Chapter 2 Circle Trap 3 (Endgame) Part 1-2
Minister Shen froze there for a moment, never expecting the situation to take such a turn for the worse, he never dared to contradict the Lu family father and son, now it was inconvenient to argue with Mr Lu because of Xiao Xue's presence, he was not trying to save Mr Lu's face, It was because he was afraid that if Mr. Lu said something in front of Xiao Xue that would make him unable to step down, he would be completely disgraced from then on.Minister Shen hesitated, and muttered, "Why don't you discuss it with Mr. Lai and listen to his opinion?"
"Okay, you can go talk to him, I'll wait here with you." Mr. Lu readily agreed.
When Minister Shen got up, he gave Xiao Xue a hard look, which made Xiao Xue feel icy cold from head to toe.Mr. Lu did not hide his sense of accomplishment in his heart, he swayed his legs comfortably, did not look at Xiao Xue, and absently glanced at the furnishings in the room, waiting for Minister Shen to return soon.Xiaoxue didn't have this leisure, but was much more nervous than before. The previous few rounds of his responses were just rash after almost despair, but now the sudden turning point made his heart beat faster and he was worried about gains and losses.Xiao Xue sat on pins and needles for a while, and no longer wanted to sit still, so he tentatively suggested: "I don't know if Minister Shen can express your meaning clearly, if Mr. Lai misunderstands, it will be troublesome to communicate with Mr. Lai. "
Mr. Lu said carelessly: "It doesn't take so much trouble for such a trivial matter, I will go to him." He put his hands on his knees, stood up and strode out, but Xiaoxue didn't think for a while whether he could follow him. Going to see Mr. Lai, but he couldn't stay alone in Minister Shen's office, so he followed Mr. Lu from afar, but Mr. Lu turned his head and beckoned him to follow. Xiao Xue had no choice but to take the elevator with Mr. Lu to the ninth floor, which he had never set foot in before. , walked to the door of Mr. Lai's office.
Mr. Lai's office is a large suite. The secretary in the outer room was nervously closing the door facing the corridor. Seeing that Mr. Lu was busy, he opened the door again. As soon as Xiao Xue followed him in, he heard Mr. Lai's roar from the inside: "Ridiculous! You are an adult, this is your job, how can you let a child mess around?!"
Xiao Xue stuck behind Mr. Lu and entered the inner door. Mr. Lai stood behind the desk and pointed at Minister Shen's nose and shouted loudly. The four people in the room were stunned for a moment. Mr. Lai reacted first and moved his finger from the Minister Shen moved his nose away and pointed at Xiao Xue's nose accurately, and said sharply: "Who let you in?! Get out!" Xiao Xue subconsciously took a step back from the door, and Mr. Lu was also a little at a loss, after all, Lai was always him Since this is indeed Boss Lai's territory, he turned around and smiled apologetically at Xiao Xue, and closed the door in front of Xiao Xue.
Mr. Lu turned around, and Mr. Lai was still angry. He tried his best to suppress his anger and said, "The software project that Xiao Shen and the others are working on is a very complicated system engineering. Why are you getting involved? You don't understand the situation, so don't interfere with the adults' work."
Without flinching, Mr. Lu said confidently: "My father asked me to participate a lot, and I think my considerations are all right. You can tell me if you have a reason."
"How did your father warn you? Do you know that every penny is hard-earned? Is six hundred thousand a small amount? How much did your father and I suffer to earn the first six hundred thousand? How can you give it to them casually?"
Mr. Lu blurted out: "My dad earned the first 600,000 yuan by himself!"
The air seemed to freeze suddenly, Mr. Lu felt a little regretful for speaking too bluntly, Mr. Lai did not recover from the shock and astonishment for a while, and it was Minister Shen who felt the most ashamed. He really regretted appearing at this wrong time at this wrong time. I wish I could turn myself into an invisible person.Minister Shen is very clear that the biggest taboo of being a subordinate is seeing embarrassing things that the boss least wants to be seen by others, but he happened to bump into this scene, and his unlucky days are about to begin.
Sure enough, Mr. Lai turned his finger on Mr. Shen, and an unknown anger broke out, and he shouted: "Such a simple thing has made such a mess! Earning Mr. Lu's money, but embarrassing Mr. Lu! How do Mr. Lu and I usually remind you? ?As an executive of a company, you have to be brave enough to take responsibility. You are in charge of this project. Why don’t you have any opinions?! Tell me, what are your plans?”
Minister Shen glanced at Mr. Lai and Mr. Lu, and felt that this day was the darkest day in his life. He struggled to use his brain, and finally decided to bet his treasure on Mr. Lai, who is in power, and said kindly to Mr. Lu Said: "The 600,000 is indeed not a big amount, but if you agree to them so easily, it will really damage the image of our Ogeya and Mr. Lu. I think we should insist on it, and they will give in logically."
Mr. Lu pouted his neck and said stubbornly: "I don't think it's right. You're embarrassing Ogeya for arguing with them for such a small amount of money. I heard that you had already negotiated with them, but later Ask them to lower the price again, it's not that we can't afford this amount of money, my dad will never care that you saved him 600,000 yuan, and you are just embarrassing him by doing this." At this time, Mr. Lu just said He is trying his best to protect his own face. The reason why he refuses to give in to Minister Shen and President Lai is not because he is fighting for the interests of Xiaoxue or Visier, but because he does not want to face being thrown outside dejectedly. Xiao Xue, he still clearly remembers Xiao Xue's eyes full of envy when he saw him, the owner of the Hummer, and he must make Xiao Xue feel the same envy and even reverence every time he sees him in the future.
Mr. Lai sneered and said, "It's easy to say, I've only seen your ability to spend money, but not your ability to make money." The words were not loud, but every word hit Mr. Lu's face. This was regarded as a great humiliation that he had never experienced before, his face was flushed red, and he didn't know how to fight back to Mr. Lai after holding it in for a long time, so he turned around abruptly, opened the door and strode away.
Xiao Xue was not outside Mr. Lai's office. He had already been politely invited to the corridor by Mr. Lai's secretary, and was anxiously waiting for the judgment concerning his own fate.Suddenly, he saw Mr. Lu coming out in a panic. He was just thinking about whether he should take the initiative to go up to find out what happened, but Mr. Lu passed him without seeing him, rushed to the door of an office not far away, opened the door and entered.Xiao Xue leaned against the wall weakly, telling himself that the glimmer of hope that had just arrived suddenly had disappeared in an instant.
