Record ?The evening of 28 March 2005, HP vice president and president of China, Mr. Sun Zhenyao invited to board the Tsinghua University, China's top universities to "Time Forum" platform to a successful workplace experience for professionals and rich life experience and more than 400 Tsinghua students passionate interpretation of "critical moment of life" theme. More than an hour's speech, Zhen Yao to their growth and service HP company 23 years of work experience, career development into the five criteria for the five stories in: First, attitudes towards opportunities; Second, the standard measure of success; Third, play to their advantage; Fourth, to get along with superiors; 5, into the corporate culture. After his excellent speech, the students to actively question the integrity Zhenyao respectively and career development, business and professional people, how to recognize the potential advantages, to try new options, continuing the momentum of development, women's leadership and competitiveness of enterprises, etc. problems in answering questions for the students. Following is the speech for: Moderator: Good evening, the graduates, thank you very much to Tsinghua University, "Times Forum - Life and career series." We are very fortunate to go to the HP China President Mr. Sun Zhenyao speech for everyone, "a critical moment in life." Here I give you a brief time Tsinghua University, Mr. Sun individual forums and the basic situation. Tsinghua University, Tsinghua University Student Union Times Forum is launched so far have formed three series of lectures. We have organized over 500 enterprises worldwide CEO Talk Life series, the upcoming series and journalists CEO series. First we briefly explain the situatio n of Mr. Sun Zhenyao, Mr. Sun Zhenyao current HP HP vice president and president of China, fully responsible for HP in the Chinese mainland and Hong Kong SAR's business and operations. Mr. Sun Zhenyao in 1982 to join HP, 1991 HP deployed by Taiwan to mainland China, was named China Hewlett-Packard Co., computer, general manager of the sector to become HP's most rapid growth in the global computer business sectors. Mr. Sun Zhenyao 1997 Best Performance Award was Asian, in 1999 he was appointed HP's computer division, general manager of Greater China, April 1, 2000 to May 2002 Mr. Sun Zhenyao served as president of HP China. Under his leadership, China Hewlett-Packard are the last two years of double-digit operating income growth rate, Compaq and HP merger, HP China's integration in just six months on smoothly, and won customers and partners trust and support. September 2002, Mr. Sun Zhenyao was appointed vice president of HP, Mr. Sun Zhenyao uphold Huipuzhidao, people-oriented and innovative corporate culture, HP China set up a book club, set up a "Chief Knowledge" and "Leadership Development center. " With his efforts, China has also set up Hewlett-Packard HP Business School, will be HP's 60 years of management experience to more domestic leader. As the China HP a good brand image and excellent performance, and continuing contributions to Chinese society, China Hewlett-Packard since 2001, has won three consecutive years the most respected companies in China, from 2001 to 2004, Mr. Sun Zheny ao was China Computer World Group named IT Person of the Year, won in 2004 while also promoting the process of China's outstanding contribution award information. Let us take the most enthusiastic applause Mr. Sun Zhenyao. ? Mr. Sun Zhenyao, do not know your impression of Tsinghua students like? ? Sun Zhenyao: I was born and raised in Taiwan, Tsinghua University in Taiwan, with its reputation impression I think is the same in China, is a very strong professional university, is a constant pursuit of the perfect school, this is what I felt. I have a few regrets in this life, one of which is not entered Tsinghua University. (The ass went for a little bit too far) ? Moderator: Mr. Sun Zhenyao too modest, we have a lot of people have no means admitted to the HP. Mr. Sun Zhenyao, when your college, do you think was the students and our current students different? ? Sun Zhenyao: I was in college 30 years ago, things should be, I think a lot of student contact information, see the many opportunities for students now than in the past, students have more extensive knowledge. I believe that students are more opportunities than ever for students to pursue their careers, then the students may have a variety of the environment, wait until I grow up I recall a stude nt, I think we compare the narrow-minded. (I feel compared to the new graduates, as well. It seems every generation have realized the information age and globalization era has given us access to information brings change.) ? Moderator: The last question to ask Mr. Sun Zhenyao, you are in the universities of the most important time for that? Sun Zhenyao: on this issue, I will begin my speech. First of all I would like to thank Tsinghua University Student Union's invitation to work in my HP a long time, most of the speeches and the exchange are very specific. And today I want to talk about my own experience, in my experience, this is for me a unique opportunity to summarize my past work experience such a long time. (See how humble people) In fact, I believe that every student will have many opportunities to hear a lot of celebrities make a speech here, every person has a particular background and the reasons for his success. I should say that in itself is a very typical of a professional person, perhaps I might, like everyone else is, so many students here after graduation, there may be a few very well- known