Chapter 9 1. Ren Zhengfei's classic quotations

1. When interacting with new and old friends, be honest and reliable, and avoid big words.To do what you say, don't let go of empty guns, if you can't do it, you'd rather not say it. Note: This is exactly what the ancient sages have taught us time and time again, to match words with deeds. 2. Businessmen are only interested in profit, and make money when they have money; businessmen do what they do, but they do not; entrepreneurs must assume social responsibilities, create value, and improve society. Note: Entrepreneurs are doing high-level careers and being moral people. 3. Integrity is the cornerstone, and the most basic things are often the most difficult to do.But whoever does this well will have a long, long way to go.

Note: Even Sun Monkey, a non-human being, knows that "people don't have faith, and they don't know what to do". 4. Ren Zhengfei said at a board meeting: "In the future, the official language of the board of directors will be English. I am still learning foreign languages ​​at the age of 58. You executive vice presidents can figure it out." Note: The implication is that Huawei must go international. 5. When Ren Zhengfei approved the outline of Huawei's Basic Law, he said: "We must improve the restraint mechanism on the basis of motivation, otherwise Brownian motion will form within the enterprise."

Note: If there are rules and no motivation, the enterprise will be stagnant; if there is motivation and no rules, the enterprise will diverge into disordered Brownian motion, making it difficult to form core competence. 6. Competition, I think in the business process, it is a game, but it is an art.The first point is to learn from competitors.Only those who learn from their competitors will improve. Note: In business, there is no competition without competition. 7. If you feel more and more tired during your competition, there must be something wrong with you.It should make the opponent more and more tired, and you more and more happy.The result obtained is to let the opponent say convincingly, I lost, you are better than me.Such competitors are the ones we advocate.

Note: Therefore, the goal of competition is: exhaust you, I will rest. 8. I think maybe you care too much about yourself and want something too much.To be successful, one must have the spirit of never giving up, but when you learn to give up, you start to make progress. Note: A clenched fist is the most powerful. 9. At Huawei's staff meeting, Ren Zhengfei asked: "What is Huawei's biggest problem after 2000?" Everyone answered: I don't know.Ren Zhengfei told everyone: There is so much money that you don’t know how to spend it. When you buy a house, the living room can be smaller and the bedroom can be smaller, but the balcony must be bigger and you need to buy a big rake. When the weather is good, don’t forget to In order to often put money on the balcony, otherwise all your money will be moldy.

Note: More money is not necessarily a good thing. If you don’t know how to use funds reasonably, no amount of money will be moldy. 10. Huawei is not successful, it is only growing. Note: Huawei has only developed for more than ten years, and it must not be considered a success. It may be successful if it can survive for a long time and achieve a century-old foundation. 11. Only when you are invincible in your heart can you be invincible in the world. Note: You can intimidate the opponent with momentum. 12. Not only to admit mistakes, but also to be brave enough to take responsibility.

Note: Only by taking responsibility can you prove that you have grown up. 13. Those who have results may not necessarily succeed, but those who have no results will definitely fail. Note: Just like on the battlefield, you may not be able to save your life if you try your best, but if you don't fight, you will definitely die. 14. The world is not about what you can do, but what you should do. Note: Find your position and direction. 15. Creativity is a very important part of business operations, but it is only one part, not everything, so every job must be implemented in practice.

Note: Pragmatism is the most basic thing. 16. Dumplings are boiled in a teapot, and if they cannot be poured out, they are not considered dumplings. Note: No matter how strong the ability is, it needs to be reflected in work performance.Performance appraisal evaluates the process behavior and final result shown in the work, not the ability. 17. Entering Huawei is entering the grave. Note: Marx once said: "The entrance to science is the entrance to hell." Ren Zhengfei intends to encourage R&D personnel to adopt a work attitude of immediate dedication.There is an article called "Silicon Valley: A Vibrant Cemetery", which tells the stories of entrepreneurs in Silicon Valley in the United States.It is precisely by continuously "burying" generations of outstanding talents that Silicon Valley has built today's prosperity.