Xiao Xue didn't know how long he had been in such a daze, and suddenly realized that he was in a place of right and wrong. He was facing the door of President Lai's office, and Minister Shen would come out from it at any time. Xue has long been unwilling and unable to face Minister Shen again.He looked at both ends of the corridor, wanting to take the elevator downstairs, but he was worried that the elevator would not come for a long time, but Minister Shen came. Following the guidance of the sign, I set my eyes on the restroom on the other side. Yes, let’s take shelter there for a while. At least I can find a space of my own to seal myself off. It is estimated that Minister Shen will come out after going downstairs. run away.Xiao Xue made up his mind to withdraw as soon as he was about to leave, but it was still too late, the door of Mr. Lai's office suddenly opened, and Mr. Lai and Minister Shen walked out quickly.Xiao Xue's mind went blank for a moment, he neither dared to look into their eyes, nor deliberately turned his head to ignore them, he was at a loss in pain, but President Lai and Minister Shen didn't bother to look at him at all, and rushed straight to him. The office that Mr. Lu entered just now disappeared from Xiao Xue's sight in an instant.
Xiao Xue later found out that Mr. Lu and the others went into Mr. Lu's office one after another, because there was no eye-catching nameplate on the door like Mr. Lai's office, and there were two other offices within a few meters on both sides of the door. Mr. Lu actually lives in such a small space, which doesn't seem to match his extended Mercedes-Benz S600.But Xiao Xue has no reason not to believe it, because this is what Mr. Lu told him. It was Mr. Lu who proudly led Minister Shen out of the door, and after calling Xiao Xue to take the elevator to Minister Shen's office, he looked at him. Minister Shen told Xiao Xue while assigning work to his subordinates.
Mr. Lu didn't talk about the details of how to cry and complain to his father. Presumably this part affected his image. He just described what happened after Mr. Lai and the others were urgently summoned.Mr. Lu first said that after listening to what Xiao Lu said, he felt that Xiao Lu's thoughts were reasonable. It was already a bit like the way of thinking about problems and making decisions. He told Mr. Lai that this matter was according to Xiao Lu's meaning. do it.Mr. Lai's face changed at that time, and he said anxiously that Mr. Lu couldn't do it. The people below have been busy for such a big matter for such a long time, and these are not the only things that can't be reached. How can you It's like a child's play, just let it go, or just let it go?Mr. Lu smiled and said that the head of the house should be decided, otherwise can it still be called "the head of the house"?Mr. Lai also said that Xiao Lu has never been involved in this matter, how could he suddenly intervene like this?Boss Lu said that it's not just a matter of one sentence, let Xiao Lu participate from now on.Mr. Lai once again protested that it is of course a good thing for Xiao Lu to get in touch with the company's business earlier, but he can't let him have the final say as soon as he comes up like this. He must be given a process to familiarize himself with the business and understand the situation, otherwise he will leave A good thing has turned into a bad thing.Mr. Lu stood up slowly after hearing this, walked away from the huge rock "backer" behind him and walked to Mr. Lai, saying that this is why you and I have different starting points for considering issues. What you care about is 600,000 yuan. What I care about is that Xiaolu is making a decision for the first time. Entrepreneurs and managers are two completely different materials. I hope that Xiaolu will continue to start a business instead of being conservative.Then Mr. Lu raised his hand and pointed at Mr. Lu, and said to Mr. Lai, I just want him to remember a very important truth from this incident: as a boss, you are not afraid of making the wrong decision, but you are afraid of being indecisive!
Speaking of this, Mr. Lu said to Xiaoxue with joy, "If you want to do great things, you have to rely on your intuition. Now you understand why Aogeya is where it is today?"
Xiao Xue, however, seemed to have just climbed off a roller coaster, and was still in a state of shock. He struck up a conversation with a "huh, ah, ahhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhhh"s, and went to the clerks of the planning department to write the relevant clauses in the contract with them. After the modification was confirmed, he suddenly had a very strong feeling that he wanted to go to the toilet.
Xiao Xue rushed into the bathroom to completely relieve and relax himself, and his emotions calmed down. He washed his hands carefully and dried them, turned around and scanned the entire bathroom, and then imitated the trick that Lu Xiang had demonstrated to him. But of course he didn't dare to kick the door open as boldly as Lu Xiang. He just bent down and looked in from the gap under the door of the toilet. For the toilet seat inside, he carefully closed the latch on the door panel, put down the toilet lid and sat on it, and took out his mobile phone from his suit pocket.
***
Hong Jun left the office early, picked up Phoebe by car and went to a Thai-style restaurant on Sanlitun North Street. Panic? Sneaked out so early."
Hong Jun argued, "I'm afraid that if it gets later, I won't be able to find a parking space on the side of the road."
"Tell me, if we eat such a big meal every day, will we get fat?" Phoebe's thinking has always been jumping.
"I was just going to say that you have no conscience. You have never seen you grow fat after being fed like this every day, and I don't know where all the nutrition has gone. I have never seen such an excellent breed like you."
"Tch, are you beautiful in your heart? I don't get fat no matter what I eat. What I'm worried about is you. You used to make do at noon, and you didn't have a meal. Now you eat like this, you must be fat."
"Who said I'm relaxed?" Hong Jun put his hands on his waist and abdomen, and said with concern, "So I changed the big meal from evening to noon now, it's better than evening Better to eat and drink."
While talking, the phone rang, and Phoebe took out the phone from Hong Jun’s windbreaker pocket on the back of the chair next to him and handed it to him. Hong Jun glanced at the caller ID and responded casually: “Hello, Xiaoxue? Where are you? Now?"
"I'm in the toilet." Xiao Xueweng's answer came from the mobile phone, which seemed to have a lot of echoes, but what surprised Hong Jun was not his voice at this time, but his location. Hong Jun couldn't be sure before No one has ever called him in the toilet, but it is certain that Xiao Xue is so outspoken and frank. Hong Jun raised his eyes and looked at the table.
Hong Jun jokingly said, "Hey, you know how to choose a place."
Xiao Xue had no time to take Hong Jun's jokes into consideration, and said incoherently: "It's not convenient to speak in other places. I'm in Augya, and I'm about to sign a contract."
Hong Jun immediately became serious, said "Oh" and said, "Speak, I'm listening."
"It's too late to tell you the details, and I'm still dizzy. Anyway, Mr. Lu and Mr. Lu have come forward. Mr. Lai and Mr. Shen have nothing to do. They are printing and binding the contract now. They promised us everything, and only Lu Always sign."
Hong Jun asked Xiaoxue briefly: "You must know that a boss-type company like Augeria can make up its mind quickly and change it faster. It is easy for the boss of a private company to change the decision he just made, so he must Make a quick decision to avoid long nights and dreams. Remember, after you get the contract signed and stamped by them, you must not stay in Augya any longer, leave immediately, go directly to Hangzhou to fly back to Beijing, and don’t give them a chance to change their minds.”
Xiao Xue nodded his head heavily, and his heart beat faster. He was about to hang up when he heard Hong Jun say: "By the way, if you have a chance to meet Mr. Lu, you'd better invite him to go to the United States in March on behalf of the company." , to participate in our annual global user conference, we will try to arrange for him to give a keynote speech. Mr. Lu values face, we must give Mr. Lu face, and we can also take the opportunity to establish direct contact with Mr. Lu himself, which will be of great help to the follow-up Contract execution and project implementation are critical."
