In 2004, "Weizhong" sounded the call to build the third generation of wireless communication network, that is, "3G".

They are working with ES Telecom, a telecom operator in the UAE, to build one of the world's first "3G" commercial networks.

"ES Telecom" in the United Arab Emirates and even the entire Middle East, which is roughly equivalent to the status of "China Mobile" in China. If this "3G" network can be successfully built, or "delivered successfully" in their jargon, it will set up a bright beacon for "Weizhong" in overseas markets and enable "Weizhong" to show its strength in the industry. It is naturally a project that the company only allows to succeed.

The commercial use of "3G" has made mobile phones not only able to make voice calls and send text messages, but also to conveniently send and receive photos and surf the Internet. Qian Dan's product line is responsible for providing software systems such as MMS, mobile web browsing support, billing, etc.

Unlike relatively standardized hardware equipment such as wireless base stations, the detailed requirements of various operators for software value-added services are not completely consistent in different countries. "ES Telecom" also put forward various customized development requirements to "Weizhong", but the project could not be accepted for a long time, and the headquarters received complaints from "ES Telecom" transferred back by the on-site project team from time to time. Lao Wang and Qian Dan came to the site in person this time.

The day after arriving in the UAE, they went to visit the client and wanted to push the project for acceptance.

The project manager of "Weizhong" has been complaining about Lao Mo, the account supervisor in charge of the project, saying that he is tricky and mean, never believes in win-win in his mind, and only takes taking advantage of Party B as his goal.

As they waited in the conference room of ES Telecom, they watched the people in the corridor, and the project manager said: "You can see that those people who wear suits, ties, and shiny leather shoes are migrant workers from other places who have come to the UAE, and those who wear white robes, headscarves, and slippers on their feet are 'locals)." ”

Old Mo came belatedly, and his great name was Muhammad, the most common Arabic name. He wears a suit and tie, and his shoes are shiny, and he is a migrant worker from Palestine.

He put the thick document he was holding on the table, sat down, and nodded his head to say hello.

Lao Wang and Qian Dan hurriedly handed over the business card and introduced themselves.

Lao Mo put the two business cards side by side on the table, stared at them, and replied nonchalantly: "Nice to meet you."

The project manager gestured to the PPT that had been projected on the front wall and said, "Mr. Mohammed, so let's get started?" First of all, let me give you an update on the progress of the project. ”

Lao Mo squinted at the PPT on the wall, and said impatiently: "Turn off your computer." What's wrong with you 'Weizhong' people? Can't you talk if you don't put PPT? ”

Ignoring the embarrassment of the project manager, he turned to Lao Wang and asked: "So, how many '3G' projects are being delivered by your company around the world?" ”

Lao Wang was still smiling, confidently and proudly said, "About ten." ”

Lao Mo asked again: "So, how many of you are developing these value-added businesses?" ”

Lao Wang thought for a while, and continued to speak, "There are about two thousand people. ”

Lao Mo asked again: "So, do you know how many people you have invested in the 'ES project' site?" ”

He quickened his words: "You don't think 'ES Telecom' is an important customer for you?" What is two thousand divided by ten? You also need to have at least 200 people with us, and now there are less than 10 people, how can the project not have problems? ”

The project manager interjected: "Mr. Mohammed, the key obstacle to the progress of the project at the moment is that we have not yet agreed on how to implement several functional features, and it is not a problem with the manpower input of the project site. ”

Lao Mo raised his voice angrily: "Why can't you meet our business needs 100%?" Wouldn't you like to put all the developers in Abu Dhabi and focus on our project to develop these features? ”

Qian Dan had always been unaware of his English, and it was rare that he understood all these sentences, so he hurriedly found a sense of existence: "Mr. Mohammed, I have seen several unagreed needs before I came, and I think these requirements are not very reasonable. ”

"Are you serious?"

Lao Mo looked at him, picked up the thick document on the table, flipped through it, opened it and pushed it to the middle of the table: "This is the contract, see for yourself, how does 'ES Telecom' describe these requirements in the contract?" How did 'Weizhong' promise when he signed the contract? Your reply to each of these terms was 'fully satisfied', and now you don't make sense to ask these needs? Are you serious? Stupidity! ”

He began to complain about "Weizhong" like mercury, and Lao Wang looked at the list of requirements and answers attached to the contract, and his face became ugly.

After the visit broke up unhappily and walked out of the door of "ES Telecom", the project manager said: "I told you that this person is perverted, Palestinian, I guess I have been bullied since I was a child, and now I come to take out my anger on us." ”

Lao Wang glared at him and asked, "Have you read the contract?" ”

The project manager replied: "I am very clear about the situation of these requirements, and I have held several rounds of meetings and discussions with my brothers in sales and R&D, and everyone thinks that it is difficult to achieve, it requires a huge amount of work, and the value of the requirements is not high." ”

Lao Wang glared at him again: "What are you doing so much?" You just answer me, have you read the contract yourself? ”

The project manager said humbly: "I haven't read the original contract text carefully, but these requirements are what the brother of the product sales talks with the customer when he talks about the contract, and everyone knows it very well." ”

