Zhao Fang: Beijing Women Responsible for Microsoft South China 2002-10-1410: 20 From: Jinyang. Zhao Fang said that there are always people who compare Microsoft with China and local enterprises. This is called national complex or a kind of prejudice, which always bothers her and gives her the greatest pressure. Zhao Fang's terseness is the result of long-term tempering. So, when I visited the reason, I found that Zhao Fang was once the chief negotiator of IBM China. Zhao Fang's office is as simple as hers, without much decoration, so a photo with Bill Gates is quite eye-catching. For Zhao Fang, the photo itself is a symbol of honor, and she is deeply proud of it. In 200 1 year, Zhao Fang was awarded the Microsoft Global Outstanding Contribution Award, and she was the first person in China to win this award. At the award ceremony, she was arranged next to Bill Gates, and the photo was a witness of the day. When talking about this matter, the pride in Zhao Fang's expression is hard to hide. This is not Zhao Fang's first award at Microsoft. As early as the first year of joining Microsoft, she won the Best Inventory Management Award in Microsoft Asia Pacific. Zhao Fang, a Beijinger. Joining HP China after graduating from college is 10 year. 1996 joined IBM, and got the shares given by IBM to employees in the first year because of its excellent work performance. Zhao Fang became the senior channel manager of Microsoft China on 1997. While giving Zhao Fang an opportunity, Microsoft has also given Zhao Fang enormous pressure and challenges: it seems that the sales of Microsoft products in China market are very good, but in fact, the product backlog and inventory have reached the limit that Microsoft can bear. Zhao Fang is very bold. She reduced Microsoft's national general agent from six to four to control unfair competition such as arbitrary price reduction, and at the same time reorganized the product line and adjusted the rebate policy. When the agent comes to pick up the goods, Zhao Fang will look at the national inventory, not just the inventory of a single agent. Zhao Fang is not only familiar with the national inventory situation, but also appears as the gatekeeper of Microsoft products. In the past six months, Zhao Fang saved 6 million dollars for Microsoft and won the Best Inventory Management Award in Microsoft Asia Pacific. In 200 1 year, Microsoft was short of a general manager in South China, another opportunity before Zhao Fang. There are six people competing with Zhao Fang for this position, each of whom is older than Zhao Fang. Some competitors have even worked in Microsoft for five or six years. Zhao Fang briefly described the competition process in that year: first, a written business plan was made and submitted to Microsoft China, then to Microsoft Greater China, and finally to an interview. Finally, the dust settled. The murder in Zhao Fang shopping malls is just an understatement, and the thrilling behind it depends on everyone's thinking. Over the past two years, Zhao Fang's achievements may be the following two figures: in 2000, sales in South China increased by 68% year-on-year, and in 200 1 year, it increased by 35% year-on-year. In 2002, Tang Jun, the new head of Microsoft China, proposed a growth target of not less than 50%, of which South China accounted for 1/3. Compared with North China and East China, South China is actually a very small area, so Zhao Fang shoulders a heavy burden. During his two and a half years in Guangzhou, Zhao Fang never took a long vacation. Mr. and his daughter have been in Beijing and communicate by phone and email every day. Talking about her husband and daughter, Zhao Fang's eyes are full of gratitude, and the support of her family is a powerful guarantee for Zhao Fang's success. Zhao Fang also said that although she is far from her small family in Beijing, she already has a big family with more than 50 employees in Guangzhou. Her efforts are worthwhile. Art without Emotion In the words of the head of the human resources department of Microsoft China, Zhao Fang is a management talent. In Zhao Fang's view, the secret of management lies in cultivating people rather than managers, and her goal is to make every employee successful. Zhao Fang often says that her employees are excellent people, and simple rules and regulations are useless to them. If you need to go to work at 9 o'clock, employees will definitely get off work at 6 o'clock, which is not good. Zhao Fang believes that the most important task of a successful manager is to manage himself well, set an example and shoulder the responsibility of leading the team to success. As for the management of employees, Zhao Fang thinks: "I never thought about managing them. My task is to train people, not to manage them. What I want to care about is making a career development plan for employees. What I want to do is to teach employees how to manage themselves. The highest state of management is by no means institutionalization, let alone restriction. Management should be invisible, what you can't feel is an art, and the managed should feel a kind of enjoyment. " During Zhao Fang's two years as general manager of South China, three employees in South China were transferred to Beijing to take charge of nationwide work. Zhao Fang said that this was a rare thing in the past, and it was generally directly promoted by the headquarters. Win the trust of the government. For a long time, what Microsoft has done best in South China is enterprise users. In Zhao Fang's words, customers of large enterprises and small and medium-sized enterprises account for half of the country. Accurately speaking, there are not many large enterprise customers in South China, but the sales volume is very large. On the other hand, the customers of small and medium-sized enterprises are just the opposite, with a large number but a small sales volume. Zhao Fang said that what Microsoft should do now is to fully understand what the China government really needs and how Microsoft can help the government. She emphasized that e-government is not only a word processing system, but also the establishment and improvement of an information system, which is a challenging task for Microsoft. In fact, Zhao Fang has done a lot of work. Microsoft is a member of Guangdong Software Association and Guangzhou Software Association, and the only foreign company member in the association. Zhao Fang himself is the executive director of