After Hong Jun hung up the phone, Phoebe said happily: "Xiao Xue is really going to sign the contract? This kid is really lucky. Hey, you can order me another ice cream, and let's celebrate for him too."
Hong Jun's thoughts were still immersed in Aogeya and Mr. Lu, and he murmured: "The contract has not been obtained yet, and the contract must be withdrawn as soon as possible."
***
The contract is coming soon.
When Minister Shen and the others finished printing and binding the contract in quadruplicate, Mr. Lu took it over and looked through it curiously. Xiao Xue, who was standing by the side, was feeling agitated, for fear that Mr. Lu would produce some new branch.Fortunately, Mr. Lu didn't show any interest in the content of the terms, and he focused on the style. After reading it briefly, he asked Xiaoxue, "Would you like to go up together? Haven't you met my dad yet?"
Xiao Xue shook his head like a rattle, and hurriedly said: "No, no, Mr. Lu is so busy, so I won't go, just wait for you here." He had already told Hong Jun that he had just invited Mr. Lu to participate in the global user conference Forget about everything.
Mr. Lu didn't force it, and asked Minister Shen to go upstairs together. Xiao Xue sat on the sofa in Minister Shen's office, as if he was sitting on pins and needles a few minutes ago.Thank goodness, Mr. Lu and the others came down not long after, and the signed and stamped contract was held in the hands of Minister Shen. Mr. Lu smiled and looked proud that he was done.Minister Shen handed over the four copies of the contract to Xiaoxue, and put on a posture of meeting each other with a smile, saying that everyone is a villain first and then a gentleman, and they will cooperate wholeheartedly like a family in the future. Xiaoxue knows this Sometimes I have to say some words on behalf of the company, but I can only squeeze out a few sentences such as "Yes, Yes", "It must be", not only has no effect from the heart, but also has no complete sentence. speak out.Minister Shen enthusiastically persuaded him to stay and said that we should have lunch together, and Mr. Lu also expressed great interest that he had nothing else to do at noon, but Xiao Xue became more and more nervous. He only had one thought in his mind - to escape, but he couldn't think of any grandiose plan. He said that the company had something to do and had to go back immediately, and then said that there would be a conference call at noon, but the sweat was clearly seeping from his head.
Seeing Xiaoxue's embarrassment, Minister Shen said reasonably, "Oh, yes, you've been out for so many days, and you haven't even gone home on New Year's Day, so go back as soon as possible, anyway, there will be opportunities to get together in the future."
For the first time, Xiao Xue felt a sincere gratitude to Minister Shen, and shook hands with Minister Shen tightly. Mr. Lu didn't intend to shake hands with him, but just raised his right hand, and hooked the string on his fingers again. car key.
Xiao Xue was very glad that Minister Shen and Mr. Lu didn't send him out. He walked into the elevator quickly, pressed the door close button desperately, and heaved a long sigh of relief when the elevator door closed.He put the computer bag between his legs, and finally took a look at the hard-won contract. He impatiently turned the first contract to the last signature page, and saw Mr. Lu flying around with a black signature pen. Signed the words, and saw the bright red Auger Group contract stamp next to it. In Xiao Xue's eyes, the black was so dignified, and the red was so red, he seemed to be able to smell the smell of ink and inkpad Well, this contract is completely worth a feast of good color and fragrance, and he checked the signature pages of the other three contracts before putting them into the computer bag.
On the first floor, Xiaoxue walked past the reception desk, and deliberately showed a warm smile to the three reception ladies inside. He wished he could share his joy with everyone, which made the reception ladies smile back in confusion. .He walked out of the automatic door in the hall, just about to jump down the steps and run towards the fence door, but suddenly felt that it was really unsteady and hindered his personal and company image, so he restrained his pace and frequency, and walked down the steps step by step.He couldn't help thinking that he had just walked down these steps less than two hours ago, when he was kicked out by Minister Shen, and he sighed from the bottom of his heart that the old and the new society are really different, but it's not much better now , panic like a bereaved dog, anxious like a fish slipping through the net.
Suddenly, Xiao Xue's cell phone that had been muted vibrated violently. He was startled. He took out his cell phone and looked at the caller ID. He was really afraid that it was Minister Shen!He just felt that he was about to fall under his feet, so he quickly put his feet back to keep his balance. The phone was still shaking, whether to answer it or not, that was the question.Xiao Xue didn't dare to disconnect the phone, so he put it in his trouser pocket and let it vibrate stubbornly, jumped down the last two steps, and strode across the square towards the fence gate.Suddenly, he felt the vibration of the mobile phone disappear, which slowed down his heartbeat and pace almost at the same time, but only after a moment, his heart sank again, because he saw a security guard walking out of the gatehouse, and the security guard also saw him at a glance , Immediately walked straight towards him quickly, he was desperate, knowing that he could not escape.Xiao Xue stopped helplessly, the phone in his pocket vibrated again, it was Minister Shen, Xiao Xue had to pick it up this time, and heard Minister Shen panting: "I have seen you, your legs and feet are so fast ah."
Xiao Xue looked up the steps of the building together with the security guards in front of him, and saw that Minister Shen had already rushed out from the automatic door, so Xiao Xue had no choice but to turn around and go forward.Minister Shen stood on the steps and stopped going down. When Xiao Xue came up, he said, "You make me hard to catch up. It's us, Mr. Lu, who are looking for you."
Xiao Xue was puzzled, and while Minister Shen urged him to walk into the automatic door, he said: "The contracts I just gave you are useless." These words almost knocked Xiao Xue down, and the most fearful thing happened, and he immediately Subconsciously stopped, Minister Shen was taken aback by him, and said: "Go and see Mr. Lu first." The three reception ladies at the reception desk all witnessed this interesting scene, and the hero who was full of joy of victory just now In the blink of an eye, he became a prisoner, dejectedly escorted by Minister Shen into the elevator.
The elevator went straight up to the ninth floor. Minister Shen took Xiao Xue to the door of Mr. Lu's office, asked Xiao Xue to wait, and then knocked on the door and walked in. After a while, Minister Shen came out again, followed by Mr. Lu, he said : "My dad just went out."
The three of them were standing in the corridor, and soon saw a figure coming out of the men's bathroom. When he got closer, Xiao Xue realized that the figure of the person who came was a bit short. As soon as he saw the face of the short man, he immediately recognized it. This is the well-known Lu Zong Lu Minglin, because this image can be seen everywhere on the website and brochures of the company.
Mr. Lu walked up to them and stopped. He didn't intend to enter the office. Minister Shen hurriedly introduced, "This is Manager Xue from the American Visier Software Company."
Boss Lu didn't respond, he just stared at Xiao Xue, which made Xiao Xue completely lost, and even forgot to greet him.Mr. Lu asked, "Who is the head of your company in China?"
