Liu Chuanzhi: Learn To Relentlessly Reply To Yourself.

"In order to improve the ability to plan and move, it is very important to resume the market. Think of what is accidental in making a thing. Don't think it's your own skill. In particular, after failure, it is necessary to dissect oneself in a bloody way, without leaving any emotion to sum up one's shortcomings. In this way, your ability will naturally improve.

Editor's note:

Yesterday, at the Alibaba network conference, Liu Chuanzhi, chairman of Lenovo Group's board of directors, delivered a keynote speech on "ups and downs of business, and opportunity to perpetuate". As for how to build an enterprise into a "century old shop", Liu Chuanzhi imparted "secret" to the entrepreneurs present, and summed up the principle of "234", that is, two "no", three "yes" and four "Yao".

For enterprises that have already begun to take shape, Liu Chuanzhi suggests that enterprises will always encounter such difficulties in their operations. They should always be firm in their ideals, unwavering and not giving up. This is a "two nos". The support of the strong intentions not to give up comes from the heart, with goals, pursuits and vision. This is "three have".

And for small and medium-sized enterprises that have just started business or are starting their own businesses, Liu Chuanzhi It teaches the experience of "jumping out thinking". Liu Chuanzhi pointed out that under the background of product convergence, small and medium-sized enterprises often face the confusion of transformation or breakthrough. A large number of reasons come from "not jumping out and thinking about things". In Liu Chuanzhi's opinion, "jumping out of thinking" means viewing problems from a higher angle. Only by taking the whole situation into consideration, can we open our horizons and ideas so as to lead our enterprises to take a firm foothold in fierce competition.

For "jumping out and thinking", Liu Chuanzhi suggested that we should take four steps. Enterprises should learn to push forward the plan in an all-round way and should not stick to a single link, otherwise they will delay the overall plan. In addition, if the enterprise wants to give the medium-term goal of development, when formulating the development strategy, the enterprise must take action after careful deliberation and determination, and constantly sum up the reasons for success or failure lessons. This is the four requirement.

At the end of the speech, Liu Chuanzhi pointed out that setting firm goals and strengthening their learning ability will eventually lead to success.

The following is an excerpt from Liu Chuanzhi's viewpoint.

Liu Chuanzhi:

Hello, everyone. I heard Mr. Ma Yun introduce that most of the people present today are online. Set up shop The owners of small and medium enterprises and entrepreneurs, that is, we are still in a stage of hard work, it is not easy, I think the online shop friends may be divided into two categories: to maintain "rice bowl", and strive to do a good job, this is a kind of. Another is to aspire to do great things and become a big entrepreneur. This is also part of it.

I started my own business in 1984, when I was 40 years old. Now many friends say that you are an old man. How can you start a business? Actually, when I started my business, I was really in a rush. I felt that the enthusiasm was no less than that of the 20 year old young man now, because the opportunity was too rare. I graduated from college at the age of 22. It was in 1966. At the end of the cultural revolution, I was 32 years old. In the ten years, I haven't done any good research work.

In addition to cruelty, every day I am tortured by poverty. As a researcher at the Institute of computing technology of the Chinese Academy of Sciences, I have assigned a 12 square meter bicycle shed. The walls of the house are single brick, the roof is a layer of asbestos tiles, and the 12 square meter house has six people at the most time. My wife and I, two children plus our father-in-law mother-in-law are all folded. One of the most impressive things is cooking in the room, hanging on the wall with cool silk clothes, and accidentally touching the wire when cooking, and the socks will fall into the soup. We must save two months for children to buy cotton wool trousers worn in winter. The family's economic power is in my hands. If the wife can only buy one yuan of meat for a month,

In 1976, when the gang of four was defeated, Deng Xiaoping took the lead in 1978. At that time, I was 34 years old. Before and after 1983, the head of the Academy of Sciences, Zhou Guangzhao, called the scientific and technological personnel to bring his research achievements to the market. At that time, the overwhelming majority of people did not dare to go, but I was particularly willing to go because I thought it would be an opportunity to live to be 40 years old.

But actually, it is really dangerous to run an enterprise. At that time, under the planned economic system, the enterprises run by our Academy of Sciences were not the enterprises in the plan. They could not get certain indicators of the enterprises, such as production approval and import approval, which were very troublesome. It's hard to do that. It's hard for a person who wants to be a good person and a good company to do business, especially if we are the owner or the state. {page_break}

In that case, we keep on noting that we can not walk in the middle of the road, we must step on the edge of the red line, otherwise the road must be blocked. But stepping on the red line will cause great danger. Therefore, it is very difficult to have ideal and undesirable advance.

Around 1990, at that time, in order to protect the computer industry and national brand, the countries imported the machines imported from foreign large computer companies to keep them out of the way through import approval and high tariffs. However, the protection result was that our products were not expensive and the quality was bad. Foreign computers could not come in, which seriously affected the information process. As a result, in the 91 or 92 years, the tariff dropped to a large extent and dropped to over 10% from the past 100%, and then the approval was cancelled. At that time, foreign computers such as IBM, AST, DELL and so on entered China in large numbers. After that, the development of all walks of life was brought to the forefront. However, the computer manufacturers suddenly suffered such a great impact and all of a sudden fell to the ground. I remember that in the 93 year, the brand of the Great Wall disappeared in China, which is a mainstay of our country and a production department of IBM.

