Text / Li Yuzhuo
In March 2005, five years after I left Huawei, Ren Zhengfei gave me another trustee to convey the message: 'If you want to come back, you can do public relations work for the government and the embassy or consulate.'
In 2005 and 2006, when it was very difficult or lost, I did not realize that I thought it would be nice to Huawei, but only a flash, I know Huawei and Ren Zhengfei can only stay in my memory and miss .
From entering Huawei to leave, are Ren Zhengfei talk to me .In four and a half years of close contact with the day, his actions, bit by bit, all to stimulate you, promote you, affect you, let you not every day quiet.
Press harder and harder
May 18, 1995, I report to Huawei, the job number is 1713.
On the first day of Huawei, my recent Vice President of Stone was arranged for a production workshop internship, embracing Huawei's 'From the Beginning.' After three months of internship, I was formally appointed as General Manager of MOBB. After that, the entire power supply division of Huawei was assigned to Mocakek, and my title changed from general manager to president.
Founded in 1992, MoBek Electronic Technology Co., Ltd. is a holding subsidiary co-organized by Huawei and 17 domestic telecom administrations with a registered capital of 89 million yuan, of which Huawei Technologies Co., Ltd. invested 50 million yuan in nominal terms and 17 telecom The Authority funded a total of 39000000 yuan.This is a step-risk chess, because investing MoBake is a cost, Huawei promised to give investors a 33% return each year.Although heavy burden, Huawei will surely believe that the line will be fruit, dividends for three years All cash.It is a big advantage of Ren Zhengfei, but also later a lot of operators trust Huawei is an important reason.
When I took over the Mobeike completely Huawei's own subsidiary of an insignificant paras business dividend to shareholders each year, Mobeek can not take their own, can only rely on Huawei's appropriation.
Ren Zhengfei initially gave me the goal of turning Mophak into "China's first" in the communications power industry in two to three years, but at a cadre meeting in February 1996, he changed his speech To make a reference to say that Moberbee is to make "the first in Asia." I asked him, but he said: 'Did I say what it meant to be' China first? '
This is Ren Zhengfei, this is Huawei's style, when you just forced to force you out of breath.
One day in March 1996, Ren Zhengfei wrote me a note saying: how many secondary power supplies do you have in your library? Do not do it after use, and Huawei decided not to buy MoBeck again Power supply, because the price is too expensive, we decided to buy Hong Kong, abroad, they are cheaper than you.
See this note, as if take the plunge. As the saying goes, fertilizer does not flow outsider field. Do not buy MoBake secondary power supply, equal to close our sales market .I came to MoBake speech once said to you 'Huawei is Our natural big customers, each year thirty or forty million sales' quite allow employees to move, and now this big customer said fly to fly, how can I explain to you?
I had the idea of looking for Ren Zhengfei, trying to persuade him not to do so for the time being, but how close to begging for such a thing, was it because I Li Yuzhuo? I decided to face difficulties.
I tell you, Huawei's market can not be lost. Now to do is: First, we need to study as soon as possible, how to reduce the cost of secondary power supply; Second, the sales department must find the secondary power market outside of Huawei ; Third, take the initiative to find Huawei's purchasing department, the price down to the extent they accepted.
With reference to the price of foreign power supplies, the price of the secondary power supply dropped by almost half. When I submitted the price list after the price cut to Ren Zhengfei, he asked me: 'Did you drop so much and make money?
I said: 'OK, but also make a little bit (I'm afraid to say that he let the price cut more).'
He was very interested to ask: 'Why can earn?
I said: 'There are two things: First, we did a good job of secondary power supply, and pushed it from our own workshop to Huawei's workshop to complete the sale without any extra cost, nor the market and shipping costs. Second, there is a policy in Shenzhen. There is no need to pay VAT for the supply between local enterprises. It is called 'selling in real estate' and a dollar is one dollar. '
In fact, I know in my heart that Huawei's market can not be discarded in any case, otherwise people will say that Huawei will not even use it, showing that Mobeiku's power supply is not a good thing, even if Ren is not letting me lower the price, I may reluctantly accept it.