Xiao Xue let out a long "uh" and didn't know how to answer. His natural reaction was to say Hong Jun's name, but then he remembered that the company's structure had been adjusted, and it seemed that no one was the leader of the whole of China anymore. up.Xiaoxue was still hesitating, but Mr. Lu went on to say: "Go back and ask your company to arrange a formal signing ceremony and press conference in Hangzhou as soon as possible. I will go there myself. Your company should have a suitable high-level person to attend. Go." Without waiting for Xiaoxue's response, he turned to Minister Shen and said, "Your planning department and public relations department should coordinate together, and try to make it more influential."
Minister Shen hurriedly bowed his body to say yes, and Xiao Xue mustered up the courage to ask Mr. Lu in a trembling voice: "Then what about the contract that was signed just now?" This was the first and last sentence that Xiao Xue said when meeting Mr. Lu this time. talk.
Mr. Lu stared at Xiaoxue, smiled slightly, and said, "You can take it back if you want, but don't ask your boss to sign it. We will sign it on the spot at the ceremony in Hangzhou." He turned to Minister Shen and said : "In terms of publicity, the contract amount can be appropriately increased."
Minister Shen nodded and asked, "What size do you think is more appropriate?"
Mr. Lu smiled again, and said, "You can figure this out." After speaking, he turned and walked into the office.Minister Shen was saying yes, yes, yes, Mr. Lu suddenly stopped, turned around and pondered for a while, and finally said: "I think, let's say it is 10 million."
At this moment, all the nerves in Xiao Xue's whole body suddenly relaxed, his legs were so soft that they seemed to be squeezed by mud, and he could no longer support him. He dragged his body back a small step and then leaned against the wall weakly. An uncontrollable urge to cry.
As soon as Xiao Xue returned to Visil's Beijing office, Hong Jun hurriedly called all the sales staff into the big conference room, and celebrated Xiao Xue's triumphant return according to the past practice.The long Spring Festival holiday is approaching, and it is the time when people are overwhelmed with hustle and bustle, but what is rare is that everyone is here, and Hong Jun can't help but say that Xiao Xue's luck is really good.In addition to Hao Yi and Yang Wenguang, there are five recruited by Li Longwei in May last year and two recruited by Luo Jie in Beijing before his departure. Li Longwei sat in a corner of the rectangular conference table in a low-key manner, and the room was full of men. .
Hong Jun made the opening remarks first: "As usual, the celebration banquet is arranged tonight, but I think we should slaughter Xiaoxue first, and let him vomit some blood to treat the guests, right?"
Everyone booed and echoed, and the atmosphere suddenly became lively. Xiao Xue shrank beside Li Longwei with a blushing smile, obviously acquiescing to the fate of being slaughtered.Hong Jun suggested again: "I don't think you should slaughter them ruthlessly. We always talk about policy. Xiao Xue, you can go downstairs and buy a Haagen-Dazs for everyone later."
There was another wave of responses, some people complained that Xiao Xue was too cheap, some people clamored that they only wanted vanilla, Hong Jun smiled and said: "Xiao Xue, listen carefully, I'm talking about 'mei' )' people buy one copy, including not only the 'every' person in this room, but also the 'beautiful' people outside, don't forget about our ladies."
Hao Yi said loudly: "You are just worrying about it, Xiao Xue will never miss any opportunity to show courteousness to a lady."
Even Li Longwei added: "It's true. I just saw him lying on the front desk talking to Mary. After all, it was a long time reunion."
Although it was all a joke, Hong Jun realized from it that he had overlooked Xiao Xue. It seems that through continuous and unremitting efforts, Xiao Xue has changed from being rejected by Mary and Helen when he first came to being generally accepted now. Not as jerky as before.Hong Jun found that despite everyone's booing, Xiaoxue was always bored, so he asked him: "Xiaoxue, you just signed the form and came back. Why does it seem that you are not as happy as us? You don't have the joy of success." ?”
Xiao Xue smiled wryly and said: "The time when I was happy is over. Minister Shen suddenly called me to negotiate more than a month ago. That was the happiest time for me. After so many rounds of tossing, I am no longer happy. Wake up. Besides, the official signing ceremony has not yet been held, even if the contract is signed, there will still be many troubles in the future, just thinking about it gives me a headache."
Hong Jun was a little surprised by Xiao Xue's answer. He looked at Xiao Xue and was relieved to realize that Xiao Xue had matured before, but he couldn't help but feel sad because Xiao Xue's example once again proved: growth is a joy less and less process.
Li Longwei saw that the newly mobilized atmosphere was becoming dull again, so he said to Xiaoxue: "It's also an old rule, Xiaoxue, tell everyone about the whole situation of Ogeya, especially the few rounds of torment you suffered , and let us all share as well.”
Xiao Xue has participated in this kind of celebration meeting several times, but he is always eager to listen to other people's eloquent talk about their experience of beating orders. This time it is finally his turn to follow others' example and write on the whiteboard in front of the conference table. Let's talk pictorially.
As soon as Xiao Xue finished speaking, someone immediately commented in a low voice: "It's too accidental to win this case, so many coincidences are all due to luck."
Hong Jun went to see Hao Yi according to his prestige. Judging from the looks of other people, most of them seemed to agree with his comment, while Xiao Xue was embarrassed and didn't know how to refute. Hong Jun felt that it was necessary to take this opportunity to deepen this topic. After some discussion, he said: "Harry is right. The list of Augya seems to have a lot of chance, and some people have commented on other projects in this way more than once before. Let's analyze it carefully today, what kind of project is considered We won by chance? In other words, is there any trick that can guarantee us to win a project?" The conference room immediately became silent, and everyone was expecting Hong Jun to teach them the golden rules of sales, but Hong Jun smiled slightly and said: "I'm sorry, I must have let you down. What I want to say is: any success, there are too many accidents; and any failure, there are too many inevitability."
After Hong Jun finished speaking, only Li Longwei smiled knowingly, while the others were all bewildered although they couldn't see disappointment.Hong Jun stood up, walked around and said, "Several of you here have asked me, what can I do to get a list when facing a project, or become a top salesman as long as I do, and some ask me More generally, ask me how to achieve success. Hehe, I am afraid that people who ask these questions have read too many martial arts novels, and they always hope that they can learn the trick of "Kanglong Youhui" and use it everywhere or dream that you can become the boss of the rivers and lakes by getting a copy of the "Nine Yin Scriptures", but unfortunately there is no Nine Yin Scriptures in the world. There are no sufficient conditions, but countless necessary conditions; on the contrary, failure has no necessary conditions, but countless sufficient conditions. So, no matter whether you want to win a project or become a top sales, don't think about it any more' As long as...just', you should think 'only...only'. Just now when Xiaoxue analyzed the decision-making process of Aogeya, Vincent interjected and said that in fact, 'as long as you' get the order of Mr. Lu', you'll get it'. Now you know this sentence Where is the mistake? It should be 'only if you' get the order from Mr. Lu, you can' get it."
