On May 21, CEO Zhang Yong is opposite Alibaba lakefront university the 3rd period student undertook those who head force give lessons.
Confront the entrepreneur student below the stage, zhang Yong puts forward, commerce is designed and organize a design, it is to serve as an enterprise cannot the two big liability of shirk. He mentions the core business design of the enterprise to must spread out around the client, also mention freely, cent to close why to be opposite the organization is very crucial, and how should be the leader had sympathize with heart and the heart that be the same as manage.
Lakefront university is all student, everybody has a common feature, it is an enterprise, perhaps be about to become a company.
If I am shared with everybody today, the problem is, as the enterprise, what is you cannot the responsibility of shirk?
I come down its summary is two things:
The first, you should do what business, you should serve what client, what service should you provide for him? This my summary is commercial design. Commercial design is cannot the responsibility of shirk. Your group, where do you point to, where does everybody hit. But should think in yourself heart ceaselessly, the company goes to now, want to move toward future, who is my client, he produces change, I provide what service to him so, I should provide what service to him today, he still needs future what serves, have what concern with me. This is design of whole business pattern.
Everybody does not want to misunderstand, this trade pattern is not to say to collect fees mode, this is two things. Of course inside commercial pattern design, income model design is the one part that wants a consideration inevitably, but not be commercial pattern for certain is all.
The 2nd, it is beyond commercial design, organizing a design is an enterprise cannot the responsibility of shirk. It is today among actual combat, everybody spent very old idea to the first problem, but go up in the 2nd problem, may beautiful kongfu does not have the first so big. The 2nd thing why so important? The first thing is the problem that solves productivity, the 2nd thing is the problem that solves in-house relations of production.
Be designed around commercial pattern today and organize a design, talk about me with everybody so old in A personal experience, comprehend and a few think.
One, commercial design
Discuss commercial design first. All commerce are designed or want to have a starting point, we regard every enterprise as n/COL the head of a family person, want to ask oneself a question ceaselessly, who is my client, ask who I am even of course. Alleged " who am I " , it is I have what concern with the client, his what can I offer to serve. And can answering me what to can offer to serve the most serious problem to him is, why does this client need me, he has what pain spot.
No matter be in which industry, I treated everybody's condition, it is 360 really, although do not have 360 people, the industry is provided each representative, arrive to software industry from manufacturing industry Internet, high-tech. Disparate industry, want finally to return a problem: We today why the value with the client what kind of creation of appearance? Why does he need me? This is the issue that we need to reply ceaselessly.
In this process, very important is, we can have body to take client pain spot in time very much. We can find his pain spot, organic meeting goes helping him solve this problem. After perhaps finding this pain spot, conversely we ask ourselves, why be me, I have ability, method to help him solve his problem. The pain spot that perhaps says him is very big, very clearly, but I am sorry, I do not have those two brushes, cannot solve his problem, this work looks an opportunity very good, but do not belong to me.
But again downward extend the meaning, commercial pattern design is not invariable certainly. The times can produce change, the technology can produce change, after producing change, you give a client offerred value so, before long is very tall, but the change as external environment, can drop your relative to value likely.
We want the business that ceaseless Review has formed, it has new metabolic opportunity, some opportunities are Nice To Have, some opportunities are you changeless, your business can become without value. For instance Internet diaphaneity this, today is not advantage of a competition any more, it is every enterprise some advantages, not be a relative dominant position.
So you must go the business with new service, new overlay, will make this trade pattern ceaseless gradual progress. And such gradual progress, I think to have only be determined to just can happen. Everybody feels original to although work hard,this business is done, still can be to must be done, accomplish an an a number, index, dimensions hard, but it is running according to an original road, unless you open to additionally, say we change a kind to make a way, this ability may have change.
This is to be on design of whole business pattern, myself is in so old in the past experience -- as the enterprise, you must challenge ego ceaselessly, challenge the mode that oneself had been used to, ask why oneself cannot be additionally one kind of means ceaselessly. Most be afraid that one black. We created pattern of a trade, start first-rate, but doing doing, although disclosure dimensions went up, but tiredder and tiredder. The problem is why to do not have additionally one kind likelihood. One kind is new circuit of complete open up, one kind is go making change on original business mode. This is the person that we steer a boat as the enterprise, there is no shirking the responsibility wants the duty that perform. Because besides us, do not have a person to be able to think so.
Here the face still has a bit very important, the change of time can bring a lot of elements to change, our avoid by all means takes measures without attention to the changes in circumstances to pattern of a trade. I think of it the first day, I feel it is very important, this market future is very great, I must want to do it. After spending period of time, this market had produced change, perhaps had had the industry competitor that does the market, or vicissitude of the market already passed this to nod, you should visit below one station.
