This article is from the public number: Teaching Workshop (ID: ClecChina) , author: Zhixing Xiao, drawing from the original title

Hello everyone, I’m very glad to be here today at the annual meeting of the China-EU Northeast China Association. Come here today to share, I am one with joy and one with worry. The good news is that you can easily understand what I am talking about, because you are basically representing the best group of people who have learned Chinese management. What are you worried about? The worry is that our friends in Northeast China are particularly eloquent. (Laughter) , when talking on the stage, they often speak better than the southerners I don’t know how much better. We southerners speak Chinese essentially in foreign languages. My hometown dialect when I was little was almost the same as Mandarin, so I need you to take care of my “foreign language” speaker.

My title, the title party version is “Why do business returnees often cannot be farmers?” Of course, the more serious topic is “How far is it from knowing to doing”? I have about one and a half hours to talk to you about some of my recent experiences and experiences on this topic. Generally speaking, how far how far!

Strange phenomena that are inexplicable

I have been dealing with entrepreneurial friends from China and Europe. It should be about 20 years in total. In the past 20 years, I often encounter some phenomena that make me confused. I ca n’t think of anything. Here are some examples.

For example, one-on-one, that is, the boss and the employee who reports to himself. Every year, quarter, or even month, be sure to sit down with your employees and talk one-on-one: the task is completed How, how can I help you do better, how do your strengths play, how can you play better, what do you want to do in the future. This is sometimes called performance talk, sometimes called one-on-one coaching. You have to sit down and talk.

I often say that this thing is basically the first brick of the entire management building, or the most important raw material, but many private enterprise bosses never make one-on-one with their employees! Never do it! How can I tell him he just doesn’t do it!

Foreign-funded companies do much more and require it to be done once a year, quarter, month, or even a week. Also, there are many requirements when you do it. For example, you have him talk on Monday. You do n’t want to be notified on Friday. Because you are notified on Friday, you have a bad life all weekend. How difficult for me. So you still have to pretend to meet next to the water dispenser and ask him to come over, talk for 40 minutes, talk for half an hour or something.

ButThe Chinese boss just does n’t do it. No matter how you tell him, he just does n’t do it. I told him, and you ask him these three questions. I ’m afraid you ca n’t talk about it. There was a snake in the bed, and you knew that there was a snake, so you lie in and sleep, but they just lie in and sleep. what reason? I’ll leave a note for a while and come back to tell you why.

The second example is equity sharing. A big bus and a big bus drove everyone to learn Huawei. To be honest, I ca n’t laugh or cry, you bosses, do n’t say Xue Renzhengfei only keeps 1.4%, you stay 14%, stay 40%, I admire you! Tell me in 2013, how much we are going to give out points; still in 2014, oh, I am considering this plan and that plan; in 2015, we still want to ask any consulting company. I said equity sharing. As long as three of them don’t go wrong, this sharing scheme is above 80 points, and there is nothing to worry about.

First, think about the import and export in advance: That is, the entry and exit conditions, whether it is a gift, a discount, or the full amount; is the net asset price or how many times the PE; Exit after leaving the post, or leave the company, retire, or quit when you die, or you can inherit it. You can talk about these conditions in advance.

Second, don’t come in one place at once: Divided into 5000 shares, 8000 shares, and a little bit by year according to position and performance.

Third, separate voting rights from dividends: You do n’t give him voting rights. You need to use a trust, a limited partnership, a shell company, etc. to vote. The power is in your hands.

I said, as long as you meet these three points, equity sharing will not go wrong. This plan is more than 80 points, but he tossed back and forth, what is the reason? I told him again and again that when your employees showed their first money other than wages and bonuses for the first time on their salary cards, he instantly became a person, and he knew that the company was “our company “. But one hundred bosses, maybe only two or three bosses have enjoyed the thrill of that great moment. All said, said, said, few people did. For whatever reason, leave a note.

The third example is the one-meter-59 phenomenon, which is the owner ’s own one-meter-six. You find that the people below him are all below one-meter-59. How can you cultivate people who ca n’t cultivate yourself, and what about competent people outside You ca n’t move in, you ca n’t stay in it.

What is the reason? I have been for ten yearsI wrote a book called “Why Chinese Can’t Organize”, emphasizing the sharing of values, abilities, and wealth. For executives, give a little more, give equity, respect, give opportunity. But in general, if you do it in these ways, people will grow up. If people do not grow, it is a small probability event, and growth is a high probability event. Why are the people under your control always under one meter and five or nine meters? This is also a mystery to me. I thought about it for more than ten years, why? Tell everyone later.