However, to be honest, after Ren Zhengfei this toss, a comparison, even I also think that the product is expensive, so I asked for development, the power quality level can not be reduced at the slightest, but the circuit design, material costs must drop.
After a wave of ups and downs, a month later, Ren Zhengfei put forward another request to stimulate me more.
In April 1996, Ren Zhengfei found me: "Li Yuzhuo, you cadres and staff, in addition to 50 people are starting their own wages Moab, the other 90 people, including you, are taking Huawei wages, is not it right? You all Should be paid by MoBeck himself. '
At the beginning of his speech, I was shocked. At first, when he mobilized these people to MoBeck, he said swiftly in front of you all: You go to MoBeck is a start-up, and some worry that the treatment will be reduced. I promise that your treatment Three years unchanged. Now just over nine months, how to regret it?
I asked: 'General Ren, did not you say that the people who transferred to Mobeek will not change for three years?
Ren Zhengfei replied: 'I said that a three-year change means that wage rates will not be lowered, not to say that Huawei spent three years, and you, as an independent company, should be able to support your own employees.'
A sense of deceit came to my mind, but his statement was correct. "My pride came momentarily, blurted out: 'Well, we'll start paying for ourselves after May!'
Whoever is rewarded is still not absconded: 'It is not from May onwards that from January of this year you will have to give me all my wages for you.'
From May 1996, MoBeck started to pay his own salary, and his salary was returned to Huawei.
Less than a year to take over MoBeike, Ren Zhengfei completely lost the first of my kind and smile to him.He's strong, changeable, violent, fanatic, let you feel anxiety at the same time, can not refuse his request.These two emotions Has been intertwined in my chest, collision, no moment of peace.
However, in the end I still think that these awkward practices of Ren Zhengfei are the main positive elements, and he is one thing to me personally and forcing the business to survive independently as quickly as possible may be his main purpose.
At the end of 1996, Morbeck realized a sales contract of 216 million yuan, creating a full profit of 50 million yuan. Year-end summary of the conference, the year's bitterness and success of the joy made me hard to ban, tears overflowing my eyes.
On the other hand, the conflict is also accumulating.At the beginning of 1996, once on the seventh floor of Huawei headquarters met Ren Zhengfei, he said: 'Li Yuzhuo, you should often report on Mo Baker's work.' Later, he spoke on different occasions Two times, "Mobek engage in independence." He talked to me time and time again, saying he wanted to send Nie Guoliang as a consultant and added that he would send me an executive vice president. I feel that it is all about supervising me or letting me When the puppet, he wrote to him twice to resign.
He sent Sun Yafang to talk to me, and I said sincerely Do not want to be President Morbec (Note: there is a fake), let Nie Guoliang come when .Yang YafangAsks: 'Do you really think so?' 'Really think so (Note: here lies).'
In this way, I met with untiring enthusiasm Mocbek, only a year and a half had handed out regretfully.
Build a joint venture
At the same time as President Morbike resigned, Ren Zhengfei's appointment to me went down. He is the executive vice president and the head of the joint venture and cooperation department of Huawei.
The Joint-Venture and Cooperative Department was a newly established department, and in no more than half a year, there was no single soldier, nor a secretary. I was a pure 'summoner' and had a secretary six months later.
In early 1997, an important strategic goal of Huawei was to shift from the agricultural market to the main market of China's telecommunications market, the local telephone market, but the effect was not satisfactory.
At that time, China's local telephone market used only switches (such as Ericsson and Nortel Telecom), joint ventures (such as Shanghai Bell) or state-owned enterprises (such as the dragon) and other communications equipment. For such private enterprises as Huawei, users are afraid of quality Bad, more afraid of accidents to take responsibility.
I realized that this work Ren Zhengfei did not allow me to do is a 'Curve Save the Country' - bringing Huawei's communications equipment to the main battlefield through joint ventures with the Telecommunications Administration. This is a different and new Marketing model. To make it clear, can not help but make a lottery: clever!
The first joint venture was made in Sichuan, where the joint venture was named 'Sichuan Huawei' and registered in Ya'an where the Sichuan Telecom Bureau originally co-operated with the 702 plant, and the director of the Ya'an Bureau is very cooperative and said: 'Since Is a partner, is a family, we demolished 40,000 lines of 1240 equipment equipped with Huawei C & C08 machine! 'No openings, 27 million yuan in advance payment to the account. That year got a 5 billion contract, in 1996 12 times.