My viewpoint is, a lot of people are being told forever can overtake last bus, I think, it is good that you catch up with last bus to also do not fall, still be inferior to thinking which one regular bus is the head regular bus that falls, you can face about will prepare well, go looking for additionally one wading head regular bus, the likelihood is better to the development of an enterprise.
From whole business pattern design and structural frame are told, how truly accurate find the market opportunity and cut a point, it is all that I think must want to reply. There perhaps is a label to cry on my body of course " rigorous " , but I am in A ten years the largest study is, on rigorous foundation, still want to leave a few spaces, if you do not stay white, not leave a blank, you do not have a surprise forever. All things are two sides of yin and yang, you are rigorous, all things have program sex, first-rate, but you won't have a surprise. You must be willing to go for this surprise put apart a few flexibility, put apart a few redundant resource, put apart a few possibility that make new mistake.
Fall in whole Internet and the case that new technology develops today, want to preserve a few possibility to innovation, is not to say all problems are magisterial volition. My feeling is, it is the most difficult to do a business is how to hold a balance. Completely jungly law, cruel grow, everybody does affirmation to be no good casually. But completely magisterial volition, a volition, become industrialized times, this affirmation also is no good. This is both between how to achieve a balance.
I want to regard an enterprise as leader, the most crucial is young plant of a small innovation is after group generation, can be discovered by us, and magnify quickly. If do not have such thrust and accelerator, grow very hard to be mixed for a new circuit quickly new business, this is we design very serious consideration in whole business pattern today.
Another respect, go up from the strategy what do you need, what is the thing of your have got to do, the strategic make a decision here and determination are very important still, I think this is we are as the enterprise among commercial pattern design, must want to accomplish.
Will tell from structural frame of whole business pattern, ultimate test what is of everybody? It is the challenge of pair of ourselves nature. We wish to not be willing to face the future, market that faces a possibility after all, below very difficult situation, make a faulty decision. All decisions are faulty, because be before the result that you did not produce good, you do not know it is a good decision even, but deciding is the biggest question.
In a few case that experience from myself, the greatest sense is a few words, the first is to do not have perfect decision, the 2nd be to will tell, the mainest job is in namely right time, decisive make a decision. Perhaps no matter Xiang Nahe is northerly, what move toward finally is Rome, but you must take a way. Most be afraid that your Xiang Na goes, walked along 100 kilometers, feel symptom is not quite right, rapidly face about goes north, going to going to want to turn round again.
Here of face strategy mix absolutely definitely calm strength is very fundamental. I tell this morer in A recently, everybody should have the strategy to decide force, all core controller should have the strategy to decide force, since you chose this circuit, must insist to be done, is not to say to look at outside the scenery is very good, others is OK so do, we also should be done. What should we do after all, you should ask yourselves. Who is our client, we create what value for him, this ability is us whole today do an enterprise to meet some fun. Otherwise busy, everything is a target with competing, you did not create value for the client, this is the most troublesome issue.
Some moment, no matter perhaps say much higher post in much mainer station,I feel, still need a conduit to find market put oneself in another's position to feel, will contact the market. My viewpoint is to do not have method to rely on PPT to undertake devising clever strategies purely. The most precious thing is smell, but smell must want to be heard to the market, is not to sit inside the office. The feeling is inside the office, not be smell, you do not hear a thing.
In Alinei the ministry knows, I can run a few clients, include to have a few friends, say person of a few lines even. So-called line person, the family does not have utilitarian heart, not be to say I think the thing that hear, however even if be bloody content, he can be shared neither haughty nor humbly.
Will tell from some kind of angle, I run client, some clients encounter a problem I myself can follow. You can turn completely mail makes group processing good, why should follow? Want to seek a perception to oneself namely, what is the problem that you go to experiencing a client to be come up against everyday. "An extremely cruel and violent person is nice see, impish tangle hard " , this is the situation that all enterprises can encounter.
Include the habit of myself, run to see a movie on the weekend, wait for before booking office 5 to ten minutes, look have a person to buy a ticket, still print a bill only, basically can feel this market has become what kind of. You arrive inside a supermarket go looking, how is this supermarket designed, how is our home designed, observation is your instinct. And here face, my viewpoint is very bright, the Work Life Balance that a lot of people tell does not hold water, if you think make it really a thing, work is Life, life is Work, this is both be in harmony is together. The thing that a person does not have any limitation is to think, any moment can think, your aboard can think, you also can think when bathe.
