IBM is how to do business ?IBM is how to do business ? ? IBM&#39;s role is like B, but want to be your partner. ? Huawei headquarters in Shenzhen, the last two years is always time to time a number of visitor reception. These people are not to talk about cooperation or business, but came to Huawei &quot;learn&quot; the. They come from Changhong, Suning, Industrial and Commercial Bank of China and other well-known large enterprises, while they and Huawei are linked to IBM. With the practice of marketing, take the experience to make money Yang Dan a year ago, the title of Changhong Group, &quot;chief engineer&quot;, and now he is a &quot;project leader.&quot; Regular contact with people and Changhong will find the title of internal staff Changhong changed, the former business executive titles are changed title, but the driving force behind this change is IBM. Changhong was once the home appliance industry in China &quot;Big Brother&quot;, has been brilliant experience, but the growth in 1997 hit the ceiling of Changhong. In 2004, Changhong Dongshi Zhang Yong Zhao&#39;s lead in the next, Changhong began management changes, the purpose is to &quot;hope Changhong has a large size enterprises, along with the flexibility of a small business.&quot; Changhong 请 IBM to make the two consulting projects, one in 2004 for the financial management consulting, today Changhong&#39;s financial management system is established by the help of IBM Consulting; the other is the Changhong now ongoing management of technical innovation of the consultation, starting in 2006, Changhong Yin Rule IBM technical management consulting projects IPD (Integrated Product Development). &quot;IPD has brought us very meaningful Bangzhu of a business-oriented, not to executive-oriented, Changhong was the status of this and - of all administrative decisions, administrative guidance to business is different.&quot; 负 责 Changhong technology management consulting projects leader Yoni said. Although Chang was entered into IPD first three years, but IBM brought to Changhong&#39;s &quot;customer-centered decision-making the technology&quot; approach, bringing Changhong was already being felt. &quot;To be honest, when we do not know what made IBM will look like. Before the IBM case most of the IT industry, such as IBM itself, Huawei and Lenovo, the IT industry and in household appliances, or from a difference.&quot; Yang said Dan . But Chang was confidently selected the IBM, because &quot;IBM took this stuff himself alive after a; Huawei into IPD, the technical capabilities have improved.&quot; IPD is a model of product development, concepts and methods, was first put into practice the IPD is IBM itself. Early 90s of last century, Gerstner surgeon to technology but the lack of a strong organization of writing of IBM into the IPD&#39;s management culture, successfully promoted the transformation of IBM technologies to market, the commercial path. Huawei into IBM&#39;s IPD projects began in 1997, Huawei CEO Ren Zhengfei IBM visit the United States. IPD in the IBM commercial test of this giant body to Zhengfei bangs, a year later, Ren Zhengfei of &quot;procrustean&quot; hard-line approach in implementing IPD. 5 years later, IPD concept into Huawei&#39;s blood - to the market as technology indicators. Now, IBM&#39;s own success stories, and Huawei has become the IBM management team and sales staff to conduct the &quot;concept&quot; marketing, the examples must be mentioned. In fact, IBM any new ideas and services proposed, have experienced their first practice. Launched in IBM2002 announced &quot;Demand (On Demand)&quot; before and after the strategy, IBM made its own business transformation - from the sale of the hard drive business, a streamlining of the chip sector, to acquire more than general advice, and Yonghua Road software companies, also including the sale of PC business to Lenovo, IBM to realize that everything is &quot;on demand&quot; strategy itself a &quot;contingency&quot; in transition. June 2006, quiet, very few public statements, IBM CEO Samuel Palmisano, publicly stated: forget about multinational corporations, &quot;global integration&quot; is now the way to large enterprises. IBM is also the first to integrate according to the directions to the optimal allocation of resources, such as human resource center moved to the Philippines, will finance, accounting center based in Malaysia, the procurement center moved from New York to Shenzhen. &quot;IBMCompanies were seeking to integrate advanced technology with their business processes and operations, not only to reduce costs, but to enable innovation and growth. Seeking to integrate advanced technology with their business processes and operations, not only to reduce costs, it is for innovation and growth. &quot;IBM chief executive officer, Greater China, said the money crowd. At the same time IBM introduced GIE transformation, IBM has also started to integrate in the global enterprise in the best practices, and in consultation with, 技术, experiences regarding the execution summary Ti Lian proposed GIE concept to other companies Tuijian. With the industry analysis, IBM &quot;mysterious&quot; place is that philosophy and business consultant. But the idea of IBM has been able to move customers, because it all comes from practice. &quot;IBM hardware company transformed by a service company, the practice of the process, it put out to do within each service management process,&quot; said Yang Dan. Both the &quot;diagnosis&quot; and &quot;surgeon&quot; &quot;We are not going to send people to tell stories, but to guide practice and to share customers.