卡莉在HP中小企业论坛的演讲全文实录（精选5篇）

第一篇：卡莉在HP中小企业论坛的演讲全文实录

卡莉在HP中小企业论坛的演讲全文实录(全文)

2004年03月15日 16:29 新浪科技

卡莉.费奥瑞纳

2004年3月10日

谢谢！大家早上好！很高兴今天来到这里。对于在座的许多人来说，这是自公司合并后我们第一次欢聚一堂。我想有关惠普，大家一定有很多问题，我会留出15至20分钟的时间来回答你们的问题。

在谈论惠普之前，首先我想向大家真诚地道一声“谢谢”。惠普始终坚信，要成就一家成功的企业，仅仅靠自己的力量是远远不够的，公司的发展离不开大家的支持。

我们在中国拼搏了近二十年，一直努力赢得客户的信任，成为客户理想的合作伙伴，并与客户紧密合作不断开发新技术。因为我们知道，公司的发展以及目标的实现，都有赖于客户的支持。在此，我衷心地感谢大家在业务方面给予惠普的全面支持和友好合作，以及你们对惠普的信任和信心。

此外，我还要特别感谢今天来到这里的渠道合作伙伴。我们知道，要在中国乃至全世界取得成功，离不开渠道合作伙伴的支持。我深切地感受到，是你们的鼎力支持成就了今天的惠普，而对于惠普未来的成功发展，你们依然是重要的伙伴。感谢你们的对惠普的支持以及与惠普的密切合作。

我们的合作伙伴和客户与惠普公司员工共同努力，将惠普打造成为当今全球首屈一指的消费科技公司、面向中小企业的科技公司和面向大企业的科技公司。今天，惠普拥有约142，000名员工，遍及全球178个国家。我们已发展成为一家拥有750亿美元资产的美国公司。而且我们还开创了独一无二的组合。世界上其他任何科技公司都无法在整个消费市场、中小企业市场和企业与公共部门市场获得如此辉煌的成功。而且，惠普在成像与打印解决方案、信息产品、企业系统、服务器、存储、管理软件，以及专业服务与支持等诸多领域处于领先地位，这也是世界上其他任何科技公司无法相匹敌的。

举例来说，今天我们在中国的外包业务取得了突出的业绩，现在外包业务日常中心管理的客户以每季度40%以上的速度增长。

惠普建立的这一独一无二的组合，进一步巩固了惠普独有的领先地位。组合的目的是将惠普打造成为全球领先的高科技公司。我们制定了宏伟的目标，就如同中国拥有宏伟的发展蓝图一样，因此我们在中国取得的成就最令我们感到骄

傲。

下面，我想谈谈惠普的远景和战略，之后再重点谈一下我们针对中小企业市场所采取的策略。

我前面说过，我们的目标是成为全球领先的高科技公司。这不是一个唾手可及的小目标，而是一个值得所有惠普人为之奋斗的宏伟目标，要实现这一目标就需要我们充分满足客户和合作伙伴的各种需求和要求。

我们相信，凭借提供世界独一无二的价值定位，我们一定可以占据领先地位。在惠普，价值定位的涵义就是：高科技、低成本、最佳全面客户体验。换言之，就是以客户可接受的价格提供可靠的创新科技以及从销售到专业支持的全面客户体验。

让我先分别谈一下所有这些方面。高科技、低成本、最佳全面客户体验，之后再探讨如何将其应用到中小企业市场。

高科技。我们是一家科技公司。因此，创新和发明是我们的命脉。目前，我们投入40亿美元的资金用于研发；我们一天就要产生11项专利。四年半以前，当我刚来到惠普时，我们没有对我们创造的专利进行计算。两年前我们每天产生3项专利，一年前我们每天产生5项专利，而今天我们每天产生11项专利。

我们所做的一切都紧紧围绕创新、让技术更易于使用和管理，而且倍加关注安全性、移动性以及数字多媒体；我们相信，创新对客户和合作伙伴而言都至关重要，因为借助技术，您的业务将会更加迅速地向前发展。

我们为每天能够产生11项专利而自豪；我们每年将投入大量资源，因为我们不仅关注创新，而更是全心致力于创新。在惠普内部当我们谈及创新之时，我们实际上采用了“专注创新”一词，我们将“专注创新”定义为“关注我们的人、我们的能力、资金、时间，我们如何做出独有贡献和实现领先，以及如何与他人合作”。

获得领先并非轻而易举，我们必须全力以赴、充满自信、有的放矢，力争做到与众不同。但同时我们也要和其他人进行合作。这意味着我们将是一个有战略、首选的、倡导人性化的出色合作伙伴。成功的合作伙伴关系也与我们的成功密不可分。因此，我们没有选择自己包揽一切，我们深知合作伙伴对我们自身发展和实现领先具有非凡价值。因此高科技和专注将是我们要予以考虑的重要问题。

低成本。我们知道，我们在中国乃至全球的客户都在寻求能够为其带来更高性价比的技术。我们还知道，客户希望获得具有更低总体拥有成本的技术。我们十分清楚，成本结构对我们而言，既是一把竞争利器也可能是对手攻击的弱点所

在。因此我们投入了大量时间来促使自身变得更高效率，更有效果。我们付出的努力在于以更具吸引力的价位实现可靠的创新。当然，我们得益于在中国网罗的精英人才和员工的努力，也得益于我们遍布中国的合作伙伴的大力帮助。高科技和低成本的完美结合将会令人瞩目。我认为当今世界上的一些科技公司属于“低成本低科技”的企业；还有一些公司属于“高科技高成本”的企业。我坚信，我们拥有独一无二的优势，可带来真正的高科技低成本。而这也正是客户所迫切需要的完美组合。