Time place also is a very main factor, some moment do not represent judgement incorrect, some moment are an opportunity incorrect, example cans be found everywhere. It is right that the likelihood is judged to what did not come, but too may early or too late, can bring a lot of vital issues. Be in so right time, the choice enters appropriate circuit, perhaps say right time chooses to undertake mode transforms, this is enormous challenge to our everybody. And what cries " appropriate " , it is you turn succeeded, it is appropriate; You did not turn successful, it is improper.
All and appropriate, it is direct with eventuate, practice is to examine the only standard of the truth. How do you think perfect again, choose decisively, final this thing did not do, be your choice is incorrect, perhaps be you are carried out did not reach the designated position. Should carry out so reach the designated position, can arrive below say, you thought of big target solely, this is commercial framework. But if do not have good organization, without the person in good organization, a lot of problems are met go out of form.
2, constituent design
The organization designs this topic to have in every enterprise today, the summary that myself designs to the organization -- no more than is nodded in specific time, even if mix,solve horizontal, cent and the issue that close. The key of all designs is nodded, it is freely, cent closes, how do you choose.
The experience of myself, it is all organizations the design is to be specific strategic goal service, it is clear to tell I should solve what problem, what is current principal contradiction. Meeting of a company faces a lot of problems, but what is current and principal contradiction? Take a moment ago was divided and close, even if will tell with the horizontal stroke, when we ask an organization wants rate, we should let business departure tantivy, should grow business more fore-and-aft, the organizational system that must become independent runs forth, plan horse runs quickly madly. Ask when us whole organization wants efficiency, should accumulate, when wanting precipitation, want to come over some things horizontal stroke, let the whole system that prop up include commercial precipitation to be able to method shares other group.
Can tell everybody, I am considering this issue every day in A. Annual now double 11 later, basically everybody has anticipated, free child organization wanting accent. Although tone organization is double 11 move later, but want actually all the year round, not be to think tone was moved.
Inside the organization, we are very much today in-house meeting tells a group to want to cooperate with, the group should cooperate. But I want to sing a dot to turn over tone with everybody. Everybody knows cooperative truth, but my viewpoint is, the group that did not compete is not a good group, the Leader that did not kill a gender is not a good Leader.
I am seeing the controller in A recently 360 evaluation result. Everybody knows the enterprise wants to become governor 360 evaluate, ranking, peaceful course, inferior, feedback and evaluate what each dimension spend. I study each business chief commander, the perspective that see follows others not quite same, I see those marks only particularly tall. I am thinking he wants to do this business, how can he make everybody satisfactory?
My viewpoint, as business one person, without edges and corners, did not want a sex, do not have a bit Ego even, it is to do bad business. Calmly, what is OK, arrival not dread, can cooperate, you do not have your viewpoint, without oneself view, accept or reject without oneself, do not want to build result establish line of business, how to do well, do for certain bad.
Episode of as it happens, when I have, can discuss with the group, also meet someone says with me, free child, you look below this thing is a bit random, what these two groups work is a thing, you can rectify it. I often reaction is, who says a thing can is a group dry? If a thing has a group to work only, it how I know he works enoughly is good how I know he works enoughly, did not do not have difference quite, more what is more,the rather that a lot of businesses that we do do not have standard answer.
Of course you can do a business at the same time with two groups, you should be carried so that live this cost. If can carry this cost, some moment bring a few change is meddlesome affection. Not be to say every thing must convergent, if a thing has whole company only,a group is done, some moment may be the problem is tragic even begin. He always feels he is done very well, he takes those who look is good thing, attend a meeting inside the enterprise, everybody the PPT of a beautiful beauty, say good thing to you only.
I attend a meeting, basically can want PPT be taken, he tells him, I see me. I do not read one page, see one page forever not be out of order comes, you should make a round trip around is being strung together look, can discover a lot of problems. If you listen down what he tells, what basically hear is good. You are being gone against only go looking, ability finds a lot of problems. This resembles intellective exam a bit, without method, it is forever such, the person hopes to allow his best one side forever the boss sees, this is human nature. We also do not deny this kind of human nature, without any derogatory sense, actually of here test is the leader's wisdom, how you have an insight into ceaselessly.
A few this years we are opposite recently of the organization adjust, very important milestone a particular year is arrived 2015 2016. Arrive especially after 2016, we are right in the design of the stage, a lot of companies also are studying now in A in stage strategy. What cries in stage, why to want the platform in having? The stage is a transverse strategy actually in.
