Chapter 9 Circle Trap 3 (Endgame) Part 4-2
Hong Jun thought that Mr. Zheng, who had suffered a major setback at the Nanjing meeting, would be more restrained and even depressed than before. Unexpectedly, Mr. Zheng became more frustrated and courageous, and the domineering spirit he had when we first met last year was aroused instead. Hong Jun couldn't help but feel sincere He deeply admired Mr. Zheng's cultivation, and he was infected by Mr. Zheng, adding a bit of fighting spirit and confidence. He said: "You are a discerning person. Those provincial companies at the Nanjing meeting made such a fuss. It is possible that there were no external factors to fuel the flames." Bar?"
Mr. Zheng snorted and said, "Of course, it's completely understandable that each province has its own ideas, but this time the trouble has reached this level. It's impossible without external interests. As for who is behind the scenes, I will I know it."
"For such a large system project, if the headquarters wants to grasp the overall situation, it must have corresponding mechanisms and means, right? Otherwise, the sixteen-character policy may become empty talk." Hong Jun led the topic from the past to the future .
"Of course, there is a lot of work to be done, and you can also help with ideas and solutions. It is very important for everyone to successfully carry out the NOMA project." Mr. After a few words, he hung up and looked at Hong Jun expectantly.
This short interval allowed Hong Jun to slightly adjust his pre-prepared thinking, and first asked: "What are the main methods that the headquarters will use to restrict provincial companies?"
"It is nothing more than administrative means, personnel means, financial means and technical means. Obviously, administrative means cannot be applied to the NOMA project. The personnel means are different from person to person. For example, it is not applicable to Mr. Xu in Shanghai. He has been in Shanghai for so many years. He has never been moved. The boss of the provincial company often wants to be transferred at the same level, but he still can’t be moved. A while ago, he wanted to transfer him to the group. People said that Shanghai is very good and can shine more locally. Give him The vice president and members of the party group are unwilling to come. The means of funding vary from place to place. For example, Guangdong, Shanghai, Zhejiang, and Jiangsu are some of the most wealthy provinces. The provincial budget for the NOMA project is a drop in the bucket for them. , People can get things done without the need for the group to pay for it. All provincial companies that need the group’s money for support are relatively obedient. There is also technical means. I just want to hear your suggestion on this point. "
Hong Jun responded: "It seems that we have to make a fuss about 'unified standards' and 'comprehensive model selection'. The provincial company requires independent model selection. You must have deep meaning in your insistence on the word 'comprehensive'. I heard It is said that the group headquarters will draw up a shortlist for various manufacturers, and then the provinces will choose among the shortlisted manufacturers, which should to a certain extent lead the selection work of the provinces."
Mr. Zheng shook his head again mockingly and said: "That's what I thought at the beginning, but now it seems that it doesn't work much, and they are not fuel-efficient lamps. It is clearly written in the finalized meeting minutes, requiring the group headquarters to formulate When shortlisted, it is necessary to fully reflect the wide representativeness and coverage. Manufacturers should be divided into four categories: system integrators, management consulting companies, hardware platform manufacturers, and application software manufacturers, and a list should be made respectively. Think about it, what is broad Representativeness and coverage? That is to say, if someone in the province likes a certain manufacturer, then we should include it in the list of our headquarters, otherwise people can accuse our list of not being comprehensive enough. You see, this kind of shortlisted list with no name is actually A complete directory of manufacturers, what restrictions can there be?"
Hong Jun couldn't help sighing secretly, the control and anti-control between the headquarters and the provinces is really a game worthy of the name. The headquarters emphasizes uniformity, and the provinces emphasize adapting measures to local conditions. Provincial companies such as Shanghai and Guangdong are not easy to wait for, let alone Yu Wei and his like Make suggestions.He considered the proposal: "Do you think it is possible to make a short list on the basis of the shortlist?"
Mr. Zheng smiled, and urged Hong Jun to continue with great interest. Hong Jun then said: "The headquarters should not just draw up the shortlist and send it out. If it is released, it must be accepted. The provinces should report the selection results to the headquarters for approval. It can be put into practice, and the headquarters can formulate a short list. If the provincial company selects manufacturers in the short list, the headquarters can quickly approve or even exempt from approval; It takes a lot of trouble. There is a good reason for the headquarters to do this. It is a time-consuming and labor-intensive process to verify the qualifications of a manufacturer and whether the product meets the standards. Hardware and software companies have to install the product in a specific evaluation environment and run it for a period of time before issuing For the evaluation report, it is impossible for manufacturers to hand over things to the provinces in turn for evaluation. This work can only be done by the headquarters, and the headquarters can only select a limited number of manufacturers for priority evaluation. I think this short list is useful for the provinces. I am afraid that no one wants their selection results to be pressed at the headquarters and wait for approval."
Mr. Zheng nodded, and after roughly sifting through all the manufacturers in his mind, he said: "The system integrators and management consulting companies cannot be called evaluations. We can only evaluate their qualifications, experience, and team quality. It is simpler than the evaluation, and you can put three to five companies on the short list. The evaluation of hardware and software is not simple. To be scientific, effective, accurate, and fair, all parties involved must invest a lot of manpower and material resources. I am afraid It would be nice to be able to put two or three companies on the short list after comprehensive evaluation.”
Hong Jun listened silently, without making any statement, because Mr. Zheng was not asking for his opinion, and he would never be so stupid as to ask whether Visil would be one of these two or three at this moment, let alone ask whether ICE would Will be excluded by Mr. Zheng, which does not match the role he is currently playing.Hong Jun felt that this was the only thing he could do on the issue of manufacturers being shortlisted, so he changed the subject and said pointedly: "Now I am more and more aware of what you said at the beginning in the NOMA project. Fang’s calculation is not only that some provincial companies below want to be their own masters, but also heard that they can be the masters of the first resource a few days ago.”
Mr. Zheng raised his eyebrows vigilantly, and after thinking for a while, he asked, "Is it those consulting companies?" Seeing that Hong Jun didn't immediately deny it, he said with a little contempt, "Those so-called 'Big Five' and 'Big Four' 'Yes, I think they only have 'two big ones', one has a big brand and specializes in bluffing people, and the other has a big mouth and specializes in fooling people."
Hong Jun smiled and said: "I have always respected them, and I have cooperated with them in many projects. Since you have such a thorough understanding of them, why do you let them surround you all day long?"
Mr. Zheng also smiled slyly, and said: "It's for my use. I can use their brands to bluff people and their mouths to bluff people, as long as I don't get bluffed by them myself."