最后，我们价值定位的最后一部分-最佳全面客户体验。我们提供可靠的创新技术，但经济实惠，而客户的这种体验可以使我们脱颖而出。全面客户体验是我们一直所认真关注的一件事情。我们要对它进行衡量、进行管理。更为它进行相当的资金投入。事实上，作为惠普的首席执行官，我的奖金酬劳中有20%都取决于我们能否实现某些全面客户体验改进的目标，而我们所有的高层管理人员也是如此。全面客户体验，就是我们的客户在与惠普进行业务往来时所获得的体验和感受。

那么，现在请让我将我们独树一帜的价值定位-高科技、低成本、最佳全面客户体验-应用到中小企业业务模式上，我认为它是对这一价值组合迫切需求的一个重要市场。

现在我们知道中小型企业市场是经济增长的重要一部分。事实上，中小型企业为全球提供了超过一半的就业机会，并带来了数十亿美元的收入。可以确定的是，这也正是中国的实际情况。19年前，惠普在中国成立了第一家合资公司，位于北京一座古老的市政工厂建筑中。这是中美电子领域中的第一家合资企业。从那时起，我们就一直凭借独有的优势为中国的蓬勃发展注入动力。当然，中小型企业也是中国经济成功的至关重要的一部分。在中国，中小型企业的收入占据着整个国家收入的43%。中小型企业的产品和服务占据了中国GDP的50%，以及产品、技术和服务的总出口额的60%。

现在我们知道，中小型企业需要更充分地利用技术的优势。同时我们也深知，正如中小型企业是中国经济发展的命脉一样，技术对于中小型企业的发展也是至关重要。

技术通常是成功的企业与失败的企业的分水岭。技术使小型企业将有机会与大型企业竞争。但同时我们也知道的是，中小型企业需要充分利用技术，他们没有大量的时间、资金或专业技术来维护技术和确保技术能够正常使用，同时也不希望为是否购买了合适的技术而整天忧心忡忡。

现在我们认为中小型企业急需的是智能技术。这意味着中小型企业需要一个

对提供最佳客户体验的每个环节都了如指掌的合作伙伴。在该合作伙伴的帮助下，不仅技术购买将变得非常简单智能，同时技术的安装、运行、修改和维护服务也将同样如此。换言之，就像惠普一样的合作伙伴帮助中小型企业充分利用技术的优势以提供出色全面客户体验。

我们认为这需要一家能够像我们一样提供完整产品线与解决方案的公司。正如我刚才提到的，我们是世界上最大的中小型企业技术提供商，但这也正是许多人不甚了解的地方。在全球的中小型企业中，大部分的中小企业都在使用惠普的产品。在我们当前750亿美元的收入中，有210亿美元来自中小型企业市场。台式机、打印机、笔记本电脑、服务器和服务等所有这一切使我们成为了当今世界的领先厂商。在中国，我们拥有6，000多家合作伙伴和经销商，覆盖范围超过200个城市；我们拥有500多家惠普专卖店，成立了4个解决方案中心，与我们的合作伙伴一起为中小型企业客户提供了100多种解决方案。

换句话说，中国惠普将与我们的合作伙伴继续紧密合作，为全中国的中小企业提供卓越的专家和专业技术。这意味着我们相信，我们了解这一市场，了解中小企业客户面临着什么挑战。例如，我们知道，专业技术和本地合作伙伴将继续在价值链中占据极其重要的位置。我们知道，数据备份和灾难恢复非常重要。我们知道，客户迫切需要网络连接能力。我们知道，移动设备(特别是笔记本电脑)市场发生了巨大增长。我们知道，许多以前部署在大型企业中的应用此时此刻开始向中小企业市场渗透。例如客户资源管理应用。

现在我将用一点时间来高度概括我们的“灵动商务”策略，最后将回答大家的问题。

我们利用中小企业市场的所有知识以及在产品和服务组合、市场地位、合作伙伴等方面的一切优势为后盾，在去年秋天推出了“灵动商务”策略。“灵动商务”计划的根本目标是为中小企业客户提供惠普广泛和深入的专家指导，下面我来概括介绍一下该计划。首先，我们为中小企业客户提供的专业技术就是全天24小时的可用性。

任何地方，只要您需要，惠普都能使您轻松获得专家指导-无论是通过惠普支持、大型合作关系网络，还是通过互联网，或电话来获得帮助。最适合的专家指导和专业技术是始终可以通过一个电话，点一下鼠标，或者走几步路来获得。这种无论您在哪里或无论您的要求是什么，都可以全天24小时获得专业技术和专家指导，是中小企业计划中最有价值的部分之一。

其次，是我们提供的技术。当然，我们拥有的技术涵盖了中小企业可能需求的所有方面的要求。从打印和成像解决方案到灾难恢复解决方案，再到桌面解决

方案，尽在其中。我们目前的工作之一就是确定所有这些解决方案都能完美地配合工作。事实上，我们现在正在充分利用我们以往所打造的产品和服务组合来确保它们都能良好地协调工作。因为实际情况是，仍然有许多产品用户向我们抱怨，技术太复杂而且不能像预计的那样良好地配合工作。

最后，除了专家指导之外，除了出色的解决方案组合之外。我们的“灵动商务”策略的第三个要素是确保我们的解决方案能够轻松拥有。轻松拥有，除了其它含义之外，还指能够为我们的中小企业客户提供灵活的财务支持。

因此，我们将与合作伙伴携手提供一系列灵活的财务支持。因此，作为“灵动商务”策略的一部分，我们拥有了能够轻松获得的专家指导，能够轻松配合工作的技术和解决方案，还有让客户能够轻松拥有这些解决方案的灵活财务支持。

现在，在我开始回答诸位的问题之前，让我们回到开头所谈到的。

我们坚信，惠普与众不同。我们雄心勃勃，我们要成为全球领先的技术公司。我们知道要想实现这一雄心，我们必须坚持以客户为中心。我们知道要想实现这一雄心，我们必须坚持与合作伙伴紧密合作。合作伙伴是保证我们目前成功以及未来发展的关键支柱。我们知道，如果不能在中国大获成功，我们就无法实现自己的伟大目标。