entrepreneurs, like Bill "Gates, Liu, Mr. Chen may also be a very well-known power of government officials, like our President is our Prime Minister. but perhaps most people have told me, will be under a certain business professionals, today I want to to share the story of a very ordinary, in fact, some experience and more stories. In HP which we have an informal exchange, called "tea" is in the eating, drinking coffee and talk some of life's things. Today I, together with Tsinghua University students to be a tea party, I tell stories, hoping to inspire you. in the HP corporate culture which, we are a very common people of the company, my staff did not call me Sunzong, call me Zhen Yao. ? In the beginning story of my life, I may need to re-introduce myself, I think you heard the story behind the growth of experience with me is a great relationship. I was born in Taiwan, my father is a public servant, my father was a student of mechanical engineering, and from small to large I of this series is also of great interest. However, considering that college does not know what reason, I test to the Department of Electrical Engineering Computer Engineering group, up to now I still not sure how the test into the. At that time we have to fill volunteer before the test, and then follow your score and volunteer to distribute, Department of Mechanical Engineering in Taiwan, the scores are generally slightly lower than the Department of Electronic Engineering, the Special computer is relatively new, so that time is not For unknown reasons, the Department of Electrical Engineering fill in front of the computer, so the opportunities in life is sometimes difficult to predict. So I talk about the story is facing a critical moment in life, you will choose to do. I am prepared to share with you five stories. ? The first story: seize the opportunity ? The first story about the many opportunities that we in fact c an be luck, of course, in our life, we try to go to seize the opportunity, or create opportunities. But my age is almost 50 years old, I will summarize his life encountered a lot of opportunities, in fact you can actually create one or two it's that most of the opportunity may have been encountered before, so when you chance encounter, when, what kind of attitude in the face of it is very important. ? So at that time I did not decide to re-examination, I determined to accept it, I went to know of Electronic Engineering, familiar with what is a computer, and then develop their own interests. That which contains a very important turning point, because I was admitted to the Department of Computer Science, I have come into contact with HP. I read on the sophomore to junior year, when there is a community in the school organization, the computer lovers together. At school, we use the computer is a HP computer, our teacher is back from the U.S. Hewlett- Packard, so fast, when the summer holidays, our teachers tell us that all students, HP in summer hoping to find some time a work-study students work-study students to do some work. We have become so-called work-study students to work hand side to learn, because there are several projects that the students want to do. ? Results until the summer almost to, we do not people to apply for this job, because computer science is a very new of Zhuan Ye, I think I was as a Computer Society president is if this community of Ling Daoren not to interview for work It is not a matter of face, so I think we should go and try. The test changed my life a lot of opportunities. From that time to the sophomore, junior summer, I began to work part time until I graduated. Two years, I met a very good company, a very good company culture. So the first conclusion I want to talk about a story that is life's opportunities may be luck. When you run into how the opportunities that you should take the initiative to master it, then go all out at the same time be able to adjust themselves to adapt to choose that opportunity. Many people may talk with you, we want ways to do the selection, but perhaps one day the time you graduate, or at δ the development, most of the Ji Hui Yi Jing actually appear in your Zhou Wei a, just how you like Qu to master it for nothing. The emergence of this opportunity, sometimes you can create themselves, but this opportunity only once or twice, mostly because of environmental changes around the opportunity arise. It is important not only do you see opportunities, more importantly, you can go all out, and can adjust themselves to this opportunity, I think everyone has a lot of space for development and development opportunities. (Sun Zhenyao opportunism) ? ? The second story: the success criteria? ? The second story is the story of my own to join HP. I work at HP for 23 years, I joined in 1982, HP, for a total of 10 posts, that is, different places, different regions responsible for different tasks, I changed a total of 18 managers, was 18 leadership and means that on average each time I contacted the leadership of an average of about 1 years. HP company while I was 23 years, experienced 7 major organizational change, in which each work of my secretary to help me to the statistics, I have visited most of the time traveling around the customers. Year I want to visit more than 100 customers, which in this environment, I think this is a learning and growing environment, but also a stressful environment. I work part time in two years after the end of military service is compulsory in Taiwan because of military service, so I must go. After I retired, to HP to apply for a job, I have ideals that you want to be a good engineer, so I joined