<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important;>华为发展到今天，取得了一些成就，在华为工作十多年的我，个人认为，华为居安思危地持续管理变革创新是关键因素！华为大大小小的流程变革项目已做几十个，所花费的咨询顾问费用也已经几十亿，每天穿梭于华为的外部管理顾问（或称为外部智囊）高峰期时有几百个，平常至少也几十个，其中有几个高级顾问是经常在老板办公室旁边会议室候命，随时等候任正非的召唤切磋管理优化，这些外部高智商管理顾问为华为的管理优化出谋划策，为华为发展添砖加瓦，贡献了很多智慧。任正非前瞻性眼光和具有哲学的管理思想，除了来自不断摸索、快速感悟总结优化、且快速迭代的管理实战经验外，频繁接触且虚心学习于高级别管理顾问也是有一定关系的，当然管理顾问们为华为贡献智慧的同时也获得了不菲的回报，这和老板任正非重视管理，重视智慧的价值是分不开的。当年请IBM过来做研发IPD管理变革时，曾有与IBM对接的副总裁对任正非说“IBM报价还是太高了，建议和他们再砍砍价”，任正非说，“你能确保砍价后他们的交付质量吗？”最后华为也接受了IBM较高的报价，把IPD变革项目交给了IBM。之后的IPD变革并非一帆风顺，有不少人抱怨，严格的流程使得产品开发周期变长，成本增加，流程也繁琐，让人觉得很不习惯，当然背后还有一个原因是，流程启动后会使得组织权力有所变化，有些人觉得“动了自己奶酪”，而有抗拒心理，毕竟所谓的管理变革，相当于革自己的命（所以管理变革流程再造一定要是一把手系统工程才可能成功），甚至有一段时间项目进展缓慢，濒临流产，最后任正非出面进行讲话定基调“我们对IBM管理要削足适履；先僵化、再优化、后固化”,最终IPD项目才得以往前推进，完成了研发的变革。

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important;>以下是华为这些年所做的重要的管理变革流程再造项目：

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>除了早些年的研发IPD变革项目，最近这些年在进行的LTC（Lead to Cash)流程再造管理变革项目,也是非常关键的管理变革项目，类似要成为武林高手，需打通任督二脉，华为的任督二脉就是IPD和LTC，华为努力打通研发（IPD）和销售（LTC）两条主流程（脉络），以促进和支撑业务快速发展。

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important;>而我在华为期间，有幸和埃森哲咨询合作深度介入华为LTC变革项目，因此下面我将说说LTC项目的一些情况。为什么华为要下决心花费十多亿来做LTC变革项目呢？因为华为已感觉到LTC项目启动之前的流程支离破碎，没有统一端到端拉通，效率不高，项目运作质量差，制约华为发展因此决定流程再造。得知华为要启动超大管理变革项目，毫无疑问，引来了无数世界*咨询公司悉数参与竞标，最终埃森哲获得了主合同，某几个咨询公司获得一些边边角角的小项目。LTC项目涉及了公司的正在运行中所有销售业务（这时销售收入已超3000亿），困难程度可想而知，有人比喻说，LTC变革项目就像是高速公路上给奔跑着的跑车换轮胎。确实是很有挑战的，因为不能影响公司业务呀，所以变革项目就要谨慎地分阶段进行，第一阶段是：问题调研（面向全球各一线发问卷调查，当面访谈一部分一线，再结合从一线回来的专家的意见，归类总结出面临的、急需解决的问题）；第二阶段是埃森哲与华为进行梳理，输出切实可行的细化方案（这个过程，华为专家和埃森哲不断地探讨，不断地聆听一线的反馈意见，不断地优化，无数个轮回碰撞，甚至争吵，最终才形成一个阶段性方案）；第三阶段是IT开发阶段（流程的落地，需要IT系统来承载，让所有的关键任务活动都在IT系统里跑起来，最后LTC的IT就是只要有网络，只需在IE等浏览器输入网址即可访问使用）；第四阶段是找代表处进行试点，然后再优化流程；第五阶段是找各不同区域的典型代表处来试点，然后继续优化流程；第六阶段是小面积推行，然后继续优化流程；第七阶段就是流程成熟，可大面积推广；第八阶段是不断收集问题反馈进行流程优化，发布给全球各区域使用。

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important;>以下是LTC变革项目的主流程图：

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>LTC是华为的主流程，从线索发现开始，直至收回现金，端到端地拉通。在不同的流程环节卷入不同的角色，和不同的其他业务流程，例如适时接入IPD流程启动针对需求的开发，在流程中把质量、运营、内控、授权、财经的要素放到流程中去，一张皮运作。主要分三大段：管理线索、管理机会点、管理合同执行。

管理变革，一定是需要业务流程来承载，才可能落到实处，否则就变成空谈。而基于流程建设的管理体系（包括IPD/LTC/ITR），是一个运营系统，是一个业务操作系统，其中最重要的是落实到组织中，就是流程化的组织建设和运作。构建公司的流程体系就是构建公司的运营系统，业务是以客户为中心的，业务流也要是从客户中来，到客户中去。那么，基于流程的角色和组织的建设和运作是啥样呢？这就讲到“铁三角”运作，就是AR（客户经理）+SR（产品经理）+FR（服务经理），团队作战！LTC的“铁三角”团队既是合作关系，但又有明确分工。但重点是工作的颗粒度。客户经理负责客户关系，想尽办法获得客户支持，包括给关键利益关系人扛煤气罐、陪关键利益关系人家属看海.；产品经理，负责整合背后支撑资源包括研发，给客户最合适的解决方案；服务经理，负责给客户设备维护部门做年度设备维护计划等，负责提供服务方案；

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>以下是流程的分解和管理：从L1层，层层分解分解到第六层L6，就变成了一个个可执行的任务。

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>在业务流程的整个过程中，设立控制点KCP，控制把控质量：

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;>L2二级流程的举例：

<p style=margin: 0px; padding: 0px; max-width: 100%; clear: both; min-height: 1em; font-family: -apple-system-font, blinkMacSystemFont, \'Helvetica Neue\', \'PingFang SC\', \'Hiragino Sans GB\', \'Microsoft YaHei UI\', \'Microsoft YaHei\', Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; line-height: 27.2px; text-align: justify; box-sizing: border-box !important; word-wrap: break-word !important;><img _width=650px class=img_loading data-ratio=0.72 data-s=300,640 data-src=https://mmbiz.qpic.cn/mmbiz_png/reicz0bp8RCH9kNxibRPPIVh5oP9DU9dMracBf7HtqvJGszRsUEU6GXyjxNvq09zQYWgicuTOtsPzHpvTTy5PAb1A/640?wx_fmt=png data-type=png data-w=650 src=data:image/gif;base64,iVBORw0KGgoAAAANSUhEUgAAAAEAAAABCAYAAAAfFcSJAAAADUlEQVQImWNgYGBgAAAABQABh6FO1AAAAABJRU5ErkJggg== style=margin: 0px; padding: 0px; height: 468px !important; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; border: 1px solid rgb(238, 237, 235); width: 650px !important; background-image: 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