但是我们也知道，我们提供的产品和服务组合与众不同，我们的市场地位与众不同，而我们真正相信的是我们可以提供可靠的创新、高科技但却经济实惠、低成本，以及使我们脱颖而出的全面客户体验；我们还相信我们的“灵动商务”策略是一种双赢的计划，他将把出色的价值带给中小型企业。

我的演讲就到这里，我将回答大家的提问。非常感谢！

第二篇：惠普首席执行官卡莉在清华大学演讲英文实录

惠普首席执行官卡莉在清华大学演讲英文实录

Carly Fiorina Remarks at Tsinghua University

March 12, 2004 Xie, xie.Xia wu hao.Those are the only two words of Chinese I know.That's no true, I know a third–Ni hao.I want to thank all of you for taking time out of your what I know that is a very busy study schedule to be here today.I know this is valuable time for you that you could be using to work, or study, or maybe to play Sword on line.Thank you for having me here today.Coming from a company that has―invent‖创造as part of our brand, as part of our signature, I sometimes begin speeches by saying that invention and innovation创新 have been part the DNA of HP’s for more than sixty years.Our scientists and engineers today generate more than 11 patents 产生11余项专利every day.We spend more than 4 billion dollars a year on R&D研发.So invention is part of our future as well as part of our past.That all sounds pretty impressive 令人印象深刻until you think about China’s history, and you realize that―invent‖has been part of China’s DNA for more than 5,000 years.Every schoolchild in America learns about China’s many gifts to this world—from the invention of paper, to gunpowder, the wheelbarrow, the compass, acupuncture手推车，罗盘，针灸—right up to 直到the first blast furnace and the first use of iron casting第一高炉和铸铁技术的使用, back in the sixth century.早在公元6世纪

