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"Internet harmful, so the hardware price transparency, profits thin, life is more difficult system integration." A chance to hear the system integrators such complaints. Although the reasons for system integration thinning profit blame the rise of the Internet inevitably biased, but the sad days of system integration is an indisputable fact. ZTE Industrial was established in 2001. Qiutie Cheng, chairman joked: "Although set up in turn of the century, it can be described as 'untimely'." Because they obviously have missed the huge profits of system integration era will soon come into the world in a highly competitive era of little profit. Systems integration industry in China, so also are too many new entrants. So, in the marginal profit, system integrators, how to survive? This not only placed new challenges before the system integrators as well as systems integrators of all the challenges. In addition to efforts to develop its own application software, a more value-added services business, sales for project-based system integration, the effective prevention of risks from the client becomes increasingly important. Do a slow death by customers Customers are integrators profit and revenue sources. Thus it was that control of the customer to control everything. But in the project, system integrators and customers and if the same on the "enemy." The most headaches for integrators is requirements change. Customer requirements change frequently, not only integrators confusion, troublesome, but also affected the progress of the project. Some customers malicious arrears, but also gives a number of builders to the brink of bankruptcy, and even dragged dead. Therefore, the marginal profit of survival top priority is how to prevent the risk from customers to protect their own interests. Beijing Beida Jade Bird Bridge Technology Co., Ltd. CEO Min-Sheng Wu believes that integrators as business, helping customers to analyze requirements and the implementation of projects, to regard ourselves as customers, from the customer's perspective, while talking about the price of receivables time, then we must stick to principles, to protect their own interests. Qiutie Cheng believes that it is important to take precautionary measures. Specifically, the signing of time to pay attention to several points: Do not pick a company may be financing the project; do not receive any credit for the company's projects; make words of transparency, so that customers and understand their own. ZTE Industrial has encountered a network of private schools to build the campus, after investigation, found that the school serious deficits, accumulated debt has exceeded the projected tuition income, and the entire campus network construction cost is so big and can not in the expected time inside back section. Although the project seems attractive profits, but if turned into bad loans, subsidizing of the big. Qiutie Cheng said: "This may be funding the project must not take the risk." Another type is the bad faith of the company. They list a lot of harsh conditions, often talked about the deducting money. Have to distinguish between these companies, one is worried about doing well or jerry-builders, and the other is ready to start deducting money. Min-Sheng Wu believes that if the first class companies can access, for the second contract the company must be careful. Signed in and the customer must take the words of the time through, to distinguish the two sides of the Right and Interest. List can not be lost because of fear, took a number of things need to speak clearly ambiguous passed. However, the marginal profit and the customer is not only to guard against financial risk game, but also an accurate grasp of customer needs. Grasp the needs of Changing market environment, new things emerging, users are also at the dynamic adjustment of business processes, this is the customer's business can be done on-demand and variable, but for the construction of the project integrator who is not a good thing the. This often means rebuilding, or a certain degree of rework. Therefore, an accurate grasp of customer needs is essential. Several system integrators comprehensive proposal to the following points: First of all bids from the customer's point of understanding. Customer bids reflect only the external customer needs, according to the tender of a customer's real purpose, it is necessary to understand the customer in many ways, including the company's organizational structure, development strategy, the current problems. These and the customer tenders combined analysis in order to truly grasp the customers are thinking, to help customers design a reasonable solution. To the formation of a common language and the customer, to help customers solve real problems, so that a more stable relationship. The second is to cultivate a thinker and business who understand the technical team. Everything people do need, in the user needs more complex trend, the need for technical staff have more business knowledge, learn more about the industry situation. These are not one or two days can be solved, require long-term accumulation. This requires integrators constitute a reasonable person have the