&quot; IBM Global Business Consulting Services Partner, Strategy and Change Leader CHUI Wing China do not think IBM is engaged in the concept of marketing, he also agree that IBM is the actual situation combined company. CHUI Wing is from the former PwC to IBM, and he felt before and after the change is clear: before the PricewaterhouseCoopers, the lack of adequate business expert, on the implementation of much concern, and after integration into IBM, positioned to help enterprises transformation, more concerned with how the implementation of the project, implementation success, the establishment of many of the implementation of capacity. &quot;IBM&#39;s consulting capabilities, implementation capacity and practical ability, are business customers value.&quot; Changhong technology management consulting project manager, said Yang Dan, this is Changhong several consulting firms in the reasons for selecting IBM. In 2006, Changhong decided to do management consulting, released after the self-diagnosis of &quot;hero stickers&quot;, several consulting companies to submit a program. Chang found that, IBM and other consulting firms is different, IBM not only a proposal and the diagnosis can be done to implement, and that other consulting firms are doing more than two to three weeks of counseling people on the withdrawal, while IBM&#39;s implementation time and solution as long as time, time is more than double of other advisory bodies. &quot;It&#39;s important not to throw what kind of program, but continue to implement. We need not only prescriptions, but also the need to cure.&quot; Yoni said. Changhong IPD project implementation process, the internal experience of a lot of pain, such as former employees of the An executive order to develop the habit of doing things, and to the &quot;Executive decide everything&quot; to make decisions around the market, easier said than done. &quot;This process, there are many twists and turns, some people do not understand the internal one, and second, to understand Quenan implementation.&quot; Yoni said. This process, IBM personnel with relevant personnel every day to open a lot of Changhong will have training, the pilot, a job, and IBM consultants evaluate the results of operations, and finally fixed it. According to Yang Dan introduction, IPD model in the implementation process, IBM a lot of training for Changhong, one of the IPD process of training itself; second, IBM share their cases and cases of other customers, Huawei, Changhong has many times to visit the exchange . Changhong Group Managing Director Wu Yingjian that the outcome of consultation is to become the enterprise needs perseverance and persistence can not do without this kind of good consultants and business interaction and timely adjustments. The cooperation in and Changhong, IBM&#39;s consulting division has shown considerable flexibility, according to Changhong weaknesses and needs time to do a lot of adjustment. &quot;In the beginning months of the implementation of the project very difficult, IBM consultants and we have had a long talk about from the day&#39;s afternoon at 8,9 point, we do not eat, not the toilet, and finally produced two key modules, the two modules on the subsequent implementation of both strategy and play a very big role. &quot;This issue gives Wu Yingjian greatest feeling is that the process of cooperation Changhong and IBM is not considered commercial relationships but as a partner. IBM consultants, not just consultants, more or engage in education, adding to the customer&#39;s team to help customers build out their capabilities. If IBM will arrange for some very experienced consultants and let them play to the client management role of local institutions to help customers build the team. Established after the local team, the customer then took over the work of the past. There customer service operations to and share the experience of IBM, IBM took him go to IBM, so that he can experience how IBM is doing service operations at the same time, IBM&#39;s director of operations the company will be responsible for service to the client company to to guide customers on how to do service operation. IBM to businesses on each project and when doing business, not only the presence of IBM consultants, as well as IBM, staff from various departments within the scene, such as finance, human sector, the supply chain sector has its own transformation experience, be available for customers to learn and share. Suning and IBM in cooperative project information from the original start to control the entire financial system, has experienced a series of difficult transition. Suning choose IBM, IBM is also the value of business experience in all aspects - of how to manage a group of companies, how to control finance, develop leadership, which can be reference for Suning. Suning CEO Sun Weimin, said Su Ning, IBM, cooperation now and in management consulting as the core of all-round cooperation, in addition to other process optimization, the key is innovation on some models, such as procurement, services, human resources, logistics, finance and so the optimization process are based on the unified platform of various departments, all systems are go forward, &quot;but in the process, IBM can combine the actual situation of our consultants to deploy its contingent.