As a company, we actually at HP are especially indebted 感谢to a man named Bi Sheng, who had the vision先见之明 in 1045 A.D.to invent the world’s first movable type活字, which led to its first printer—a full 300 years before Gutenberg's 古腾堡invention of movable type changed the Western world.So today, I want to issue a belated thank 迟来的感谢you to Bi Sheng for having the foresight远见 to set in开始 motion a process that would eventually lead to a 20 billion business for HP.That great tradition of invention and innovation has certainly been carried on here at Tsinghua, where some of the finest instructors in the world today are working to train some of the finest scientists and engineers.It’s a bit ironic that this school was originally established nearly 100 years ago as a place where young Chinese could go to America and other western nations to learn from us.Today, the rest of the world, I think, has much to learn from China.It’s always struck me that the process of invention is a little bit like the process of being a college student.After all, as an inventor, you go into a lab and you have a strong but perhaps vague idea of what you want to achieve.By working hard, experimenting, learning along the way, and using as a guide the work of those who went before you–you advance down the road towards discovery沿着通向探索的道路.You may not end up where you started–or even where you expected, but if you are successful, then begins another difficult process of trying to make your invention work in the world around you.Like inventors, many of you have traveled the same road over the last four years here in university.The person you are today–the goals you have today, the dreams you have today–may be different from the ones you had when you first came here.And now, you are becoming prepared to take all that you’ve learned here and make it work in the world around you.I believe that young people are graduating today into a world filled with more hope and more promise than in any other time in our history.I know sometimes that might sound strange, because we think always of the dangers and challenges in the world around us.But I have studied history in my life.I do believe this is an era of great promise and great opportunity.For those of you who have seen our ads, you know that they end with the phrase, ―everything is possible.‖A cynic 愤世嫉俗的人might say that just a marketing slogan营销口号–but I actually believe that.I don’t think every is easy, I don't think things happens right away.But I do think that everything is possible.For all the remarkable advancements we have seen in recent years, nothing has matched the power of information technology to change our world for the better.And in the next decade, it will take us to places we can only imagine today.China is the world’s fastest-growing economy;the world’s leader in direct foreign investment;one of the world’s largest trading nations--a leader on both the production and consumption of information technology.China is poised to play a huge part in that future–and the students who graduate from Tsinghua University are poised泰然自若的 to shape the future of technology like never before.Now like any university students, I know for you the road ahead has much uncertainty.But if there is one thing I have learned in the past 20 years in this industry, it is that the principle that you have learned inside the walls of Tsinghua, the principle is more true outside the university than inside.The principle I am speaking of is this: that great leaders–like great organizations, great companies, and great nations–great leaders are defined not simply by their capabilities, but by their character.Not just by the company they are, but by the company they keep.Not by success alone–but as Tsinghua teaches, with self-discipline and social concern in equal balance.To be honest, I wish I could say that the road to learning that lesson for me was easy.I wish I could tell you that the day I graduated from university I knew exactly how all the pieces would fit together, that I knew exactly what I wanted to do from day one and my life as been a nice strait line and careful plan ever since.The truth is, I didn’t begin my career as a technologist.I took to heart the wisdom of Confucius–who taught us that one should―study the past if you would define the future‖–and I majored in medieval history and philosophy at Stanford University.As perhaps you can appreciate, that of degree was not in great demand when I graduated from University.So I wasn’t sure what to do after collage, so I went to law school because that’s what my father wanted me to do.But found I didn't like law school;I didn't have any passion for it.I quit after one semester quit after a semester, and wandered off into the world to find myself.I did some strange things.I joined a commercial brokerage company 商业经济公司and there I typed, I answered the phones–I was what we call a secretary.Then I went off to Italy to teach English to Italian businessmen.Then, finally, I decided to apply to business school.And there I learned about marketing and operations and statistics and other skills necessary for business–but perhaps more importantly, I had professors–like the students here do--who challenged me, who taught me a different notion of what was possible, who forced me to see my life in new ways.And I think, in a very great measure--that is what leadership is about, that is what education is about, that is what character is all about.You see, I think one of most important qualities a leader can bring is the ability, the energy, the desire to unlock potential in others.I think leadership is ultimately about helping other people achieve more than they think is possible;it is about helping people see a different set of possibilities for themselves.I’ve been asked a lot since if there are any lessons I’ve learned about character and leadership.There are three lessons, I think that I have learned, that continue to instruct me to this day, that continue to guide me in both business and in life.The first lesson is that values matter and character counts and that.The first lesson is that values matter and character counts, and that no matter how much things change, fundamental values shouldn't.For those of you who are just starting out your career, you will find that in leadership—as perhaps in life—the most important decisions you make, and the toughest decisions you make are often the decisions you make alone.And when you make those decisions, there is an opportunity to be buffeted 受到冲击about by and confused by all kinds of things: conventional wisdom一般看法, and popular emotion…and maybe by cynicism 冷嘲热讽and doubt as well.I think leadership takes what I would call a strong internal compass.And I use the term compass because what does a compass do? When the winds are howling嚎叫, and the storms raging狂怒, and the sky is so cloudy that you have nothing to navigate 驾驶，操纵by, a compass tells you where true North is.And I think when a person is in a difficult situation, a lonely situation;you have to rely on that compass.Who am I? What do I believe? Do I believe I am doing the right things for the right reasons in the best way I can? Sometimes that’s all you have.The second lesson I’ve learned about character and leadership is that leadership, just like success, is not a journey, it is a destination.It is perhaps a clichéto say that leadership is a journey not a destination but it is a clichébecause it is true, leadership is a journey.The only constant in any of our lives, whether you're running a company or running a family, or perhaps running a country, is change.But change has never been as constant and as fast as it is today.To me, the dividing line 分界线between will increasingly separate the winners from the losers in the marketplace those individuals, the dividing line between those individuals who truly make a difference and a contribution in the 21st century from those who do not—is the line between those who embrace change and those who run away from it.It will be between those who seek to lead change, and those who find refuge in the status quo or in their comfort zones.And the third lesson I’ve learned about leadership and success is that real power comes in the connections between all kinds of things;but most importantly real power comes from the connections between people.Power comes not from those who stand alone, but from those who can work best with others, and reach out to others to achieve a desired outcome.And finding those connections and recognizing those connections is part of what leadership is all about.As leaders, you can never forget that people want to do a good job.They want to be treated with consideration and respect.They want to feel a real sense of accomplishment in their work, to have their ideas considered, and their achievements recognized.People want to feel like they’re part of something larger than themselves–to be a part of the larger vision, direction, to be part of worthy goals.Personally, I think anyone can lead from anywhere at any time.I think leadership has nothing to do with how many people work for you or how large your organization is, or what your title is, or how large your budget is.Anyone can lead from anywhere at any time, which is to say that I believe that character and leadership is a choice, and are about making a positive impact.And anyone can make a positive impact.Some acts of leadership are very large, and happen on a grand scale, and some acts of leadership are quite small.But like a stone you drop in a pond it ripples.Sometimes even very small acts of leadership can have a big consequences.And of course, it follows that if anyone can choose to lead at anywhere from anytime, then it is the role of leaders to find leaders other leaders and to unlock for them the possibility that they can make a positive impact.So those things are what I think character is all about–but what about capability? For the profession that many of you have chosen–for the profession of communication and information technology, as scientists or engineers–the heart of capability, the true potential of this field also lies in finding the potential unlocked inside things, whether they are organizations, or societies, machines–or people.I think the technology landscape today is changing in three fundamental ways.The first big shift we see going on in technology is that all processes, and that all content are being transformed from physical and analog to digital and mobile, and virtual.There are so many examples.Just think about the simple example of what is happening in photography.Photography is going from physical to digital and now from digital to mobile and all the content is about to become virtual and available, and accessible to anyone, anywhere in any form they want.And that transformation from physical to digital, virtual, mobile will happen to every process, every industry, and every kind of content.The second big shift we see in technology is that the demand for simplicity, for manageability, for adaptability简明，易处理，易适应.While it is true that while technology is core to everything, it is also true that technology is also still too complex, too hard to manage, and often that complexity is a barrier.The third big shift is that it’s becoming a horizontal, heterogeneous, connected world.Whether you’re a CEO trying to become more efficient, more effective and more agile;or a small and medium business trying to mobilize your workforce;or you're a consumer who wants a whole bunch of separate things that you have bought in your home to work better together, it is now about horizontal connections.It’s about making a heterogeneous异质的，非均匀的 world work together and speak a common language–and I am speaking not of just devices, but networking联网 and connecting businesses and companies, employees and suppliers to customers.As technology moves from the fringe to the core of people’s lives and businesses, the need for technology to deliver more becomes increasingly important.I think today our consumers are no longer willing to compromise.Now, all of our customers actually want everything from technology.They want affordability and innovation and reliability and security and simplicity and manageability and connection.Now if I were giving you a speech today on HP, I would tell you that that this is a future that we are trying to create.That we see our role to accelerate the transformation from physical to digital.That as the number one consumer IT company in the world;the number one technology company for small and medium-sized businesses, and one of the leading enterprise technology companies, we are a company, we believe, unlike any other, with market-leading positions in virtually every category in which we compete.Today we are a almost 84 billion company with 140,000 employees in 176 countries around the world.We are working hard to create the growth industries of the future and to find the connections between things.This school has prepared all of you for that same journey.As you work to take what you have learned here and apply it to the world around you, I hope that you will also strive to use your capabilities to create communities that are not just richer, but better;to judge success not just by the number of networks you connect, but by the number of people you connect;that you won’t just help make better companies, but better communities, and a better world.It’s that same kind of thinking that brought us to China in the first place.It was 22 years ago that HP opened our first office here in China, in an old municipal factory located in Beijing.A day before the opening, there was still sawdust on the floor, and two of our engineers worked so hard to get our systems ready that they slept overnight in the building on folding cots.When we opened that building , it was the first partnership of its kind to be sponsored by the government of the People’s Republic of China in conjunction联合 with a foreign company.In 1985 our first joint venture agreement was signed between our then chairman, Dave Packard, and the then Minister of Information Technologies, Jiang Ze Min.One newspaper recalled that the day there was ―much hand-shaking and drinking of green tea.‖ At the ceremonial dedication献辞, our representative at the time(Bill Doolittle)said that―it was our hope that by exchanging experiences, not only would we contribute to the progress of our industries and the growth of our economies, but to the friendship of our countries and the humanity of the world.‖

