Chapter 22 Chapter 22 Management is a Cultural Activity

Chapter 22 Management is a Cultural Activity The ancients who lead the people must first be respectful and trustworthy before being honorable, first be honest and then punish, and first love and then discipline themselves.Therefore, the fighters must lead their bodies to motivate the soldiers, just like the heart makes the limbs. - "Wei Liao Zi" Zhuge Liang's Provocative Method It is said that Cao Cao intends to annex the Jingzhou Group, and has been patiently waiting for an opportunity.Across the river from Jingzhou Group is Soochow Group, the headquarters of Xiaobawang Color TV.From the perspective of Cao Cao's strategic planning, once the Jingzhou Group is in the bag, it will be enough to deter Soochow and then rule the world.Cao Cao's hope soon paid off.Liu Biao, the old zebra, suddenly suffered a stroke, and the Jingzhou Group immediately became precarious.

The most troublesome thing for Royal Company finally happened.Zhuge Liang said: "Liu Biao is old, and I'm afraid he won't get up again after falling ill this time. The Jingzhou Group will have a new owner, and we have to make plans early." Liu Bei said: "My little career foundation is here. Even if a disaster comes, what can I do?" Zhuge Liang said: "I have to go to Sun Quan in Soochow temporarily. Once Cao Cao gets the Jingzhou Group, his next goal must be Soochow. As long as they fight, we can take advantage of it." Liu Bei said: "Soochow Group is a large enterprise with a lot of talents in it. Will they accommodate us?"

Zhuge Liang said: "Sun Quan's enemy is now, and he has already reacted. Yesterday, Lu Su, the director of the marketing department of the Soochow Group, called me to find out what happened in Jingzhou. I have made an appointment with him to go to Soochow to meet them. Boss Sun Quan." Liu Bei said: "In this case, you should go to Soochow as soon as possible to establish friendly relations with them. Once there is a change in Jingzhou, Sun Quan may give us a life-saving straw." Zhuge Liang immediately booked a train ticket to Soochow.Before leaving, Liu Biao passed away.Cao Cao and officials from the Ministry of Electronics Industry visited Jingzhou in person to lay a wreath for Liu Biao.The next afternoon, under the introduction of Lu Su, Zhuge Liang met with Sun Quan, chairman of Donghao Group.Sun Quan asked: "I heard that Cao Cao married Jingzhou, why did you come to me?"

Zhuge Liang asked back: "I am an employee of the Royal Family Company. Cao Cao married Jingzhou. What does it matter to me?" Who. Since Mr. Zhuge Liang is today, he must have his own unique insights into the current situation." Zhuge Liang said: "Cao Cao has won Jingzhou, and he is looking forward to the south of the Yangtze River. Who is the next target if it is not Dongwu?" He competes in the market?" Zhuge Liang said: "I came to visit Sun Dong this time. I thought Sun Dong was a hero. Now that Sun Dong asks this question, it is obvious that he has no confidence. In this case, I advise Sun Dong to surrender to Cao Cao." Sun Quan Startled, he sneered and said, "Sir, are you mocking me? Excuse me, sir, why didn't Liu Bei surrender to Cao Cao?"

Zhuge Liang said: "When Liu Biao was alive, he once compared Cao Cao to a ferocious lion. Isn't it like sending meat to the chopping block when you are with a lion? Now that Liu Biao has just passed away, the Jingzhou Group has fallen into the hands of Cao Cao, and Liu Biao's fable will come true. Yes. Although the royal family is a small company, our Mr. Liu has a lot of backbone, of course he would rather die than surrender, how could he surrender?" Sun Quan was furious and said: "Could it be that in your eyes, I am a person who is greedy for life and afraid of death?" As he spoke, he stood up, walked out of the reception room quickly, and left Zhuge Liang alone.