18. Build yourself and pursue ecstasy. Note: Remember when you should remember, and forget when you should forget. 19. To do a job, to do a job you like is a good start-up. Note: Success is so simple: do what you like repeatedly. 20. It is not where your company is, sometimes where your heart is and where your vision is is more important. Note: Don't make the mistake of "being in Cao Ying and thinking in Han". 21. A soldier who does not want to be a general is not a good soldier, but a general who is not a good soldier must not be a good general. Note: Success is also accumulated step by step.

22. The most important thing for an entrepreneur, and also your greatest wealth, is your integrity. Note: Integrity is your trump card. 23. The strategy of a small company is two words: survive and make money. Notes: Survival is the number one priority. 24. If you still want to start a business five years later, you will start a business again. Note: This proves that you have thought very maturely. 25. In 1996, after listening to the reports on production planning and sales planning, Ren Zhengfei gave each of the directors of production planning and sales planning a pair of work boots, letting them take the road of combining workers, peasants and soldiers.

Note: Only by going deep into the reality and understanding the needs of the grassroots and upstream and downstream business departments can we find and solve problems. 26. The first idea to survive is to do well, not to be big. Note: As the saying goes, "you can't become fat if you eat with one bite." 27. It doesn't matter if entrepreneurs don't read many books, but they are afraid that they will not study in society. Note: Everyone knows how Zhao Kuo died. 28. Ren Zhengfei asked a question at a high-level meeting: "Why is my level higher than yours?" Everyone replied: I don't know.Ren Zhengfei said: "Because I can understand a little bit more than you from every thing (success or failure). If I do more things, my level will naturally improve."

