When Chang Yu learned that the Echeng Mining Group's capital budget had been approved, it was already mid-July, and the Echeng Education Bureau's bid for campus surveillance renovation had just been completed.
In the previous few months of visits, Chang Yu maintained a frequency of visits once every two weeks. Over the past few months, he had become relatively familiar with people in several departments.
Through visits in the past few months, Yu Chang learned that the current personnel structure of the relevant departments of Echeng Mining is as follows:
1. Purchasing Department: There are five people in total, involved in all aspects of group purchasing, including office supplies, daily necessities, daily necessities, etc., including the procurement of this network transformation. Among them, Li Junhui, director of the purchasing department, Wang Gong, deputy director, and others below There are three members, and their superior is Chen Feiyu, the group vice president in charge of logistics.
The personnel in the procurement departments of state-owned enterprises and central enterprises are generally replaced more frequently, about once every two years. The reason is to prevent corruption, cheating, and harming the group's atmosphere and harming the interests of the people. The current Li Junhui took office in October last year, and it has been less than a year. However, mechanical and electrical equipment, professional equipment, office equipment, daily consumables, etc. all need to go through his hands. If the project amount is small, it is necessary to fulfill the market inquiry. After the procedure, the project will be purchased directly, but when the project amount is large, it is necessary to publish a bidding announcement on the website designated by the group company (usually an internal website).
2. Network Security Department: There are four people in total, responsible for the daily maintenance, maintenance and safety of the group's weak current equipment. Among them, the director, Li Deming, seems to have a close relationship with a company that helps maintain the operation of equipment on a daily basis. The budget for this network transformation was proposed by Li Deming. To put it bluntly, this budget was most likely budgeted by the company behind Li Deming.
The company that originally dealt with the mining group's network, monitoring, and broadcasting has always maintained close contact with the unit. Daily product losses, maintenance and repairs are all handled by this company.
Chief Yu, who has a close relationship with Li Deming from the Ministry of Cyber Security, learned from Wei Xiang that the boss behind this company is the nephew of Li Deming from the Ministry of Cyber Security. Whether the news is true is unknown, but Chief Yu believes that since someone has spread the rumor, It should not be groundless.
3. Financial Management Department: There seem to be five or six people, but there are only two or three who are actually in charge. To put it bluntly, they are the financial team of the group. Among them, Yu Chang invited accountant Wei Xiang to have dinner. The relationship between the two was relatively familiar. Generally, he would tell Yu Chang what he knew, and he was regarded as Yu Chang's guide in the company. Yu Chang learned about the approval of the capital budget from Wei Xiang.
4. In addition, Chang Yu had several contacts with Sun Gong, the chief engineer of mechanical and electrical machinery, Han Gong, the chief workshop engineer, and Chen Feiyu, the group's vice president in charge of logistics.
5. In addition, there is another important department called the Bid Evaluation Committee. In some places, the bid evaluation committee is affiliated with the procurement department. If the purchase amount exceeds the company's stipulated purchase amount, bidding is required, and the bid evaluation committee sends representatives to participate in the bid evaluation and finally determines the winning candidate.
In some local enterprises, the bid evaluation committee is not a fixed department, but is temporarily established based on procurement needs. They usually perform their own duties and do their own essential work. They will only come together when there is a procurement need to evaluate bids.
Most bid evaluation committees such as state-owned enterprises and central enterprises are generally composed of representatives from the Discipline Inspection Commission Work Department, Finance Department, Procurement Department, Network Security Department and other departments. Of course, the personnel will vary depending on the region, nature of the enterprise, internal structure, etc., but the basic functions are similar. .
"Brother Wei, are you free tonight? I brought two bottles of good wine. Let us two brothers try it tonight?" Yu Chang invited Wei Xiang on the phone.
"Ouch, not today! Gazipo is going to exercise today, and it's my turn to take care of my daughter. I know that I am most afraid of Gazipo. It's inconvenient. How about tomorrow?"
