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“专业化+区域化”协同发展,发挥好区域支点的作用

“管理之声”

Voice of Magagement Vol.4

Speaker: Hu Jinglei

Vice-General Manager of JiangSu Branch

本期朗读者: 胡京磊

中化招标江苏分公司副总经理

“专业化+区域化”

2018至2020年,在公司大力实施事业部专业化发展与分子公司区域化协同的新战略背景下,作为一名从专业化部门走出来,进入区域化公司的员工,我对公司新战略感触很深,今天就简单谈一下我的感受与想法。

Under the company’s three-year new strategic background of vigorously implementing synergetic development of specialization and regionalization,as a staff member who came out of the specialized department and entered the regionalized company, I am deeply touched by the company's new strategy. So, today I’d like to take this opportunity to talk about my feelings and thoughts.

我司在传统的国防军工、铁道交通、化工行业等领域保持着行业领先的地位,但是由于地域距离等方面的原因,很多经济业态比较好的地区我们无法深入开展。当我到了江苏分公司工作以后,刚开始的感觉是困难重重,地方的传统招标业务市场也已经有固化的分配了,创新业务又无法马上找到头绪,基本一切从零开始。按照公司专业化与区域化协同的战略方向,借着自己在传统招标行业的经验,我想先从传统业务入手开展工作。

Our company maintains a leading position in the traditional fields like defense industry, railway transportation, chemical industry, etc. However, due to geographical distance and other reasons, we cannot go deeper in many regions with good economic conditions. When I went to work in Jiangsu Branch, at first, I was confronted by many difficulties. On one hand, the market of bidding business in the local area had already been solidified; on the other hand, the innovative business could not immediately find a clue. Basically, everything should start from scratch. In accordance with the strategic direction of the company's specialization and regionalization, and by means of my experience in the traditional bidding industry, I considered starting my work from the traditional business.

经过一个月左右时间的行动与探索,江苏分公司已经先后和第二事业部、第三事业部协同落地两个客户,涉及军工领域和化工行业,真正体会到了总部与区域分公司的协同潜力,并且促使公司参与的项目在地方获得了更高的落地率。同时,江苏分公司已经在与第一事业部协同开发江苏及其它地区的军队项目。传统业务在当地有了头绪离不开公司正确的战略思路与方向,只要沿着这条路线走,传统业务在区域化落地是没有问题的。

After a month or so of exploration, Jiangsu Branch has successively had two customers in the military industry and the chemical industry, in cooperation with the Second and the Third Business Department. This made me truly understand the synergy potential between headquarters and regional branches, and this lead the company’s projects to a higher success rate. At the same time, Jiangsu Branch has been working with the First Business Department to develop military projects in Jiangsu and other regions. The good development of traditional business is inseparable from the company's correct strategic thinking and direction. As long as it follows this route, there is no problem of promoting traditional business in regional market.

在创新业务方面,江苏分公司处于广泛拜访不同行业背景客户的阶段,通过在当地直接与客户沟通了解其需求与收集信息,也让对方了解了我们公司的业务范围及战略方向,慢慢也就捕捉到了一些有效的项目信息与潜在机会。

In terms of innovative business, Jiangsu Branch is in the stage of extensively visiting customers with different industry backgrounds. We captured some effective project information and potential opportunities by directly communicating with customers in the local area, and thus knowing their needs and thoughts. Meanwhile, local customers can also understand our business scope and strategic direction.

虽然刚刚到分公司任职两个月,但是我已经发现了在当地开展传统业务、创新业务、以及为产业提供综合服务等方面的机遇,深切感受到了公司新战略切实顺应了国家区域化发展战略,全军采购区域化的要求,以及PPP咨询全国化的布局,江苏分公司也有了基本的定位与方向。

Although I have just been in the branch for two months, I have already discovered opportunities to develop the local business, innovative business,and industrial comprehensive services. I deeply feel that the company's new strategy is in line with the national regional development strategy, the requirements for the regionalization of the military procurement, as well as the nationalization of PPP consultation. So far, Jiangsu Branch has a basic positioning.

虽然江苏分公司目前还处于组建初期,团队组建与业务开发及创新在同步进行,业务落地还需要一定的培育时间,但是,我们确信按照公司新战略方向走,区域分公司之间、分公司与专业事业部、分公司与区域中心及公司职能部门的协同效果将越来越明显,降本增效也将随着时间的推移越来越明显,必将实现长效、高质量的利润增长

Jiangsu Branch is still in the early stage of construction, including business development, innovation, team formation, and so on. We needs a certain time to develop and grow, but we are sure that the synergy effect will become more and more obvious between regional branches, branch and specialized business department, branch and regional center, functional units of company, in accordance with the company's new strategic direction; the cost reduction and efficiency increase will also become more and more obvious over time, and thus the long-term, high-quality profit growth will surely be achieved as well.

我相信,区域分公司将发挥好在新战略中区域支点的作用,追求高质量发展,为招标公司打造对中化集团内部业务协同,和集团内外部产融协同具有引领作用的综合商务服务平台不断努力。

I believe that the regional branches will play a good role as the regional pivot under the new strategy. In order to create a comprehensive business service platform we will continuously try our best to pursue high-quality development.

独自一人在异乡的夜晚,有时候也会听听司歌来激励自己,最后引用一句司歌歌词吧。同风雨,共辉煌,美好未来你我共创!

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