right human resources planning to meet customer requirements. Finally to establish a standardized service system. No matter what kind of user, there is only one standard of service, it can be the most economical way to provide the necessary services to the user. This from the contract management, to standardize services, create a service system. ZTE Industrial engineering and construction company to provide all the equipment, there are special system files, these norms in contracts signed with customers in both the specific requirements. The standard service is the most important characteristics of services make a clear and enforceable commitments. Users can enjoy an accurate understanding of his rights, is the integrator's responsibility to avoid unnecessary a good way. Read user After years of competing systems integrators, "education", coupled with advances in information network age, users become more knowledgeable, more discerning, demanding more and more. For such users how to do tough Qiutie Cheng believes that customers should be is to understand from the perspective of integration into two categories, divide and Reading. One is really to understand, these customers can not look down upon, their better understanding of market conditions, on their own needs and related technologies is also very understanding. Clients do not report such high prices is the price of a newspaper can. Such customers are likely to do technical background, to send a can to quell the other, at least a common language more appropriate to talk about the engineers, and good at "sale's talk" of sales is likely to be counterproductive. Because of these customers understand the benefits, will be more reasonable, not some unreasonable demands. But it may be one aspect of a pretty good, some Tebie specific requirements, some may not appropriate for the whole project, encountered such a situation would require many skills of persuasion, not only can not self-righteous Zhuanjia Shanghai customer confidence, then to talk to convince the purpose of understanding the question. While the other customers know very little, most of these customers are in sales, administrative background. Such customers to be able to quickly identify where their real purpose, not just the tender superficial. They may decide, not necessarily know the specific needs, which requires the specific charge of sales and staff communication, to grasp the real demand. In such customers, especially government, is not very sensitive to price, without peer mutual bargain, generally to a better price. Another aspect of stability that they may be very demanding. They also may often be difficult to achieve some requirements, particularly in the case of pre-analysis is not enough, it might be easy to change customer demand, which requires good solid demand for work, did not speak out to help users find the requirements of fundamental solution to users.
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"Internet štetne, pa transparentnost cijena hardvera, dobit tanka, život je teže sistemske integracije." Priliku čuti sistem integratora takve pritužbe. Iako razloga za sistemsku integraciju stanjivanje dobit kriv uspon Interneta neminovno pristran, ali tužno dana sistemske integracije je neosporna činjenica. ZTE Industrijska je osnovana 2001. Qiutie Cheng, predsjednik našalio: "Iako je postavljena u prijelazu stoljeća, može se opisati kao" nepravovremenu "." Jer oni očito su propustili veliku dobit od integracije sustava ere će uskoro doći na svijet u vrlo konkurentnom doba malo dobiti. Sistemska integracija industrije u Kini, tako su i previše novih sudionika. Dakle, u marginalna dobit, integratora sustava, kako preživjeti? To ne samo da postavljene nove izazove pred integratorima sustava kao i sustava integratora svih izazova. Osim nastojanja da razvija vlastite aplikacijski softver, i usluga više dodane vrijednosti poduzeća, prodaju za projekt-temeljen sistem integraciju, učinkovito sprečavanje rizika od klijenta postaje sve važnija. Da li će polaganom smrti od kupaca Kupci su integratora profita i izvora prihoda. Tako je bilo da je kontrola klijenta da iskoriste sve. No, u projekt, integratora sustava i kupaca, i ako isti na "neprijatelja". Najviše glavobolje za integratora se zahtjevi promijeniti. Korisnički zahtjevi često mijenjati, ne samo integratori zbunjenost, koji uznemiruje, ali i utjecati na napredovanje projekta. Neki zlonamjerni kupci nepodmirenih obveza, ali i daje niz graditelja na rub bankrota, pa čak i vukli mrtav. Stoga, marginalna dobit za preživljavanje glavni prioritet kako spriječiti rizik od kupaca zaštititi svoje interese. Peking Beida Jade Bird most Technology Co, Ltd izvršni direktor Min Sheng Wu-integratori smatra da su poslovni, pomažući klijentima da analizira zahtjeve i provedbu projekata, da se smatraju kupci, iz perspektive klijenta, a govorimo o cijeni, potraživanja vrijeme, onda moramo držati se načela, kako bi zaštitili svoje interese. Qiutie Cheng vjeruje da je važno poduzeti mjere predostrožnosti. Naime, potpisivanje vrijeme da obratite pozornost na nekoliko točaka: Nemojte odabrati tvrtku mogu se financiranje projekta; ne primaju kredit za tvrtke projektima, provjerite riječima transparentnosti, tako da