investors to invest tens of millions within a few minutes. His deceptive power can be regarded as the top among Chinese entrepreneurs.In addition to this trick, Jack Ma can also invite senior executives from General Electric to support his management.If Liu Beizhi is a general, who would say Ma Yun's management ability is not good?

As for the courage, passion, and self-confidence of entrepreneurs, we can even cite many examples.Vanke's Wang Shi used to be famous for his love of sports and adventure. Last year, he successfully climbed Mount Everest when he was over [-] years old. He can be called a master among the masters.

Next, I would like to tell a story, and use a more visual expression, that is, the generation of Canglang to summarize the demeanor of the Chinese generation of entrepreneurs with five qualities, hoping to inspire people.

Yang Zongyi, chairman of Nanjing Fuzhong Information Industry Group Co., Ltd., impressed people the most because he summarized the company's corporate culture demands as wolf culture.What is wolf culture?Yang said that there are at least three similarities between running a business and wolf culture: first, wolves have keen senses and are good at finding prey, and entrepreneurs also need to have keen senses and are good at discovering fleeting opportunities in the market; Once the target is found, it will rush to it and never let it go easily. Entrepreneurs also need to have the ability to make decisions and take risks, and never miss business opportunities when they find them; third, wolves are group animals and have the characteristics of group fighting, and entrepreneurs must succeed , It is not enough to rely on one person alone. We must organize everyone to fight together to win the final victory.

Yang Zongyi's entrepreneurial story is quite a footnote for wolf culture.Just list one or two here.

When Yang Zongyi first entered the computer market on Zhujiang Road in Nanjing, he was a real little guy, and no one knew him.However, in just a few months, he changed the game rules of this famous computer street and even the whole industry.Why?It is because as soon as he appeared on the stage, he launched a free replacement service for the first 3 years, a 3-year warranty for the next 24 years, 3-hour technical support and life-long maintenance services for the personal computers he sold.This is his 3+[-] brand new computer sales model.

Even Yang Zongyi himself did not expect that his sales model immediately caused a sensational market earthquake in the underserved computer industry.In the user's mind, the service guarantee of the general computer company is only half a year anyway, so I don't know if Fuzhong Company can survive for 6 years, but it should be nothing if it is a dead horse and a living horse doctor.In the end, many orders, especially large-scale purchase orders for schools, were quickly taken away by Fuzhong, which was only established a few months ago.In the year of its establishment, Fuzhong achieved a sales revenue of more than 4000 million yuan and created a miracle of computer sales on Zhujiang Road. In this way, it became a dark horse.

Services like Yang's aren't asking people to pick up pie on the street.Yang's success is actually bold and careful.Most businesses believe that too many computer repair services will increase the business risk of the company and make the company lose money.But Yang Zongyi carefully calculated the related costs and risks.He found that the service life of computers is usually more than 7 years, and generally there will be no major problems within 6 years, while the warranty period of main components such as CPU, hard disk, and motherboard of computers is 3 to 5 years, and most of the replacement parts In fact, the cost has already been borne by the parts manufacturers, so if they do a good job, they only need to use a small part of the profits for the replacement of other parts, so as to achieve the promise of 3-year replacement and 3-year warranty.Use the smallest profit to get the whole world, why not do such a good thing?

In this way, Fuzhong took a small step in fighting.But it was this very small step that broke the delicate psychological balance of consumers, triggered an avalanche of market reactions, and gave Fuzhong a most precious opportunity for development.

Wolves are steady, accurate and ruthless animals, and so are entrepreneurs.

Regarding wolf culture, one of them is: clinging to the target and fighting in groups.

There is such an example in Yang Zongyi's story:
On April 2003, 4, a shopping mall on Zhujiang Road was swallowed up by Fuzhong, and it was going to be remodeled into a hypermarket.Considering the sales during the Golden Week on May 22, Yang Zongyi issued a death order, requiring that the decoration, placement and other tasks be completed within a week, so that the business would be opened on May 5, and the advertisements would be launched first.At the time, no one thought it was achievable, and it was the competitors who were waiting to see the joke.However, for Yang Zongyi, who believes that only the paranoid can survive, the word impossible is not in his dictionary.Yang encouraged the employees with great enthusiasm, and at the same time personally put on the clothes, ordering more than 1 people from the whole company in Nanjing to come to work as plasterers, decorators, etc. on April 300, and even mobilized his wife and mother to help.As a result, the impossible became a reality, and the store opened according to the original plan, achieving a sales volume of more than 4 million yuan.

In fact, there are still many Chinese entrepreneurs like Yang Zongyi who have the five qualities of the wolf generation, and they are especially typical during the transition period.Compared with the entrepreneurs in the standardized market environment abroad, the first and second generations of entrepreneurs after China's reform and opening up are more wolfish, wild, and full of pride.After joining the WTO, we once compared multinational corporations to wolves, and then Chinese entrepreneurs called themselves coyotes.Wolf is destined to be the image spokesperson of entrepreneurial entrepreneurs, especially the best spokesperson in the era of transition.Behind the wolf, it may be a tiger, a lion, or an elephant. The domineering has gradually increased the majesty and prudence, and mature entrepreneurs may be like this.

offensive strategy

The ferocity of wolves can be translated into an offensive strategy for our business.It is very important to the development of our enterprise.

Offensive strategy, from the meaning of the word, has meanings such as attack, breakthrough, lead, crowding out, and exclusion.

Actively moving forward through competition can be said to characterize the behavior of the summed up strategy.This characteristic of offensive strategy can be reflected in various aspects, but basically can be divided into product offensive strategy, cost offensive strategy and market offensive strategy.Generally speaking, the implementation of the offensive strategy requires the enterprise to have more adequate resources to support, which in turn increases the risk of the strategy implementation process.

Therefore, if an enterprise wants to achieve real forward development through an offensive strategy, it should always grasp a principle, which is to focus on key points, choose a clear strategic direction, and strive to achieve strategic breakthroughs in the shortest possible time. An advantage of being ahead of competitors.

In 1984, McDonald's spent no less than 2.5 million U.S. dollars on advertising, which was almost equivalent to spending 68.5 U.S. dollars a day and 2.9 U.S. dollars an hour.To get that money back, he'd have to sell a lot of hamburgers.How did such a giant company get started?The story has to start with the coffee shop, which is popular in every village and town in the United States.

Generally speaking, a coffee shop is just a name, and the shop is just a family operation with a counter and six or seven stools.It's not just limited to food and drinks, you can also get ham and eggs, smoked pork and lettuce sandwiches, ice cream and more.Naturally, hamburgers or cheese buns and French fried chicken are indispensable.And every city and region has its own characteristics.In Philadelphia, there's a cheesesteak sandwich; in Boston, clam chowder; in the South, grits.This is a battle for the market. (One of the guerrilla principles is: Find a small portion of the market that is self-defensible.) Here, all who fight are guerrillas, and they all watch their own territory with great vigilance.

([-]) Incorporated into McDonald's
Dee's Plains, Illinois was Ray Kroc's first McDonald's restaurant in New York, and a few years later, the fast food restaurant business changed dramatically.Crocker's success was to launch an assault on local coffee shops and then quickly expand the operation nationwide.In that era, cafes sold everything, and it was characterized by simplicity, convenience, and cost savings.But from a military standpoint, it stretched the front too far to be vulnerable (what's the most popular item on a cafe menu? Hamburgers and cheeseburgers).Crocker made a wise choice.Started his attack with hands from the middle.

(End of this chapter)