Selected Works of Ren Zhengfei

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Chapter Title: Embracing Challenges and Strengthening Core Skills: Welcoming Spring

• In 2002, Huawei faced intense competition and internal struggles, almost collapsing, but survived through overseas expansion, showcasing its resilience.

• This document celebrates Huawei's strength in adversity, outlining key strategies for enduring market difficulties and highlights the importance of customer relationships, internal improvements, and embracing global opportunities.

• Read on to find out how Huawei survived those challenges and emerged stronger.

• Eager to discover Huawei's secrets to success during tough times?

• Want to learn how to cultivate strong customer relationships and internal skills for growth?

• Curious to see how a company can turn near-collapse into a springboard for global achievement?

Core Content:

1. Market Difficulties as Opportunities:

• Instead of lamenting tough times, view them as chances to hone skills and innovate.
• Focus on creative solutions for market success.
• Avoid outdated thinking and approaches.

2. Size as a Basis for Cooperation:

• In a rational market, large companies offering comprehensive solutions are favored.
• Customers prefer companies demonstrating long-term viability.
• Prioritize building a sustainable company over fleeting product advantages.

3. Cultivating Customer Relationships:

• Develop pervasive customer relationships, not just key contacts.
• Understand and address customer concerns at every level.
• Be wary of opportunistic relationships that vanish when challenges arise.

4. The Importance of Survival:

• Ensuring the company's survival is the top priority in difficult times.
• Focus on gaining market share and securing contracts.
• Adopt sound principles of market competition.

5. Overseas Markets as a Path to Victory:

• Look to overseas markets when facing domestic struggles.
• Maintain an upbeat attitude and a strong image in the face of adversity.
• View internal strengths as key to long-term success.

6. Expectations for the Year:

• Employ new thinking and innovative methods to improve the market situation.
• Emphasize the importance of cash flow for the company's future development.

7. Building a Broad Alliance:

• Prioritize building a pervasive network of customer relationships at all levels.
• Avoid opportunity-based behaviors and focus on long-term relationships.
• Advocate for a cooperative approach among brother companies to achieve common goals.

Q&A:

Q: What should one do when facing a temporarily down market?

A: Seize the time to innovate, improve skills, and build lasting relationships with customers. Do not resort to short-term gains over long-term cooperation.

Q: What is the role of company size in a difficult market?

A: A company's size is critical as it shows long-term viability and reliability to customers and partners.

Q: How is pervasive customer relationship superior to having just a key client contact?

A: Cultivating broad customer relationships at all levels provides diverse support, ensures greater access, and allows for feedback to flow more freely.

Q: How does a company ensure its real chance of surviving in tough times?

A: One needs to prioritize cash flow, control costs, innovate effectively, and focus on strengthening a positive image to instill confidence in customers.