信息化项目要学会向上要支持

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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">谈到信息化项目，很多人都会意识到是一把手工程。但是，在现实中，很多<span style="font-family: Times New Roman;">CIO</span>
<span style="">或者</span>
<span style="font-family: Times New Roman;">IT</span>
<span style="">主管面临的问题往往是，信息化是他们在负责，上级往往是在下达任务！</span>
</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">当然，首先我们必须判断这个项目的影响面，如果这个项目仅仅影响一个部门，那么问题就小多了，而如果影响很多部门，向上要的支持，绝对不能少。你必须明确两个问题：</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第一，这个问题你自己一个人解决不了。这个就不用我多解释了。主要还是职权以及工作业务内容的不一致，会导致项目协调非常困难。</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第二，这个问题必须你来牵头解决。这和上面不矛盾。主要是说明你必须找人解决这个问题，你要找的，就是找你的上级<span style="font-family: Times New Roman;">!</span>
</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">不过，我这篇不是要讲如何向上要得支持的技巧，而是要我们重视上面能够给我们的支持。这里面一定有很多我们需要准备的资料和论证，也一定要我们足够的技巧去说服他们，但是我们先要做的，就是确定我们需要什么样的支持！</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">说起来很简单，我们需要一把手们的支持。但是，实际上，由于个人关注的工作都不一样，所以往往在项目真正开始推进的时候，各个老总只是来听听例会。别的时候，他们都去忙他们自己认为最重要的事情去了。我们当然需要有足够的支持，但我们需要明确我们的需要的支持的级别。</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">支持从支持的深度来讲，我认为大致可以分为下面几种：</span>
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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第一、</span>
<span style="font-size: 12pt; font-family: '宋体';">方法指导（方法论贡献者）</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第二、</span>
<span style="font-size: 12pt; font-family: '宋体';">过程指导（经验贡献者）</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第三、</span>
<span style="font-size: 12pt; font-family: '宋体';">过程参与（实践贡献者）</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第四、</span>
<span style="font-size: 12pt; font-family: '宋体';">结果负责（组织贡献者）</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">第五、</span>
<span style="font-size: 12pt; font-family: '宋体';">独立负责（责任贡献者）</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">根据我们可能要得的支持，我们可以得到下面的矩阵表，据此我们来分析一下实际我们需要什么的支持。</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-weight: bold; font-size: 12pt; font-family: '宋体';">决策会议参加</span>
<span style="font-weight: bold; font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-weight: bold; font-size: 12pt; font-family: '宋体';">例会参加</span>
<span style="font-weight: bold; font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-weight: bold; font-size: 12pt; font-family: '宋体';">项目奖金</span>
<span style="font-weight: bold; font-size: 12pt; font-family: '宋体';"></span>
</p>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-weight: bold; font-size: 12pt; font-family: '宋体';">绩效绑定</span>
<span style="font-weight: bold; font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">方法指导</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
</td>
<td style="" width="106" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
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<td style="" width="103" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">过程指导</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
</td>
<td style="" width="106" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="100" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<td style="" width="98" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">过程参与</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
</td>
<td style="" width="106" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="98" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="100" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<td style="" width="98" valign="top">
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">结果负责</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
</td>
<td style="" width="106" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
</td>
<td style="" width="98" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="100" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">○</span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<td style="" width="103" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">独立负责</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="106" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="98" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