Sichuan Huawei's success, so Ren Zhengfei very happy .He once again astonish: this model must be promoted! Can you build one in each province?
During the nearly two and a half years, I and the siblings of the joint venture and cooperation department traveled all over the country, and all the provincial telecommunications administrations that may establish joint ventures have been to In those three years, the plane and take a taxi about the same, and sometimes ran three cities in two days.After the Huawei in Sichuan, and the establishment of Tianjin Huawei, Huawei North China, Shanghai Huawei, Shandong Huawei, Zhejiang Huawei, Shenyang Huawei, Hebei Huawei, Anhui Huawei, a total of nine joint ventures.
When Shandong Huawei was built, the provincial administration required to receive communications equipment factory 150. Weighed the pros and cons, I still accept their conditions and I think this is our access to Shandong market must pay the price.After hard work, the reception of these personnel Not only is it not cumbersome, but it can be a very useful person in markets all over the world, familiar with their connections, their low wages and their enthusiasm for work.
The joint ventures formed around the province to help solve the problems of the provincial bureau, it treats you as their own business.It is said that the provincial bureau meeting of the joint venture can attend the expansion of telecommunications equipment in the province when considering the joint venture can be Can not do - actually Huawei can provide the appropriate equipment.
At the beginning of 1998, the dividends of Sichuan joint-venture companies reached 25% of the investment amount.Other cities and prefectures have put forward the requirements for joining in. After discussion, the lawyers proposed to take in more cadres and employees of the municipalities in the name of 'trade union corporations'. Mouth opened, very enthusiastic, Sichuan Province, Bureau of Commerce without any omission, all shares.
As the benefits of the joint ventures are relatively good, dividends are generally over 20% .Funds for raising funds are for lower-level cadres or ordinary employees, the top management of the Telecommunications Authority does not have a share .For them, the effectiveness of enterprises and staff placement Is the most important, as long as you help them solve this problem, they are very satisfied.
The establishment of joint ventures, the sales doubled several times, the return rate of 99%. Huawei equipment installation, after-sales service, loan recovery, and even administrative office logistics, are borne by the joint venture.Liaoning Province before , The railway system and Huawei's relationship is very stiff, immediately after the establishment of the joint venture as Jade and Silk, Huawei won the victory in these two markets.
Ren Zhengfei this ingenious marketing model has changed the basic pattern of China's telecommunications market - Huawei a sudden emergence, a ride away.
After the rival realizes, the attacks on Huawei's 'illegal social fund-raising' and 'unfair competition' have been rampant for quite a while.
At the time, it was still a blind spot at that time for joint ventures to run joint ventures in the name of trade unions and legal persons. Our lawyers studied this issue and consulted the local government departments when registering with the industrial and commercial departments of all localities. All of them considered that corporations should invest in enterprises Is not restricted as to whether such cooperation is unfair competition, is unfair to other similar manufacturers, just entering the market economy in China is still a problem to be understood and discussed.
Just as all foreign communications manufacturers entering China have the same joint ventures with domestic operators, this is a phenomenon in the early stage of reform and opening up.Other communications companies in China are mostly state-owned backgrounds and have unique channels and resources, but none of them are like Ren Zhengfei In this way, the use of enterprises in addition to the strength of the contest, why not a kind of resourcefulness contest?
Fun with Ren Zhengfei
Working with Ren Zhengfei, you will find that he is a serious self-centered person, a harsh and interesting person who keeps turning his head and does not know what he is thinking. Different with him, be prepared to guard against his raids at any time he sometimes suddenly emerge a what idea, so that you can not respond to a temporary response; sometimes somehow angry with you, so that you can not be victorious, frightened most people Afraid of him, I think, he is very interesting.
He will call me every morning for a walk as long as he or she is not in business during his business trip. In Kunming, in Hangzhou, in Changsha, in Chengdu, he can not call you at 6 o'clock. He would say they are lazy eggs.
His walking is characterized by his hand carrying, silent, keep walking, rarely stopped to see something, you say one by one, he will say, according to you, I do not according to.
