Seeing that the scene was busy like this, Lin Zhenhua didn't want to bother Han Xiaoying anymore. He asked Cheng Run to contact the hotel, and opened a new conference room, and he personally sat down, and took two international students who came to help, and also acted as an interviewer.

Once he was interviewed in person, Lin Zhenhua's feelings were even deeper. European countries are worthy of being old industrial countries, and they are really full of talents. The European engineers who came to apply for the job were not only highly professional, but also rich in various aspects of experience, which was even more valuable for GCA.

"Your name is Haig, right? Mr. Haig, I see that your resume says that you have undertaken World Bank loan projects in five countries, so can I ask you what are the procedures for bidding for World Bank projects? ”

Lin Zhenhua took his resume and asked a German project engineer sitting in front of him.

Haig was still a little restrained, not knowing what the rules are for applying for a job in a Chinese company, but when he heard Lin Zhenhua ask about the field he was familiar with, he suddenly relaxed and replied, "It's totally okay." I can now introduce to you that the borrower first prepares the bidding documents for the bidding of the World Bank project and sends them to the World Bank for pre-review. Subsequently, the borrower shall publish a tender announcement, and the company that intends to bid shall purchase the bidding documents from the borrower, and then prepare a tender document according to the requirements of the bidding documents and send it to the borrower......"

Lin Zhenhua listened with interest, while constantly making notes on the paper. Seeing that Lin Zhenhua listened attentively, Haig doubled his confidence, not only introduced the general process of bidding, but also based on his years of experience, he put together all kinds of skills in bidding and even yin tricks and loss tricks. This is also the simplicity of Europeans, he didn't think about what to do if Lin Zhenhua didn't recruit him after listening to all this.

Lin Zhenhua also knows a little about the rules of the World Bank's bidding, but listening to Haig's introduction still makes him feel refreshed. In World Bank-financed projects, the Chinese side has always played the role of the tenderer and rarely participated in the bidding, so it is seriously inexperienced in this area. From Haig's introduction, Lin Zhenhua knew that there was still a lot of attention to detail in order to win the bid in these projects. If you don't understand the trick – then the tenderer can use the legal process to kick you out and choose the partner of their choice.

"Mr. Haig, I have one more question." Lin Zhenhua put on a shameless posture, "Our company is currently preparing to bid for a large-scale project, but according to what we have learned, the project owner prefers the products of a certain Western company and has some prejudice against us. Although we are fully confident that we can beat this competitor through the quality and price of our products, I am also worried that if the owner has a prejudice against us, will we encounter some unnecessary troubles in the future construction process? ”

"If I were in charge of the project, then the company would not have to worry about this situation." Haig said confidently.

"Oh? Do you have a way to build a good relationship with the owner? Lin Zhenhua asked strangely.

Haig smiled: "I don't need to take the initiative to build a relationship with them, as long as we can win the bid, then the owner will have to have a good relationship with us, otherwise they will be in trouble, not us." ”

"I want to hear about it." Lin Zhenhua said.

There is an old Chinese saying that the strong dragon does not suppress the head snake. GCA has undertaken a lot of overseas projects over the years, and before the start of each project, Lin Zhenhua has to tell the project manager to have a good relationship with the owner, and even give some benefits to the person in charge of the other party if necessary, in exchange for the cooperation of the other party. Hanhua's engineering team works overseas, and if people want to embarrass them, there are too many ways to cut them off, and finding a random reason to cut off water, electricity, and food is enough to make them helpless. …,

However, the Haig in front of him didn't care about this, maybe he had something better to do

Haig said: "Mr. Chairman, you must know that if we are doing a project financed by the World Bank, then the World Bank will stipulate rights and obligations for both parties.

The owner must provide the required assistance for the project, and if our work cannot be completed successfully due to reasons on the owner's side, we have the right to claim compensation from the owner. ”

"Claims, what does that mean?" Lin Zhenhua asked.

"I'll give you an example, one of the projects I did in the past was to build a rural power transmission project for them in Guatemala. We first shipped the equipment to Guatemala and then loaded it into trucks and shipped it to the local villages. As a result, there was a section of the road in the middle of the road that was not in good condition and our equipment truck could not pass, which was delayed for two weeks. In this case, the Guatemalan side has paid us $700,000 in compensation. ”

Lin Zhenhua asked in surprise, "What?" Lost $700,000 in two weeks? How much does your equipment cost? ”

'$400,000. Haig shrugged and said triumphantly.

"It's ・・・・・・ too dark." Lin Zhenhua muttered.

"It's the rule, at the time we signed the contract, the Guatemalan side promised that there would be no problems with the local roads," Haig said. Now that we have been delayed by road problems, we certainly have a reason to claim compensation. ”

"Are there many cases ・・・・・・ your company claiming compensation from the owner?" Lin Zhenhua asked again.