the Provincial Software Association and honorary president of the Municipal Software Association; Microsoft has invested a lot of money for the Guangdong provincial government to make a software market survey report for three consecutive years; 200 1, I invested in Guangzhou and cooperated with the Labor and Social Security Bureau to organize the reemployment training activities of "Bright Star" laid-off workers. Through this training, I trained more than 200 laid-off workers in Guangzhou to familiarize them with computer operation and job interview skills. Up to now, the first batch of 80% students have found their favorite jobs and walked out of the predicament. Zhao Fang, who was born in sales, will also devote more energy to the improvement of the sales system in South China. It is understood that only 1/3 of Microsoft's existing personnel in South China are sales personnel, and the other two-thirds are technical support personnel. Zhao Fang is expected to add 65,438+02 sales staff in South China in the near future, so as to promote the transformation of South China from technical support to sales. Between joy and sadness, Zhao Fang told me a story, which she said was the most unforgettable thing in her career. In July, 20001,Zhao Fang and several colleagues went to the United States to attend the Microsoft Global Sales Conference (it was at this conference that she was awarded the Microsoft Global Outstanding Contribution Award). After the meeting, she returned to China, and her colleagues got an incentive holiday to travel to the Grand Canyon. Zhao Fang, who just got off the plane, was still immersed in the joy of winning the prize, but the bad news came. A colleague on vacation in America was killed and injured in a car accident. Zhao Fang said she didn't even know how she got back to Guangzhou from Hongkong. She was a smiling colleague when she got on the plane more than ten hours ago, but she never saw her again in a flash. In the following month, Zhao Fang dropped all her work in Microsoft and went all out to handle the funeral for her dead colleague. The first is to inform the family that a colleague's home is in Shunde, and Zhao Fang learned that his family includes parents besides his wife and children. They agreed in advance that they would only be informed when their wives were at home. They ask their children where to go to school and when to leave school before they dare to explain the situation to their wives. Four hours later, my colleague's parents went home, and another wave of sadness was waiting for Zhao Fang and them. The complexity of the aftermath is far beyond people's imagination. The family's request is to transport the body back to China for burial. All the procedures were completed by Zhao Fang in the United States. When she bypassed the cultural differences between the two countries and overcame many difficulties, she finally completed all the formalities in eight departments, only to find that no domestic airline was willing to take this business. Finally, I contacted Cathay Pacific in Hong Kong, but it only took one day to get from Hong Kong to Guangzhou. Fortunately, all the formalities were finally completed. Finally, Zhao Fang personally escorted his colleague's body back to Guangzhou with a hearse. I can't help admiring her courage. Zhao Fang said that at that time, I was no longer a woman, I was just a boss. This incident is a great blow to Zhao Fang. The two colleagues who were killed were sales backbones, and great grief enveloped the whole South China region of Microsoft. That's it. South China still set a record for sales in that month. Business card Ms. Zhao Fang, general manager of South China Branch of Microsoft (China) Co., Ltd. in Zhao Fang, joined Microsoft (China) Co., Ltd. 1998, and is now the general manager of South China Branch of Microsoft (China) Co., Ltd. Zhao Fang is fully responsible for the business operation and development of Microsoft (China) Co., Ltd. in South China, and is responsible for establishing and developing extensive cooperation and contacts with government departments, partners and customers. Zhao Fang joined Microsoft (China) Co., Ltd. from 65438 to 0998 as a senior channel manager, responsible for supporting and managing the general agent authorized by Microsoft and in charge of the nationwide distribution business. During his tenure, he set monthly and quarterly records of Microsoft's distribution performance in China, and won the Best Inventory Management Award of Microsoft Asia. Zhao Fang has 13 years of working experience in the IT field, and has experienced the transformation from a hardware company, a hardware company and a software company, and has accumulated the skills of "combining software with hardware" and rich experience in business operation, sales, negotiation and management. Before joining Microsoft, Zhao Fang was the channel sales manager of IBM (International Business Machines Co., Ltd.), responsible for the national sales of hardware, software and network products. Prior to this, Zhao Fang worked in China Hewlett-Packard Co., Ltd. for ten years, successively serving as business manager, sales assistant, senior negotiator and senior sales representative. Biography of Zhao Fang 2000 -2002: General Manager of South China Region of Microsoft China Co., Ltd. 1998 -2002: Senior Channel Manager of Microsoft China Co., Ltd. 1997-1998: Senior Channel Manager of International Business Machines Co., Ltd. 1987. So Zhao Fang began to tell me about her daughter. She said that for her, the success of the family is the greatest success. Her daughter is her pride. My daughter began to take art classes at the age of 3, and when she was 5, she had already held a solo exhibition and won a national gold medal. Now 12 years old, I already know how to discuss with my mother how to choose my own development path according to my own interests. Zhao Fang said that the way she manages her daughter is "no pressure, no violence", giving her full freedom and choice to do what she likes. One letter has always impressed Zhao Fang. It was two years ago, when Zhao Fang left Beijing to work in Guangzhou, her daughter wrote to her. The daughter said that she supported her mother and always saw all her efforts. She promised to be a good daughter with a regular life. When Zhao Fang said these words, his eyes were full of pride. Completely different pride. References:

/24/08/women _ article 17 130824 . shtml

Adopt it