When I walk, I always say something, once I said: Ren total, after a little less fire, poor health. Ren Zhengfei answer: I am angry when the blood pressure never rises .I thought, when you get angry, Who dare to give you the amount of blood pressure?
One night, I accompanied Ren Zhengfei see Xi'an Bureau of Telecommunications, eat eat 9. In the way back, I asked him back to the company or go home, he said back to the company, Chairman Li Peng tomorrow, some cadres are preparing the Two days report outline.
Since 1998, Huawei gained prominence, especially after the publication of the Basic Law of Huawei. Suddenly overnight, people suddenly found the youngest member of 'Great China' - Huawei, as far away as Shenzhen, is the true standard-bearer of China's telecommunications industry. In this context, many enterprises and government leaders at all levels went to visit and investigate Huawei one after another, and in less than two years all seven members of the Central Bureau of Political Affairs went to Huawei.
I went back to the company with him, and in the conference room, he picked up the manuscripts prepared by a few vice presidents, and after not seeing the two lines, threw it into the ground and said, 'What did you write?' Scolded up and later took off his shoes, barefoot, like monsters walked on the ground, while walking curse, a full scolded for twenty or thirty minutes. No one dare to speak, the president of office was crying. Later, he asked Zheng Bao to rewrite it from his home. Zheng Bao wrote two or three pages. After he read it, he said something: In the end, it was Zheng Bao who wrote well, and this was a thunderstorm.
Ren Zhengfei has a habit of using a waiter at a hotel to assist with baggage and fruit delivery, and he will be like a foreigner who will give the waiter a tip, which surprised me that no one in the country has ever done so.
He advocated effective work and creative work. Someone once said something like "there is no credit or hard work," and immediately he was fiercely criticized: no further remarks are allowed. What is hard work? Hard work is invalid work. Labor is a waste, I did not make you lose money is good, but also nonsense what credit?
Ren Zhengfei also has a gentle side.Once went to his home meeting, I went early, when he received a call from his son Ren Ping from the field. The two of us in the room, I hear very real, he actually used me Never heard, gentle voice and his son speak.
Three resignations stay
After October 1998, I was appointed as Director of Structure Division and Consultant of Joint Venture Cooperative Department of Huawei.
At that time, telecom sub-camp has started, the possibility of joint ventures to do it anymore.I had previously suggested to Ren Zhengfei that Huawei should implement the business department as soon as possible, and he has been weighing the pros and cons of this, he today such a thing To me, I think it also implies the trust of me.
I have worked in the Structural Division for one year.Real Divisions must either face the market independently or cost separately, so after all, structural division is only an exploration, at best, can only be regarded as a quasi-division.I can see, Ren Zhengfei still hesitant.
At the beginning of 1999, I began to feel that my physical condition was declining. At this time, the other feeling became stronger and stronger. It was very hard for me to touch Renzhengfei with my sincere advice. I was prejudged that Huawei's career mission was coming to an end and I faintly gave up.
It was not long before I encountered a more unbearable event, probably in May and June 1999 when it was rumored that Huawei bought the stock of its rival ZTE Corp. One of the vice presidents told me that Ren Zhengfei was indeed in a small area As soon as I heard the fire, I immediately wrote a report and handed it up and said that if the investigation revealed that I had something in this respect, I resigned immediately.
Ren Zhengfei replied quickly: 'We believe in your words.' This is another stimulus for me (I may be getting more and more sensitive now) - did you believe this rumor before I wrote this report? ?
In such a strong leader of Huawei enterprises, with fearless, cautious, cautious to describe the work of some cadres state of affairs is not an excuse. In Huawei you often encounter such a situation: we meet together to discuss the problem, someone will always remind the boss Will you agree? Or, the boss will not scolded? Confused a lot of people can not tell their true thoughts and opinions. A long time, personal thoughts were detained, personality lost .This is my most unacceptable .
Another unexpected thing happened in October 1999 - actually, there was me in a long list of appointed cadres appointed by Ren Zhengfei, who appointed me a new terminal unit (a tertiary department) at the market headquarters Deputy general manager, and also a manager of the following small department (chief level) .This is a clear demotion.