If you want rate, you want fast, you want clever, you are this pole from the top down certainly, it is a person is in charge of, this is the fastest. But pole is too much, this issue came, repeat construction in great quantities, duplicate work in great quantities, caused efficiency low. Alleged in stage strategy, the technical framework that we hope construction is unified, product supports system of system, safe system, service, can prop up above varied business. And one when here should hold is spent, how do you let this truly therein stage can transverse service is good every business, is not the key position that turns an obstacle into the gender, this is the most difficult.
My experience and experience are, still want to define good what thing to want to close, what thing wants to put, is not go to extremes, close all from east to wests together. I am advocated all the time in A a bit, we discuss as the leader alleged in coordination, cannot acquiesce above all in coordination the attitude issue that is employee, I do not consider as the manner of employee the problem, I consider as the design of relations of production the problem. If do a business, want 5 3 groups, groups to work together forever, it is Something Wrong for certain, it is Wrong is designed in the organization certainly.
We must have a few things, it is a group goes all out do one's best, spent entire painstaking effort, it is oneself can be done decide, such word, the life just is in him hand. And how does here hold good horizontal stroke and spend vertically, it is crucial proposition. This proposition does not have standard answer, it is the position that our everybody is studying to this enterprise is in at present ceaselessly and his need how blast model when, should go considering.
In the process, need more it is fine tuning. Inside tone organization, a bit very important, besides even if the horizontal stroke is in this among how to hold this to spend beyond, especially after an organization became large, very abstain from go to extremes, perhaps say all and all and main station, significant section changes at the same time. Want to develop as an enterprise, how can maintain basic stability, pass the innovation of relations of production at the same time, the change of relations of production, can release one part productivity.
Still have a problem that must want to discuss, inside constituent design, do not escape to pass the person's question. Any organizations are designed, matter with a some cards in your hand, you have what card to set what organization. I like a football very much, watch all sorts of football games. What is the coach that I cannot bear the sight of most? He has only forever blast model, buy everywhere suit this blast model player. Should kick 352 model, meet only full world seeks the full back side two skill are first-rate.
Some moment must set post because of the person, a lot of people are met because the person sets post,regard as word of a derogatory sense. But I think to be inside constituent design, we cannot find ideal talented person in the market forever, how can we come out play of the vitality of existing group, productivity, dynamic role, depend on the position that how we put him. We can be based on his disposition, specialty, can put away his position, can bring tremendous multiplier effect.
Every enterprise has a card, I follow the in-house staff, friend communication outside, I am preferred ask a question, a few do you tell me to chief commander has? Chief commander and the subordinate that report to you are different, some moment subordinate are administrative framework need, but the chief commander that is not you. Everybody has the person that a few you can rely on in the heart, I consider every company is such, you know these a few people are very important, but how to put them, how to put them to a proper place, solve the problem of level sex, resolve current main contradiction.
Today really everybody can say, we seek nicer talented person even. My viewpoint, there are a few very good people beside everybody, we look at 2 o'clock, the most important still is a bottom line, individual moral character, this is red line. Still have a bit, the logion of our horse teacher, I hang this logion on the mouth all the time, he says the person has a kind of incurable disease, namely " stupid " . Look for the person's core so, want to have moral bottom line above all of course, also want clever and academic. Of clever delegate is ability of a kind of study, is not head of act in a slick way, this is ability of a kind of study.
How to have this study capacity, can arouse latent capacity, I consider as us an effect that cannot ignore inside whole organization design, it is the person's action. And core, not be to see him what do today, see his possibility however, he is able what.
The leader of the future in A must if from the 0 commanding general that start business to 1. Because you let a thing become different,must be, is not spoken parts in an opera because you are a controller, the person that you provide is increasing, provide 100 people originally, provide 500 people next, provide 1000 people next, provide 10 thousand people next, last shift, this is no good.
Had done truly chief commander and doing government is distinguishing, chief commander faces high uncertainty, you must find determinism between uncertainty. You must want rigorous, but if you do not have revolutionary romanticism, a lot of things do not have a law to do. Should become a possibility impossibly, want to face high uncertainty, you need romanticism of a few revolution, need the alternative of a few gamble even. But at the same time a very important thing, how had you held to spend, in letting an enterprise be in this can find new opportunity already, go challenging new opportunity, because challenge new opportunity to let whole industry,do not cross a ship again, blind, this is no good.
How to return human nature, return the observation to the person, the observation of disposition, the observation of latent capacity, can produce the energy of a person finally truly, is not to say to just seek a person in the market. Seek again nice person, also must want be born, must be familiar with on this soil, grow, insert namely without what unplug namely the person that uses namely, very few, basically do not have a likelihood. Retreat 10 thousand paces to tell, this person is again nice, to a new environment, have a problem above all, how to establish safe move.