Hong Jun walked to the whiteboard, drew a big circle on the organization chart of Augeria drawn by Xiao Xue, and said: "Every project has countless influencing factors. Is there any factor that is a sufficient condition? As long as we If you master it, you must secure this project? No! Therefore, we are required to control as many factors as possible in sales, so that as many factors as possible are beneficial to us, and we cannot bet on individual factors. But we are all Ordinary people, our abilities are all limited, no one can control all the factors, we can succeed only when those factors that we are unable to take into account happen to be beneficial to us due to various accidental reasons, anyone's success in anything is That’s right. When facing your own success, don’t think that it’s all based on your own subjective efforts; when facing other people’s success, don’t think that it’s all due to objective reasons——Harry, you don’t have to blush, this The words are not just for you, but for everyone, including myself—similarly, in the face of your own failure, don’t simply attribute it to accidental factors and blame others. Therefore, when you succeed, you must recognize the accidental factors in it , When you fail, you must review the inevitable factors. This is the mentality that an excellent salesperson should have. Xiaoxue, don’t you often say that you are a fool and have a stupid blessing? , What happens is in the sky, we must strive to maintain this sense of normalcy in the face of victory and defeat."
Hong Jun changed the subject, and said again: "As long as you have a good attitude, you can win the list? Of course not. Since people can only plan things but can't succeed, then we should work hard on the word 'seek' instead of blindly relying on fate." Luck eats. As Harry said, there seem to be too many accidental factors in the Augya project, which shows that Xiao Xue's ability to control various factors needs to be improved. It was just a retreat, let's be pragmatic next time, let's talk about it, Xiao Xue What is remarkable about this project? What accidental factors could have been controlled?”
One person said: "I think he did a good job in the round of adapting to Mr. Lu. The whole turning point happened here. After all, Mr. Lu is one of the decision-makers." Wrong?! Why is Mr. Lu the decision maker? He is just an influencer, but he has a special status as an influencer, and he will listen to whatever he says."
Li Longwei interjected: "This is a special place in the Augeria project. Xiao Xue, did you know beforehand that Lao Lu is cultivating Xiao Lu? That's why he obeyed Xiao Lu's words, not only to build Xiao Lu's self-confidence , but also to establish Xiao Lu's prestige in front of everyone, this is a good starting point."
"I just heard Lu Xiang mention it once, and I didn't take it seriously at the time, but it was lucky that ICE and the others didn't notice Mr. Lu. Hehe, this is another accidental factor." Xiaoxue replied very honestly.