HP also want the job. Apply when the company I retired, was an engineer in mind, but at that time, only the sales staff is vacant, but I feel like as long to join, and as to what work is not very important, so I went on to engineer the mind apply sales results were predictable. After the interview finished, recruitment manager said you did not suitable for sale, HP refused me, so I went to another software company to do the software work more than a year, until the HP when another engineer vacancies, it is natural I joined HP. Now I have time to recruit our employees, are most concerned about is that he has no enthusiasm for the job. ? Until more than a year after I joined HP, I was sent into the Bay from Taipei, Kaohsiung branch to support the work over there. However, the resignation of the local sales staff, so the boss told me that, if no local sales engineer would not need a. If you want to go back, there is only one choice but to make sales managers say it is time to test the original interview that I am not suitable for sales managers. ? 20 years ago, the social attitudes of the older generation who think that engineers are the best. I think the three or four weeks, and finally reluctantly accepted the job, went back to Kaohsiung. I am suffering for almost 9 months of the time, because the engineer at work every day when you must know what you do, you have to solve the problem of the standard is very clear. Because you can solve the problem you are a hero, you can not solve the problem then you would say to no avail. But sales do not like this, you work the time the customer decide. My fi rst task is to sell plotter sale, then such a network as it is now, that does not depend on the time to write, that is, visiting clients, from very far. My boss was with me to discuss the progress of this project, we have been discussing our product specifications indicators. We all know that I am engineer, I am not reading the book Introduction to sell products, I read manuals to sell, so the details of each product is clear, then write a letter to him, the other reply to me that what I local poor. I am not convinced to write one, I feel I've done a great job, so we talk about a long time. Finally, my boss said something that I will never forget the word, and my boss asked me if he does not like your product or do not like you this person? ? Has never worked for a sale, from the school for military service, an engineer who retired after, I encountered the first problem of life is the success criteria? I realized that words on the impact is great, I changed the sales approach, three weeks weeks we will win the project. The first time I realize that to succeed in this society, we must look at things with other people's point of view. As we enter the community, in addition to their own standards beyond the standards of that community's success in every place, every environment, every business, every company, at each time points are not the same, at home or abroad Yebu the same. In HP, other companies are not the same, but more important is the success criteria are not we, is changing with the environment change . How do we do with other people's point of view, this is my first lesson learned in life. What are you in school applauded the students? There is a very important criterion, that is, good grades. All of you to see more results of your test scores, but the problem is to enter the community after only achievements are not enough, the social inside, there are many other perceived in society, the recognition of subjective criteria, or objective standard, there are many different standards. At each time point, every industry, every company is different, so I am learning to life from inside the first lesson. Many people think that after entering into society, as long as delivers results you can, I think the good results the same as air and water, without air with the water, you will die, but, in addition to good performance, and we have to There are many other people to understand the cognitive point of view. (No wonder I look not so successful, because I had just successfully according to their point of view, forgetting the others is not necessarily recognized. Success comes from other people's recognition, in particular, are in sales, or not successful at all .) ? ? The third story: play to their strengths ? This is how to play to their advantages as well as 100 with 60 issues. Tsinghua University student, each course is very good. However, after entering the community, you will find the competition is very special, into the society, and ye in each area which will be very strong in this area have encountered a master. So you have to ask ourselves is not possible in every aspect of the score of 100, this time to ask ourselves what can test 60 hours, what to test 100? How do you highlight your strengths to strengthen? ? On my own sales experience, my personality is very inward-looking, I can not rely on social activities to build relationships with customers, and I can not do 100. I can only play to my own advantage, that I was trained as engineers and work carefully. I am willing to help others write reports, write proposals, so I was doing sales, I often use a lot of time to the customer commenced. Many customers at that time, few have heard of global management of the company and product information, but they are willing to learn, and I rely on this method to win customers and beat competitors by this method. But you have to do other parts of at least 60 minutes, your relationships, more sensitive than the average person is more important is to strengthen