How to train a person truly conversely, still want to see the person that such going pledge truly, make from oneself above all, the 2nd urge such person. Here has a bit, see him stem from fair heart, he has self. Clever person is on the world, to certain level, this brother has fair heart, may install temporarily, but cannot hold a long time, can experience certainly get. Often do not see him be in your before expression is gotten how, the colleague that I pay no attention to us at all today is behaved before me how. You should see them work in the same place in what be the same as level, in their subordinate, before the person that concerns without the interest with them even, he behaves how.
Our everybody such, I think this class is same also. To a new environment, when the first day of everybody meets, affirmation still should want to make visit first each other, see here live law, communication means how, it is OK to visit this place 100 without contraindication, can. Had drunk a few old wine next, go out to swim had learned, everybody with respect to lump. This moment basically ability exhibits a stereo person to come out now. Otherwise you are in a new environment, face new person, the person always wants to rise his to protection, everybody such, myself also is met such, this is human nature. Do not challenge human nature, we must arouse human nature down human nature, with good person sex in the center of energy this, good this, such ability are a happy group.
We have drop to be carried on the back especially only, ability can come up against the person of twist of truly so called soul. How we produce a person truly energy is very important. Inside whole organization design, as it happens tells a person, two words that say before me one paragraph share everybody, these two words also are to serve as the controller in A now, two terms that I stress very much: Sympathize with heart and the heart that be the same as manage.
What makes sympathize with a heart? Not be who I sympathize with, feel however with experience, you should stand in group point of view to want, design this organization, design this relations of production. You should stand in suffer many point of view to want, how can he think, he hears this thing how to can be experienced, what is good possibility, what is bad possibility, what is he does the feeling with this possible issue, he encounters difficult conference to have what reaction. You should stand in the angle of the other side, go to the heart considering than the heart, this is to sympathize with a heart.
What is the heart that be the same as manage? I stand in his angle, how he can understand this business. Stand in the angle of the other side, can elaborate your design, your change, your division of labor better, what you let the responsibility that he assumes. Final we still must want to head a group attentively.
Everybody wants to say is so too too kink, tired. My viewpoint, take a group to do not have unwearied, I do not know everybody has a feeling, the thing is very tired, the most important is a heart tired. Thing everybody is tired, but the heart is tired, alleged worry about, not be to worry about those things, worry about however person. But, much care others, much sense is the same as experience, such ability build the resonance on spirit of a group truly, this ability is the most precious thing. Only such ability can be one can take the group of the result between suitable condition not only, it is adversity inaccessibly most in likewise such.
I am saying all the time now, contrast of phase of the development in these a few years of A is more successful, we have a lot of new fellow workers to join. I also tell the truth, my interiorly also says this word, what do these calculate today, the most important is adversity when, when it is difficult that you have, moment of this enterprise inconvenient, how many person is returned can sturdy together, this decided the vitality with durable industry. All enterprises have the tide since tide to fall certainly, have lifecycle, have suitable condition adverse circumstance, in this among, how do you form what a moment ago I say. Our him everybody takes a looking glass, who is my chief commander, who is the person that I can rely on. If this enterprise can rely on him only a person, this too alone, still want to become a flock of people, can do a business together.
A flock of having say in our A so affection has justice person, do significant thing together. Produce human resonance only, ability helps the person together, is not a catchword, a view.
A moment ago I say me to controller 360 evaluation are to come over to look, still having a thing also come over to look, we enrol new employee, there is a such rule before, cry " hear flavour " , have the taste in A namely. My method is very simple, I can ask how you see the culture in A, always come up to say with me the culture in A is too good, I liked too, I want to be embraced actively, my day is born with is the culture in A, basically I am right such person stay at a respectful distance from sb. Because he has not come, know this is what culture. If he says to worry a bit, this ability is true, this is very normal. True be not being installed still is a premise, you have what worry, you had been told, you need not say to not was like be in harmony to be an organic whole painstakingly, this is very terrible.
Must have these things, the moment of truth dare fall to decide, final To Be Or Not To Be, heaven is Tartarean still, oneself bear result.
I am told all the time as the leader, the most important it is 3 things, do a group to dare not make the decision that also cannot make. The 2nd it is the responsibility that ought not to assume them, the responsibility that they cannot assume. The 3rd it is to help a group do decide them to get the resource that cannot decide. This is me after turning into business in A, maxim of 10 years. What is a boss, what is the old, the boss is administrative position, seal. The old is to send from the heart, likelihood he had nothing to do with with you, he still is your old, namely such, this is to rely on those who do to be an upright person. Group most what is those who look to be not gotten, when getting credit, this brother runs in front, when having a problem, hide aside, push next face groups.