After a while, Lu Su came in and blamed Zhuge Liang, saying: "Our Sun Dong is a very magnanimous person, why are you angry with him like this?" Zhuge Liang said, "It's his own trouble. No wonder I'm here. I came here to discuss how to deal with Cao Cao, but he didn't ask the question. I'm still angry!" Lu Su said: "Sir, what's your plan? I'm here to ask you for advice on behalf of Sun Dong." Zhuge Liang said: "Although Cao Cao is very powerful on the surface, in my eyes, he is just a group of moths and ants. As long as I raise my hand, I can crush them into powder."

The Mystery of Zhang Fei Roaring to Break Bawang Bridge Lu Su went to the chairman's office to meet Sun Quan.Sun Quan said: "It turned out that Zhuge Liang had a good plan long ago, and deliberately used the method of provoking me to provoke me. I was so shallow that I almost missed the big thing." So he went back to the reception room and apologized to Zhuge Liang.Zhuge Liang immediately returned the salute, saying that the words just now were offensive, and he also invited Sun Dong Haihan. Sun Quan held Zhuge Liang's hand and proposed to drink afternoon tea.Lu Su followed behind.The three of them came to the "Qiandui Xue Tea House" together, chose a seat by the window, ordered a pot of freshly harvested Yuqian, and sipped tea while talking about wars.

Lu Su said: "I just heard from my master that there is a clever plan to defeat Cao Cao. Can you tell us and let our Sun Dong listen to it?" Zhuge Liang said: "On the surface, Cao Cao seems to be rising rapidly and becoming a giant enterprise. But in fact, he is just puffy. Didn't the Sun Liu coalition army burn down his 830,000 troops in the Battle of Chibi? How majestic, he can't stand a fire. It seems that he still hasn't learned his lesson today, and he will still be defeated." Sun Quan said "what?" and said: "One moment is the other moment. Sir, don't use the old imperial calendar to judge people!" Zhuge Liang said: "The key to the success of an enterprise is how strong it is, not how big it is. The Cao Cao Company is now so big, but actually weak and sickly, how can it withstand a blow?"

Sun Quan said: "You said that Cao Cao's company is weak and sick, what's the inside story?" Zhuge Liang said: "Cao Cao Company suffers from 'dizziness and arrogance syndrome'. This disease has two typical symptoms, one is 'dizziness, dizziness and hard ears', and the other is 'back pain, qi and blood deficiency'." Sun Quan asked: "What do you mean by 'dizziness and hard ears'?" Zhuge Liang said: "The so-called 'dizziness, dizziness and hard ears' refers to the management decisions of Cao Cao Company. Once upon a time, Cao Cao, as an entrepreneur, acted cautiously, calmly, and was good at grasping opportunities and avoiding risks. Everyone must still remember 'Cao Cao offers a knife In the story, Cao Cao murdered Dong Zhuo with a knife. Seeing that the situation was wrong, he hurriedly gave the treasured knife as a gift to Dong Zhuo. However, Cao Cao is no longer the cautious young man he used to be. .Because the accumulation of capital has reached a certain scale, he has become rich and powerful. It seems that there is nothing he cannot do in the world, and he is prone to the impulse to expand blindly. Due to this 'dizziness' symptom, he has long lost his keen insight into the market. As a result, they are "dazzling" in strategic choices, and they take it for granted to "song to sing their ambitions"; in strategic decision-making, they follow past experience, go their own way, and their ears are stiff and do not listen to advice. Rapidly inflated ambitions and unrealistic false goals have already The company's operating risks are increasing day by day, and a little carelessness will cause an 'earthquake' and end up in a sad end."

Sun Quan asked again: "What do you mean by 'back pain, qi and blood deficiency'?" Zhuge Liang said: "The so-called 'back pain, qi and blood deficiency' refers to the work performance of Cao Cao Company. In the initial stage of the company, there were few management levels, timely and smooth internal information communication, and a strong sense of collaboration among functional departments. However, When the enterprise develops to a certain scale, the management affairs are complicated, the branches are scattered, the interpersonal relationship within the company is complicated, and the managers are busy with intrigue. At this time, the managers of many key departments do not think about making progress. It’s like a puffy patient who is out of breath every step he takes, as if he might have a stroke or myocardial infarction at any time.”