In the meantime, I suddenly received a long-distance phone call from Led Waldorf investors from Beijing and invited me to become the general manager. This is a loss-making company, but the cooperation conditions are good and the general manager has the sole authority to deal with all the affairs of the company. Sincerity, Yu Bo also volunteered to give me 10% of the shares, allowing the purchase of 5% of the shares.I agreed to resign by the end of October, November 5 to go to office.
On November 1, I formally submitted my resignation report to Ren Zhengfei for reasons of body and family, and in order to avoid unpleasant encounters, I sent him a fax.
In my later days in Huawei, I thought it was easy for me to resign, and in my heart I had decided that Ren Zhengfei might be waiting for me to resign. So my plan is to write a letter of resignation on November 1, 2 or 3 He will approve, on the 4th I can leave, on the 5th just report to Lidwardford.
However, the day Ren Zhengfei did not ignore me.Only Vice President Guo Ping called me to ask whether it is emotional, is not the opinion of the recent appointment.I replied 'is not' Guo Ping said: 'You can not go, you Is Huawei's only foreign vice president, you go badly affected.
Time was tight and I had to write my second resignation report on November 2, but I did not get any response until after get off work.
November 3, forced me to write a third letter of resignation, roughly the same content and the first two copies of almost: the body sick, home in Beijing, need someone to take care of; in Huawei to do all things that you want to return to roots; Huawei Is a high-paced business, I am old, do not want to drag the company.
Ren Zhengfei finally got an answer on November 4. His secretary called: 'Always let you come at about 1:00 PM.'
Guo Ping, vice president for his speech at the meeting.Reng is not straightforward to ask: 'Li Yuzhuo, I read your resignation report, do you have any comments on Huawei and myself?'
I explained: 'I have no opinion, Huawei gave me many opportunities, you care about me, I thank you all too late .I just the body die, no one gave me a sicken of water, died suddenly did not People know.
'False words, I do not listen!' Ren Zhengfei angrily said aloud .He finished returning to his desk and went to document changes.I sat with Guoping embarrassed, I do not know what to say, the atmosphere immediately dignified stand up.
For a while, Zhou Jin, the vice president in charge of production, came along and saw that we both sat without saying anything and sat down without saying anything.
After about five or six minutes, Ren Zhengfei sat down again, this time he sat across from me and his tone was moderated: 'If you think the production headquarters is not suitable, let's talk about it.' ' Jin: 'Zhou Jin, how did you talk about things like this?'
Then Ren Zhengfei talked to me about the future development of Huawei and his personal thoughts as well as my character and work: 'We are sure of your character and ability, and you still have a lot of work to do in Huawei This is no longer the case at this time.
Almost an hour or so, see I did not mean turning meaning, Ren Zhengfei finally said: 'Well, Li Yuzhuo, then you go home to recuperate!
The same day, I packed my luggage and flew to Beijing the next day.
Ren Zhengfei may never think I will leave Huawei at the age of 51. The next day, he repeatedly sent to retain me.
In December, Ren Zhengfei sent a special trip to Beijing with Zheng Bao, invited me to eat a meal at the Yanshan Hotel, and let me invite you to return to Huawei. By the end of December, Wang Cheng, the vice president, was also ordered to come and eat in Beijing. That my work arrangements do wrong, I hope not to care about.
A few days later, Chairman Sun Yafang suddenly called me and said she met in Beijing and wanted to meet her. Without a word, she said: 'Li Yuzhuo was entrusted with the task of inviting you to come back to China.'
In the spring and the spring, in April and May, when he came to Beijing to see me, he said: 'I have seen a total of before, he asked me to see you, and if you did not do it properly outside, You can go back to China. '
So many times.I though I have not agreed, but I can not help but move.No matter how, Ren Zhengfei can spend so much energy to persuade me to go back, in the history of Huawei may not be the only bar.
According to Huawei's regulations, December 31 before leaving the company, can not be issued a year's bonus later Guo Ping told me that Ren Zhengfei until after New Year's Day in 2000 before letting Sun Fangfang signed my resignation, is to let me take To the bonus in 1999. That year's bonus, I get the most in Huawei.