Wei Xiang is from Shanghai, and he speaks Mandarin with a strong local Shanghainese accent, but he likes drinking very much, especially spirits with an alcohol content of over 52 degrees. In his words, men should drink spirits.
Wei Xiang has been working at Echeng Mining Group for 7 years, and has gradually progressed from being a cashier to his current position as an accountant. Even though he is rich and has a good drink, he has a solid foundation of professional knowledge and is always meticulous in the work assigned by his leadership.
Shanghainese are generally more trustworthy and rule-abiding, but very shrewd. At around 12 noon the next day, Wei Xiang sent a message: "Nong Ding, I have a lot of land today."
"Meat and vegetables?" Yu Chang replied with two words.
Wei Xiang excitedly sent a message: "Brother, it's all figured out. Let me arrange it. Don't worry."
Yu Chang arranged to stay in Zuixian Tower that night. The facilities there were somewhat similar to ancient towers. The middle was empty, surrounded by walls, and then divided into small private rooms of more than 20 square meters. There was a huge stage in the middle. Various performances can be performed. Such as Dunhuang dance, juggling, cross talk, oboe, etc.
Every time Wei Xiang comes here, his favorite thing is to watch beauties dancing the Dunhuang dance. Especially when the beauties on the stage sway and twist their waists as graceful as water snakes, Wei Xiang will smile from ear to ear. He will take advantage of this to drink. Comfortable.
Dunhuang dance is one of the classical dance genres in China. It mainly includes changes in Tiangong music and dance, folk song and dance scenes in murals, and national dance images such as Hu Xuan, Hu Teng, Zhezhi, and Nishang Feather Dance.
At this time, Hanikezi had not yet made her debut, and she had not yet brought Dunhuang dance to the level of a god.
Hanikezi should have made her debut around 2018. With "A Dream of Dunhuang", she made Dunhuang dance a god for a while.
After the dance, Wei Xiang was still not satisfied. He raised his glass and touched it with Yu Chang. He drank it all in one gulp and said, "The wine is good, the dance is good, and the person is good-looking. Not bad, not bad."
The atmosphere was about the same. I drank wine and watched the dances and beauties. Yu Chang said: "Brother Xiang, is there any latest news?"
Wei Xiang said: "Brother, let me tell you, I don't know who leaked the news. Yesterday, two companies got wind of it and came here! You have to worry."
As Yu Chang expected, Yu Chang said: "Has the company behind Li Deming come?"
"Of course. That company now arranges technicians to stay in the park almost every day, under the pretext of maintaining equipment. In fact, if there is any trouble inside, the other party has already known about it."
For network equipment, the company has always used Ruijie equipment. This project has been reported as early as two months ago, so Yu Chang mainly recommends Ruijie, and Ruijie manufacturers should also provide exclusive support.
However, Ruijie's equipment is not the best on the market, and the cost-effectiveness also needs to be considered. At least, the cost-effectiveness in terms of price needs to be considered.
Switch data communication equipment, in addition to Ruijie, also includes H3C, Huawei, Cisco, ZTE, Pulian, etc. In terms of market share and coverage, the momentum of H3C and Huawei has surpassed the traditional Cisco and ZTE, while Ruijie Although the momentum is strong, its proportion in the country is only among the top ten.
Business is not easy to do, and the competition for projects worth more than two million yuan is so fierce.
Wei Xiang's information was limited, but through his narration, Yu Chang already had a comprehensive understanding of the project, but he didn't have a good idea of how to run next.
Conventional methods will definitely not work.
The original company must have a great advantage at present.
1. The equipment in front is made by this company, and it is also maintained by this company. They know everything about Party A and have the advantage of having the first impression;
2. This company has a close relationship with Li Deming of the Ministry of Cyber Security, and the technical approval of the plan needs to go through the Ministry of Cyber Security. This company occupies both technical and human factors;
Occupying these two major advantages, if there is no direct intervention from upper-level leaders and the bid evaluation committee does not have much disagreement, it can basically become a factor in victory or defeat.
On the bed in the hotel, Yu Chang thought about it all night, but there was no good way.