Note: Diligent in thinking, focusing on accumulation and learning in practice. 29. "Huawei has no academicians, only academicians. If you want to become an academician, don't come to Huawei." Note: "Yuantu" is the "engineering businessman" that Ren Zhengfei said.Enterprises engage in product research and development, not to engage in inventions and creations, not to decipher Goldbach's conjecture, but to be responsible for the market success (commercial success) of products. 30. There are no secrets in today's shopping malls. Secrets are not your core competitiveness. Note: There is no impenetrable wall in the world, and having too many secrets is a burden. 31. The reason why many people fail is not too little money, but too much money. Note: So, some people are so poor that all they have left is money. 32. At the new employee symposium, the new employee asked: "President Ren Zhengfei, what do you want to say to our new employees?" Ren Zhengfei replied: "Self-criticism, reborn, re-behave, and be a down-to-earth person." Note: Campus culture is different from corporate culture. Campus culture has no clear business purpose, but only teaches students how to behave.Corporate culture has a clear commercial purpose, and everything must be centered on commercial interests.Enterprises need engineering businessmen, and students who have just graduated from school need to complete the transformation from campus people to enterprise people/engineer businessmen. 33. Concepts can no longer be sold in today's era. Note: Those who engage in art can fool people, and those who engage in industry to fool people are tantamount to suicide. 34. It is not enough for entrepreneurs to have passion and innovation. It needs a good system, system, team and good profit model. Note: Passion will not last long, and thinking will not grow new. It is most reliable to act according to the rules. 35. There are more and more money-making models, which means that you have no models. Notes: You can't chew too much. 36. Our strategic planning office is to study the company's development strategy for 3-5 years, not the company's development strategy after 10 years or 20 years. I don't know if the company can survive 20 years. I can demonstrate what Huawei does in 20 years: 20 years from now, human beings will not eat food, but manure. My reasoning is... Note: In a rapidly changing market environment, it is very difficult to plan and predict five-year development. Those who predict for 20 years can become futurists, but they are definitely not in enterprises. 37. The best model is often the simplest thing. Note: Simple things to the extreme is success. 38. When building a company, you must consider good value before selling it.If you think about selling at the beginning, you may go astray. Note: If the purpose is not pure, the result will be out of shape. 39. Ren Zhengfei asked the staff of the human resources department: "If Deng Xiaoping applies for a job at Huawei, will we hire him?" Note: When recruiting talents, companies must consider the matching of people/jobs. It is not impossible to use Deng Xiaoping, but first you must think clearly about what you will use it for? 40. In 1999, a deputy mayor from the Mainland came to visit Huawei. At the welcome dinner, the deputy mayor asked Ren Zhengfei: "What should the government do to promote the development of the enterprise?" Ren Zhengfei replied with a smile: "What is the government doing?" Don’t do it either, as long as the government repairs the roads and greens the city, it will be the greatest help to enterprises.” Note: In the process of transforming functions, the government can listen to more opinions from enterprises. 41. People must have something to focus on. There will be more challenges in a person's life. If you change every day, I will be afraid of you. Note: The power is concentrated on one point, and water droplets can also penetrate stones. 42. Be a person first, and then do things; small success depends on wisdom, and great success depends on virtue.If you do not do well as a human being, what you do is not human affairs. Note: No matter what you do, don't forget that we are individuals first. 43. Once Ren Zhengfei said to the chief financial officer: "You have made great progress recently, from very poor to relatively poor." Note: After returning to the United States from Japan, Dr. Deming, a quality management guru, was criticized by the American business community, accusing Deming of teaching the Japanese and enhancing the competitiveness of Japanese companies with the United States.Dr. Deming explained: "I didn't teach Japanese companies anything, I just told them a truth, which is to improve by 1% every day."That is continuous improvement. 44. I don't want first-rate creativity and third-rate execution, but I would rather have first-rate execution and third-rate creativity. Note: Creativity is 0, and execution is 1. No matter how many 0s there are without 1, it is futile. 45. A leader should do the right thing first, and then do things right. This order cannot be reversed.A person must find a way to make himself happy and make the team happy.Every member of the organization must have a clear role definition. If everyone thinks you have a problem, you must have a problem. Note: Not only leaders, but everyone should do the same. Do the right thing first, and then do things correctly; work is actually life, there is no need to be sad all day long, when you are happy, you will also bring happiness to everyone ; There is a saying that the eyes of the masses are discerning, in the eyes of others, we can see a true self. 46. ​​Stupid people speak with their mouths, smart people speak with their brains, and wise people speak with their hearts or actions.It is those small actions that can reflect the essence of a person. Too many small actions will make people distrustful. Note: Speech can reflect many characteristics of a person, the so-called misfortune comes from the mouth. 47. When a new employee of Huawei first arrived at Huawei, he wrote a "ten thousand words letter" to Ren Zhengfei regarding the company's business strategy. Suggest resignation." Note: "Small improvements, big rewards; big suggestions, only encouragement".The most important thing for employees is to do their jobs well, and not to focus on conceiving "grand blueprints" and doing "big things in the world".As a new employee, without any understanding of the company, how could he make practical suggestions. 48. At a Huawei executive meeting, Ren Zhengfei asked: "Will Mao Zedong know how to shoot a gun? Who has seen Mao Zedong shoot a gun? If he wanted to shoot, he might hit his own toe. But Mao Zedong knew how to mobilize the masses and cadres." Note: Managers complete their work by mobilizing others and other resources. The success of your subordinates determines your success.This is also the way of HP's success. 