On May 8, 2003, Liao Chuhua, who was transferred from Dongfang Yuqing Henan Branch to Beijing headquarters as a trader, looked around the whole company and thought to himself that people who hindered the company's development must be laid off, and the process and atmosphere must be changed!

young and frivolous

Oriental Yuqing is an important partner of Lenovo notebooks, with annual sales of about 250 million and a group of senior and experienced employees. However, in the view of Liao Chuhua, assistant general manager, despite considerable sales, the profit is very meager; Although there are a large number of old employees, due to the humanization of long-term assessment, they have become generally full of selfish desires, lack of cooperation awareness, and are indifferent to other people's work-every small company has some big business diseases. Liao Chuhua decided to make a change!

But then the old employees joined forces to strongly resist him and almost pushed him out. Liao Chuhua doesn't want to talk about the past. He looked up, took a deep breath and said, it's as difficult as you think. In a year, he lost countless hairs and lost a lot of weight, but the road to change has just officially begun.

It is very difficult for an airborne person to carry out reform, and his strong style is even worse. He is a very strong man with a very tough style. Sometimes, if the judgment of pressing goods is wrong, he will generally lighten up his position quickly. Even if he loses hundreds of thousands a day, he will bite his teeth and say, "Next time." He started with store sales and delivery when he debuted, but two years later he quickly became the deputy general manager of Dongfang Yuqing Henan Branch and entered the headquarters at the age of 24. The smooth experience in the past has made his arrogance hard to see.

On one occasion, a colleague went to interview him. In front of many people, he told a colleague around him that the mistake you made today was enough to get you laid off immediately. It means he is young and frivolous.

However, Liao Chuhua finally "lived" in the rain or shine in the East. After one year and two months, the company was basically on the right track.

The reversal of the situation

He can "live", and the support of the boss is the most crucial. Shi Damei, the general manager of Dongfang Yuqing, didn't know him very well at first, but after several months of running-in, she found that his conduct was very correct and he was easy to communicate with others, so she quickly established a new trust-based working mode with him.

Liao Chuhua said that he hardly considered his own self-interest, and "righteousness without desire" was his work creed. Thanks to the rain, dew and sunshine in the east, he is willing to devote all his energy to this. He has devoted almost 100% of his energy to his work. He said that he had the interests of the company as the starting point, not the interests of the boss. He said that if the boss doesn't trust and support him and doesn't accept his point of view, he can only choose to leave!

The boss gradually moved from secret support to the front desk, invited all the old employees to dinner and begged everyone to support Xiao Liao. At the same time, she coaxed Xiao Liao, almost taught him to change his lifestyle and let him say the same thing in another way. Liao Chuhua said that the boss is a very modest and attractive person. He always gives people three points when things happen, but he will stick to his principles and let him learn a lot.

Personality is important, but performance is equally important. Before and after Xiao Liao's transaction, the company invited several deputy general managers, but they failed to gain a foothold. Because Oriental Rain and Sunny was born as a "training stall", there is no reason why people without achievements can't live. Only when you make enough profit for the company can you get the opportunity to display it in the company.

Liao Chuhua transferred a group of former brothers from Henan to assist him, and he took it for granted that "once every emperor was a courtier". They studied products day and night, mobilized all kinds of resources in the past, and made great contributions to Dongfang Yuqing's winning the only BMW Award of Lenovo Notebook Group in fiscal year 2003.

At the same time, Liao Chuhua began to adjust the company's mechanisms and processes. He appreciates the style of small companies. A list, all companies can be mobilized, very flexible and fast. After discussing with the class teacher and other backbone of the company, he thinks that Oriental Yuqing should redefine itself, not only insist on being a small company, but also establish the concept of starting a second business in the current it winter and form a working atmosphere of the whole company.

He also believes that small companies don't talk about big management, and management is nothing more than "division of labor" and "cooperation" for small companies. The division of labor should be very detailed, so that everyone can be enriched; Cooperate to make the rules of the game, so that everyone can understand their own way of cooperation. He told the salesmen that business is the lifeline of the company and they are the most respectable people in the company. Whoever does business is honored. As long as the salesman signs the bill, everyone should take him as the center, and the deliveryman and financial personnel should stop all other affairs and support him immediately until the business is successfully completed.

He set up a more attractive but cruel incentive mechanism, raised the commission reward higher and completely abolished the basic salary. As long as his performance is good, he can get more money than before, but if he fails, he can only get a few hundred dollars. From April to June this year, the market environment was very poor. Many old employees didn't finish the task, so they really only took a few hundred dollars. This season's sales champion, in addition to salary, also has several thousand yuan bonus and seven-day trip to Tibet.

