Huawei领导力素质模型

1StrategicLeadershipCompetencyModelDictionaryDRAFT战略性领导力素质模型字典草案February,2005Version12DRAFTHuaweiStrategicLeadershipModelCompetenciesBuildingCustomerCapabilityCluster构建客户能力的素质群...............................3CustomerFocus关注客户..................................................................................................3Partnering建立伙伴关系....................................................................................................8BuildingHuaweiCapabilityCluster构建华为能力素质群.....................................11InspiringLeadership鼓舞式领导......................................................................................11BuildingOrganizationalCapability塑造组织能力..........................................................17Cross-functionalCollaboration跨部门合作.....................................................................24BuildingIndividualCapabilityCluster构建个人能力素质群.................................30DriveforResults结果导向...............................................................................................30CommitmenttoHuawei献身华为....................................................................................35StrategyThinking战略思维..............................................................................................39UnderstandingOthers理解他人........................................................................................43BaselineCompetencies基本素质..........................................................................47AnalyticalThinking分析思考..........................................................................................47ImpactandInfluence施加影响.........................................................................................51InformationSeeking信息搜集..........................................................................................58Initiative积极主动............................................................................................................623BuildingCustomerCapabilityCluster构建客户能力的素质群CustomerFocus关注客户Definition:定义Thepassiontounderstandandservethecustomer,meetingtheirneedsincreativeandinnovativeways.“Customer”referstocurrent,potentialandinternalcustomers.致力于理解客户需求，并为客户提供创造性解决方案的行为特征。“客户”是指现在的、潜在的、和内部客户。Dimension:维度Depthofthecustomer’sneeds.Complexityoftheaction.对客户理解的深度采取行动的难度Discussion:讨论CustomerFocusisattheheartofHuawei’svaluesandpurpose,anditisstrongestcharacteristicinthemarket.ItshouldinformalmosteverythingHuaweidoes.AtthehigherlevelsCustomerFocusinvolvescustomer-driveninnovation;atlowerlevelsitisresponsivenesstocustomerneeds.关注客户是华为价值和目的的中心，也是市场上最重要的特征。它应该反映华为所作的几乎任何事情。从较高的层次上来说，关注客户是指客户驱动创新；从较低的层次上来说，关注客户指满足客户的需求。Howitrelatestoothercompetencies:如何与其他素质相联系Tobedonewell,CustomerFocusneedstobesupportedby:UnderstandingOthers,totrulylistentoandunderstandthecustomer’sunderlyingneeds,notjustwhatweassumethatthecustomerneeds.StrategicThinking,toshapeHuawei’sresponsetothecustomerAppropriateBuildingHuaweiCapabilitycompetencies,toensureafulldepartmentalororganizationalresponse.要良好应用，关注客户素质需要以下素质的支持：理解他人素质：真正地去倾听和理解客户的潜在需求，而不是我们假设客户需求什么。战略思考素质：来规范华为对客户的反应。适当的构建华为能力的素质群：确保整个部门或组织的充分反应。CustomerFocusshouldexistinacreativetensionwithDriveforResultsandStrategicThinking.Tosomeextenttheleader’sDriveforResultssupportsCustomerFocus,byhelpingtheleaderfocusonunderstandingthecustomer’sbusinessandonsupportingthecustomer’sprofitability.Ontheotherhand,theleaderneedstoexercisediscretioninchoosingwhich4customerneedsreceiveafullresponse.ConsiderationsofHuawei’sownprofitability,thecommercialpotentialoftheprojectanditsfittoHuawei’sstrategyshouldalsoshapetheleader’sresponsetothearrayofpotentialcustomerneeds.关注客户应存在于一种创造性地紧迫感当中，这种紧迫感与结果导向素质和战略思维素质相联。在一定程度上，领导的结果导向素质通过帮助领导注重理解客户的业务，并维护客户的利润，支持了关注客户。另一方面，在选择应该充分满足哪些客户的需求上，领导需要慎重决策。考虑华为自身的利润，项目的商业潜力和它与华为战略的匹配性也应该影响领导对潜在的客户需求序列的反应。Level1:RespondstoClearCustomerNeedsBasedonaclearunderstandingofthecustomer’sneedsandHuawei’sproductsandservices,obtainsneededresourcestoaddresscustomerneeds.Thecustomerneedsherearequitestraightforwardandwellunderstoodbythecustomer.Solutionsaredevelopedbasedonpreviousexperiences,casesoravailableproducts.Includestakingactiontoestablishrelationshipswithpotentialcustomers.层级一:对于明确的客户需求的反应在明确理解客户需求和华为的产品和服务的基础上，获得需要的资源来满足客户的需求这里的客户需求是非常简单的，并且客户自身也能够充分地理解。基于先前的经验、案例或现有的产品，找到解决途径。包括采取行动来与潜在客户确立关系Example:Ourschemetoresolvetheproblemforthecustomerwassuccessfulbutitwasdelayedfor3hours.At11:30thissystemwasrestoredcompletely.Thereweremanytechnicaldecisionsinvolvedinit.Ilearneduponarrivalthattheengineerwassoworriedthathecried.Hewasnearabout30andhadtoomuchpressure.Whenthecustomerimplementedtheirownscheme,Iespeciallytoldthepersoninchargeoftheinformationcenterthatnobodyshouldbeallowedintotheequipmentroomexcepttheseveralpeopleonthesiteandeverybodyelseshouldgobacktohisownpositionandcouldn’tcreatemorepressuretothem.Becausesomanypeoplegatheredaroundhim,hispressurewouldbemuchhigher.Ialsoaskedtheresponsiblesupervisortoreportontheprogresstotheirinternalcustomerandaskthemtowaitpatiently.Ihadtocomfort