Lao Wang said angrily: "Clear fart! Some of the requirements in the annex to the contract are vague and ambiguous, but we answer every one of them as 'fully satisfied'! ”

He turned to Qian Dan: "You haven't read the contract yet, and you dare to point out the country with the second-hand information he told you?" I tell you, don't look at Lao Mo as arrogant, he is more professional than us! As soon as he comes in, he asks you to turn off your computer, not follow your expected agenda, disrupt your rhythm, and let yourself take the lead in this communication. He came with a contract, and the basis for his words is clear on every page and line of the annex to the contract. What about us? Or the past in the country, the sales person signed the contract did not think about whether it would be delivered to dig a pit, the technical service person never read the contract text carefully, there is no contract spirit at all! In the past, I could barely have fun at home, but now I have to stop eating overseas, right? And that's just in the Middle East, what about going to Europe and the United States in the future? ”

He grabbed the mobile phone in the project manager's hand, a little annoyed: "Your phone can make international calls, right?" I was careless, I went to eat and drink with you last night, and I dared to come to meet customers without full preparation. I discussed with a few bigwigs in R&D and sales at home. ”

A sleepless night.

On the first floor of the small building where Qian Dan and Lao Wang lived, in the office of "Weizhong", several members of the project team carefully examined the commitments in the contract, the plan and progress of the project, and the list of remaining problems and risks. The account manager in charge of customer relations and the product sales manager in charge of product solutions are here.

Lao Wang was annoyed again: "How did you sign this contract?" How do you answer when you bid? All the needs of our customers are 'fully satisfied'! There is such a big ambiguity between the descriptions of these two requirements, have you clarified it with the customer? These two needs are even more difficult to achieve, you really dare to promise and fool! ”

A resident account manager is named Chen Yongsheng, a native of Guangxi. Speaking of words, the English sandwiched in Mandarin is more standard than Mandarin pronunciation: "Alas! When Uncle Red Army climbed snowy mountains and crossed meadows, why didn't he eat chocolate and boil his belt? Mr. Wang, we are now in this position of the rivers and lakes, and we can't find fault with customers, so we have to get the contract first! ”

Chen Yongsheng paused and continued: "The company says that our core value is customer-centric, so we have to fight for the opportunity to serve customers at all costs? When the product is fully mature, you dare to reply 'fully satisfied', you can't even get a contract, you don't even have the opportunity to serve customers, how can you be customer-centric? ”

Lao Wang was stunned for a moment, and quickly reacted: "You signed this contract?" It's good for you, don't kill or bury, sign the contract and run away? Let the brothers of technical service and R&D wipe their butts in the back! You tell me about customer centricity? Do you know what customer centeredness means? The essence of customer-centricity is to truly understand and solve the pain points of customer business development and help customers succeed in business! It's not about saying 'yes' and pretending to be grandchildren! Whose child will be taken away, can you take the responsibility of this contract end-to-end from the successful signing of the contract to the successful delivery? ”

The project manager said: "Mr. Wang, Chen Yongsheng is still very good, he has been involved in the delivery, helped us find a way, and has been holding this child with us." ”

Qian Dan didn't say anything, he felt in his heart that although the logic in Chen Yongsheng's words was plausible, the truth was also right, the right and wrong of any business strategy could not be separated from the specific environment of the "local area at that time", and it was not necessarily a better choice to pursue perfection away from the "local area at that time". Whether it is "Weizhong" or Chinese, they are all latecomers in overseas markets, and now in this historical stage, in order to seize the market pattern, they can indeed only put their posture lower.

In 2005, there were very few account managers who were willing to devote their energy to the project delivery phase after the contract was signed. Chen Yongsheng is good, he rushed from Dubai to Abu Dhabi, and spent the whole night in the conference room discussing with everyone, forgetting to loosen his tie.

At dawn, he suddenly heard the sound of babbling on the radio, and Qian Dan asked, "What sound?" Is there a school nearby for morning exercises? ”

Chen Yongsheng was happy: "The locals pray five times a day, and now it is the first time, the morning prayer. I heard that you were transferred to be a permanent resident? You won't be able to get rid of this voice in the future! Overseas is not as good as domestic, as soon as you come over, you will be cleaned up by the customer the next day, can you stand it? ”

Lao Wang deliberately endorsed Qian Dan: "Don't underestimate Qian Dan, he is our 'old pole', he has fought a lot of tough battles in China, and there is nothing to do!" ”

Qian Dan said: "When I was resident in the domestic office, the company did not have the same status in the country, and it was rubbed on the ground by customers. I remember the first time I went to meet the No. 2 leader of the construction department of the customer provincial company, handed him a business card, he kneaded the business card in front of me and threw it directly into the garbage basket. Today is just 'Yesterday once more', Lao Mo reminds me. ”

"Whipped up your fighting spirit?" Lao Wang helped him to add.