That’s the same wish I leave you with here today.This University, I believe, has prepared you well and taught you the lessons of character and capability.The leaders of tomorrow will be the people of your age with the drive and commitment to fulfill their own potential and to help others reach their potential.This is a world that in fact has always been driven by the young.Galileo published his first book on gravity at age 22.The founders of HP, Bill Hewlett and Dave Packard, were in their 20's when they began the company.Bill Gates after all started Microsoft when he was 22.Or think about a lesson of one of this school’s great founders--Zhao Yuanren, one of Tsinghua’s Great Four Tutors, who knew 10 European languages and dozens of Chinese dialects, who accompanied British philosopher Bertrand Russell around China and translated his English into the local dialect at each of their destinations.He was only 28 at the time.And let us not forget that the world’s very first computer programmer was a woman in her 20s named Ada Byron Lovelace.She lived more than 150 years ago.She greatly expanded on the work of her mentor, the renowned mathematician Charles Babbage, whose work on the analytical engine preceded the modern computer.Today, the computer language Ada is named for her.Your job, your great opportunity, is to harness the forces of change swirling all around you, in whatever field you decide to enter, and to take full advantage of the possibilities at your fingertips.Leadership can take place in acts large and small, it can come not just from CEOs and Prime Ministers, but can come as well from ordinary citizens who believe in the potential of others.I hope that whatever you do, you will remember your own power and dedicate yourself to the cause Tsinghua has prepared you so well for: to dedicate yourself to unlock the potential in others;to believe in the potential of yourself;to make this era the most exciting in all of human history–and to prove, beyond a shadow of a doubt, that everything is possible.Thank you.4