Sun Quan said: "You said that Cao Cao's company suffered from 'dizziness and arrogance syndrome'. Is there any evidence?" Zhuge Liang said: "Have you heard of the two heroes on Changbanpo?" Lu Su said: "Of course I have heard of it. One is Zhao Yun, who single-handedly entered and exited seven times among millions of troops, and rescued Liu Bei's son Adou. Xiao Longmian.' The other is Zhang Fei, who is also single-handed. Standing on the Bawang Bridge, he shouted loudly, scaring Cao Cao's army and generals to look west and run away. People are like tides, horses are like landslides. There are countless people trampling on it, and Luo Guanzhong also had a poem praising: "A sound like a thunderclap, scaring off Cao Cao's millions of soldiers." Although Liu Bei's company is small, it is admirable to have such outstanding talents!" Zhuge Liang smiled easily and said: "Why was Zhao Yun single-handedly able to enter and exit seven times among millions of troops? Apart from his bravery, another reason is that Cao Cao's company employees lack teamwork spirit. As the saying goes, 'Two fists are hard to beat Four arms', let alone a million-strong army, as long as one hundred and ten people work together, how can a mere Zhao Yun be so ruthless?" Sun Quan nodded thoughtfully. Zhuge Liang said: "As for the result of Zhang Fei's roar, it is simply unbelievable. This shows that Cao Cao's company is so big, but it is like a sick man who cannot bear a little shock." Sun Quan said: "It turns out that Cao Cao is so strong on the outside, but what is the reason?" Zhuge Liang said: "What Cao Cao is good at is opportunism. He started from the establishment of township enterprises, and then contracted and operated Shandong Chongzhou Plastic Products Factory in a state-owned and private way. Then he engaged in real estate development in Xuchang, Henan. The president of the Eastern Han State-owned Assets Management Corporation. To be honest, he may not know what enterprise management is until now." Sun Quan said: "Last night I saw the results of the seventh questionnaire survey of the Chinese Entrepreneur Survey System on the Internet. Most business operators use years of hard work experience to manage enterprises and have not received comprehensive and systematic business management training. They are very unfamiliar with scientific management concepts, methods and skills. These defects are not obvious at the beginning, but when the enterprise develops to a certain stage, it will become more and more dangerous." Zhuge Liang said: "Dr. Sun is quite right. Managing a company is, in the final analysis, a kind of cultural activity. If the two companies are not culturally integrated, there will inevitably be conflicts. When Cao Cao merged with Yuan Shao, although he created the snake The miracle of swallowing an elephant, but this elephant has not been well digested in his stomach. Even today, there are still many Yuan Shao’s old ministries who have aspirations in their hearts and have not really attached themselves to him. Now he is very happy, and Now that he has been recruited to Jingzhou, his stomach will hurt for a long time." Sun Quan thought for a while and asked, "Sir, what do we think we should do?" Zhuge Liang said: "We must first prepare for the battle. Cao Cao's belief is to seek development with speed. He will inevitably endure the stomachache and come to eat the big meal of Soochow. Since Zhang Fei can scare off millions of Cao soldiers with a single roar, We can fire him up again!" The scandal burned the screen wall of the TV, hence the name Chibi Zhuge Liang suddenly thought of someone and asked, "Mr. Sun, why don't you see the new CEO of Soochow Group, Mr. Zhou Yu?" Sun Quan said: "He, he went to the CCTV advertisement bidding meeting. We were still talking on the phone this morning, and we will return by plane tomorrow afternoon." Zhou Yu brought back the latest news about Cao Cao.In this CCTV advertising bidding conference, Cao Cao Company defeated all the heroes and sat on the throne of bidding king without any hesitation.And it was Cao Cao's aides who frequently raised placards at the scene. Cao Cao's generosity immediately shocked the whole of China.Hero brand electrical appliances have appeared one after another, almost monopolizing the advertising time of CCTV.Because the advertising was so intensive that it almost burned the TV screen red, it was called the "Chibi War". Sun Quan urgently notified Zhou Yu, Lu Su and Zhuge Liang to discuss countermeasures together.Zhou Yu and Zhuge Liang were polite, and quickly got to the point, saying: "Cao Cao is burning money! It's crazy, it's terrible!" Zhuge Liang said with a smile: "Cao Cao is desperate to kill himself, what are you afraid of?" Zhou Yu was taken aback, and asked, "Can you elaborate, sir?" Zhuge Liang said: "Let's talk about advertising first. What is the role of advertising? To increase popularity, right? However, popularity alone is not enough, reputation is also needed. If the reputation is not high, how many people can see the advertisement will What about buying his products?" Zhou Yu said with interest: "Sir, you got the point. It's like being a human being. Some people live forever, while others remain famous for thousands of years. They are also well-known, but the results are completely opposite." Zhuge Liang took a pen and walked to the blackboard in front of the conference room, saying: "Analyzing the relationship between popularity and reputation, we can find the following situations." He wrote on the blackboard: 1. Popularity = reputation > 0 This so-called worthy of the name is the best state of brand marketing, reflecting the coordinated growth of popularity and reputation, which is conducive to the healthy development of the brand. 2. Popularity>Reputation>0 This so-called exaggeration.At this time, enterprises should reduce excessive publicity, keep their feet on the ground, practice their internal skills hard, focus on quality management and corporate culture construction, and squeeze out the bubbles in the brand. 3.Popularity > Reputation Reputation = 0 It's a misnomer, an absolute brand bubble, and once it bursts, there's nothing left. 4.Popularity＞0 Reputation＜0 This is the notoriety that people often say. Such a brand will surely be plunged into the abyss of eternal doom, and it will never see the light of day again. Zhuge Liang said: "Currently, Cao Cao's hero brand is obviously exaggerated. There are many bubbles in it, and there must be many ulterior secrets. Once the shady scenes can be exposed, Cao Cao will definitely become notorious and die without a burial. place." Zhou Yu said: "This is easy to handle. I will immediately send Huang Gai to go undercover." So Zhou Yu and Huang Gai staged a good show.At a high-level meeting, Huang Gai suggested that Zhou Yu surrender to Cao Cao.Zhou Yu was furious and scolded Huang Gai for spreading defeatist remarks.The two had a fierce dispute over this.As a result of the dispute, Zhou Yu ordered Huang Gai to write a self-criticism. Huang Gai immediately submitted a letter of resignation to Zhou Yu and jumped to work in Cao Cao Company.In fact, Zhou Yu has only been the CEO of Soochow Group for half a year.Due to his shallow qualifications, he has caused extreme dissatisfaction among many company veterans.Now that Huang Gai has quit, Cao Cao is not surprised, but instead entrusts Huang Gai with important tasks. Time is coming to the end of the year and the end of the year, and the peak season for electrical appliances sales has also entered. The Sun Liu Lianjun, who is ready for everything and only owes the east wind, finally waited for the time to start.At this time, the Three Kingdoms Economic Daily and other major media, with the support of the State Bureau of Technical Supervision, jointly launched the remarkable Three Kingdoms Quality Miles Campaign. On December 25th, which is Christmas for Westerners, Huang Gai published a feature article in the "Wu Guo Economic Daily" entitled "Uncover the Mask of the Hero, See Cao Cao's Face Clearly", using a lot of facts to reflect Cao Cao's The inside story of the company's chaotic management and shoddy products.What angered most consumers was that under the guise of promoting new products at low prices, Cao Cao sold a large number of low-quality inventory machines, which caused a tragedy caused by a fire caused by an explosion of a color TV.Just like a domino game, the chain reaction caused by this article is simply overwhelming. Disasters have befallen Cao Cao one after another, the once mighty self-proclaimed hero but actually a madman.On various channels, scandalous reports about Cao Cao's company once again burned the walls of the TV screens.At the same time, the triumphant Zhou Yu led the excited Soochow soldiers to take advantage of the situation and seize the market share on a large scale. Borrowing chickens and laying eggs to interpret the business war of the Three Kingdoms After the Chibi War, Soochow Group's monthly sales reached new highs, and Sun Quan was delighted to hear it from ear to ear.However, one day he encountered another troublesome matter and called Zhou Yu to discuss