"Those big consulting companies still have a lot of valuable things, but as you said, the key is how to use them for me without losing myself. As long as I make up my own mind, no matter how many ideas I have Not afraid. But according to my observation, they mostly claim to be able to help you with ideas, but they are not so loud as to make ideas for you."
"Who said you want to make decisions for me?" Mr. Zheng looked a little unhappy, his brows were furrowed.
Hong Jun knew that this link was very sensitive, so he said carefully: "After all, those consulting companies don't know much about the national conditions, so they mainly focus on introducing the best practices and methodologies they have accumulated abroad to domestic enterprises. Play the role of "Guest Qing". In contrast, some people who claim to know the first resource very well will give birth to the idea of acting as a substitute, at least for the outside world. spokesperson for himself."
Mr. Zheng stared at Hong Jun suspiciously, and said after a while: "You mean Professor You and the others? Professor You has always been very supportive of 'Great Concentration'."
Hong Jun understood that it was impossible to accomplish all his achievements in one battle, so he affirmed: "It is the general trend for the first resource to engage in 'great concentration'. With Professor You's status and attainments, he will definitely not be ambiguous on this issue of principle. But... Professor You He is a scholar, and he is dedicated to providing the most valuable suggestions to the first resource, but he may not be very clear about commercial matters, and there may be some commercial interests mixed in by others."
Mr. Zheng suddenly realized that he was relieved and said: "Oh, I understand what you said. Professor You and his expert team have been working very hard to help us conduct research and determine needs. The workload is heavy. In the case of insufficient manpower I also invited people from Xinyuanlian to participate, and they greeted me. What? People from Xinyuanlian went outside to brag again?"
"It doesn't matter if it's just bragging. Everyone wants to make themselves face. However, if Xinyuanlian feels that it will be sure in the future bidding because of participating in the demand research, will it be possible to boast about other manufacturers and ask for prices?" Compromising the seriousness of the NOMA project? People who don't know the situation may also doubt the impartiality and transparency of the project."
Mr. Zheng was silent, and he said after a long time: "You are not the first to mention this to me. We have participated in many projects, large and small, and Xingzhong has participated in many projects, and he is a very measured person in the impression. Why is this? What happened this time? I also warned him to keep a low profile, participating in demand research does not mean any special meaning, I treat them exactly like other companies, and treat them equally."
"But in fact, their identities are not the same as those of other families after all. I always remember that you said a particularly incisive sentence before: what role you assume directly determines what benefits you get. The key lies in how to set the roles of all parties." Hong Jun looked at Mr. Zheng with a smile on his face, and gently reminded, "The work that Xinyuanlian has done in demand research is very valuable in itself."
Mr. Zheng is such an astute person, with a clear understanding, he immediately smiled knowingly, raised his finger and pointed at Hong Jun and said, "It makes sense, and it will be straightened out in this way. We should have paid for Professor You and those experts. For research, they can ask Xinyuanlian to participate together for a fee. The main reason is that they are too familiar with each other, and they are all very lofty, so they are embarrassed to talk about money. Only by winning the bid can we get some rewards. It seems that the first resource does not cherish other people's labor. While Professor You is leading the expert group and Xinyuanlian is taking on the role of demand research, I can also invite two more management consulting companies to do the same. Find something for them to do, so that they don't have to fight hard, and we will finally summarize the reports made by several independent companies. The bidding specifications formed in this way are not only higher in level, but also make the later bidding manufacturers speechless. Can say."
"The whole situation is clear when you arrange it this way. Your approach is a bit like the separation of powers in the United States. If there is no confusion between the tendering party, the bidding party and the bid evaluating party, there will not be too many disputes in the implementation of the project. " Hong Jun said flatteringly.
Mr. Zheng waved his hand disapprovingly: "Don't mention the old beauty, democracy needs a material foundation. To be honest, if it weren't for the fact that money is not a problem in the first resource, who would have the courage to spend three shares of money to invite Three rounds of consultants to make three reports?"
Hong Jun smiled convincingly, and Mr. Zheng asked again: "Are there any other considerations?"
"The last item you just mentioned is 'step-by-step implementation'. How many steps will it take?" Hong Jun asked.
Mr. Zheng smiled: "It seems that our meeting minutes have not fallen into your hands. You only heard but didn't see the sixteen words, right? Distribution is the 'cloth' of the layout rather than the 'step' of the steps." ’. The so-called distributed implementation refers to the “small centralization” of the distribution in each province first, and the “big centralization” of the whole group in the future.”
Mr. Zheng's explanation not only clarified one of Hong Jun's doubts, but also dispelled one of his major worries. He just breathed a sigh of relief when he heard Mr. Zheng say again: "However, there is indeed a problem of how to divide the steps. If a provincial-level company is involved at the same time, I will not be able to provide enough support and guidance here. It is inevitable to lose sight of the other, and there is also a process of accumulating experience. Since the "small concentration" in each province is carried out first, there is no need to coax As for the top, those with a good foundation, urgent desire, and mature conditions can go first, such as Shanghai, Guangdong, Zhejiang, Jiangsu, Beijing, Hebei, and Shandong, and the rest can follow up."
Hong Jun's heart sank suddenly. This was his greatest doubt and worry. Mr. Zheng was really considering letting the provinces start projects in batches, and most of the first batch of projects were provinces that would not bow to Mr. Zheng.The projects in the four coastal provinces of Shanghai, Guangdong, Jiangsu, and Zhejiang must be the largest and most lucrative, but Yu Wei, who has worked hard for a long time, obviously has more advantages than Hong Jun. Mr. Zheng's influence has been gained as much as possible in the remaining provinces. Although the projects in the old, young, frontier and poor areas are relatively poor, Jixi Chengqiu may still be able to compete with Yu Weiping.However, once Mr. Zheng put most of the rest of the provinces on hold until the later stage, Hong Jun, who was obviously at a disadvantage, had no choice but to fight Yu Wei to the death.
As soon as Hong Jun's car drove onto the Second Ring Road, Phoebe's call came, and Phoebe asked, "Have you eaten yet?"
Hong Jun replied: "Which meal are you asking about? I have eaten lunch, but haven't eaten dinner yet."
Phoebe said angrily and anxiously: "It's so late, why haven't you eaten?! Who are you with? Even if you are not hungry, how can you not be hungry?!"
"He's not hungry either, we're both made of special materials, and hardship is our best homely meal."
"Is it a male 'he' or a female 'she'? Have you had another good meal?"
"It's Mr. Zheng. The two of us fed each other a few reassurance pills, and we're both full." Hong Jun said with a smile.