第三篇：惠普首席执行官卡莉在清华大学演讲英文实录

Carly Fiorina Remarks at Tsinghua University

Beijing, China

March 12, 2004

Xie, xie.Xia wu hao.Those are the only two words of Chinese I know.That's no true, I know a third–Ni hao.I want to thank all of you for taking time out of your what I know that is a very busy study schedule to be here today.I know this is valuable time for you that you could be using to work, or study, or maybe to play Sword on line.Thank you for having me here today.Coming from a company that has“invent”as part of our brand, as part of our signature, I sometimes begin speeches by saying that invention and innovation have been part the DNA of Hp’s for more than sixty years.Our scientists and engineers today generate more than 11 patents every day.We spend more than 4 billion dollars a year on R&D.So invention is part of our future as well as part of our past.That all sounds pretty impressive until you think about China’s history, and you realize that“invent”has been part of China’s DNA for more than 5,000 years.Every schoolchild in America learns about China’s many gifts to this world—from the invention of paper, to gunpowder, the wheelbarrow, the compass, acupuncture—right up to the first blast furnace and the first use of iron casting, back in the sixth century.As a company, we actually at Hp are especially indebted to a man named Bi Sheng, who had the vision in 1045 A.D.to invent the world’s first movable type, which led to its first printer—a full 300 years before Gutenberg's invention of movable type changed the Western world.So today, I want to issue a belated thank you to Bi Sheng for having the foresight to set in motion a process that would eventually lead to a 20 billion business for Hp.That great tradition of invention and innovation has certainly been carried on here at Tsinghua, where some of the finest instructors in the world today are working to train some of the finest scientists and engineers.It’s a bit ironic that this school was originally established nearly 100 years ago as a place where young Chinese could go to America and other western nations to learn from us.Today, the rest of the world, I think, has much to learn from China.It’s always struck me that the process of invention is a little bit like the process of being a college student.After all, as an inventor, you go into a lab and you have a strong but perhaps vague idea of what you want to achieve.By working hard, experimenting, learning along the way, and using as a guide the work of those who went before you–you advance down the road towards discovery.You may not end up where you started–or even where you expected, but if you are successful, then begins another difficult process of trying to make your invention work in the world around you.Like inventors, many of you have traveled the same road over the last four years here in university.The person you are today–the goals you have today, the dreams you have today–may be different from the ones you had when you first came here.And now, you are becoming prepared to take all that you’ve learned here and make it work in the world around you.I believe that young people are graduating today into a world filled with more hope and more promise than in any other time in our history.I know sometimes that might sound strange, because we think always of the dangers and challenges in the world around us.But I have studied history in my life.I do believe this is an era of great promise and great opportunity.For those of you who have seen our ads, you know that they end with the phrase,“everything is possible.”A cynic might say that just a marketing slogan–but I actually believe that.I don’t think every is easy, I don't think things happens right away.But I do think that everything is possible.For all the remarkable advancements we have seen in recent years, nothing has matched the power of information technology to change our world for the better.And in the next decade, it will take us to places we can only imagine today.China is the world’s fastest-growing economy;the world’s leader in direct foreign investment;one of the world’s largest trading nations--a leader on both the production and consumption of information technology.China is poised to play a huge part in that future–and the students who graduate from Tsinghua University are poised to shape the future of technology like never before.Now like any university students, I know for you the road ahead has much uncertainty.But if there is one thing I have learned in the past 20 years in this industry, it is that the principle that you have learned inside the walls of Tsinghua, the principle is more true outside the university than inside.The principle I am speaking of is this: that great leaders–like great organizations, great companies, and great nations–great leaders are defined not simply by their capabilities, but by their character.Not just by the company they are, but by the company they keep.Not by success alone–but as Tsinghua teaches, with self-discipline and social concern in equal balance.To be honest, I wish I could say that the road to learning that lesson for me was easy.I wish I could tell you that the day I graduated from university I knew exactly how all the pieces would fit together, that I knew exactly what I wanted to do from day one and my life as been a nice strait line and careful plan ever since.The truth is, I didn’t begin my career as a technologist.I took to heart the wisdom of Confucius–who taught us that one should“study the past if you would define the future”–and I majored in medieval history and philosophy at Stanford University.As perhaps you can appreciate, that of degree was not in great demand when I graduated from University.So I wasn’t sure what to do after collage, so I went to law school because that’s what my father wanted me to do.But found I didn't like law school;I didn't have any passion for it.I quit after one semester quit after a semester, and wandered off into the world to find myself.I did some strange things.I joined a commercial brokerage company and there I typed, I answered the phones–I was what we call a secretary.Then I went off to Italy to teach English to Italian businessmen.Then, finally, I decided to apply to business school.And there I learned about marketing and operations and statistics and other skills necessary for business–but perhaps more importantly, I had professors–like the students here do--who challenged me, who taught me a different notion of what was possible, who forced me to see my life in new ways.And I think, in a very great measure--that is what leadership is about, that is what education is about, that is what character is all about.You see, I think one of most important qualities a leader can bring is the ability, the energy, the desire to unlock potential in others.I think leadership is ultimately about helping other people achieve more than they think is possible;it is about helping people see a different set of possibilities for themselves.I’ve been asked a lot since if there are any lessons I’ve learned about character and leadership.There are three lessons, I think that I have learned, that continue to instruct me to this day, that continue to guide me in both business and in life.The first lesson is that values matter and character counts and that.The first lesson is that values matter and character counts, and that no matter how much things change, fundamental values shouldn't.For those of you who are just starting out your career, you will find that in leadership—as perhaps in life—the most important decisions you make, and the toughest decisions you make are often the decisions you make alone.And when you make those decisions, there is an opportunity to be buffeted about by and confused by all kinds of things: conventional wisdom, and popular emotion…and maybe by cynicism and doubt as well.I think leadership takes what I would call a strong internal compass.And I use the term compass because what does a compass do? When the winds are howling, and the storms raging, and the sky is so cloudy that you have nothing to navigate by, a compass tells you where true North is.And I think when a person is in a difficult situation, a lonely situation;you have to rely on that compass.Who am I? What do I believe? Do I believe I am doing the right things for the right reasons in the best way I can? Sometimes that’s all you have.The second lesson I’ve learned about character and leadership is that leadership, just like success, is not a journey, it is a destination.It is perhaps a clichéto say that leadership is a journey not a destination but it is a clichébecause it is true, leadership is a journey.The only constant in any of our lives, whether you're running a company or running a family, or perhaps running a country, is change.But change has never been as constant and as fast as it is today.To me, the dividing line between will increasingly separate the winners from the losers in the marketplace those individuals, the dividing line between those individuals who truly make a difference and a contribution in the 21st century from those who do not—is the line between those who embrace change and those who run away from it.It will be between those who seek to lead change, and those who find refuge in the status quo or in their comfort zones.And the third lesson I’ve learned about leadership and success is that real power comes in the connections between all kinds of things;but most importantly real power comes from the connections between people.power comes not from those who stand alone,.but from those who can work best with others, and reach out to others to achieve a desired outcome.And finding those connections and recognizing those connections is part of what leadership is all about.As leaders, you can never forget that people want to do a good job.They want to be treated with consideration and respect.They want to feel a real sense of accomplishment in their work, to have their ideas considered, and their achievements recognized.people want to feel like they’re part of something larger than themselves–to be a part of the larger vision, direction, to be part of worthy goals.personally, I think anyone can lead from anywhere at any time.I think leadership has nothing to do with how many people work for you or how large your organization is, or what your title is, or how large your budget is.Anyone can lead from anywhere at any time, which is to say that I believe that character and leadership is a choice, and are about making a positive impact.And anyone can make a positive impact.Some acts of leadership are very large, and happen on a grand scale, and some acts of leadership are quite small.But like a stone you drop in a pond it ripples.Sometimes even very small acts of leadership can have a big consequences.And of course, it follows that if anyone can choose to lead at anywhere from anytime, then it is the role of leaders to find leaders other leaders and to unlock for them the possibility that they can make a positive impact.So those things are what I think character is all about–but what about capability? For the profession that many of you have chosen–for the profession of communication and information technology, as scientists or engineers–the heart of capability, the true potential of this field also lies in finding the potential unlocked inside things, whether they are organizations, or societies, machines–or people.I think the technology landscape today is changing in three fundamental ways.The first big shift we see going on in technology is that all processes, and that all content are being transformed from physical and analog to digital and mobile, and virtual.There are so many examples.Just think about the simple example of what is happening in photography.photography is going from physical to digital and now from digital to mobile and all the content is about to become virtual and available, and accessible to anyone, anywhere in any form they want.And that transformation from physical to digital, virtual, mobile will happen to every process, every industry, and every kind of content.The second big shift we see in technology is that the demand for simplicity, for manageability, for adaptability.While it is true that while technology is core to everything, it is also true that technology is also still too complex, too hard to manage, and often that complexity is a barrier.The third big shift is that it’s becoming a horizontal, heterogeneous, connected world.Whether you’re a CEO trying to become more efficient, more effective and more agile;or a small and medium business trying to mobilize your workforce;or you're a consumer who wants a whole bunch of separate things that you have bought in your home to work better together, it is now about horizontal connections.It’s about making a heterogeneous world work together and speak a common language–and I am speaking not of just devices, but networking and connecting businesses and companies, employees and suppliers to customers.As technology moves from the fringe to the core of people’s lives and businesses, the need for technology to deliver more becomes increasingly important.I think today our consumers are no longer willing to compromise.Now, all of our customers actually want everything from technology.They want affordability and innovation and reliability and security and simplicity and manageability and connection.Now if I were giving you a speech today on Hp, I would tell you that that this is a future that we are trying to create.That we see our role to accelerate the transformation from physical to digital.That as the number one consumer IT company in the world;the number one technology company for small and medium-sized businesses, and one of the leading enterprise technology companies, we are a company, we believe, unlike any other, with market-leading positions in virtually every category in which we compete.Today we are a almost 84 billion company with 140,000 employees in 176 countries around the world.We are working hard to create the growth industries of the future and to find the connections between things.This school has prepared all of you for that same journey.As you work to take what you have learned here and apply it to the world around you, I hope that you will also strive to use your capabilities to create communities that are not just richer, but better;to judge success not just by the number of networks you connect, but by the number of people you connect;that you won’t just help make better companies, but better communities, and a better world.It’s that same kind of thinking that brought us to China in the first place.It was 22 years ago that Hp opened our first office here in China, in an old municipal factory located in Beijing.A day before the opening, there was still sawdust on the floor, and two of our engineers worked so hard to get our systems ready that they slept overnight in the building on folding cots.When we opened that building , it was the first partnership of its kind to be sponsored by the government of the people’s Republic of China in conjunction with a foreign company.In 1985 our first joint venture agreement was signed between our then chairman, Dave packard, and the then Minister of Information Technologies, Jiang Ze Min.One newspaper recalled that the day there was“much hand-shaking and drinking of green tea.”At the ceremonial dedication, our representative at the time(Bill Doolittle)said that“it was our hope that by exchanging experiences, not only would we contribute to the progress of our industries and the growth of our economies, but to the friendship of our countries and the humanity of the world.”