At that time, Lenovo accounted for only about 2% of the Chinese market. Moreover, when we studied hard, we could not compete with others in terms of capital, technology, management, talent, and so on. This idea is correct. Without studying how powerful the competition is, more research should be done without comparing it with others. So we adjusted ourselves, adjusted our organizational structure and business mode. At that time, Yang Yuanqing was 29 years old. He chose him as the general manager of the business department. Then he went to the Ministry of electronics industry to give Comrade Hu Qili a comrade's watch, which means that we are determined to carry the banner of the national industry to the end. Later, Lenovo actually ran 2% of the market share has reached 30%, the process of which I do not specifically.

On the whole, Lenovo has changed from a small enterprise to a certain scale enterprise for many years, and it can still be prosperous. For one reason, the most important reason is that there are goals, pursuits and visions in the hearts of my colleagues and me. No matter what difficulties we encounter, we will never waver or never give up.

I say the above paragraph is mainly for those who want to be big enterprises and always pursue friends, because I believe that you will encounter all kinds of difficulties on your way to the future. If you really want to do it in the end, you have to think about whether you can survive this kind of risk.

I would like to say another passage to all of our friends and small and medium-sized businesses. Friends are doing business on the Internet, many of them are doing the same business, selling the same things, so who can do well, get bigger and bigger, and the road gets wider and wider, and some people will get narrower and narrower. I remember in Zhongguancun in 80s, there was a saying that Zhongguancun called "Grandpa" a street, thousands of companies buy and sell, actually the circulation area. I think most of these companies have collapsed today, and Lenovo is one of them, and later became a product manufacturer. But some of them have also been killed. Like digital China, it has become the largest agent of high-tech products in IT, and the turnover can reach four billion five billion.

There are many factors in it. In retrospect, I was a little different from others, thinking about things and thinking about problems. At that time, we turned a product into a product called Lenovo Hanka. At that time, there were nearly hundreds of such cards in the country. Among them, the big competition was Peking University Founder and Shi Yuzhu's giant company. Giant Hancock sells very well. If I were totally stuck in Hanka, I would only study how to buy cheap components, how to improve the performance of Chinese cards, and how to do the Chinese card market. That would not be enough for today.

On the one hand, my colleagues and I organized this matter to study carefully, and at the same time, I want to return to think about things, so called "think things". It is drawing an oil painting. When you stand too close to the oil painting, you sometimes can't see what the meaning of the oil black is. Then, after standing away, you find that the black place is more white for the sake of setting off other places. So thinking back may be beneficial to the further development of your business.

We thought at the time that if we put the Chinese card into the computer to log off the computer, it would be much more effective. So I went to the agent of the computer, then I studied how to make agents and write off for them. When I was acting as an agent, I began to study. What we wanted to do is how we can make our own design and produce computers, that is to say, we should take the road of "trade and industry technology", first do trade, and make the market ripe, then we will open factories ourselves, and finally improve the technology content. So it's important to quit thinking, otherwise everyone will fall into it every day and do it day after day. If I had been doing this all the time, at best I would have done IBM at most. Agent Nothing can be done afterwards.

I want to think about what I want to do. I want to talk about the four point, one is about the systematic consideration. To do something, if a single soldier goes ahead and fails to negotiate other links, you will pay a heavy price, and then delay the whole plan. There are several links to consider, which links must be done first, and which links should be explored and explored. This is a way to consider the problem. Because I met some friends who had eaten this kind of loss, talked about a particular thing, and did not make any other work, so they paid the partners a fine. This is called a systematic consideration.

The second point is that if you want to be an enterprise, you must set a medium term goal. The longer the enterprise is, the longer the medium term goal will be. The first step is to do what we want to do first, lay a foundation for this goal, and step up step by step. We call it a phased consideration.

Third, decide and move. It is to make things as thoughtful as possible before making important decisions, to think clearly, and then to make up your mind. I graduated from military academies. When I was in military class, the teacher talked about a Lin Biao's operational principle, "four fast and one slow." The meaning of "four quick" means that cutting is fast and fast, and so on. But I remember very clearly that the time needed to start a general attack is slow. I want to think over everything carefully and make up my mind to go forward. This has some difficulties, because everyone in the process of entrepreneurship, how to think about things, how to make things clear, whether it is so sure that it is absolutely OK, dare to reckless, this is to have a certain experience of people to speak like this, for this point, there is another point below.

The fourth point is double market. This is the term of go, that is, how to redo the original situation. It is very important for enterprises to improve their ability to plan and move. It is very important to rearrange the business. This is a good thing to think about. What are the accidental genes and accidental reasons? Otherwise, they think they are their own skills. Therefore, we should sum up experience and lessons from the re examination, especially the failure, and do not leave it to yourself to think clearly about this matter. If you and your colleagues are in good harmony, you can anatomically dissect your own shortcomings. If you repeat the matter again and again, you will be able to improve your ability. Later, you will have the ability to understand things, and then you can plan and move. {page_break}

I think you may be hard at this stage, but as long as you have unswerving goal and strong learning ability, you will succeed in the end. Thank you!