***
On the second day, the sales staff of Visier's Shanghai and Guangzhou offices related to the NOMA project of First Resources were urgently summoned to Beijing by Hong Jun. Hong Jun ordered them to wait in the meeting room with the sales staff in Beijing. He called Li Longwei and Bill Go to the office to discuss behind closed doors.A whiteboard was specially moved into the office and stood next to the conference table. A map of China was fixed on the whiteboard with magnetic particles. Three people sat around in front of the map. The white ones were respectively pressed on the positions of Beijing, Hebei, Shandong, Jiangsu, Shanghai, Zhejiang and Guangdong on the map, and then looked at the map in silence.
Li Longwei stared at the "Seven Star Array" on the map, his eyes dazzled, and asked: "Three companies in North China, three companies in East China, and one company in South China, the first resource has decided to start projects in these seven places first?"
Hong Jun nodded and said, "This is the situation at present. Of course, I hope that the first resource can put in a few more provincial companies in the first phase, preferably in provinces that Mr. Zheng can directly influence, but we must do it. In the worst case, it is likely that only these seven places will be able to issue orders this year."
Hong Jun replaced the white magnet on the Guangdong position with a red magnet, and Bill immediately said ambitiously: "Jim, don't worry, I will try to get the Guangdong list."
Hong Jun shook his head and said, "Bill, the red here does not mean that I want you to plant the red flag on the ground, on the contrary, I am seriously considering that we should abandon Guangdong completely."
Bill's complexion immediately darkened, and he immediately confessed: "Jim, don't worry, I won't only think about my private land. I will definitely coordinate the entire technical team to ensure that the other six projects are provided with sufficient presales."
Hong Jun smiled: "Bill, if we can win Guangdong, I would rather let other projects be affected. Guangdong has always been firmly in the top spot among the provincial companies of First Resources, and its project scale may be worth it. The sum of the other two or three provinces, but according to my judgment, I am afraid that we have little hope. Mr. Li in Guangdong is always a strong man, and he and Mr. Xu from Shanghai are the ones who firmly oppose the "big concentration" of the group headquarters. This time, the "big, In the battle of "Small Concentration", we, Vizier, stand on the side of the headquarters with a clear banner. Li will never give us a chance. And as far as I know, ICE has been running in Guangdong for a long time, and the relationship is much deeper than ours. .”
"Even so, we should give it a go. It would be a pity to give up such a big and influential project for nothing. Isn't it a huge bargain for ICE?" Bill obviously did not want to accept Hong Jun's decision. Hong Jun was quite puzzled when he gave up so lightly.
Hong Jun tossed a lot of magnets back and forth between his hands, and explained leisurely: "It's because the impact of the Guangdong project is too great and we can't afford to lose, so I don't want to play. All provinces will pay attention to the selection results of Guangdong. Once we lose, ICE will make a big fuss about this result, making us passive in other places. All provinces will ask, why did you lose to ICE in Guangdong? Guangdong did not choose You must be very reasonable, right?"
"But we don't even dare to participate, and ICE will say that we don't even have the minimum self-confidence, and we dare not confront them at all."
"They will definitely say that, but I have a countermeasure. Let's make it clear to the provinces that Vizier has consulted the headquarters in advance. The headquarters does not want us to participate in the Guangdong project. We don't want to be caught between the headquarters and Guangdong, so we have to give up. Let ICE choose a cheap one. This is not the spirit of Ah Q. We have not only prevented ICE from attacking Visil’s products and strength, but also played the headquarters card to the provinces.” Seeing that Bill no longer argued, Hong Jun made the final decision. concluded, "That's it, Bill. On the Guangdong No. 1 Resources project, Vizier's strategy is no contact, no public relations, and no bidding."
Hong Jun changed to three green magnetic particles and placed them next to each other in Beijing, Hebei and Shandong, and said, "Larry, these three places are entrusted to you, and you must take them all, not one less. The place where the general manager started, Hebei has always followed closely with the headquarters. Both of these two companies follow the lead of Zheng Zong, so you have no reason to lose, but try to make the list bigger. As for Shandong, it may be more difficult. The boss was recently transferred from the southwestern province, and his attitude is still unclear, so you have to focus on Shandong."
The three green magnetic particles on his site were in stark contrast to Bill's red magnetic particle. Li Longwei didn't dare to show off for fear of provoking Bill. It may not be worth a list from Guangdong."
Bill was still blushing and looking lonely, but Hong Jun didn't pay attention, his eyes had shifted from North China to the Yangtze River Delta, muttering: "Su, Zhejiang and Shanghai are all good places, the south of the Yangtze River is good, and the scenery is familiar... Hong Jun thought for a moment, and then replaced Shanghai's magnetic particles with red ones. Li Longwei and Bill exclaimed at the same time: "Ah! Shanghai is also giving up?!"
Hong Jun looked calm and said: "It's no big deal, you can get something if you give up. The situation in Shanghai and Guangdong is very similar. Mr. Xu doesn't even buy the face of the headquarters, let alone buy our account. It is better to concentrate on fighting for hope. Let’s make a list, let’s not do things like join in the fun and play tricks.”
Bill seemed to gain a little balance from it, and asked happily: "There are still Jiangsu and Zhejiang left, which one are we going to give up?"
"At the Nanjing meeting, these two companies yelled the most. It seems that Mr. Zheng can't easily control it. A while ago, CK didn't do any valuable work at all. It felt a bit like two blank sheets of paper. I'm afraid sales didn't Who would want to chew on these two hard bones." Li Longwei said.
"It seems monolithic, but we still have a chance." Hong Jun was cheering up the three people present, "Speaking of which, I really have to admire Mr. Zheng's means. He envisages setting up an East China cooperation zone in Jiangsu, Zhejiang, Shanghai, and Anhui. , to launch cross-provincial services to customers on a pilot basis. You will ask, will these provincial companies be tied more tightly? The secret lies in this. Now the three provinces and one city are independent, and they unite from time to time without any scruples to report to the headquarters. Challenge, once the headquarters wants to establish the East China Cooperation Zone, they will become resentful instead, and they will be worried about being annexed by neighboring provinces, and they will move closer to the headquarters to lose their sincerity. Therefore, even if Jiangsu and Zhejiang are pushed by Shanghai, they must also engage in "small concentration" Well, as long as Mr. Zheng makes the matter of the collaboration area public, the two companies must be worried that Shanghai will be upgraded to the headquarters of the East China region, and they will draw a clear line with Shanghai instead."