For a project worth more than two million yuan, the possibility of direct intervention by upper-level leaders is relatively small, so it is estimated that this path will not work. The Procurement Department fulfills its procurement obligations and executes the procurement process, but generally speaking, it will not arbitrarily change the decisions of the Cyber Security Department. plan.
According to the five controls of the project, the current remaining length does not occupy any advantage.
If you want to win this project, you must come up with something unique.
As Chen Feiyu in charge of logistics, Yu Chang only had contact with him once. He was about 35 years old, low-key and introverted, and he performed his duties. Generally speaking, as long as the procurement procedures were compliant and legal, he would not interfere.
Network transformation and platform construction can now be basically done by information technology companies. This type of project can only be considered a small and medium-sized project among weak current projects.
Next, Chang Yu did not choose to visit any of Echeng Mining's customers. Instead, he opened the government procurement website and searched for similar winning bid cases in the past two years both inside and outside the province.
And from this investigation, Yu Chang did gain something.
In 2011, Hubei Hubei Mining Industry invited a similar bid, which adopted the "three-network transformation model."
Three networks: including but not limited to comprehensive network, monitoring network, broadcast network, etc.
The networks of the three systems are brought together, and VLANs and other methods are used to divide lines and links, and the three networks are integrated into one set of equipment.
This construction model saves network cables, switching equipment, optical fibers, etc., which can save costs for customers, while the user experience and network speed will not be affected.
Yu Chang immediately exchanged opinions with his colleagues in the company's engineering department about this winning bid. The colleagues in the engineering department also brightened up when they heard this.
"Chang Yu, please wait a moment. Our engineering department will hold a meeting to study it. If possible, we will give you a feasibility study report."
Then, Yu Chang searched for similar cases again. He found that there seemed to be no precedent for this type of construction in Yunnan. This is a new technology. If feasible, it will become a strong competitive point for this project.
However, there is also a problem. If Yu Chang's company can do the "three-network integration", other companies can also do it. If your ideas and feasibility reports are stolen, everything will be meaningless.
Regarding this bright spot, Yu thought for an entire afternoon about how to come up with a surprising move, but still had no idea.
Yu Chang likes to think from others' perspective and reason in reverse.
He was thinking, if it were Zhang Tian's place, how would he handle it? If it were Chai Ning, how would she handle it?
The first and third move in the sales strategy is mentioned: [Organizational Structure Analysis]
Organizational structure analysis is naturally an analysis of the customer layers that may determine the direction of the project in this project, including from top to bottom: decision-making layer, management layer, and operation layer.
In this project, the management level is Chen Feiyu, while the operation level is Li Deming from the Network Security Department and Li Gong from the procurement department.
At present, Chen Feiyu remains neutral. If he wants to convince him, given the current situation, there is little hope.
As for the extent of the relationship between Li Junhui of the purchasing department and his competitors, it is impossible to tell. And Li Deming is obviously a competitor and is unlikely to help Chief Yu.
As for the decision-making level, as analyzed previously, Director Yu was not sure whether the factory director (general manager) and the factory party committee secretary would pay attention to such a small order.
Yu Chang doesn't want to call Zhang Tian and Chai Ning whenever he encounters a problem. Doing so will create a sense of dependence, which is not conducive to personal progress and growth.
But there is one thing that makes Yu Chang feel happy.
The bid evaluation committee will arrange for a representative from the Finance Department to attend the bid evaluation. This person is more likely to be Wei Xiang. At the bid evaluation site, as long as there is no problem with your singing, and it is specified that the integration of three networks is for customers to save costs and save money. , then Wei Xiang, as a member of the finance department, will definitely speak for himself from the perspective of cost saving.
Yu Chang doesn’t want to promote the concept of three networks into one within the mining group yet, otherwise it will be easy to scare others. In the end, everything will be in vain. The trees he planted will be picked by others, and the gain will not be worth the loss.
For this project, Yu Chang finally decided to start with the bid evaluation committee. Whether it succeeds or fails will be regarded as a kind of experience.
