Chapter 39
Guan Baobao is the account manager in charge of the company's high-end manufacturing BU. Although he has only graduated for three years and is not married yet, he has extremely strong communication, empathy, product and logical abilities.
In June this year, Guan Baobao had already exceeded the company's performance target of 2 million ahead of schedule. Dingna and Weidazhi, two major high-end manufacturing customers, were newly signed by him this year, with contract amounts of 500,000 and 580,000 respectively.
The contract signed by Guan Baobao not only has an objective contract amount, but also has a feature that the contract delivery content has boundaries and is completely boxed in. There is almost no risk of demand scope spreading, so the company's project managers like to serve as project managers for his projects because they are easy to accept.
Tonight's review focuses on the Dingna project, for which Pan Lulu is currently the project manager.
The Dingna project was signed in early November last year. Before the contract was signed, the client was anxious about the project progress, so Guan Baobao contacted Lian Yijian.
Lian Yijian arranged to enter the site early, and the early entry project handover form was completed internally. After the internal project handover meeting, Pan Lulu entered the site in mid-October.
For the Dingna project, Lian Yijian wrote in the inventory sheet that the estimated acceptance time was the end of June. If the project was not accepted at the end of June, it was postponed.
Looking at the inventory sheet, the update date was still 6:40 pm last Monday evening. This was the date when Lian Yijian updated the inventory sheet. He frowned slightly and asked, "Lulu, have you updated the inventory sheet for the current progress and next steps of the Dingna project?"
Pan Lulu, who was whispering with He Yicheng, was startled by the sudden cold voice. She immediately stood up and responded, "Boss Lian, there are too many things to do on the project today. I was so busy that I forgot."
"I've already said this twice, and I don't want it to happen a third time." Lian Yijian's voice was obviously colder than before.
Many people in the delivery department, including Xia Zhongqin, originally thought that Lian Yijian would not say anything, just like the last time when Pan Lulu did not update the inventory list, but they all heard the anger in his voice.
Pan Lulu did not realize her mistake, but instead looked at the person standing on the stage in front of her with a look of grievance.
"Mr. Lian, aren't you being too partial? Xia Zhongqin's contract for the Centennial Project is only worth 290,000, yet you made two trips in person. Mine is twice as much, and you didn't even bother to visit the site. If you were willing to go with me to the client's site, this project would have been accepted by early July."
Pan Lulu's words, which were slightly coquettish, were like a bolt from the blue, causing other staff members in the delivery department, including Guan Baobao from the sales department, to look at her involuntarily.
It would have been fine if Pan Lulu had said these words behind the delivery manager Lian Yijian's back, but it became a serious matter when she directly questioned him in front of so many people.
Xia Zhongqin was not surprised at all that Pan Lulu had such a big reaction, because Lian Yijian had received calls from Pan Lulu on his way to the Centennial project this time and on his way back from the Centennial client site last time.
She didn't know the specific details at the time. She only remembered that Lian Yijian said he was in Bai Nian and would take time to visit Dingna recently.
However, Pan Lulu did not give any face to Lian Yijian, the leader, in front of so many people. Xia Zhongqin thought it was too much, and she couldn't help but look at the stage worriedly.
Just as she was looking at the stage, Lian Yijian's gaze happened to be looking in her direction. Their eyes met unexpectedly, and Xia Zhongqin couldn't help but hurriedly shift her gaze.
When he saw Xia Zhongqin avoiding his gaze again, a hint of loss appeared on Lian Yijian's originally cold face, but he quickly returned to normal.
"You've already told me twice about going to the Dingna project site. I also told you, Pan Lulu, on the phone that I'll arrange a time to go. The plan is to go this Wednesday morning. No matter how big or small the project is, as long as there's a need for me, I'll go."
Lian Yijian's words left Pan Lulu speechless. She sat down angrily, staring fiercely at the back of Xia Zhongqin who was sitting right in front of her.
The project inventory was not interrupted by Pan Lulu's previous episode, and people continued to look forward to Guan Baobao's ongoing projects.
Twenty minutes later, Guan Baobao had completed the inventory of all five projects under construction.
The reason why each project inventory took less than four minutes was that at the inventory meeting the project manager of each project only talked about the problems and risks, and the specific solutions were discussed after the inventory meeting, which saved a lot of time.
Before January this year, the project inventory could be completed from 6:30 pm to the early morning, and the latest time was 1:30 am. Later, Lian Yijian changed the inventory method, and the inventory efficiency was significantly improved.
There are still thirty projects left, which belong to the other two sales people and Sales Director Song Xiaojuan.
Just as Lian Yijian announced the end of the inventory meeting, the three of them came in from outside, holding milk tea, and slowly walked into the meeting room.
The girl with shoulder-length hair and a baby face is the company's sales champion - Wang Li. She is responsible for the company's major state-owned clients. All the signed projects are worth more than one million yuan.
The middle-aged woman who looks a bit old-fashioned and has a face full of resentment is Song Xiaojuan, the head of the company's sales department. The other one with a bob haircut and fashionable clothes is Xu Mengran, who is responsible for the company's small and medium-sized manufacturing enterprise customers.
After the three of them sat down on the chairs, Lian Yijian selected Wang Li from the customer manager screening criteria in the inventory list and finished the state-owned capital projects that Wang Li was responsible for first.
