Serial "The Life cycle of a program ape"-22. A company missing a leg

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In this way, in the big company just two days of work, once again to a small company. The company, which has nearly 100 people, actually has more than 20 people. I know that this is a risk, and the worst is to look for a job and not to cause much pressure.

        In fact, the company lacks a leg, sales, market capacity is not strong. There are only two strictly sales staff: The boss and a female colleague. The boss is more than 50 years old, the female colleague more than 30 years old, this female colleague's official position is the general Manager assistant or secretary type. Sales only the boss of a person burden, by virtue of the boss is the power industry, the main way of sales is by the relationship. And the company has a history of more than 20 years, from the perspective of existence, the company or the boss is successful, at least not closed, from the present situation, the company or the boss is a failure, because it is only to maintain basic survival, not to mention any financial freedom.         I decided to go to the company because of the above situation. The development of the individual is not good, but also to seek potential, of course, can also understand the surrounding environment. From this point of view, I analyzed: 1. The boss is very old, his child just went to elementary school, it is lean time, need young people to work for him, but also need to have the ability of man for him. 2. There is no strong sales team, or market personnel, as the project manager has greater play space, development potential, more extensive contact. 3. In the technical development has encountered the bottleneck, wants to contact the front line user, the market, broadens own scope of vision, after all, will be 30 years old, wants to find in the future oneself wants to do the career. Mainly because of these 3 reasons, I decided to come to this company.         But there's a question I haven't figured out, from the scale of the company's development for more than 20 years, why it's still in the size of a startup, or at least a team of almost hundred people. This is just entered the company, let me very confused one thing, also want to seek the answer.         If the current situation of the company is analyzed, then there is only one answer, the boss's "relationship". Since the business trip once, this customer tracking has a period of time, mainly to the user to write programs, known as the director is the boss's classmate, but the director of direct contact does not buy, other colleagues reflect the director is also more difficult. The so-called devil, this is the case. With the previous experience of doing projects, the more directly the bottom of the relationship between the more people to deal with the relationship, especially the direct leadership of the project, maintenance personnel, management personnel. Show this layer of relationship, the company level has not been dealt with, the light by virtue of "relationship", eat a King's meal is not feasible; In addition, a business trip with the boss, on the road, the boss has been on the phone, after the phone, and sometimes I said two words: Look, this is friends. To the user, the front desk staff said to contact the leader, the boss at this time some impatient, yingqi and front desk said: Already in advance contact good. From the boss of all kinds of expression, demeanor, action, tone of view, is not the kind of people to see. ToUsers, anyone can provide you with valuable information, including the doorman may tell you which car is the main leader, so treat the people around. To the user's several major leaders to introduce the product, the system, on the way back, also has been on the phone, expressed gratitude to others. This time with the user contact, I have been tracking, and finally people say no need for the moment.         "relationship" There are many kinds, have a direct relationship, a relationship, there is an upper-level relationship, a lower relationship, and so on, showing that the boss more attention to the first three relationships, but ignored the underlying relationship. In other words, the lack of a salesperson's ability to pull the relationship together is probably one of the reasons why the sales team has not been able to build it. is so-called, into the relationship, failure is also a relationship, some may do something, some just acquaintances, there is no "in-depth communication", even fair are not counted.         In addition, there is a relationship, but with the user access to the channel, will face not only a person, unless the user's boss can directly make a decision, but this situation in the state-owned enterprises is not possible. So have a relationship, but also have to have the art of communication, communication. and the company personnel (the boss) to the user there, is generally the leadership of the departments, personnel gathered together, focused on products, systems. This straightforward approach lacks the art of engagement until there is a clear relationship between the leadership of each department. There are some small contradictions between leaders, which will directly affect the direction of the project. There is no room for manoeuvre and leeway to maneuver, so people often say "project Operation", that's what it means. Leading conquer can be found, but it also means increasing costs. I also told my boss about the drawbacks of this sales strategy, and he said it was true.         from 0 to 1 this book mentions the tenets of entrepreneurship, one of which is: sales and products are equally important. In today's society, for the traditional non-state-of-the-art technology enterprises, technology is basically saturated. In this case, it is particularly important to have a strong sales team.         into the company time is not long, to understand the situation, can only simple analysis of why the company lacks a leg (sales), there may be deep-seated reasons, follow-up serial, for everyone to reveal the answer.

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Serial "The Life cycle of a program ape"-22. A company missing a leg