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<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">○</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
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<td style="" width="98" valign="top">
<p class="p0" style="margin-bottom: 0pt; margin-top: 0pt; text-align: center; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">√</span>
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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">如果所示，其实我们里面最需要表达的就是作为一把手，他们往往是应该对结果负责的人，而针对这部分人，我们所要的支持，不能仅仅停留在制度层次上的，必须上升到绩效上。让他们绑定相关成败因素。</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">可以想象，如果他们没有本质的绩效相关因素制约着他们，他们很可能成为【指导者】角色，而忘了自己是一个应该对结果负责的人。到时候<span style="font-family: Times New Roman;">IT</span>
<span style="">主管，只会成为众矢之的，大家都可以说他哪里做得不好。却忘了，所有人都应该对结果负责。</span>
</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">因此，您知道了，从一个项目开始之前，你必须和你的老大谈清楚，你需要的支持到甚么程度！这一点非常重要。很多老板都说支持，但仅仅停留在启动大会上的几句话，这对你来说还远远不够，不许落实到实地才可行。永远不要相信人是自觉的！这是一把手工程成功的关键！</span>
<span style="font-size: 12pt; font-family: '宋体';"></span>
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<p class="p0" style="text-indent: 21pt; margin-bottom: 0pt; margin-top: 0pt; line-height: 150%;"><span style="font-size: 12pt; font-family: '宋体';">下面是看到的联想公司柳传志关于企业上<span style="font-family: Times New Roman;">ERP</span>
<span style="">的时候高层的支持程度，大家可以参考一下：</span>
</span>
<span style="font-size: 10.5pt; font-family: '宋体';"></span>
</p>
<p class="p0" style="margin-bottom: 5pt; margin-top: 5pt;"><span style="font-weight: bold; font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">柳传志：为实施<span style="font-family: Times New Roman;">ERP</span>
<span style="">当年曾誓言罚俸半年</span>
</span>
<span style="font-size: 10.5pt; font-family: 'Times New Roman';"></span>
</p>
<p class="p0" style="margin-bottom: 5pt; margin-top: 5pt;"><span style="font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">9<span style="">月</span>
<span style="font-family: Times New Roman;">11</span>
<span style="">日，联想集团董事局柳传志表示，</span>
<span style="font-family: Times New Roman;">“</span>
<span style="">务实</span>
<span style="font-family: Times New Roman;">”</span>
<span style="">是联想的核心文化。同时，他也披露了一些改革中。</span>
</span>
<span style="font-size: 10.5pt; font-family: 'Times New Roman';"></span>
</p>
<p class="p0" style="margin-bottom: 5pt; margin-top: 5pt;"><span style="font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">　　柳传志称，<span style="font-family: Times New Roman;">ERP</span>
<span style="">系统是对一个企业业务流程的重组，是对利益的重新分割，因此，很多中国企业在实施</span>
<span style="font-family: Times New Roman;">ERP</span>
<span style="">时都失败了。</span>
</span>
<span style="font-size: 13.5pt; font-family: 'Times New Roman';"></span>
<span style="font-size: 10.5pt; font-family: 'Times New Roman';"></span>
</p>
<p class="p0" style="margin-bottom: 5pt; margin-top: 5pt;"><span style="font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">当初，</span>
<span style="font-size: 13.5pt; font-family: 'Times New Roman';"></span>
<span style="font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">联想在实施<span style="font-family: Times New Roman;">ERP</span>
<span style="">时也曾经遭遇差点夭折的困难，很多部门领导人没有时间和精力实施。于是，他召开了一个全部管理层参加的会议，在会议上宣布了实施不成功的惩罚措施。</span>
</span>
<span style="font-size: 10.5pt; font-family: 'Times New Roman';"></span>
</p>
<p class="p0" style="margin-bottom: 5pt; margin-top: 5pt;"><span style="font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">　　<span style="font-family: Times New Roman;">“</span>
<span style="">当时，我宣布如果</span>
<span style="font-family: Times New Roman;">ERP</span>
<span style="">实施不成功自己将罚俸半年，对其他管理层也开出了要求和惩罚措施。最终，项目提前一天完成了。这也印证了联想务实、说到做到的企业文化。</span>
<span style="font-family: Times New Roman;">”</span>
<span style="">柳传志称。</span>
</span>
<span style="font-size: 10.5pt; font-family: 'Times New Roman';"></span>
</p>
<p class="p0" style="margin-bottom: 5pt; margin-top: 5pt;"><span style="font-style: italic; font-size: 13.5pt; font-family: 'Times New Roman';">　　另外，在谈及联想控股布局业务的多元化时，柳传志称，联想现在之所以能够实现多元化，是因为组织结构的改革比较成功，联想控股成为了一个真正的母公司和投资者。</span>
<span style="font-size: 10.5pt; font-family: 'Times New Roman';"></span>
</p>
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