That’s the same wish I leave you with here today.This University, I believe, has prepared you well and taught you the lessons of character and capability.The leaders of tomorrow will be the people of your age with the drive and commitment to fulfill their own potential and to help others reach their potential.This is a world that in fact has always been driven by the young.Galileo published his first book on gravity at age 22.The founders of Hp, Bill Hewlett and Dave packard, were in their 20's when they began the company.Bill Gates after all started Microsoft when he was 22.Or think about a lesson of one of this school’s great founders--Zhao Yuanren, one of Tsinghua’s Great Four Tutors, who knew 10 European languages and dozens of Chinese dialects, who accompanied British philosopher Bertrand Russell around China and translated his English into the local dialect at each of their destinations.He was only 28 at the time.And let us not forget that the world’s very first computer programmer was a woman in her 20s named Ada Byron Lovelace.She lived more than 150 years ago.She greatly expanded on the work of her mentor, the renowned mathematician Charles Babbage, whose work on the analytical engine preceded the modern computer.Today, the computer language Ada is named for her.Your job, your great opportunity, is to harness the forces of change swirling all around you, in whatever field you decide to enter, and to take full advantage of the possibilities at your fingertips.Leadership can take place in acts large and small, it can come not just from CEOs and prime Ministers, but can come as well from ordinary citizens who believe in the potential of others.I hope that whatever you do, you will remember your own power and dedicate yourself to the cause Tsinghua has prepared you so well for: to dedicate yourself to unlock the potential in others;to believe in the potential of yourself;to make this era the most exciting in all of human history–and to prove, beyond a shadow of a doubt, that everything is possible.Thank you.以下为现场问答：

Q: Hp has business all over the world and you use about 15 about languages.One of the most challenging things you face today must be cross of different cultures.I am We are now holding an educational exchange with Standford University.Would you please give me me some general advise on how to handle this problem?

A: So that subject is a thesis in its own own right.But, first let me begin with what we do inside our own company.Because, as you correctly point out--we have many different cultures, and many different nations that are part of the Hp world, and those present cultural differences.We also have different business divisions, and believe it or not, even different business devisions inside the same company still think there are differences between them.We also, when we brought together Compaq and Hp, we had different histories, different cultures.I think the challenge, whether it is in your exchange program, or whether it is in our company, is to find what must be in common and leverage what is different.And let me illustrate what I mean, in our company we know that certain things must be common and shared among all of our people: our objectives, our goals, our strategy, our vision of ourselves--these must be common across every nation, across every business division, and must be shared and understood by every employee.Likewise how we think about our business must be understood and shared by all of our employees.We use--inside Hp--something we call leadership framework.What we mean by leadership framework is we think about 4 dimensions of our business.We call it framework because we draw it as a square.Strategyeverything else is diversity that we leverage.Every other difference is power.When we brought...it is power in our company that we can share the best practices of our team here in China with best practices of our team in California.It was power when we brought the differences of Compaq and Hp together.Example: the tradition of Hp was very process intensive.We understood process very well.That is good because we build big complicated systems.And process is important for quality.But on the other hand, sometimes, Hp in its past, had processed forever and never acted.On the other hand, Compaq was a company that moved with a lot of speed.It was very decisive.Sometimes it had to make the same decision over and over because it had not fully thought it through.The power in that diversity, once we were united by a common purpose, to become the leading technology company in the world, the power in that diversity was to marry “thorough process” with “fast and decisive.”

That was a winning combination.And that combination of fast and thorough is how we accomplished our merger of great size and complexity is record time.You have the same opportunity in your exchange program.Find what is common, You are brought together by a common purpose.You are brought together by a common goal.Spend the time to find what you agree on.Then leverage everything else that is different.Because in that difference, in that connection--is great power.Q: Mrs.Fiorina.I admire you as a great woman.How did you make the journey from history student to becoming CEO of an IT company? And I have another question.When Chinese people think about Hp they think about imaging and printing.Do you think there is any need for Hp to discuss on its image in the consumer market?