After a few more people shared their opinions, Hong Jun said: "I think Xiaoxue has two strategies that are very successful, which are the key to the final victory. I summarize them as the underdog tactics and the suspect tactics. Let's talk about the underdogs first, last September When Xiaoxue took over Augya, the situation was very unfavorable to us. Xiaoxue acted as an underdog for a while, making ICE and Roger convinced that Visil was out of the game, so they did not completely block us technically or commercially. We were able to participate in a low-key way. Just now Xiaoxue mentioned that someone inside the client used extraordinary means to expose the inside story to Mr. Lu. I don’t want to go into details. Everyone should understand that there are very sensitive things in it. This is indeed an accident However, if Xiaoxue hadn’t adopted the underdog tactics, we would have no chance of surviving to the day when the fisherman will benefit. Besides, Xiaoxue’s skill is very beautiful and amazing. After New Year’s Day, the situation is very unfavorable to us, but Xiao Xue went out of his way to conduct high-profile activities, letting everyone on the earth know that Vizier has already taken the order. Nowadays, the competition in the circle is too fierce, the methods are too cruel, and the traps are hard to guard against. Everyone is becoming more and more suspicious. Xiao Xue's suspicious soldiers are very good effectively deterred ICE from making a comeback..."
At this time, Li Longwei couldn't help but said: "If a few technicians were transferred from Shanghai a few days ago, the momentum would be more real. It's actually quite dangerous for Xiao Xue to play alone, and it would be a disaster if he went out of his way." As soon as he finished speaking, Hong Jun, who was originally in high spirits, was stunned, and his expression was extremely unnatural. Li Longwei immediately felt deeply regretful. pawn.
There was a brief silence in the conference room, and Hong Jun quickly came back to his senses, and continued to comment calmly: "Okay, after talking about Xiaoxue's two good moves, it's time to talk about his shortcomings. In fact, the organization drawn by Xiaoxue结构图可以一眼看出，当无法做通沈部长和赖总的工作时我们能有什么办法？应该更上一层楼。去年底你在澳格雅的那位朋友向你提供了一些很有价值的内幕信息，你为什么没有想到主动把这些东西捅给陆总？如果你做了，就不必把命运寄托于那件偶然事件的发生。谈判陷入僵局以后，元旦那天我在电话里让你连问三个为什么，你最终得出什么结论了吗？”
小薛还没回答，郝毅却抢先嚷起来：“Jim，什么'三个为什么'啊？您可不够fair啊，总不能老给小薛开小灶吧？”有几个人也跟着为自己抱不平。
洪钧笑着说：“其实没什么，在座的有几个'老姜'早都运用自如了。我上次对小薛讲，每当客户有所动作，我们都要在头脑里先层层深入地追问三个为什么，就可以透过表象认清客户内心的真正目的，然后再分析应对。小薛，那次咱们说到赖总他们的最终目的是重新引入ICE以求获得好处，这是我们无法接受的，你有没有想过如何彻底打消他们这一目的？”
“嗯，我想了，后来就想出那招疑兵战术，他们不是想再把ICE引进来嘛，我就想办法把ICE和那帮代理都吓得不敢来，呵呵。”小薛憨憨地笑着，透着一股掩饰不住的得意。
“嗯，这招我当时倒是真没想到。赖总和沈部长的计划是见不得光的，他们预备向陆总汇报的与维西尔谈判破裂的原因一定与事实不符，六十万块钱和源代码并不是陆总感兴趣的，只是他们拿来促使谈判破裂的，他们会另外编造其他理由讲给陆总听，比如让陆总觉得大伤颜面的理由，而这就为我们留出了一个破绽，所以我当时的想法是你应该寻找时机求见陆总，使信息对陆总透明，将赖总和沈部长短路掉，这样起码能争取拿下合同，至于后遗症就留待以后再做工作。”
李龙伟也笑着说：“我也和他聊过，提议他找机会和陆总来个巧遇什么的，还帮他设计过遇到陆总头三句话怎么说，其实就像他昨天巧遇小陆是一个道理，可是他怎么也鼓不起勇气，别说创造机会巧遇了，他对陆总简直是避之犹恐不及。”
一名当初被罗杰招来的销售人员问李龙伟：“Larry，既然陆总这么重要，为什么Roger还有ICE那帮人都没有去做过陆总的工作呢？”
坐在对面的杨文光冷笑一声，说：“水平问题吧，大概这也是一个偶然因素，competitor的疏忽让小薛捡了个便宜。”
洪钧看一眼李龙伟，见他面带尴尬，知道他觉得不便当着下属的面评论罗杰，刚要代他作答，会议桌上的内线电话响了，洪钧按下免提键，里面传来玛丽的声音：“Jim，CK在线上，您现在能接吗？”
“你告诉他我在开会，让他过段时间再打来吧。”洪钧的脸上显出一丝不快，他猜到CK会来电话，但没想到会这么快，也实在太急不可耐了。
洪钧把被这个插曲影响了的情绪稍作调整，说道：“的确，竞争对手的表现在影响项目成败的诸多因素中是很重要的一条。每个sales的能力和精力都是有限的，有的只适合与某种特定类型的客户打交道，有的就比较'广谱'一些，形形色色的人都可以应对。Roger和客户的中层沟通比较自如，与陆总打交道会让Roger不舒服不自信，他自然而然就把工作重点放在沈部长身上；另一方面，凡事都有利弊，Roger搞定了沈部长也就不得不受沈部长的制约，因为沈肯定不希望Roger再去做他老板们的工作。假设小薛是最早接触澳格雅的，他一定也会把沈部长作为主攻对象，而如果Roger在后期介入并发现沈部长已被小薛搞定，他也只能硬着头皮去找赖总而ICE的俞威就会去找陆总，那恐怕就会是截然不同的结局了。所以，不要简单地以介入项目的时间早晚来判断胜负前景，先入虽可能为主，后来也可能居上。”
小薛却没有留意洪钧最后这句话，他的心思被“俞威”这个名字带走了，似乎有些后怕地说：“俞威算不算是个'广谱'的？他应该能把沈部长、赖总和陆总都搞定吧？元旦那天我还真以为他是奔澳格雅去的……”