Chen Yongsheng got up and said goodbye: "Mr. Wang, I have to go first." I'm going to leave right away, drive to Dubai, have a meeting with a customer in Dubai early in the morning, and come back after the meeting there. Go and sleep! ”

Lao Wang stretched his waist and said to the project manager: "You will make an appointment with Lao Mo in the morning, see if you can make an appointment?" In the afternoon we went to see him. ”

The project manager was a little surprised, "I'm going to see him again today?" ”

Lao Wang said: "After discussing all night, I have some numbers in my heart, sort it out in the morning, and go to clarify and confirm with him in the afternoon, which also shows that we attach great importance to him." ”

In the afternoon, several people sat opposite Lao Mo again.

After a meeting in Dubai, Chen Yongsheng flew back to Abu Dhabi at noon and joined them.

Lao Mo made a preemptive move, "How many more people are you going to add?" When will it arrive? ”

Lao Wang replied: "We plan to arrange a data network expert, CCIE (Cisco Certified Network Expert) to come over, and I have ordered the headquarters to start his visa and air ticket immediately." ”

Lao Mo made a straight face: "So, what are you doing today?" Tell me that I am only going to add one more? ”

Lao Wang smiled and said, "Mr. Mohammed, how many months does it take for a woman to give birth to a child, and how many months does it take for ten women to give birth to a child?" No matter how many wives you marry, you can't give birth to a child in a month! Our current problem is not determined by the number of people who are involved in the construction site. We have organized experts to do a full discussion overnight, and we lack an expert who is proficient in data networks to assist you in optimizing the data network, but other obstacles on the critical path cannot be solved by accumulating manpower on site. Now, let me analyze all the remaining requirements and issues. ”

Lao Mo said: "Analyze what? It is already clearly written in the contract. ”

Lao Wang said calmly: "Mr. Mohammed, I have been working in this field for many years and am a real expert. Let me talk about my understanding of these requirements, let's take a look at the real business pain points behind these requirements, is the real demand like this? Will the solution I am proposing be more conducive to the commercial success of ES Telecom? ”

Lao Wang stood up, walked to the whiteboard in the conference room, unscrewed a pen, and talked endlessly while writing and drawing.

Qian Dan looked at Lao Mo, who was gradually listening attentively, and thought: "Jiang is still old and spicy, Lao Wang has obviously sorted out the key problems and solutions of this project, and knows it in his heart." ”

Qian Dan still slept late that day, because an engineer they had leased from a domestic subcontractor came to talk.

The brother and Qian Dan walked around the courtyard wall of the house where they lived for more than ten times, and kept frowning, saying that Lao Xie was going to arrange for him to go to Sudan to do a project, saying that all the keywords found in Sudan on the Internet were "Sudan red", saying that he was an only child, and his parents were not worried that he would go to such a country, saying that he was still young and needed to cherish life.

When he talked about "Sudan red", Qian Dan disagreed, the "Sudan red" incident is indeed fermenting in China, but does it have anything to do with Sudan? When he talked about his parents, Qian Dan began to wander and remembered the concern of his parents in his hometown.

Every time I go home for the Chinese New Year, when I see my mother for the first time, she always stands on the side of the road, and her smile always blooms at the moment she sees Qian Dan, blooming so brightly, but she always takes it back quickly, and silently turns around and walks home, as if she is just worried that he has forgotten the way home.

Dad was always busy in the kitchen, and when he walked to the door, you could see his slightly hunched back through the window. Qian Dan knew that there must be a dish on the dinner table that was fried duck, and he went from a snack to a big favorite.

When her mother was young, she often traveled on business, and Qian Dan had an atlas when she was a child, and she studied where she was when she had nothing to do. After Qian Dan went overseas, his mother bought a map of the world and pasted it on the bedroom wall, wondering where he was from time to time.

Pity the hearts of parents all over the world, after Qian Dan sent the brother away, he called Lao Xie and told him about the situation, Lao Xie smiled depressedly on the other end of the phone: "Change someone, I will call people everywhere tomorrow." You will know when you come to Egypt, there is only one telephone in the office of the technical service department that can make international calls, and every morning from the beginning of the morning, several of our supervisors line up to find the domestic dignitaries, urge people to arrive early, and then discuss with various subsidiaries whether people can arrive later. Who would have thought that overseas business would develop so fast in the past two years? There is a shortage of people everywhere. ”

After hanging up the phone, Qian Dan felt that it had been less than forty-eight hours since he landed, and the novelty of arriving overseas had quickly dissipated, and the pressure appeared in front of him like a high wall.

He joined "Wei Chung" at the beginning of the millennium. He has always felt that every time he looks back on "a year ago" in the past five years, he will find that he has experienced a lot and learned a lot in the past year.

He has always enjoyed his days in "Weizhong", enjoying this kind of growth experience of passing, increasing ability, and upgrading like playing video games. At this moment, his fighting spirit was completely aroused, and he knew that he was going to fight again with twelve points of spirit!

Two days later, Lao Wang went to visit Lao Mo again, and the two sides once again finalized the next plan.

Then, Lao Wang ended his business trip in the United Arab Emirates. He did not return to China as originally planned, but temporarily changed his ticket and flew to Kenya to deal with the complaints of high-level customers who emerged locally.

What Qian Dan didn't expect was that Lao Mo would appear in Egypt more than a year later, causing them even more trouble.