"Wonderful! It looks like they are trying to integrate, but in fact they are separating. What a master." After admiring Li Longwei, he came over and picked out a blue magnetic particle from Hong Jun's hand, and replaced Jiangsu's white magnetic particle, saying, "Jiangsu, I will go to run myself and try to bring it back, but let's put a blue one first, which means there is still a fight."
Hong Jun nodded, and poured all the magnetic particles back into the horizontal groove at the bottom of the whiteboard, picked out only three red, green and blue magnetic particles, and pasted them on the East China Sea area on the map, looking at the left side of the magnetic particles. Zhejiang is in a trance.
Suddenly someone knocked on the door, and Hong Jun said "please come in" with a slight displeasure. Xiao Xue came in with a piece of paper in his hand. He first gave Hong Jun an apologetic smile, and then said to Li Longwei: "Larry, Augya plans to start the second phase of the project in the second half of the year, and it looks like it will buy a few more modules, I want to go over and talk about it, I can’t leave unless you sign my Travel Request.”
A business trip is indeed an urgent matter, and it is of course a good thing to have business again. Hong Jun’s face immediately changed from cloudy to sunny. Li Longwei took the business trip application and signed it while smiling: “Augya has really become your cash cow, no wonder you don’t want to let go .”
"Of course, Zhejiang is my blessed land." Little Xue Yue spoke boldly.
With an idea, Hong Jun interjected, "It's a pity that it's hard to find a lucky general like you now. There is another project in Zhejiang, and I don't know who to entrust it to."
"Which project?" Xiao Xue always took the bait so easily.
"Zhejiang No. 1 Resource, that's a big project, and it's estimated to be worth ten Auger to you." Li Longwei said without exaggeration.
"Ah! Is there anyone rushing to do such a fat project? Then give it to me. If I sign this, it will be enough for me for two years."
"You? I think it's better to forget it. You have only worked with a few manufacturing projects. You have never been in contact with the industry of First Resources. You are a complete layman." Hong Jun said contemptuously.
Xiao Xue put on a cheeky smile and said, "Anyway, I'm a layman in any industry, and it doesn't matter which industry I work in. Why don't I pick a big list to do?"
"Not only do you not understand the business applications of this industry, but you also don't have any connections. The people in First Resource are all awesome. They treat manufacturers like their grandsons. Zhejiang First Resource is even better. Don't look at it. Zhejiang is not a province with a large population, but it ranks second among all the provincial companies of First Resource, which is amazing." Hong Jun's words were not alarmist at all.
"Hehe, anyway, I will be a grandson everywhere, so why not choose a rich grandpa Niu."
Hong Jun was dumbfounded by Xiao Xue's answer, and asked with a sullen face: "Do you think that as long as you are willing to be a grandson, they are willing to accept you? Let me tell you, ICE has a great chance in this project right now, and it may be Yu Wei. Staring with Susan personally, we are completely at a disadvantage, do you think you can compete with Yu Wei and the others?"
"Then you should let me go." When Xiao Xue said this, Hong Jun and the three of them were startled, and Xiao Xue said, "Yu Wei and his group of veterans met me, and it's not very honorable to win. After a short pause, he gritted his teeth and said, "But if you lose to me, let's see what face they have in the circle in the future!"
Hong Jun immediately said, "Okay! Then it's settled. When you go to Zhejiang this time, you can register with the first resource besides Augeria."
After Xiaoxue left, Bill asked with a sense of loss: "So, what's wrong with South China not being included in the first-phase project of First Resources?"
Hong Jun patted Bill on the shoulder, and said solemnly: "As the person in charge of Visil South China Market, you should temporarily forget about the first resources. If Guangxi and Fujian are included in the second phase of the project, then you can show your skills; but as The person in charge of Visier's China technology department, you should take the first resource as your top priority, and go all out to support Larry's projects in those four provinces and one city. Larry is sales, you are presales, I will die Keep an eye on the two of you to see if you can advance and retreat together, live and die together."
"Don't worry, Jim, I won't be ungrateful." Bill said harshly.
"Too serious. You have an urgent matter to do right now. First Resources headquarters will conduct a comprehensive evaluation of our software in the near future. You have to start preparing now. If we start even one day earlier than other companies, we may be able to It won the first place in the evaluation." After Hong Jun said that, he stood up and said to the two, "Let's go, sales are still waiting."
Li Longwei pointed to the only white magnetic particle left on the map, and asked Hong Jun: "Give Zhejiang to Xiaoxue, what color do you think should be placed? Green? Blue? Or red?"
Hong Jun stroked the three magnetic particles in the East China Sea, but he did not move any of them. In the end, he did not give a clear answer, but said, "Larry, you must take North China and Jiangsu for me!"
It was another sweltering morning, words such as "cool" and "pleasant" are getting farther and farther away from Beijing's early summer.Just as Hong Jun stepped into the door of the company and was about to say hello to Mary at the front desk, a person suddenly stood up from the side sofa, which really shocked Hong Jun. After a closer look, it turned out to be Fan Yuyu.
Before Hong Jun could calm down from his surprise, Fan Zhouyu had already pulled his hand and held it tightly, saying, "Old Hong, it's been a long time since I saw you. It's been half a year, right?"
Hong Jun didn't have time to pinch his fingers to figure out how long the two had been apart, so he hurriedly asked, "When did you arrive? Have you waited for a long time?"
"No, just arrived for a while." Fan Yuyu still held Hong Jun's hand tightly.
Hong Jun turned to Mary and said, "Mary, why don't you call my cell phone right away when you have a visitor?"
Mary, who had stood up, was about to speak when Fan Yuzhou said first, "I told her not to call you. The traffic is so congested in the morning, so it's useless to rush you. Anyway, I don't have anything urgent."
Fan Yuyu's thoughtfulness made Hong Jun feel even more sorry, and complained to Mary: "Why don't you invite guests to the reception room? How can you ask guests to wait at the door?"
Once again, Mary was about to speak but Fan Yuzhou preempted her again. Fan Yuzhou smiled and said, "Hey, I'm not an outsider, so it's not the same where I wait?"
Fan Yuyu was so bold and magnanimous that Hong Jun and Mary were deeply guilty of their lack of courtesy, and completely forgot that Fan Yuyu had never made an appointment at all, and he was a real unexpected guest.
Hong Jun led Fan Yuzhou to sit down in his office, and Mary offered him a cup of tea without asking Fan Yuzhou's wishes. Fan Yuyu tapped the conference table with his small drumstick-like fingers, looked around and said: " This is the second time for me to come to your office. The last time was your housewarming celebration, and you hadn't really moved in at that time. How is it? Is the decoration okay? You didn't scold me, did you?"