众人因不知其中原委一时都沉默了，洪钧也不禁若有所思，俞威带着苏珊在元旦杀奔杭州，却始终没有在澳格雅现身，他们的目标究竟是哪里呢？洪钧在心里把目前浮出水面的项目挨个捋了一遍，仍旧是一头雾水，便打算向CK通报一声，浙江眼下是CK的地盘了。
小薛忽然旁若无人地笑出了声，引得大家都奇怪地向他望去，他红着脸说：“我是又想起了昨天陆总最后关头突然把我叫回去，当时差点没把我吓死。”
大家也都笑了，李龙伟说：“看来小薛你真是和姓陆的有缘啊，陆翔、小陆、老陆，一个都没少，你怎么躲都没用，还是全让你见到了。”
洪钧指点着小薛说：“那是你自找的！我特意让你邀请陆总去美国参加用户大会了吧？如果你把这个意思告诉他，他才不会再想在杭州搞什么签字仪式来充门面，弄得事到如今还留着个尾巴。”
“那会不会又出什么变故啊？”小薛立刻紧张地问道，活像一只惊弓之鸟。
“你放心，不会了。”洪钧抬手指了指自己的脸，又说，“陆总已经用他自己的脸面给你打了保票。”
***
庆功会散了，洪钧回到自己的办公室枯坐，望着窗外灰蒙蒙的天际发呆。不一会儿小薛和玛丽走了进来，手里捧着一摞哈根达斯的脆皮雪糕，小薛把一盒雪糕放在洪钧的写字台上，玛丽说：“刚才CK还说让您开完会给他打回去，我就说，'Jim已经说了让你过段时间再打来'，他就没再说什么，呵呵。”
洪钧笑笑，很满意玛丽的应对，也未免有些感慨，如今自己的尊严都已经到了需要玛丽帮忙维护的地步。洪钧谢了小薛，又让玛丽把那盒雪糕拿到茶水间的冰箱里放好，准备中午带给菲比。
两人出去不久，桌上的电话就响了，洪钧接起来，果然是CK，CK热情洋溢地问候：“哎呀Jim现在才是1月份你就忙得这样子，你也要让我们这些人都能喘口气好不好呀？”
洪钧没接茬，反问道：“你在哪儿啊？是台北呀还是上海呀？”
“上海上海，上周刚过来，农历年前还要赶回去。”
洪钧调侃道：“你看，明明是你忙、你更辛苦嘛，两边来回跑。哎我说，你是不是特别盼望两岸直航啊？你是最直接的受益者嘛，你就大声疾呼吧。”
“还好了啦，也还蛮方便的，就是总要跑到香港去兜一圈。嗨，都是小草民，呼吁有个屁用，还不都是这样子。”
客套已毕，洪钧便不再开口，CK也就接着步入正题：“刚才有听到Laura讲说浙江的那个案子已经签下来了，Wayne也和我聊了下，他的想法是让我们尽快把这个案子做一下hand over，新的territory都已经定下来了，对这些以前留下来的案子如何归属的部分，最好都能尽快做一个厘清的动作。”
洪钧淡淡地问：“你和Wayne怎么打算的？”
CK笑着说：“怎么是我和Wayne？都是Wayne的想法，你还不知道他吗？从来都是躲到后面，把我们推到前面来。他想要我们华东这边马上把浙江那个案子接过来，他也有他的道理，浙江本来就是属于华东的territory嘛，以前是你们那里的一个sales负责的，其实早应该交接给我们的。”
洪钧心中的不快越来越强烈，CK说了半天却始终未对小薛赢得澳格雅项目表示祝贺，甚至连小薛和澳格雅的名字都没有提及，却一味地要来“摘桃”，不过也难怪，CK眼下就是要否定华北区赢得澳格雅项目的功劳，自然不会向小薛或洪钧道贺。洪钧继续问：“你打算怎么交接？”
“我想马上把那个案子指派给上海的一个sales，以后就全由他来follow up好了。”CK轻描淡写地回答。
洪钧说：“澳格雅在浙江，按照市场区域划分交接给上海的sales是应该的，但这个项目一直由小薛负责，也是他在昨天刚刚签下来的，现在突然换sales会很敏感，客户恐怕不会买账；而且，与澳格雅还要在杭州搞一个正式的签字仪式和新闻发布会，他们的陆总会亲自出席，我们还有很多事情要做，现在换sales不是一个合适的时机。我的想法是，等完成签字仪式、软件安装和收款之后，项目进入售后实施阶段，再让小薛淡出并同时和上海的sales交接。”
CK沉吟片刻，说：“这样子喔，就会拖得蛮长的了。你所讲的小薛，我也有听Wayne提起过，好像蛮junior的，他能不能handle这么复杂的案子啊？Wayne还说要给他发warning letter，搞不好就会让他走人了。”
洪钧实在压抑不住，冷冷地说：“小薛是我下面的sales，不需要你和Wayne来做裁判吧？这么复杂的案子就是他一个人签下来的，凭什么还怀疑他handle 不好？我从来没有同意给小薛发warning letter，他是为整个维西尔Greater China签下今年头一个合同的sales，我倒要看看谁能在这个时候把他赶走！”
CK干笑一声给自己打圆场：“你的兵当然是你最了解喽。”话题一转，又说，“那就按照你的意思，让他先继续跟着吧。不过，Jim，你说这案子的credit应该book在谁的名下呀？”
“当然应该是小薛的业绩，谁签的合同业绩就归谁，这是起码的原则。”
“嗯——，全给他恐怕不很合适，我这边也要有一个sales逐渐接手的，你看这样子好不好，让他们两个人split，一人一半？”
“不好吧，让两人同时负责一个项目是大忌，小薛签下来的合同，当然要计入他的quota。我觉得可以给他定一个deadline，如果三个月之内收到澳格雅的付款，commission归他，拖到三个月之后的话就归那时候已经接手的上海sales，这样可以督促小薛尽早收款。”
CK想了想才说：“既然你坚持，我也就认同你的考量，那就这样子办好啦。对了，这个小薛是report给Larry的吧？那就也可以算在Larry的quota里面，反正我在上海没有和Larry同样position 的人，没有人和他split的。”
洪钧奇怪CK怎么对李龙伟竟会如此关照，但没容他深想，CK已经又说道：“刚才你讲还要在杭州再搞一场签字仪式，你有没有和Wayne谈啊？”
“我正打算和Wayne商量一下，看看谁去合适。”
“如果我没记错，这个案子的确是Wayne来这边以后签到的第一份合约，我想他一定会去的，这也是华东区新签的合约，所以我肯定也要陪Wayne一同过去，你看呢？”不等洪钧回答，CK又接着说，“Jim，你不会也要去吧？这是浙江的案子喔，你是负责华北区的，名不正言不顺啊，客户会觉得confuse的。”
洪钧暗笑CK是小人之心度君子之腹，便很坦荡地说：“我没打算去，凡是这种风光的场合我向来是能躲就躲的。”
“就是，这种事情纯粹就是你们讲的那个……那个词怎么样讲……对了，形式主义，我也没有兴趣的，只管跑去哄客户和Wayne开心就对了啦。”CK自己给自己下了台阶，便干脆拉下脸，提出他最关心的问题：“Jim，我们是好兄弟明算账，这案子本来就是归华东区的，我已经同意你的考量把本来属于上海sales的credit都让给小薛和Larry了，你总不会再要我把我名下的那份也让给你吧？”
洪钧冷笑一声，他真佩服CK能这样堂而皇之地倒打一耙，嘲讽道：“CK，看来你是要名利双收啊，你说澳格雅本来就应该属于你名下，那好，能否请教一下这个项目是怎么谈下来的？”
CK却大言不惭地说：“没错，这案子是你比我介入得多一些，但是你也是做老板的，应该晓得territory有多重要这样子，设想下sales对你的做法会怎样来解读？如果都有样学样地争来抢去，谁做下的案子就归谁，那还要territory做什么？这案子在浙江，浙江归华东，华东归我管，所以这案子就应该是我的credit而不是你的，我想这没什么好argue的，Wayne肯定也会认同我的想法。”
话说到这个地步，洪钧已经无话可说，更不想提醒CK有关俞威去杭州的事。洪钧如今失去的已经太多，早已不再介意业绩的归属、佣金的多少这类身外之事，他反而觉得有些成就感，因为毕竟为小薛保住了本就属于他的东西，但转而一想又不禁笑了，也许CK其实并未打算替上海的某位销售人员争什么，他就是奔着洪钧应得的那份而来的，纠缠小薛的事不过是虚晃一枪。也罢，洪钧想，反正已经让CK如愿以偿，何必再去计较他究竟使了什么手段呢？
洪钧等到中午刚要出门，菲比来了电话，洪钧问：“正要去接你呢，怎么了？”
“哎，我忽然想起一个事来。”
“什么事啊？吃饭的时候说不行啊？”洪钧边说边到茶水间把冰箱里的脆皮雪糕拿上。
“嘿嘿，我是怕到时候我就忘了，光顾着吃了。……呀，我想说什么来的？你看都赖你，瞎打岔。噢对了，咱们春节去三亚，你叫上了李龙伟两口子，怎么不把邓汶也叫上啊？他一个人在北京过年，孤苦伶仃的，多可怜呀。”