their own advantage, not to copy others. The Chinese say that we must borrow, or man is man, everyone of your DNA is different, whether it is IQ, or EQ, time to begin to enter the community focus your resources, to strengthen their several specific advantages. These resources include your time, you have to do a lot of learning, to ensure that you do the other parts of at least 60 minutes. ? Fourth story: to get along with boss ? If you engage in work in the community, there is a problem often encountered is that you get along with the boss. As a professiona l person, unless you start, you can not have a boss to avoid. Inside the HP, or high-tech environment, which, we say that there are three frequently: First, strategic organizational change frequently; Secondly, your leadership changes are frequent; Third, is your internal and external communication have to do to be very frequent. So in this environment, it is hard today, always a leader or a manager to follow. This with you in school and very different, you can choose the company, but can not choose the leadership. So you want to cultivate a set of methods for getting along with the leadership, it is very important. My experience inside the wonderful thing is no perfect person, every leader has his weaknesses and strengths. More importantly, you can see his strengths and weaknesses, and not just look at shortcomings. Also can play the advantages of your leadership and avoid his weaknesses. If so introverted as I met the leadership, you definitely do not look for him to sing, his score is definitely bad. Also, you get a professional knowledge in itself is not very strong, but strong interpersonal relationships, do not ask him to do research papers, so the Chinese people seek better pay attention to that Maxima, Bole hard to find. How are you able to communicat e effectively with your boss, for his understanding, not only you can understand him, but also for him to understand you, so that he can be your horses. I changed the 18 managers, they have Chinese, Singaporeans, Americans, Germans, Japanese, origin and cultural background of each individual are different with us. This is the cultural differences, everyone has their own upbringing. Some bosses are highly objective, what does that mean? He said very clearly tell you what he wants, you can just do it; some bosses are highly process, that it he is very concerned about what method you use to accomplish? And sometimes will stick to accomplish according to his means; some bosses relational strong, that is, with particular emphasis on their relationship, after work to find a meal you eat, care for your family, care about you personally. These three types of bosses, of course, what the boss is whether we have done, if you encounter the boss of a highly objective, you get used to his goal very well, you get things done. If you encounter a boss stressed that the process of how to do? You will feel pain, he asked how do you do, what to do, and sometimes to do according to his means. In turn, you run into very strong relationship between the manager, he was always concerned about your feelings and care for you family. Then you go to the purpose of a strong boss, he ignores you, how do you do? I talked about today, each of us to adapt to different owners, said one sentence in English you have to do a good follower in order to better leadership. Organizational structure in an enterprise, there are various relations system, with one level of relations, in each level you are professionals, I think you recognized the advantages of your boss to open your heart, that your boss is What kind of people to adjust themselves to adapt to this environment. One day you be a leader, you department who can do that to you. (Three types of bosses, how to deal with? Sun Zhenyao teach you adopted piecemeal measures) ? The fifth story: Culture ? Finally, I tell the story of the company's corporate culture, what is corporate culture? Is a company's values, his way of doing things. There are many ways to do things, there are legitimate, illegitimate, there is rapid, with slow, long, short, every business are related to everyone else, the choice is yours. Dress like you, like, everyone dressed select the color is different for each person, reflects the human values, how much you are willing to spend money on clothes is the embodiment of values. Every business has strong values, you have to join a business is very important to be able to understand the business values. The enterprise value is required to conduct up to work, to show yourself, if this way you can do in a company very long time. If not, you run into trouble will be enormous. I, for example, in HP, you call me Zhen Yao, when I joined the HP or work-study students in the first day I went to HP, the secretary of my department called me Zhen Yao, I feel very uncomfortable, because In addition to my wife, my mother outside, never had a girl call me Zhen Yao. ? In turn, should I call my secretary's name, I can not yell mouth. But this is a company's corporate culture, wait until you meet it, people tell you to Sunzong you feel uncomfortable, I often tell my colleagues must take this kind of enterprise culture at the appropriate time with your lover make it clear that (laughs). You should do a good job at HP, so many professional backgrounds, so many different people, you have to do a lot of communication work. So a bit like corporate culture, like we normally drive, the road speed will be faster ripening, would stop-look unfamiliar roads. Slow speed often easy to make mistakes, no matter what business, whether it is written