&quot; &quot;A lot of our customers focus on their core business, more inclined to seek a service provider to solve all the problems, not selling a single product each month.&quot; This is IBM&#39;s advantage. IBM is to provide end to end services to help customers address may be management, operational issues, IT issues. &quot;Some customers want us to help him do the project planning, some customers and the market-oriented into a customer-oriented, most are ... ... a lot of project financial management is done after we do IT, information technology aspects of the matter.&quot; An IBM-related official said. A long-term, &quot;lock-in&quot; customers IBM and the cooperation of many companies are not &quot;one-off sale.&quot; Suning cooperation with IBM, first in 2005, ERP implementation projects of cooperation signed in 2007 is based on consultation in the management of all-round cooperation. Changhong and IBM&#39;s collaboration began in 2004 the financial management consultancy, in 2006 began a management consulting co-operation. This reporter has learned, Changhong, and IBM will soon establish a more comprehensive partnership. According to IBM to relevant sources, and the IBM partnership has been 10 years of Huawei Technologies, and IBM&#39;s cooperation and a large step forward, IBM in helping Huawei into a &quot;globally integrated enterprise&quot; - to become a global real integrated financial management system, personnel system, with the re-design and planning process. IBM CEO Sam Palmisano received in February this year, &quot;The Wall Street Journal&quot; reporters, referring to how the emerging markets of Asia business, said the words: &quot;To enter the market early and build a good relationship. When they need when looking for a partner, You should provide timely help. because of the time when the situation is getting better, everyone will flock to. &quot;words in fact well explained the reasons for IBM to lock-in customers. In every contact with a project or when entering a market, IBM is usually carried out early, cultivated, not directly go to &quot;fruit picking and Son,&quot; which is also IBM from &quot;Yi Ci campaign&quot; to win, &quot;Zheng war&quot; an important factor. Last year in September, IBM and other cooperation with the Peking University People&#39;s Hospital, established &quot;medical community&quot; of cooperative projects. This is an exploratory project, but the large number of IBM Greater China CEO has personally led the money. According to People&#39;s Hospital CIO Liu Fan introduced before the start of the project there are a few of cooperative enterprises, but IBM is more active, and a lot of input from internal Lalai a lot of resources, many of them are foreign medical experts, also with IBM&#39;s consulting team and implementation team, so intertwined and co-operation. In cooperation so far is basically a business relationship in the talk, but Liu Fan that the next step will surely business co-operation, and &quot;This is a continuing cooperation rather than single business. This project is not solely IT project, there are specific implementation and consulting. &quot; If you&#39;ve heard the money crowd on health care reform and new rural construction insights, we know that People&#39;s Hospital project is by no means blind investment, but based on policy research on the economic trends of the judge. IBM valued input into this project and early, because they are aware the government of &quot;medical treatment is difficult and expensive,&quot; the people&#39;s livelihood more and more attention, hoping to take a &quot;policy ride&quot; for the future of &quot;big moneymaker&quot; lay the groundwork. The World Bank chief economist Justin Lin recently hired and the money crowd (the title) about an exchange: &quot;When in 2002 only 11 Chinese enterprises to enter the&quot; wealth &quot;of the world&#39;s top 500, last year 22 to enter, may by 2030 there will be more than 100 Chinese companies among the world top 500. &quot; This growth momentum of China&#39;s enterprises large group of very excited to have money: IBM can help the future of the 100 &quot;World 500&quot; bigger and stronger as soon as possible, to be their partner? Can IBM 100 in the future, &quot;the world&#39;s top 500 companies&quot; are still very young, they help it to bigger and stronger, so in the future when they become 100, and IBM are more willing to do business? ? (This article has been published in the recent &quot;IT managers in the world&quot;) ?