49. In a commercial organization, those who have performance but no value are wild dogs, and they must be killed; those who have no performance and value are little white rabbits, and they must also be killed. Note: A businessman must not only be able to do things, but also be able to behave, both are indispensable. 50. Only regret the result of the failure, not the reason of the failure, it will be the regret in the regret. Note: Failure is not terrible, the terrible thing is not knowing why it failed. 51. Success is to make ordinary things extraordinary.Find ways to succeed, not excuses for failure. Note: Success is very simple, settle down and do things seriously.Whether it is success or failure, there are lessons to be learned from it. 52. The most important part of the strategy is the organizational goal. A team without clear and clear goals is a group of headless chickens.What is the strategy, the strategy is the key breakthrough! Note: When the goal is clear, the strength is easy to concentrate. 53. It is not terrible to expose one's weakness, it cannot be hidden. Note: As the saying goes, there is no gold, no one is perfect, and covering up one's weaknesses will only be self-defeating. 54. Before the age of 20, 100% of the achievements in career depend on the hard work of hands; before the age of 20 to 30, the career has a little foundation. In those 10 years, 10% of the success is due to good luck, and 90% is still due to hard work Afterwards, the proportion of opportunities gradually increased, and now, luck accounts for almost 30% to 40%.I dare not say that there must be no destiny, but if a matter is in opposition to the right time, location, and harmony of people, it will definitely not succeed.If we do it rashly and blame fate when we fail, it is wrong. Note: It is most important for young people to do things in a down-to-earth manner. The so-called luck is just a by-product of hard work. You must know that there is no pie in the sky. 55. Time cannot be turned back. If people can live backwards from the age of 80, life will be more exciting. Note: Young people should not only learn from books, they must learn to learn from practice, from the failures and tribulations they experience. 56. You have to believe that everyone in the world is smart, and you have to be convincing and like to associate with you, that's the most important thing. Note: Don't underestimate others, let alone treat them as fools, believe that connections are money connections. 57. Even if a hundred strengths are enough to accomplish things, I want to reserve two hundred strengths to attack, instead of just taking a gamble. Note: If you don't fight unprepared battles, you must overcome them. 58. Generally speaking, I have admiration for those who are unknown but do something that has practical contributions to mankind. I like to read books about those characters.I admire people who are helpful to all mankind in terms of medical care, politics, education, and welfare. Note: For the benefit of mankind, this is the most respectable thing, even if they are unknown, history will remember them. 59. In 2001, when Yang Yuanqing visited Huawei, Yang Yuanqing expressed that Lenovo wanted to increase R&D investment and make high-tech Lenovo. Ren Zhengfei said to him in the tone of an elder: "Development is not an easy task. You have to Be prepared to invest billions of dollars without bubbling for a few years.” Note: As a strategic investment, R&D has both benefits and risks. 60. Talents are inexhaustible and inexhaustible.It is natural for you to be nice to others and they are nice to you. Anyone in the world can be your core figure. Note: People have feelings, if you give your sincerity, others will reciprocate your sincerity. 61. Know people and do their jobs well. Most people will have some strengths and some weaknesses. Each will do his best and each will get what he needs. The principle is to use according to his ability. Note: An inch is long, but a ruler is short. The so-called talent is someone who has outstanding ability in a certain aspect. When appointing him, he must highlight his characteristics in this aspect. 62. The most important thing to be a man is to make people like you sincerely and admire you, not your financial resources, nor superficial obedience. Note: Be a person with noble personality, not a person who only seeks profit. 63. "Wang Xiaoer sells soy milk. You can sell it for 1 yuan a bowl. Why should you sell it for 50 cents? The gross profit of our products must be limited to a certain level. It is not appropriate to be too high or too low." Note: Sometimes, you can lower the price of your own superior products instead of waiting for competitors to enter and then lower the price. Instead, you can raise the entry threshold to prevent new competitors from entering. Instead, you can gain long-term competitive advantages. INTEL is a model. 64. When you decide on something, you will study it carefully in advance, and when you decide, go ahead and do it. Note: If you know yourself and the enemy, you will never be imperiled in a hundred battles. 65. In the fierce competition, if you pay more, you can win more.Just like participating in the Olympics, if you look at the first, second, and third place, the first runner is often only a little faster. Note: Sometimes, winning or losing is on the line. 66. Life has its ups and downs. Everyone should learn to endure their own sorrow in life. Only in this way can you realize what is success and what is true happiness. Note: There are always injustices in life, and patience can make gold. 67. Suffering life is the best exercise in my life, especially as a salesman, I have learned a lot and understood a lot of things.All of these are things I can't buy today with 1 billion or 10 billion. Note: Only by suffering through hardships can one become a master.Suffering is also a precious wealth, which should be cherished. 68. There is no absolute formula for success in career.But if certain principles can be relied upon, the chances of success are greatly improved. Note: The so-called principles must be legitimate and not harm the interests of others. 69. People praise me as a superman, but I am not born a good manager.Up to now, I can only say that the operation is not bad. I have experienced many setbacks and tribulations before I grasped some key points of operation. Note: Failure is the mother of success, true knowledge comes from practice. 70. Ren Zhengfei pointed to Zheng Baoyong, executive vice president of Huawei, and said: "Zheng Baoyong, one person can support 10,000."Then he pointed to another vice president and said, "You can only top one out of 10,000." Note: Under the roof of Huawei, why is there such a big gap between people?