it together. He told Zhou Yu that Liu Bei was asking him to borrow money. Zhou Yu asked, "Why borrow money?" Sun Quan said: "Cao Cao has been unable to take care of Jingzhou after this battle. It turns out that several production lines of the Jingzhou Group, It has also been shut down.Liu Bei wanted to take the opportunity to buy those production lines at a low price. " Zhou Yu said: "This is not a small sum!" Sun Quan sighed and said, "If Liu Bei has done Soochow a great favor this time, he should be rewarded." Zhou Yu said: "We can repay them in other ways. If we lend them money to acquire production lines, isn't that cultivating competitors?" Sun Quan said: "I think so too. However, Liu Bei has great powers and tricks into my sister's favor, and my sister moved my mother Wu Guotai to put pressure on me. What should I do?" Zhou Yu said: "This matter is of great importance, you must stand up to it." However, Sun Quan felt that he couldn't stand it.He had no choice but to go to Lu Su again. Lu Su said: "This matter, you really need to help. There are five reasons: first, Liu Bei is in a relationship with your sister Sun Shangxiang, and you will become a family sooner or later; second, Liu Bei will not buy those production lines. There are other people who buy it. It is better to let Liu Bei buy it than to let others buy it; third, although Cao Cao lost a game, he is still panting after all, and we still need Liu Bei's cooperation; fourth, although Liu Bei may also become our opponent , but he is an opponent that is beneficial to us, and can form a competitive relationship with us, urging us to do better; fifth, we also need to talk about conditions when we help Liu Bei." Sun Quan said, "According to your opinion, what conditions should Liu Bei agree to?" Lu Su said: "There is only one condition. The money will be given to Liu Bei in the form of a usury loan. The principal and interest will be repaid within two years, but all the assets of the Royal Family Company are required to be used as collateral. If there is no way to repay, the Soochow should be compensated for all the assets of the Royal Family Company, including those few production lines." Sun Quan asked, "Why did you raise this condition?" Lu Su said: "Didn't Zhuge Liang say that the combination of enterprises is likely to cause cultural conflicts? Judging from the current situation, only Liu Bei is the best new owner of Jingzhou. After they manage Jingzhou properly, they will hand it over to us. Now lending them money to buy production lines is just letting them do it for them.” Sun Quan asked suspiciously: "What if they have money to pay back? Wouldn't it be a waste of time to fetch water from the bamboo basket?" Lu Su said: "If Liu Bei pays off the loan, we can still earn a considerable amount of interest. How can we draw water from a bamboo basket?" When Liu Bei saw the loan contract from Lu Su, he couldn't help being startled.He asked Zhuge Liang: "Can we afford such a high interest rate?" Zhuge Liang asked back: "Is there any other way for us to go?" Liu Bei was silent. Zhuge Liang said deeply: "Let's take a loan. Let's take a loan. Those production lines are money printing machines. Are you afraid that you won't be able to pay back the interest if you have a money printing machine? This is called 'borrowing chickens (machines) to lay eggs'. Besides, In case of a chicken-and-egg attack, since they dare to borrow money, we dare to deny it. What are you afraid of? Once Ms. Sun Shangxiang becomes your wife, she and your mother-in-law, Wu Guotai, can still talk in the middle!" In the warm spring season, Royal Family Marketing Co., Ltd. became Royal Family Electric Co., Ltd., and the newly painted production workshop was busy again.Although most of the employees are old people from the original Jingzhou Group, they all know Liu Bei very well, so they all put into their new jobs with a feeling of friends.Since then, the color TV market has formed a pattern of three countries. author comment In the daily management of the enterprise, some executives tend to tolerate some bad habits of themselves or employees, so that the company is always stinky.However, they often don't feel it themselves, why?There is an old saying in China that "you can't smell the stink for a long time".That's what I'm talking about. Usually, this stench can only be smelled by new employees-however, as time goes by, new employees will also "not smell the smell for a long time". In a turbid corporate culture, failure is an inevitable outcome.Unless you repent and have the determination to reform.