on paper, not writ ten on paper, must have its situation, has its unspoken rules inside, with its successes and failures of the standards, we you have to realize, to their own into the business inside, you will be able to become successful professionals. In just talking about the first opportunity in life, I think that regardless of whether you met this critical moment, and when you decide you accept it, you should go all out to grasp this opportunity and accept the opportunity to adjust themselves to adjust themselves to accept that opportunity, whether caused by positive or negative issues. If a person is not go all out in the competitive environment which is very difficult to succeed. ? The second part, we must understand the social success criteria? At each time point, every environment, every company is different, we see the top ten U.S. economic figures, selected object I want the new standards is not the same with a few years ago, this society has been changing the standard is , and another environment may change, sometimes you change it will become, and to keep learning themselves with other people's point of view, I think this is very important. ? The third is 100 and 60 issues into the community, you know why the name of a business enterprise, because there are many different division of labor, many of the professional division of labor. You are a professional in every division of which, you have to do the best 100 points, other aspects at least do 60 minutes. You have to keep learning themselves not to do a few parts of 100 do 100 points, to highlight their advantages, can in this highly competitive environment stand out. ? The fourth is no perfect boss, there is no perfect employees, it is best to create their own horses for the boss to understand your own strengths and weaknesses. But you have to understand your people, you have to understand, want to be a good follower. ? The fourth is that any business has its own culture, to make his start from the heart, your DNA, your way of thinking, to try to integrate with the corporate culture, identity and acceptance of this corporate culture. But regardless of any company there are several criteria, one is common, and that is integrity, integrity. Character is more important than competence, character and business talents are always the first selection, so I think any business is the character in a very important position, not just HP, this is all part of the corporate culture. ? Of course, before I came to speak today, I thought about this subject difficult to determine because the students here will have their different expectations, I would like time left, and I want to hear I have an interest, let us more time to do the exchange, thank you. Q & A section: ? Moderator: Thank Mr. Sun Zhenyao wonderful speech, the following links to our questions, if there are problems, please raise their hands. 1 question Student: ???????I have a very important Wen Ti, is that they all have such a feeling, You said that you believe that integrity is very important, Wu Lun right people Haishigongsi's development. Into the community after graduation, he will think he's honest about his future is likely to be obstacles and restrictions. I would like to ask you in your personal area, there is no integrity to be your time to r estrict or impede, at such times is how you handle it? For HP, the face of complex situations, when the Chinese market, if the insist on honest work, will not affect the company's sales performance, HP at this time is how to do it? Thank you. (Tsinghua University, the students asked some very good questions, the first question asked a very good, honest people like me often have to ask ourselves this question. Sun Zhenyao I am very satisfied with the answer.) Sun Zhenyao: ???????I want life to work long hours, so we have to tell myself how to become evergreen. As an evergreen of professionals, in such circumstances, the integrity of your own will not be hindered, because when you encounter non-upright things, you should choose, or avoid, or opt out, and that to maintain your position in this industry a long time. ???????I have a story, we all know that the U.S. presidential election, is a very scary process. Why frightening? Competitors will learn from an early age you are now reports out of the error. So, you can make mistakes, but definitely not illegal. In this way the company is, so integrity is reflected in many ways, the first is not illegal, certainly not illegal. If you are facing a crucial decision today, you want integrity and place it in a very important position. Second, do not violate company policy is very important, I do not think this will be my growth and development of the obstacles, I do not think this is a business development obstacles. ??????I have seen a large number of people to give up this principle, I am sorry for them, professionals to maintain their long career. 