Old employees can't stand the huge income contrast and leave their jobs one after another; Some people who put their personal interests ahead of the company were laid off by him because of their selfish desires. Some people were diverted and became the agents of Oriental Yuqing ... Now the number of people in the Beijing headquarters of Oriental Yuqing is much less than before, but the workflow is smoother than before, and in the first quarter of Lenovo's fiscal year 2004, Lenovo Zhaoyang's notebook sales ranked first last year. Liao Chuhua said that everyone should enrich their work and wallet at the same time.

Will the resignation of old employees lead to the loss of channels? Liao Chuhua gave a wry smile and said, "Don't worry, Zhongguancun has no dealer channels, only prices and benefits. No one can take away the product resources of Dongfang Yuqing and the company's own advantages. " However, Liao Chuhua was deeply saddened by the resignation of some old employees, because it was a great loss for the company. They could have brought more added value to the company and sold the same things. They could have made better profits for the company.

The old employees who stayed gradually accepted Xiao Liao. They found that he didn't really have any bad intentions. As long as he worked hard, everyone's goal was the same. Wang Jing is one of the oldest employees in the company, and now she has become a good partner of Xiao Liao. Xiao Liao is responsible for product sales, and Wang Jing is responsible for product sales. Every night, they agree on the product pricing for the next day.

Now that the company is basically on the right track, Xiao Liao's face is a little relaxed. He said that if he had to do it all over again, he would change himself, be less impatient, minimize contradictions and solve them better, but he would stick to his principles.

Editor's point of view: change, boss's support is the first element.

Xiao Liao is very lucky. Although he encountered many twists and turns and made some taboos of change management, he finally turned the situation around. He is the luckiest to meet such a supportive boss (according to my colleague, a good boss comes once in a blue moon).

There are many cases in which airborne troops failed to change their defenses. In one case, the boss of a private enterprise, suffering from lack of management, invited a management expert to join. The management expert was moved by his sincerity and promised to build a management framework for him within one year. Experts have formulated a detailed management system and begun to carry out drastic reforms. However, he found that subordinates, regardless of big or small matters, would ask their bosses or family members for instructions, and their position was useless. First, he made two vice presidents who were most hostile to him resign, "making an example for others", but they stirred up a hornet's nest and were more resolutely resisted by their families and "old people". In addition, the reform measures touched the unreasonable interests of customers and caused dissatisfaction among some customers.

After eight months, the boss finally couldn't sit still. He told the experts that he was determined to make this change, even sacrificing his family and friendship, but he didn't expect the ending to be more and more chaotic, so he suspected that some decisions made by the experts were wrong.

As can be seen from the above, although many bosses have the desire for change, they lack reasonable expectations for the conflict of change; Although I think I have a strong determination, I lack a correct judgment of the situation. So it is easy for him to doubt the correctness of the change when picking chestnuts in the fire.

The failure of consulting between Shida and McKinsey is a classic case in which private enterprises in China fail to seek consulting. Some experts commented that if Shida sticks to it, maybe the ending will change.

Judging from the case of Oriental Yuqing, Xiao Liao's tough style offended many old employees, but his effective communication with his boss finally carried him to a safe place. The boss not only personally helped Xiao Liao to do the work of the old employees, but also fully authorized him to dismiss the old employees and bring them into his own army. If there is no direct army, it is difficult for Xiao Liao to create good performance and carry out his own ideas. It is indeed an old saying that once every emperor has a courtier, it can stand the test of history.

The successful transformation of airborne personnel, in addition to obtaining the firm support of the boss, getting their abilities recognized as soon as possible, and good communication are the other two key points.

Xiao Liao has done a good job in proving ability, but there are problems in communication with the next generation.

Usually, reformers should take the initiative to treat the internal and external placement of employees in a stable, clear and sympathetic way. Stand firm, formulate new codes of conduct, and ruthlessly "cut the grass and root out" those who encounter resolute resistance; The attitude should be humanized, and the resigned employees should be properly arranged, rather than simply fired; Action should be positive, be kind to those who stay, and actively appease and stabilize the morale of the army. A firm stand and a clear-cut stand do not mean that the means are tough.

In addition, Xiao Liao seems to be too hasty in controlling the time of change. In fact, communication before change is very important. Usually you may be surprised by a realistic timetable: it will take about 5 months to change at first! However, if we reach a consensus within these five months and then take resolute action, then these five months are very worthwhile.

After airborne UFIDA, He Jinghua once said: The new official is not going to burn three fires, but 300 small fires, which will cause vibration to the company and cause much less resistance.

The key to the success of airborne reformers;

1, fully understand the company's needs and define its own position.

2. Win the real support of the boss.

3. Their professional ability is recognized by the company.

4. Strong communication and cooperation skills.

5, luck (good market environment, the opportunity to create a miracle of performance)!