kupci i razumjeti svoje vlastite. ZTE Industrijski naišao mrežu privatnih škola za izgradnju kampusa, nakon istrage pronađena ozbiljne deficite u školi, ukupan dug premašio projiciranih prihoda školarinu, a cijeli kampus mreže troškova gradnje je tako velik, ne može očekivati vrijeme natrag unutar sekcije. Iako je projekt čini atraktivnim dobit, ali ako se pretvorio u loše kredite, subvencioniranja velikih. Qiutie Cheng je rekao: "To može biti financiranje projekta ne smije riskirati." Drugi tip je loše vjere tvrtke. Oni Lista puno otežanim uvjetima, često je govorio o oduzimanjem novca. Da li to razlikovati između tih kompanija, jedna je zabrinut radi dobro ili loš-graditelji, a drugi je spreman za početak oduzimanjem novca. Min-Sheng Wu vjeruje da ako prvoklasne tvrtke mogu pristupiti, za drugi ugovor tvrtki moraju biti oprezni. Kada klijenti Prijavite se i mora uzeti riječima transparentnosti, kako razlikovati desno i kamata. Ne mogu brinuti o gubi list, stavite stvari koje trebaju pojasniti nejasna prošlo. No, marginalna dobit, a kupac je, ne samo radi zaštite od financijskih rizika igra, ali točne grasp of potrebe kupaca. Shvatiti potrebe Promjena tržišnog okruženja, nove stvari u nastajanju, korisnici su također na dinamičke prilagodbe poslovnih procesa, to je kupca posao može bude učinjeno na zahtjev i promjenjivim, ali za izgradnju projekta integratora koji nije dobra stvar . To često znači obnovu, odnosno određeni stupanj prerađuje. Dakle, točno shvaćanje potrebe kupaca je bitno. Nekoliko sistem integratora sveobuhvatan prijedlog za sljedeće točke: Prije svega, razumijevanje od kupca gledišta ponuda. Ocjena ponuda se odnosi samo na vanjske potrebe klijenata, prema tenderskoj od kupca stvarne svrhe, potrebno je razumjeti kupca na razne načine, uključujući i tvrtke organizacijske strukture, strategije razvoja, aktualnim problemima. Ti i gost ponuda kombinaciji analizu kako bi se uistinu shvati kupci su razmišljanja, kako bi pomogli korisnicima dizajnu razumna rješenja. Za formiranje zajedničkog jezika i kupaca, da pomogne klijentima riješiti konkretne probleme, tako da je stabilniji odnos. Drugi je njegovati i poslovni mislilac koji razumiju tehnička ekipa. Sve što ljudi trebaju, u potreba korisnika složeniji trenda, potreba za tehničko osoblje imaju više poslovnih znanja, naučiti više o industriji situaciji. To su ne jedan ili dva dana može se riješiti, zahtijevaju dugotrajno nakupljanje. To zahtijeva integratora predstavlja razumnu osobu, s odgovarajućim ljudskim resursima planiranja, zadovoljiti zahtjeve korisnika. Konačno uspostaviti standardizirani sustav uslugu. Bez obzira na vrstu korisnika, postoji samo jedan standard usluge, to može biti najekonomičniji način osigurati neophodne usluge za korisnika. To od ugovora za upravljanje, standardizacija usluga, stvaranje usluga sustava. ZTE Industrijski inženjering i građevinsko poduzeće pružiti svu opremu, postoje posebne datoteke sustava, te norme u potpisanim ugovorima s kupcima u obje specifičnim zahtjevima. Standardna usluga je najvažnije karakteristike usluge čine jasne i ovršne obveze. Korisnici mogu uživati u točne razumijevanje njegova prava, je integrator odgovornost kako bi se izbjeglo nepotrebno dobar put. Pročitajte upute Nakon godina natjecanja sustava integratora, "obrazovanje", zajedno s napredak u informacijskoj mreži dobi, korisnici postaju više znanja, više uviđavan, tražeći sve više i više. Za takve korisnike kako raditi teške Qiutie Cheng vjeruje da kupci trebaju se razumjeti iz perspektive integracije u dvije kategorije, dijeljenja i čitanja. Jedan je stvarno razumjeti, te klijente ne može biti trivijalno, njihovo bolje razumijevanje tržišnih uvjeta, na temelju svoje vlastite potrebe i srodne tehnologije su vrlo razumijevanju. Klijenti ne prijavljuju takve visoke cijene je cijena novina može. Takvi kupci su vjerojatno da će napraviti tehničke pozadine, poslati može ugušiti drugoga, barem zajednički jezik primjerenije govoriti o inženjerima, i dobar u "sat za razgovor" u prodaji je vjerojatno da će biti kontraproduktivno. Zbog tih kupaca razumjeti prednosti, će biti više razuman, a ne neke nerazumne zahtjeve. Najvjerojatnije jedan od aspekata vrlo dobri na neki poseban i specifičan Di zahtjeve, neki ne mogu Shige Xiangmu naišli koji poziva Henduo vješt Yuefugongzuo, ne može nauditi Ke Jia Hu Zhuan's self-pravednika samopouzdanje, a zatim razgovarati uvjeriti u svrhu razumijevanja pitanje. Dok ostalim korisnicima zna vrlo malo, većina tih kupaca su u prodaji, administrativne pozadine. Takvi klijenti biti u mogućnosti da brzo prepoznati gdje je njihova prava svrha, a ne samo površno natječaj. One mogu odlučiti, ne nužno znati specifične potrebe, što zahtijeva poseban trošak prodaje i komunikacije osoblja, da iskoriste stvarne potražnje. U takvim kupcima, a posebno tijela državne uprave, nije jako osjetljiva na cijenu, bez vršnjacima međusobnog bagatela, općenito bolju cijenu. Drugi aspekt stabilnosti da oni mogu biti vrlo zahtjevna. Oni su često može biti teško ostvariti neke uvjete, posebno u ranoj fazi slučaj nije dosta, zahtjev kupca je vjerojatno da će se mijenjati jednostavno, što zahtijeva solidnu rad treba raditi, nemojte reći da je to pomoć korisnik nađi zahtjeve temeljnih rješenje za korisnike.