Without Jobs ‘death, he got Jobs’ illness

Another phenomenon related to this is that everyone is very enthusiastic about learning from foreign benchmarking companies. The most popular in the 1990s was Gerstner from IBM, and everyone learned Gerstner. Yang Yuanqing also went to learn and came up with the so-called “high-tech associations, service industry associations, and international associations.” After three major defeats, he must learn Gerstner’s “elephant dancing” and then lay off employees There was a grumble, and Liu Chuanzhi finally gave him out to clean up the stall. If the performance of Western companies is not good, the board of directors decides to lay off employees, and the first one is the CEO. CEO, you launched your own strategy, and failed. Well, with a touch of your face, nothing will happen, and then you will cut back on others. Who will serve you? Isn’t this the simplest truth, he actually forgot.

Then Jack Welch, what company is Welch at? He is the Nth CEO of GE. GE was a company founded by Edison that year. It is almost the most complete, but also the most complicated and tedious company in the world. Therefore, Welch must emphasize that GE should find a way to restore the flexibility of small companies. Emphasizes simplicity (Simplicity) , speed (Self-confidence) , the so-called 3S strategy .

Most Chinese companies, small and medium-sized enterprises, private enterprises, do you have too many systems, systems, and processes? Is too little. If you go to GE and Welch, you will learn the opposite way. It ’s like you are over-nourished, you need to be careful about eating, you need to pay attention to your body shape, and pay attention to shaping. In Africa, you have n’t eaten a full meal for several weeks and months. It ’s a wild vegetable, people ca n’t wait to slap you, youPour me a piece of meat, the fatter the better.

Studying Steve Jobs is a new fashion. Everyone has to be a product manager. The leader must first be a product manager. This is completely nonsense. As a product manager, Jobs must have at least three prerequisites.

The first prerequisite is that there is an extremely developed professional manager market. There are countless people like Cook to help him grasp the overall situation. Do you have it?

Second, Steve Jobs did have some insights on products, others are not as powerful as him;

Third, Jobs rushed to the front, and he had to say hello to the chain of command.

The first person to do the front-line work, to do their own work, and their work, in a sense, is a kind of selfishness, even a corruption-I will give you a salary of 10 million a year If you go to work with one million or even 100,000 yuan a year salary, can it not be corrupt? In the best case, you have to tell the people in the chain of command that this is my preference, just tolerate and tolerate me, and let me do the work. If you do not meet these three conditions and you go to learn Jobs, it is a joke.

Of course, there is also a joke of the same level recently, which is to learn Google OKR. The KPI is out of date, and this circle of friends spreads every day. Is OKR something new? Isn’t that the undergraduate textbook of management, the target management mentioned in Chapters 2 and 3? What’s new, it just emphasizes qualitatively rather than quantitatively, and does not represent the essential difference. KPIs are never outdated. Obsolete are silly KPIs, tedious KPIs, and KPIs that are not tied to strategy.

These inexplicable logics have confused many people’s minds. What is Google? What industry? What position in the industry? So emphasis on goal management. You do n’t meet this condition. You have to be sober. What kind of industry are you in and what position do you have in the industry? How can you learn from him? So learning theory and benchmarking, you find it bothersome.

Knowp>

So, Sun Tzu’s Art of War says that “the god who wins because of enemy changes” is a very advanced ability. Tang Taizong and Li Jing said in an art of military dialogue that “art of military art can be taught intentionally, but not spoken.” Everything you can read and read, listen to in class, and learn in the text cannot help you fight. This thing can only be taught by intention. It can only be grasped by touching and rolling together.

So in “Yue Fei Biography”, “The magic of using is in one mind.” Some people make a typo and say that it is because of the “in” heart. It is wrong. It is because of the “one” heart. Only one person knows it. The second generation wants to take over. If he doesn’t go through a series of setbacks and torments, he won’t be able to take over. If you hit with a rolling pin, you will not be able to give him experience and wisdom, and you will not be able to teach him.

Ma Yun took me in the ditch

From theoretical knowledge to practical knowledge is so difficult. Benchmarking is also very difficult for similar reasons. If you forget that the conditions of use in the United States are completely different from those in China, you have committed the mistakes of “Jobs’s disease without Jobs’ life” just now.

To tell the truth, The differences between the British, American, and Chinese systems, culture, and history have led to different management measures, not just the opposite. Yes, you use what he doesn’t use, just so strange. If you follow the textbooks and the management of textbooks imported from the United States, you will fail miserably in China. This is why.

Ma Yun took me in the ditch

Because the prerequisites are different, foreign benchmarks are hard to learn, and Chinese benchmarks are hard to learn. For example, who is Jack Ma, who taught English at Hangzhou Dianzi University in the 1990sTeachers. With these five points in mind, you have carefully considered and created Ma Yun’s brilliance today. The first was the 1990s. When was it? It was the eve of WTO.