Haig said: "Countless Mr. Chairman, you must know that for those poor ghost countries...... I'm sorry, but I should say that it is the underdeveloped countries, their infrastructure is very backward, and the level of management is very low. Therefore, when we do projects in these countries, it is easy to find their faults. And according to the contract, all these faults are claimable. ”

"Aren't these countries going to pay for death?" Lin Zhenhua only felt that the vest was cold, and he thought that China is also a developing country, and the conditions in all aspects are also very immature. China has built many World Bank projects, and it is not known whether some of them have been claimed by foreign manufacturers.

Haig shook his head and said: "It's not enough to pay for death, generally in this case, we will negotiate with the owner, we can give up part of the claim, but the other party also needs to show their sincerity......"

"Hehe, I see." Lin Zhenhua suddenly realized.

Haig's sincerity is nothing more than asking the other party to lower its requirements in terms of project quality and service, so as to reach a kind of behind-the-scenes deal. For those countries with a low level of economic development and management, this can be regarded as a knockout of the teeth and swallowing in the stomach.

European companies have very much experience in project management, and it is easy to find the flaws in developing countries. However, if these flaws are insisted on, on the one hand, these owner countries cannot afford it, and on the other hand, it will also break down the cooperative relationship between the two sides, which is not conducive to the long-term interests of European companies. Therefore, these companies often find fault with each other first, and then threaten each other with claims to force the other party to agree to some conditions. In this way, the two sides can be regarded as a "win-win" situation.

Thinking of Haig's words that he didn't have to worry about the owner making things difficult for him, Lin Zhenhua completely understood. According to Haig's approach, the other party is afraid that it will be too late to make things difficult.

This is the "Feeperai" in the international economic order, and yes, both sides have their own rights and obligations, and whoever violates them will be punished the same. However, with an experienced industrial powerhouse on the one hand and a developing country on the other, isn't it decided before the game who wins and who loses? …,

"Very well, Mr. Haig, I am very impressed with your expertise and project experience, and if you are interested, I would like to hire you to work for our group of companies in charge of the World Bank projects that we are currently preparing to bid for, what do you think?" Lin Zhenhua immediately made a decision.

The power plant project in the Republic of Goma really needs a person as black-bellied as Haig to be in charge. Lin Zhenhua believes that it is difficult to find a business manager in Hanhua who can bully the black brothers with peace of mind, and this is the difference between Chinese and Europeans. In the eyes of Europeans, it is simply a waste of their resources for the strong not to bully and bully the weak.

This is the experience, don't look at Hanhua has done projects in hundreds of countries around the world over the years, but this kind of experience of using rules to step on people is almost blank.

Nuzama, aren't you a cow, don't you worship only Germans? Well, I'll find a German to treat you. Lin Zhenhua thought viciously in his heart.

Of course, Lin Zhenhua will never let Haig act exactly like the European company. He has already thought that if Hanhua can win the power plant project in the Republic of Goma in the future, it will still be based on the principle of being kind to people to do a good job in this project. But if the other party really deliberately makes trouble with hostility towards China, then Lin Zhenhua will not hesitate to treat others in his own way. As Haig said, isn't it easy to find fault with the other party when doing projects in countries on the African continent?

"Great, Mr. Chairman, thank you so much!" Haig almost jumped up, "You know, I've been out of work for more than half a year since the company I used to work for went out of business, and if it weren't for you guys, I might have to go and work as a truck driver." ”

Lin Zhenhua stood up, shook hands with Haig with a smile, and said, "Okay, Mr. Haig, I now officially congratulate you, you have been hired." If you have nothing else to arrange, I hope you will be able to work tomorrow and your task is to cooperate with our Marketing Manager, Mr. He Fei, to prepare for the project bidding for the Equatorial Power Plant in the Republic of Goma. ”

"That's no problem at all!" Haig swore with a gambling curse, "I can assure you, Mr. Chairman, this project must be yours, no, no, no, I was wrong, I should say that this project must be ours." "To be continued. If you like this work, you are welcome to come (iancwm) to vote for recommendation, monthly pass, your support is my biggest motivation. I recommend a very good book, "Official Road 1976" in the urban area, the author "wants to see Jiangnan". The title of this book is a bit cliché, but the style is definitely refreshing. The author is a newcomer, but the writing is very good, which makes Orange ashamed. The various scenes in the book are very delicate and eloquent. The content of the novel is also very chic, and many of the plots are written from this turning point in 1976 to the flavor of the year. I solemnly recommended this book more than a month ago, and it is on the shelves today. You can read it, and if you have the money, help write the first chapter, and encourage the author, it will be even better. Orange would like to thank you for the author.