Hong Jun said with a smile: "Your service is too bad. I have used this office for nearly a year. It is too dishonest for you to ask for my opinion now?"
Fan Yuyu laughed dryly, and the room fell silent for a while, and the two looked at each other wordlessly, as if they didn't know what made them sit together.Fan Yuyu reacted suddenly, slapped his chubby head twice mockingly, and said, "Look at my brain, it's full of dumplings. I'm here today to treat you." He took it out of his handbag. Several exquisite invitations were presented to Hong Jun with both hands, and he picked up another and gestured: "This one is for Li Longwei, I will send it to him later."
Hong Jun took it, and was not in a hurry to open it, but teased: "Hey, what's the happy event? It's red and gilded. What's the matter? New wife?"
"Look at what you said, why change wives if you have nothing to do? The one at home is good, and the ones outside are also good, and they are all quite content with their jobs. But your guess is reliable, I am really new this time. I found a revolutionary partner, haha." Fan Yuzhou grinned widely, not knowing whether he was more proud of his "both internal and external cultivation" or this new partner.
Hong Jun opened the invitation card, glanced at it, immediately focused, and read softly: "...the establishment ceremony of Asiacom Fanzhou Technology Development Co., Ltd.... Asiacom? Is it related to that Asiacom stock? Do you have a joint venture with Asiacom?"
Fan Yuyu said happily: "Yes, it is Asiacom. My boating company has been tossing for so many years, and it is always standing still, and it can never achieve a qualitative leap. Don't we all pay attention to the integration of resources and capital these days?" As for the operation, I also have to seek new ideas and changes, so I found Asiacom to be our strategic investor, which is the first step to become bigger and stronger. Lao Hong, you must support me, the celebration is a must I have to go, and in the future, I must ask you to support us in Yaxing boating."
"You are already on the big tree of Asiacom, so you still need me to support you? Do you still have the original 'boating system integration'? What is the relationship between the new company and the shares of Asiacom, can you disclose it?"
"It's convenient and convenient. I have nothing to hide from you. I just spun off the high-quality assets under the name of the original 'Funzhou System Integration'. Asiacom shares will be injected in cash. The new company is still controlled by me, but the name contains Asiacom ranks in the front, so it can be regarded as a subsidiary of Asiacom.”
"What is the main business direction of Asiacom after boating? Compared with the previous boating, what are the major adjustments?"
"You still don't know. In the past, the rafting was a high-level porter. It moved your boxes to the customer, and then moved the customer's money to you. There is no added value. Now the channel tends to be flat. The space for system integration is getting narrower and narrower, so the future direction of Asiacom Fanzhou is to deepen and specialize in an industry, and we will be a provider of industry solutions."
Hong Jun listened quietly to Fan Yuyu's presentation of his company's vision, but his heart was not at peace. He realized more and more that Fan Yuyu was not simple. That big head was thinking about the future and destiny every day. Under the circumstances, I am only doing work and Fan Yuyu is doing things.While Hong Jun was pondering, he heard Fan Yuyu say: "Old Hong, I am a novice in making solutions. You must help me a lot. I say this sincerely. No, most of the invitations are for the company to market. It’s over if you send all of it, and I have to deliver it to you personally.”
Hong Jun quickly expressed his appreciation, and asked again: "Asiacom has been in this industry for many years, and they are experts in solutions. Besides funds, they should bring you more value, right?"
"Of course, not everyone who contributes money is worthy of the title of strategic investor. They will also transfer knowledge to us, so we don't have to grope in the dark for so many years after following them." Fan Universe immediately added Said, "But you, Lao Hong, are equally important to me. Yaxun is my strategic investor, and Visil is my strategic ally."
Hearing Fan Yuyu's continuous politeness, Hong Jun felt that it was more than just a polite way, so he asked with a smile: "Old Fan, why do I have a feeling that you don't come here today just to send invitations?"
Fan Yuyu's face turned slightly red, "Hehe" he laughed and said, "Old Hong, you still know me. In fact, the establishment of Asiacom Rafting has been brewing for quite a long time, but it was the first decision that finally made the two parties make up their minds." For the NOMA project of No.1 Resources, I value Asiacom’s experience in this industry, and Asiacom values our market development ability, and they all hope that the NOMA project can give us a good start.” Seeing Hong Jun smiling and not saying a word, Fan Universe said again, "I have discussed with Asiacom that Asiacom will cooperate with Visil without reservation. If you are not busy now, I would like to hear your opinion and see where we can cooperate."
Fan Yuyu inadvertently touched Hong Jun's heart disease. The first resource will launch projects in seven provinces and cities in the first phase. Even after giving up Guangdong and Shanghai, it will still have to fight on five projects at the same time, and Hong Jun still counts on Mr. Zheng to be able to A few more provinces were pushed to join the first phase of the battle group, not to mention there were more than 20 remaining provinces, Hong Jun already felt that the battle line was too long and powerless.He suddenly envied ICE and Coman, which had a network of agents, and couldn't help but reflect on whether his consistent emphasis on direct sales and disregarding distribution was too biased. He tried to avoid the channel advantages of ICE and Coman by using the model of "outsourcing" and "joint venture". However, right now he has to face the situation where the short strikes the long.
Seeing that Hong Jun did not respond, Fan Yuyu was worried that he was still brooding over the past in the Pufa project, so he said cautiously: "Our previous cooperation inevitably had some bumps and bumps, but after running in, we get to know each other better. The cooperation must be smoother. How can you see the rainbow if you don’t go through the wind and rain.”
Hong Jun hurriedly said frankly: "Of course, I also hope that the cooperation will become closer and more harmonious. I was wondering whether Asiacom could also participate in it, and the three parties would be more comfortable with it."