The rise of China’s economy is largely due to the dividends of the WTO. Without China’s entry into the WTO, China would not be what it is today. Therefore, Ma Yun guarded the emergence of WTO dividends. The rise of Shenzhen, the rise of Hangzhou, and the rise of Zhejiang all have the credit of WTO support.

Second is teaching English. This little man speaks not only Mandarin but also English, which is hard to come by. The places where Chinese companies do well, from Jiangsu to Zhejiang, to Fujian, to Guangdong, are basically speaking in dialects. Putonghua must be spoken like a foreign language, so they ca n’t speak Mandarin well. The billion-dollar boss came to the stage to speak, and went on to say three or four sentences. There was nothing to talk about, and he couldn’t say it. The only Ma Yun who came out, not only speaks Chinese well, but also speaks English so neatly, this is a very, very rare situation.

Then Zhejiang, an important manufacturing base in China, especially Yongkang and Yiwu, which are small daily necessities. Ma Yun is in a very important province made in China.

But he doesn’t know what to do with computers, what to do with IT? He is a teacher at Hangzhou Dianzi University, and his students understand IT.

Finally, he is a teacher. From the beginning of a business, the teacher is a seller of mission, vision, and values, and has positioned the entire enterprise well.

So if you do n’t have these five conditions and you want to learn Ma Yun, it ’s all a joke, and these five conditions will change over time and you wo n’t come back. So if you look at learning Huawei more or less, there is hope as long as you are genuine, determined, and willing to share it with your employees. In fact, it is difficult to learn Ali. Until now, the only thing that learned Ali was Didi Cheng Wei, because he is a very similar industry on the Internet platform, and he has also been on Ali for a while. Class, took Ali’s genes. Therefore, China’s benchmark is not easy to learn.

Management is a craft

To sum up, it is very difficult to move from theoretical knowledge to practical knowledge, and from other people ’s benchmarks to your own practice is also very difficult, because management is a craft, and need to face a multi-level, multi-dimensional, multi-point Comprehensive, complex, and dynamic causal networks. How can you quickly find the most important cause and effect relationship in a world that is more complex, multi-dimensional, and multi-dimensional than a spider web, with a kind of smart, open and round wisdom?Quickly find the most important manipulable independent variable. This is a near-God ability.

So, if you judge the people around you, especially your subordinates, whether they are generals or not, they have a promising future. In fact, the most important thing is to see if they can grasp the key points. Those who can’t catch the point, no matter how high their education level, no matter how beautiful their resume, no matter how sharp their mouths, sorry, they are all waste.

This kind of ability, Chinese class education, you pushed me to the corner to ask, to tell you the truth, it is a side effect. Most Chinese class education and education within the system are destroying this ability, not preserving it, or expanding it.

This is the subtitle of today ’s lecture. Being a corporate returnee but not a peasant, Harvard cannot be a Wenzhou elementary school graduate. The deepest logic behind it is because primary school graduates will not be confused by those dogmas and he will not be confused Confused by the English names that bring their own halo, he has lived in a cobweb like a spider web since he was a child. He started selling socks with his uncle when he was 15 years old, and he knew what causality is the most important causality and what independent variables One tune, 70%, 80% of the problems can be solved. Those who graduated from college and graduated from good colleges often have inferior abilities in this respect.

So, sometimes, it ’s sad to think about it, it ’s also a teenager, and now who sells socks with a sock, as long as the IQ is 70 or more, it ’s a billionaire. The one who was admitted to 985 colleges and universities all the way back to the United States after he graduated with a Ph.D., the first month’s payroll opened and looked at 3,000 yuan, and then he jumped off the building. It really happened. Sometimes don’t be fooled by these things that look beautiful outside.

Don’t look like there are thousands of people. The smartest people in the world are thinking about this problem, but only my teacher Mintzberg made it clear. He said:

“Management is the application of science. Managers need to use the knowledge gained from their various disciplines. But management is more art, and its foundation is insight, vision, and intuition. More importantly, management is craftsmanship. , Meaning practical experience-the importance of learning from doing. “

The word craft is very dry, in fact, it is the kind of thing I just talked about, feel, texture, sense of proportion, rhythm, timing, time, degree of grasp. Therefore, this kind of thing is the most critical thing from theoretical knowledge to practical knowledge. Without this thing, you are very tired and tired to do business.

Second Pacific


<= "Text-remarks" label = "Comments"> Author: Dr. Xiao Zhixing, well-known management scholar, experienced the Workshop co-founder, has taught at the China Europe International Business School, George Washington University, Peking University HSBC Business School Source: paper According to the author ’s speech recording on January 20, 2018 at the CEIBS Alumni Northeast China Association

This article is from the public number: Coaching Workshop (ID: ClecChina) < span class = "text-remarks">, author: Xiao Zhixing