2 questions Student: ???????Zhen Yao Hello, I wish I could have the opportunity to listen to your story about speech about them. I would like to ask a question, if you are in an age like ours, is about to graduate into the community when faced with business or into the company, you have any ideas? If at this time, how to address the relationship between cause and feelings? (Actually asked two questions, are today's colle ge students often face choices. Let us see how the Sun Zhenyao FAQ.) ?Sun Zhenyao: ??????I mentioned the happy match opportunities are available for luck. Today, I can only say a few principles, and I definitely would not say that business is better, or become better professionals. There is no way in life again, once you make a decision later, there is no way to come back. This is called a critical moment, because there is no way to compare, you do not know this option is good or bad, for whatever reason, regardless of why, at that moment, you think it will do, the key moment in this important to you is not fully going to grasp all the opportunities associated. Start a business opportunity to become professionals who are career opportunities, so do not hes itate too much. For example, you make a decision today to do with the decision may not be the same tomorrow, but if time is up, we should go all out, this is one. But if the professionals do, the work of selected companies important than elections, a good impact on your company more deeply. In particular, just graduated from school students, you need to learn a lot of good experiences. A good company can bring you unexpected value, the same as Tsinghua University to bring you more good ones. On the emotional and career, when you get up every morning, a day sleeping, 24 hours a day all you want, like listening to a speech here today, or go next door to listen to rock music, which is chosen. In the selection process there are many factors in it, sometimes it is difficult to compare, but one thing I think balance is important. We are inside the individual's development, family, career, health, career and friends, career, various aspects of the standards are Bixuyizhao balance Dian Zi Ji, compared to Nenggou Quanmian De balance. Because every life a crucial moment, you make decisions every day, every day you spend money, this is a balanced outcome. Every thing you do have to consider other factors, so I recommend to you that is decided to get married go to get ma rried, but do not forget there is cause. Also, do not forget after you have cause feelings have not forgotten after the cause of healthy, do not forget the feelings of the child should have. Cause fall to have a chance to make a comeback opportunity, family, health, friends, threw three glass ball is not, and they seek balance, this balance is very subjective. 3 questions Student: ???????You just talked about after we entered the community to discover and play to its strength is very important. I am in t he self-reflection when there is a confusion: we understand their own understanding of the status quo are more clear, how do we uncertain future in their own environment, to pay attention to find and recognize their potential advantages? Sun Zhenyao: ???????Good question, I think there should be able to understand their own potential advantages, you have to dare to try new things. ???????You know what good the young, the younger is a capital, the young also represent you have more choices. Themselves is a strange animal, people often make decisions based on the successful experience, if the things you are successful, you can repeatedly use after successful experience, this is a great advantage of mankind, but also a great disadvantage. When you encounter had not done, you do not know how to do, not bad but you do not try to chance. This is the history of human development is normal phenomenon, so you in a certain age, that is before the Sishibuhuo age, you should try. ??????When companies need sales, and transferred to Beijing from Taiwan asked me when I was in line with the idea to do so, give it a try. Must be determined after you go all out to grasp the opportunities which this environment, do not look back at the same time to adjust their own. Every opportunity is different, it is sometimes hard to tell, that you do not advantage or you do not go all out, or is not attractive environment to your advantage. To date, I still do some new things to try to do some of my experiences may not be tried. When I drive in the United States, always try different routes each day to open and see what looks like a different way. The morning after a road after work one way. More to expand your horizons, you'll find your own strengths. Question 4 ??????Student: ??????First of all, Thank you for this evening brought us wonderful speech, I saw you from the information in 1982 to join HP, you have not left HP, how can you insist on such a long time in this company, not to try another a company? (Sometimes feel Sun Zhenyao just lucky, picked the right company, selected on the industry, and stuck with it. I think any one person can do the above three points, and select the right company and industry and to adhere to, although not necessarily to Sun Zhenyao of achievements, but the final result must be very good.) ??????Sun Zhenyao: ??????You are a very good question, I have to leave HP, but not the only one. I have the urge to try new things, but we do choose, they can try new things, but this does not mean it does not range. Everyone has the scope of each person, like me, like to learn flying, there are a lot of people told me too dangerous, but it is your own standards. Of course, if you wider scope, the more your choice. ??????Therefore, so long inside the HP, I first want to leave I was the branch manager, HP is the first three months, then I want to leave, because I think I am not a good manager, I think a lot of people question me about can not handle. Since I was six years in office to do grassroots work, then I have many brothers and sisters, we are all very good friends, and very good colleagues, I became their leader after all suddenly become very distant, I do not understand at that time. But I did not leave because, in the end what we are after? ??????? ? ?????? ?????? ???????Thank you. ??????? ??????? ?????? ?????? ??????? ??????? ??????? ?