Fan Yuyu seemed to have captured Hong Jun's true intentions, and said with a smile: "Before the joint venture with Asiacom, Asiacom stated that it would not participate in the NOMA project of First Resources. They always want to give some development to the new joint venture company."空间吧。不过你放心，该支持的他们一定会出力，支持我与维西尔的合作也就是支持新生的亚讯泛舟嘛。”
洪钧顿觉失望，他怀疑亚讯股份是否真会对NOMA工程作壁上观，但无论内情如何，范宇宙显然已经堵死了维西尔与实力强劲的亚讯股份直接合作之路，洪钧只能退而求其次，问道：“你们亚讯泛舟对NOMA工程有什么打算？既然专门为这个项目成立了新公司，估计你的胃口不会小吧？”
范宇宙照旧一副弥勒佛的笑容，说：“哪里哪里，我这个人没别的优点，就是有自知之明。第一资源在南京开会之前我们就猜他们得先在省里搞，现在估计各省恐怕会分期分批上，所以我们的目标也是稳扎稳打，先争取小有收获，来年再扩大战果。你可千万别骂我胸无大志啊，我只要能拿下一个省就心满意足。”
“哦，目标挺明确啊，你相中哪个省了？”
“浙江！”范宇宙干脆利索地吐出两个字。
洪钧心头一震，忙问：“你们打算在浙江第一资源的项目上和维西尔绑定？”
“是啊，老洪你不会不给我这个机会吧？”范宇宙向来惯于以退为进。
“你怎么会选中浙江呢？”
“浙江肥啊！我本来就只打算掺和一个省的项目，肯定得挑个油水多的地方啊。”范宇宙果真露出垂涎欲滴的样子。
“我不是问这个，我是问你怎么会选中与维西尔在浙江项目上合作？实话告诉你，维西尔在浙江第一资源没有任何基础，完全是一张白纸，形势不乐观。”洪钧并不掩饰自己的忧心忡忡。
“老洪，我就是冲着你肯和我说实话才来找你的，其他人我信不过。那帮人太虚张声势，跑去见过一面客户的中层就敢吹和客户有多深的关系，一听就知道他们成不了事。”
“你和浙江第一资源关系怎么样？去跑过几次了？”
范宇宙伸出胡萝卜一样的食指，笑嘻嘻地说：“我去的次数也有限，只比你们多去了一次。”
洪钧立刻苦笑起来：“原来你才去过一次啊，看来咱们在浙江都没什么基础可言。”
“老洪，去过几次不说明任何问题，这道理你肯定比我更明白。我也对你说句实话，就是因为维西尔在浙江没什么基础我才决定和你们合作，省得你们店大欺客。” 范宇宙一本正经地说完，又恢复嬉皮笑脸的样子道，“你们是'0'，我们是'1'，'0'和'1'放在一起就是'10'了嘛。呵呵，咱们这叫穷帮穷，挺好。”
洪钧忽然体会到充实不一定能带来真切的满足感，关键要看里面装的是什么，他虽然心里满满当当的却觉得非常空虚和失落，因为此刻心里充斥的是无奈。他搓搓手说：“看样子你是要维西尔跟在你后面了？好，那咱们就再合作一把。不过，等我告诉你维西尔负责浙江项目的sales是谁，你可不许改主意。是小薛，薛志诚。”
范宇宙大睁双眼，半天才说：“小薛？他能盯这么大的项目？”
“是他自告奋勇要盯这个项目，他在浙江签过一个客户了，进步挺快，这的确要归功于他在你手下历练的那一段。怎么样？叫他过来和你聊聊？不知道他是不是已经出差了。”言语间洪钧随手拨通小薛的分机，说：“小薛你在呐？……你昨天不是说要去杭州吗？……下午的飞机啊。那你过来一下吧，有位客人要见你。”
范宇宙已经站起来抽身向门口走，说：“还是我去找他吧，就不在这儿耽误你时间了。”
洪钧忙请他留步，两人客套之际范宇宙的手已经把门拉开，却看见门外立着一个人，正是小薛，一时间仿佛冥冥之中有人按下静止键，画面中的一切都突然凝滞不动，三个人都被石化了一样。也许已过许久，也许只是须臾之间，范宇宙先开了口：“小薛啊，听说你越来越出息了。”
三个人聊了不长时间，洪钧见另两人都有些无心恋战，便请小薛代他送客。小薛陪范宇宙走到电梯间，刚叫一声“范先生”就被打住，范宇宙说：“哎，怎么还这么称呼啊？你以后也叫我老范吧。如今你是厂商的人了，我得向你讨饭吃啊。”
小薛无地自容地说：“范先生，您这不是骂我吗？”
“骂你？我怎么敢啊。再说，你还怕我骂你吗？”范宇宙脸色冷峻。
“您……您是不是还记恨去年的事啊？”小薛忐忑地问。
“看来你还是不了解我老范呐，我不是没完没了的人，去年的事，咱们一报还一报已经两清了。在生意场上闯荡这么多年，一码归一码，我向来分得清。”
***
京石高速公路北行方向快到保定的路段上，一辆黑色的奥迪A6正在混沌的夜色中快速行驶，洪钧和李龙伟坐在后排，杨文光坐在副驾驶的位子上，三人仍在谈论刚刚结束的对河北第一资源的拜访。车是杨文光找朋友临时包租的，洪钧因不知司机底细而似乎有些不放心，再一次提醒说：“还是慢点吧，京石高速这一段出过不少事，据说有点'脏'，还是小心为好。”才说完，洪钧感到兜里的手机震动起来，一拿在手上，液晶屏幕就在昏暗的车厢里泛出蓝盈盈的光亮，来电号码是邓汶的。
邓汶上来就扬着嗓门说：“你在哪儿呢？方便吗？又有事要找你拿主意啊。”
“我在车上呢。没事，你说吧，不是我自己开车。”
“在北京吗？要不你到我这里来吧。”
洪钧没好气地说：“你还真想让我随叫随到啊，今天不可能现场咨询了，只能电话咨询，您就凑合吧。”
“OK，那我就赶紧凑合。哎，第一资源要把我们的软件拿去评测，俞威今天跟我磨了一天，非要把我们正在做汉化的行业版交给第一资源，我有些想不清楚，你觉得怎么做比较好啊？”
奥迪A6的风阻不算大，发动机静音效果也还不错，但可能是由于路面柏油的颗粒粗大，车内还是回荡着轮胎摩擦所发出的噪音，车里其他三个人都停止交谈，生怕影响洪钧接听来电。洪钧把手机贴在耳边却惊讶得一时不知如何回答，他早料定ICE会很快得知第一资源要开展软件评测的事，但没想到俞威这么快就使郑总接纳ICE作为评测对象之一。