“他还伶仃？！”洪钧不禁脱口而出，但马上打住，他不想对菲比谈及凯蒂，便改口说，“他们好像春节还要加班做项目吧，我印象中他春节挺忙的。”
菲比略带狐疑地问：“不会吧，再忙也得过年啊。哎，是不是你们俩又吵架了？”
“没有，我们俩又不是好斗的公鸡，没事儿净吵架。”
“那，你是怕他不愿意来给咱俩当灯泡吧？那你为什么非要叫上李龙伟他们俩呢？两对儿互相当灯泡照着？”
“邓汶会过一个好年的，您就别瞎操心了。如今我不是落魄了嘛，不想让他一见我就访贫问苦似的，弄得我都觉得自己可怜兮兮的。至于为什么叫上李龙伟他们嘛，嗯——，这样咱们正好四个人可以打麻将。”洪钧敷衍道。
“切，你什么时候有搓麻的瘾了？哼，别以为我猜不出来，你呀，是想笼络人心。”
“自作聪明！”洪钧不太自然地回了一句就挂断手机，走出了空无一人的茶水间。
***
大年初四，小谭风尘仆仆地从北京飞到深圳，直接打车到了香格里拉大酒店。约定的时间是下午两点，但小谭生怕因飞机晚点而耽误此次至关重要的密会，特意挑了最早的航班，结果他得在香格里拉的大堂酒廊坐等将近三个小时。
小谭叫来服务员点了几种小食，服务员刚要走，小谭问道：“哎，这儿离罗湖海关是不是特别近啊？”
“对呀，走过来就可以，都不用叫的士。”身着长筒裙的服务员微笑着回答。
“哦，像今天这种日子过关的人会很多吗？”小谭又问。
“有可能吧，现在是春节啊，很多港人上来这边的，还有很多到香港玩的内地人这两天也都该回来了。”
小谭听罢不由暗暗叫苦，看来得在这里练坐功了，等服务员把小食摆上来，小谭看了看矮桌上那几盘东西，又问：“你们这儿有什么能当午饭吃的吗？”
把小谭于春节期间秘密召来深圳会面的人是皮特，这位ICE公司主管亚太区业务的副总裁已经不满于和小谭的定期电话沟通，他要好好和他安插在ICE中国公司里的这颗钉子当面谈谈了。
小谭吃饱喝足之后就把自己陷在松软的沙发里，想强迫自己小憩片刻而脑子里却纷乱如麻，怎么也安不下心来，连他每到一处必与女服务员培养感情的必修课都没顾上。下午两点到了又过了，他曾好几次把手机里皮特的号码调出来，但最终还是没敢拨出去，皮特自然会在需要和他联系的时候打他的电话，而他则不能擅自过问老板的所在更不敢妄加催促。终于，在将近三点的时候，小谭的手机响了，是皮特：“David，我到了香格里拉的大堂，你在哪里？”
小谭忙从沙发上一跃而起，打个响指做手势要服务员赶快来把矮桌上的一片狼藉收拾好，然后快步走到大堂酒廊的入口迎接皮特。皮特一身西装革履，虽面带疲惫但还是强打精神健步走来，两人握手后小谭引导皮特走回到沙发前，皮特优雅地坐下，伸展开僵直的双腿，低声说道：“噢我的上帝啊，怎么会有那么多人啊？！难道所有的中国人在节日里都要'移动'吗？”小谭满脸歉意地赔笑，似乎中国有这么多人是因他的过错造成的。皮特颇有风度地对服务员笑着点了杯卡布奇诺，又说：“我从中环的港岛香格里拉来到深圳香格里拉所花的时间比你从北京到深圳还要长，噢我的上帝，早知如此我宁愿飞到北京去见你。”
小谭忙欠身说：“当然应该是我飞到香港去，你只需在香港等我就好。”
“还是因为我的行程太紧，明天就要飞回新加坡，不然真应该去北京的。不管怎样，我要为我的迟到而深表歉意。”皮特客气一番之后，不再理睬小谭刻意表现出来的惶恐，认真地说：“我今天见到了那么多人，是我在哪里都没有见过的，我在长长的人流中排队的时候就在想，这么庞大的人群一定需要很多也很庞大的企业来为他们服务，而这么多很庞大的企业一定需要我们的软件来为他们服务，那么中国理应出现很多很庞大的项目。所以，David，请告诉我，为什么ICE已经很久没有在中国得到过庞大的项目了？请告诉我，我们应该怎么做来改变这个局面？”
小谭没料到皮特突然切入如此严肃的议题，匆忙间把自己早已酝酿多时的腹稿忘得一干二净，涨红着脸说：“对不起，在过去的一年里我连一个合同都没签，今年我一定争取拿到一个庞大的项目。”
皮特很绅士地笑了，诚恳地说：“David，我并没有指责你啊，我是在向你请求帮助。我离中国太远，不知道这里每天都在发生着什么，而且，中国是一个如此独特的地方，我即使搬到北京、搬到上海、搬到深圳来住上五年、十年，我仍然不一定能明白中国的市场、不一定能明白中国人都在想什么，中国的事情只有中国人明白。”
小谭的心情放松下来，这才想起自己是有备而来的，忙把腹稿调用出来侃侃而谈：“在我印象中，ICE中国公司在去年以前的时候，我们在你的领导下曾经赢过不少很漂亮的大项目。最近我也在想，为什么ICE中国公司去年以来一直没再签过大合同？哪里不一样了呢？”
皮特不由自主地追问：“究竟发生了什么？”
小谭一阵窃喜，自己居然可以在老板面前成功地使用设问句了，便抛出自己的核心论点：“因为俞威来了，而且俞威带来了与以前完全不同的做法。”
皮特沉默了，脸上看不出任何表情，他的不置可否让小谭心底发毛，暗自检讨自己的策略有何不当之处却不明就里，最终还是皮特打破沉寂生硬地说：“给我看事实。”
小谭察觉到皮特话语里隐含的不快，也猛然悟出自己刚才犯了什么错误，俞威的到来和俞威的新政都是出自于皮特的首肯，自己怎么上来就直指皮特是始作俑者呢？他赶紧摆正自己的位置，开始给皮特摆事实：“以俞威的背景和经验，请他来ICE是合适的；在中国从直销体系向代理体系转移，最初的考虑也是有道理的。”小谭停顿一下观察皮特的脸色，又鼓足勇气说，“但是，任何事都是既有利又有弊。大量发展代理商使我们不用增加太多销售人员就拓展了市场的覆盖面，ICE近期在中国获得了不少中小型客户，如果没有代理商，我们可能始终不会注意到那些客户的存在。但是项目数量增多的同时平均合同金额却下降了，都是些小单子，原因是代理商没有能力和资源跟踪大项目，他们不在乎大小而只在乎快慢；另外，代理商发展太多也导致代理商之间竞争激烈，他们只会把单子越做越小。当然，这些问题都可以通过加强对代理商的支持和管理而解决，但我觉得俞威并没有在这方面做太多工作，他更关注如何从代理商手里为他个人获得好处。”
“给我看事实。”皮特又说了一遍。
小谭底气不足地应道：“现在还只是我的感觉，俞威从来不让我介入他的事情，我还没有什么证据。”
皮特转而平和地说：“所以，你认为是由于俞威没有做好他应该做的工作，导致ICE去年在中国没有得到任何大项目。你在电话里不止一次对我说，俞威总是很忙，他究竟都在忙什么？”
“你知道，俞威的风格是很秘密的，他的嘴很严，苏珊的嘴也很严，而且苏珊知道的事情恐怕也不多，所以我只能从ICE外面的渠道去了解。我只知道俞威的重点是中国第一资源集团，第一资源在搞一个'NOMA'工程，就是英文'新一代运营与管理辅助系统'的简称，他最近主要在跟踪这个项目，他没有向你汇报吗？”
“我听过这个名字，实际上，我知道的仅仅是个名字，别的一无所知，俞威告诉我这个项目的状态处于'早期'。” 皮特有些不情愿地承认，又马上说，“不过我的直觉告诉我，这会是一个很吸引人的项目，至少从可以预期的合同金额来看。”
“第一资源集团的NOMA工程一定会是个大项目，嗯——，它不能说是大，应该说是巨大、庞大。”
“你刚才不是还说俞威的兴趣不在跟踪大项目上吗？”皮特面带微笑地指出小谭的自相矛盾。
“呃，我只是担心俞威会把这个项目越跟踪越小。”小谭红着脸给自己找了个台阶。
“让我们看看你对这个项目都了解些什么。”皮特的直觉告诉他将不虚此行，顿时来了兴致。
“中国第一资源集团是个庞然大物，即使在全球同行业来看也是个巨人，而国际上的那些同行都没有第一资源在市场上近乎于垄断的特殊地位，所以第一资源的利润总额和盈利率都是令国际同行眼红的。简单地说，这是一家很有钱的客户。”
“但是中国已经加入WTO，各个行业都将先后开放，第一资源集团的那些国际同行迟早有一天会拆掉门槛进入中国市场，所以第一资源集团也面临现实的压力和未来的挑战，它必须尽早提高管理和运营水平，从垄断优势转变为效率优势。简单地说，这也是一家有着迫切需求的客户。”皮特模仿小谭的语气说完，又微笑着总结道，“因此，这是个完全合格的重点潜在客户。你知道这个项目究竟会有多大吗？”
“我不知道，