At present, the state-owned projects signed by Wang Li are only four projects under construction, namely Wujiang Rural Commercial Bank Project, Changzhou Rural Commercial Bank Project, Taicang Port Project and Sucheng Metro Project. The total contract amount of these four projects has exceeded 10 million yuan.
The project managers clearly updated the current project progress and next arrangements of the Changzhou Rural Commercial Bank and Taicang Port projects during the project inventory.
Lian Yijian asked the project managers of the two projects whether there was any risk of project delay. The project managers answered no. Wang Li was also very satisfied with the current project progress and had no opinions.
It was the turn of the Changzhou Rural Commercial Bank project. Liu Jijun was the project manager of the project. The current project progress and next steps in the inventory table were also updated, but there were problems and risks with the project.
The Changzhou Rural Commercial Bank project was signed in February last year with a contract value of two million yuan. A year and a half has passed, and only some of the project's functions have been launched. The planned acceptance date is the end of this year, and there is a high possibility of delay.
Liu Jijun listed the specific problems and risks of the current project one by one. One of them required on-site support from sales staff, which he raised at the inventory meeting.
As soon as Liu Jijun finished speaking, Song Xiaojuan was like a firecracker. Just like the previous times when she mentioned the need for sales support during the inventory, she started talking a lot.
"One incompetent general can exhaust the entire army. According to what Mr. Liu just said, it was our sales team's fault for taking on this project in the first place. The delivery team themselves were incompetent, yet they're putting the blame on us sales. Enough is enough. I'll tell Mr. Wang later that we'll never again bother signing back office systems for major banking clients like Changzhou Rural Commercial Bank."
"Because the contract has been signed, your delivery department simply doesn't have the ability to deliver the project. It's been almost two years since the Changzhou Rural Commercial Bank project was signed. The day before yesterday, my account manager, Fang Yi, called me and said that if the project is not delivered on time, we must strictly follow the contract and deduct money. I have already told Mr. Wang that this money will be deducted from your delivery department's year-end bonus because it is your incompetence that has led to the project's failure to be delivered on time."
What Song Xiaojuan said left the entire delivery department and two more sensible sales people, Guan Baobao and Wang Li, speechless. What Liu Jijun had just said was that he hoped Wang Li, the account manager of this project of Changzhou Rural Commercial Bank, could go with him to visit Fang Yi in the office this Thursday.
The two parties communicated about the launch of this project at the end of this month. In fact, the overall construction work of this project has been completed, but the customer has been dragging it out and has not yet launched it. There are many additional functions outside the contract that the customer also needs to complete in this period.
Since Liu Jijun did not agree, the customer delayed the launch. Everyone in the delivery department thought that there was nothing wrong with Liu Jijun asking the sales staff to help push the project. After all, the contract was signed by the sales staff. Why did the sales director react so strongly and even get angry?
Song Xiaojuan showed no sign of stopping. She had already begun to criticize Liu Jijun and then the entire delivery department. She became more and more excited as she spoke, and finally said, "If there really is no one in the delivery department who can deliver this Changzhou Rural Commercial Bank project, then I will ask Mr. Wang to find someone else."
Without missing a word, everything Song Xiaojuan said afterwards fell into the ears of Mr. Wang, also known as Wang Dayu, who just walked to the door of the conference room.
Wang Dayu is only in his early forties this year. His first job after graduation was in sales at Beijing Smart Internet Company. He gradually rose through the ranks from account manager, sales director, branch general manager, district general manager to his current position as assistant president.
After more than ten years of hard work at Beijing Smart Internet Company, Wang Dayu has long developed a working style of speaking one way to different people and another way to different people.
From the moment Song Xiaojuan started attacking the delivery department to the moment Wang Dayu came in, Song Xiaojuan kept her mouth shut. Lian Yijian didn't say a word the whole time, just quietly appreciating Song Xiaojuan's performance.
Seeing Wang Dayu come in, Song Xiaojuan started to chatter again as if she had seen a savior. The more outrageous her chatter became, the tighter Wang Dayu's brows furrowed.
Finally, Wang Dayu couldn't stand it anymore and interrupted her: "Song Xiaojuan, I understand what you mean. No need to repeat yourself. I really respect Yijian's team. The front end of the company is sales, and the back end is delivery. The front and back ends are originally integrated. Since the back end needs the cooperation of the front end, the front end should unconditionally and fully support it."
Wang Dayu glanced at Lian Yijian, who was standing on the stage and looked very thin due to his hard work and overtime work on the company's projects.
Wang Dayu softened his tone, with a smile in his eyes.
"This morning I received a call from Zhou Yucheng, the person in charge of the Suzhou Metro project. He said that their chairman, Mr. Jin, is very satisfied with the document management module we are currently using. He also said that Yijian is very capable of handling and resolving project issues in a timely manner. The overall project is currently progressing according to plan. The 10% advance payment will be paid to us by the end of this month."
The delivery department staff in the conference room who were originally unhappy about Song Xiaojuan's words all showed proud expressions on their faces after hearing Wang Dayu's words.
This time, Wang Dayu didn't just take a look and leave as usual. Instead, he found an empty seat in the conference room and sat down. He then said, "Go ahead and take stock. Let me take a look."
Now it is the turn of the Suzhou Metro Project. In the inventory table, Lian Yijian has clearly updated the current project progress and the next project arrangements of the project.
In the form of general-to-specific-to-general, Lian Yijian gave a concise introduction to the overall situation of the current Suzhou Metro project.
Lian Yijian also explained the possible delay risks of the Suzhou Metro Project in the project inventory risk column.
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