邓汶不见洪钧回话就又大叫大嚷起来：“喂，听到吗？还是你说了什么我没听到？”
“你们什么时候开始为第一资源汉化那个行业版的？”洪钧问。
“刚做了两个月，现在感觉问题挺多的，下半年能不能release都说不好，现在就更拿不出手了。”
“都有什么问题啊？”
“那个英文的行业版其实就是个过渡性的，里面问题太多，我现在才明白当初卡彭特为什么急于做9.0，就是因为8.0 有些关键技术是存在缺陷的，而那些缺陷在这个行业版上就显得更严重，面临海量数据的时候就全都暴露出来了。”邓汶的声音把洪钧的鼓膜震得生疼。
“英文版本身的问题你是无能为力的，汉化上有什么问题吗？”
“有啊，主要是因为我们的人都不懂这个行业的应用，就算只是把界面做英译汉也得懂人家的专业词汇啊。我前些天请一位在这个行业做过几年的人看了看我们搞的东西，你猜人家怎么说？他说我们还是别做汉化了，英文的那些术语他本来还看得懂，被我们译成中文他反而不明白了。”
“界面上那些词汇的问题，你们找个行业内的专家帮你们对数据字典把好关就可以了，我估计业务流程上面的问题会更多。”
“是啊，欧美那些企业和第一资源的很多业务流程是不一样的，这就不仅是汉化，已经都涉及客户化的工作了。我正准备招聘几个行业专家，但需要时间啊，我的人都还在学习阶段，这时候做出来的东西怎么敢交给客户评测呢？”
“俞威为什么坚持要用还没做好的行业版去参加评测？他为什么不用你们现成的8.0通用版？”洪钧问。
“你那么内行怎么连这个还猜不透？要是通用版能适合像第一资源那样的特定业务流程，还搞什么行业版啊？俞威还说，将来第一资源肯定要用行业版，如果我们拿通用版参加评测却用行业版去投标，像你们维西尔之类的肯定会去告状，所以无论如何也要拿行业版评测，评分高低只是水平问题，版本不符就是性质问题了。”
“依我看，你还是让俞威把通用版交给第一资源评测，起码那是个现成的东西，行业版你还是捂在自己手里接着做汉化吧。俞威要你把行业版拿去评测恐怕又是个圈套，一旦出问题就会把所有责任都推到你身上。”洪钧应答之间侧头看了李龙伟一眼。
“可俞威不干啊，软磨硬泡地真拿他没办法，下午我都几乎答应他了，一想还是得听听你的意见。”
“你根本不用和他理论，你忘记你们的流程了？俞威应该去找Peter，Peter再找卡彭特，你只听卡彭特的指令行事。你这不是在推诿，而是在不折不扣地执行公司流程，只有这样你才能保护自己。”
“卡彭特才不会再管这种事呢，我想找他都不知道上哪里去找。”
“这就与你无关了，如果俞威和Peter无法让卡彭特给你下指令，他们自然会拿通用版参加评测。你千万不要急人所急，否则最终着急的只有你自己。”
“但这样会不会影响第一资源的项目啊？”邓汶依旧忍不住替俞威操心。
洪钧笑着说：“放心吧，俞威的创造性比你强得多，把难题留给他吧，能者多劳。”
洪钧刚挂上电话，李龙伟轻声问：“谁啊？听着像是ICE的。”
“嗯，他们北亚负责R&D的。”
“好，咱们手里又多了几颗炮弹。”李龙伟摩拳擦掌地说。
***
小谭又发现自己处于尴尬的中间人的境地，不过与上一次两不情愿的情况稍有不同，现在邢众已经变得急不可耐，再三催促小谭安排他与俞威见面，最后干脆直接堵到ICE公司来了。小谭带着邢众来到俞威办公室门口，门关着，他问秘书俞威在不在里面，见秘书点头便抬手敲门，在他的手敲到门上的同时秘书的话也说了出来：“Linda也在里面。”
小谭的手僵在半空，恨不能把刚才的敲门声从空气中抹掉，但为时已晚，门里的和门外的都已经真切地听到了。忽然变得很安静，小谭都能听到自己的心跳，他往后退一步，尽量离门远一些，好像这样他就不会被认定为肇事者。门开了，开门的是琳达，红着脸，里面的俞威坐在大班台后面，也红着脸，小谭觉得琳达的脸红是因为紧张和羞赧，而俞威的脸红是因为紧张和兴奋，殊不知此刻他自己的脸比琳达和俞威的都更红过几分。
琳达刚要从小谭面前走过去，俞威在身后煞有介事地说：“刚才商量的事你马上去办吧，尽快把结果告诉我一下。”
小谭请邢众先一步走入俞威办公室，俞威一见邢众便站起身热情地招呼，脚下却没动，只示意他们坐在侧面的沙发上。邢众和俞威寒暄，镇定自负一如往日，但小谭知道此时的邢众是典型的外强中干，因为几天前他刚被尤教授劈头盖脸地臭骂一顿。
那天郑总专门请尤教授吃饭，席间谈到了尤教授领衔的技术专家组帮第一资源做的需求分析报告，郑总对报告给予高度评价，并一再肯定尤教授及专家组所作的工作，然后提及一个困扰他已久的问题，就是究竟如何体现这一艰巨而富有成果的工作的巨大价值，郑总说第一资源肯定不会无偿获取，在当今全社会日益重视知识阶层所创造的无形资产的大形势下，第一资源绝对不能干这种涸泽而渔的事。
尤教授隐约感到不妙，便问郑总你所说的体现应该是怎么样体现，郑总说第一资源应该为获得这么一份宝贵的报告而付出报酬，尤教授心说不好而嘴上却不由自主地问是什么样的报酬。郑总为难地表示要想把无形资产有形化实在是一道很难的课题，当然不能按斤论价，但又总要有个解决办法。郑总最后挠着头皮说，那我就提个方案吧，希望尤教授你一定不要见怪啊，我看这样，整份需求分析报告共有多少页？每页纸我们付一万块钱吧。
尤教授心里沉甸甸地回到学校，一个电话就把邢众叫来，苦着脸把经过一说，邢众像被雷劈了一样愕然呆住。尤教授郁郁地说，这么多人忙活了这么长时间，人家只拿几百万就把咱们打发了，学校里、院里、还有外面的协作单位几家一分，研究中心也就剩不下多少了。邢众忙表态说您不用考虑我们信远联，我们参与的那点工作就都算是我们的前期投入吧，我们还是把回报寄托在日后的项目招标上。
尤教授气不打一处来，说你还惦记着后面的招标呐？你已经没有参赛资格啦。老郑说了，为报告支付报酬只是一方面，为了进一步体现第一资源对所有参与方的尊重，要求我们在报告中明确列出所有相关协作单位和个人的名称，他们会写在未来的招标规范上一并表示感谢，你以为你还能用信远联的名义去投标啊？ !
邢众急了，说那怎么成啊？ !几百万就把咱们全都买断啦，咱们不管拿下哪个省的项目起码都有几千万啊！
貌似文弱的尤教授拍案而起怒斥道，谁让你不知道自己姓什么的？ !你犯了众怒你知不知道？你让所有人都看你眼红，那些厂商都要首先把你搬掉。你口口声声和第一资源关系多么铁、可以替第一资源做主，你以为你和第一资源是什么关系？是叫化子和财主的关系！人家给你碗饭吃你就想和人家攀亲戚？
而眼下坐在俞威办公室沙发上的邢众就不带半点叫化子的影子，他仍然试图主导谈话过程，对俞威说：“上次有劳俞总到信远联坐了坐，我这次来就算是回访吧。之前咱们双方谈得不错，这次希望能具体落实下一步的合作方式，每次都要向前推进嘛。”
俞威笑容可掬地回应道：“好啊，是得与时俱进啊，从咱们上次见面到现在才一个月的工夫，各方面的情况就都发生了不小的变化。对NOMA工程的最新进展邢总应该了如指掌吧？”
“变化确实不小，南京会议一开，'大集中'就变成分布式的'小集中'，是有点出乎我的预料啊，看来我当初对第一资源总部把握各省公司的能力有所高估，今后对省里的工作得抓紧。”
俞威暗中对邢众的话嗤之以鼻，心想你邢众并非高估了第一资源总部的实力，而是高估了你自己，自以为和第一资源打了多年交道又有尤教授的背景就可以指点江山，却不知如此复杂的大型项目岂是抱牢一条大腿就能成事的，事实证明连那一条大腿最后也没抱牢，俞威情不自禁想送邢众八个字——谦虚谨慎，戒骄戒躁，但终究还是淡淡地说：“有些情况也出乎我们的预料，突然要搞什么软件评测，弄得我们也有些措手不及。”
坐在邢众身边的小谭忽然插话说：“好在局面已经基本明朗，第一期上项目的七家公司也定了，我看咱们和信远联一起把各省情况review一下，看看在每个省如何合作。”
俞威立刻把冷森森的目光扫向小谭，转而又和颜悦色地问邢众：“听说信远联已经在给第一资源的需求分析报告上正式挂了名，以前你们是幕后英雄，现在走到前台了，不知对你们今后参加各省的投标有没有什么影响？”
“影响不能说一点没有，但问题不大，信远联当然会遵守规则不参加投标，但会用其他家关联公司的名义，换块牌子投标不就没事了，事情还是由我们这些人接着做。”
俞威点点头，口气却是甚为遗憾：“可是信远联的名字响啊，其他家的牌子哪有信远联这么大的号召力，感觉像是瘸了条腿。”
邢众毫不介意俞威的挖苦，很有感触地说：“凡事都得一分为二，有利皆有弊，名气大固然好，但也难免为名声所累啊。”
俞威深表赞同，心想邢众总算吃一堑长一智，这点觉悟来之不易。他又问邢众：“依邢总看，下一阶段针对NOMA工程的工作重点应该放在哪里？”
“总部肯定仍然很重要，但总部的作用主要体现在一头一尾，'头'是确定技术标准和入围厂商的大名单、短名单，'尾'是审批各省提交的选型结果。我认为更多的工作要放在各省，以赢标为最终目的。”
俞威仍旧只提问不表态：“邢总希望重点盯哪几个省？”
“我们在这七个地方的基础都不错，当然不会轻易放弃任何一个，但也希望能和ICE在某些省份重点合作，所以想听听俞总的意思。”邢众的回答很巧妙，既摆出实力又保持低姿态，既表明意愿又把球踢还给俞威。
俞威先注视小谭一眼，对他再一次下达封口令，然后看似轻松随意地道出一段关乎全局部署的话：“那我就想到哪儿说到哪儿。感觉广东和上海你们就不一定要去花太多工夫了，邢总肯定知道这两家公司是最坚决要搞'小集中'的，他们也清楚信远联和尤教授的关系，不管尤教授内心的真实想法如何，起码他在所有公开场合都是主张搞'大集中'的，你们参与搞的需求分析报告也是建议'大集中'，这就难免导致一些心结，虽然你们和他们以往关系不错，但在有些事情上关系是不起作用的。北京、河北和山东，我建议邢总重点加以关注，这些地方和集团总部贴得比较紧，你们的关系也挺深，ICE会尽力和你们配合，尤其是山东……”
“山东的情况比较特殊，我们本来和中高层的关系都不错，结果老总轮岗，刚从大西南调来个新老总，整个中层都人心惶惶的，还要再摸摸情况。”
俞威因邢众的打断稍有不快，接着说：“所以你们才更应该关注山东啊，这么难得的一次重新洗牌的机会，正好做工作。江苏和浙江的情况可能复杂一些，客户都比较认可ICE的产品，我们的关系也做得不错，所以如果你们愿意向这两省推荐ICE，我们非常欢迎也可以做些配合，但坦白讲，在当地都有公司已经和我们合作不短时间了，我实在不能厚此薄彼，所以没办法向信远联做出某种排他性的承诺，我们会对所有的合作伙伴一视同仁。”
邢众面露失望，和小谭对视一眼，又对俞威说：“作为软件厂商，你们在这种大型招标项目中当然不会只授权一家，而是多多益善，所以我不会要求什么排他性的条件。但是信远联在第一资源项目上的优势是有目共睹的，我们与总部和各省的关系都很深，这不是哪个地方性的公司可以比拟的；而且我们和ICE的合作起点也很高，我们是你们亚太区认可的战略合作伙伴，我希望俞总能把这些因素综合考虑，我不要求你们和我们独家合作，但应该可以和我们优先合作、有些倾斜吧？”
俞威做了多年的销售，邢众的这番sales talk就像一阵风从他耳边吹过，他早已不再轻信某人的言辞，而是洞察这个人的行动以做出判断，正所谓听其言不如观其行，邢众如此急切地上门攀亲已经说明了一切，俞威想，你要是真那么牛，眼下就该是我在央求你才对；而邢众搬出亚太区又极大地刺激了俞威，他笑着说：“既然信远联和ICE亚太区有那么高端的合作，我小小的中国区当然更不敢怠慢。不过，战略层面的合作你们可以继续和亚太区谈，在第一资源项目上我只关心战术层面的东西。至于优先合作具体该怎么做，最好case by case来谈，但有个先决条件，就是信远联必须承诺在项目上只和ICE合作。”
即便邢众再有涵养也不禁勃然变色：“这恐怕不太公平吧？”
“没有什么绝对的公平，所以只要第一资源认为公平就行。”俞威笑眯眯地说，他还算给邢众留了面子，没有套用邢众说的另一句话——输的人永远觉得不公平。
邢众沉默了，小谭更不敢贸然开口，倒是俞威又问道：“邢总的兴趣主要在哪几个省？”
“北京和河北就在眼皮底下，当然要全力争取；俞总又特意提到山东，我