A: Let me start with your second question.Because its easier maybe.First, I certainly agree with you,.Hp here in China has been, up until this point and time, has really been, mostly a company focused in the business sector.We have been very successful with our computing business here in China.But mostly in state-owned enterprises and large companies.We are increasingly successful in the small and medium business sector.Where today we have perhaps about 6,000 Chinese partners who help us reach small and medium businesses, and we have about 500 Solutions Centers around China for small and medium businesses.By as a matter of fact, one of my purposes for coming to China this time, and I have been visiting here for 15 years, one of the reasons I came on this trip, is that we recently approved, inside Hp, a 3 year plan for Hp in China.Three years not because everything is finished in 3 years, but because we want to achieve a lot in 3 years.As part of that plan, we have decided that we will enter, in a big way, the consumer market in China.We entered the market about 8 months ago, both with pC's and with printers.We have been very successful in the first 8 months and now we will continue to accelerate our growth.In fact 2 days ago I gave a press conference in Shanghai where I talked about our digital entertainment strategy.Bringing digital content and process to consumer's homes.And we will build our foundation in pC's and printers and go to the next step in digital entertainment.So I agree with you, we have much more work to do in building our image here in China and entering the consumer market.In terms of your first question, 'how did I go from being a history student to a CEO?'

It beats the heck out of me, as we would say in English.I did not plan to become a CEO.Up until fairly recently I never would have dreamed I could become a CEO.How do I manage a lot of technologist when I am not trained in technology myself? First, I have worked around technology my business career, so I know what technology can do.And one of the things I have learned about leadership and management is to know what you know and equally important to know what you do not know.I do not know how to program a computer.But I do know the power that a computer can unlock.So one of my great contributions, I think, as been, not to understand how to make technology, but to understand how to use technology.And I know that there are many many people around me at Hp who understand how to make technology.So I don't need to make that particular contribution, my contribution is to unlock the potential of Hp.And also to unlock the potential of people with technology.So knowing what you and knowing what you don't know are very important.And I think as well, successful people, great leaders, just like successful companies--they know their strengths, they leverage their strengths, but also know how to balance what they don't know, what they are not strong at with other people and other partners.Q: Good afternoon Carly, its my great honor and privilege to attend you speech.I would like to ask you a question which many girls would be interested in.My question is, as a successful female CEO how do you balance your family life? Thank you very much.A: The truth is, since I have become the CEO of Hp, balance is very hard.And my family would tell you that.I have the great fortune to have a family that is very supportive.The truth is my life today is work and family, I have nothing else.people ask me do I have hobbies? No.Do I play golf? No.I work, and I spend time with my family.Over the years I have learned that you have different needs at different times in your life.You have different balance points at different in different times of your life.Different people have different balance requirements.The goal of a company, I think, is to accommodate all kinds of people with all kinds of work-life balance requirements.All of which is to say there is no easy answer to your question.There is no silver bullet, you will have to find your own balance point for yourself.You will have to make your choices about what your balance should be.But you should also know, that only you can make those choices.No one else can tell you how to make them.Only you can make those choices.And whatever choice you make there will be consequences.So, some of the consequence will be very good, some of the consequences will be frustrating.But you can make your own choices.Q: Mrs.Fiorina.Its my honor to the.How did you get started? I mean, what's your first step to sail in the ocean of business? I want to know what's your first step.A: The first step is to start, even if you are afraid.The first step is to start, even if you are afraid.Do not believe that your whole life must be mapped out.Do not believe that every job must be the greatest ever.I have learned from everything I have ever done.I said that I had a job as a secretary.I typed.I answered the phones.I learned a lot from that job.And I remember to this day, lessons I learned in that job.For example, one of the lessons I learned in that job was how much difference someone low in the organization can make.I think that it is also true that everybody is afraid at some time.I have been afraid in my career, I have been afraid in in my life.Sometimes people call me brave, I heard some newspapers call me fearless.You know, courage is not the absence of fear, courage is acting in spite of fear.You will be afraid at times in you life.Maybe you are afraid nowlet that be their problem, not yours.Don't take it inside, you know what you can do.Do what you want to do.Q: Thank you.My question is about my problem.I am not very interested in my major.I will have more problems if I stay in my major.But to make a change is very difficult.It is very difficult to give up what we have now, I have studied in my major for more than two years.And my parents don't want me to quit.So what I learned from your speech that you have changed your major 2 twice and you have studied 3 majors.So would you give me the suggestion that I should quit? I want to listen to your opinion.A: Do you mean that so when you go home and tell your mother and father you changed majors you can say that Carly Fiorina told me to?

My father wanted me to go to law school.You know what I would really say to you, and I would say it to all of you.I would say it to any one.Find what you love.Find what you love.If you do not have interest and excitement and passion for what you are doing, you cannot be successful.Success takes commitment, commitment takes devotion, devotion takes passion.And how terrible, I thought, for me, it would be to lead a life as a lawyer when I had no passion for it.I cannot tell you what to do.I cannot advise you.All of my life tells me that you should find what you love.Even if that takes a little longer.I hope I don't get you into trouble.

第四篇：IT职业生涯规划论坛演讲实录

主持人：谢谢漆英，接下来进入我们的第二个环节，互动环节。

我们为大家请出张友生博士，张博士是中国系统分析员顾问代表团的发起人和顾问人，也是首席顾问，第二位是田俊国！大家已经认识了，他把我们的人生比作项目，谢谢田俊国。第三位朋友是徐锋，看了徐锋很年轻，其实他在IT的人生路上已经走了很远很远，他从程序员做到软件项目经理，从项目经理跳到系统继承公司做项目经理，那是一个国有的IT公司，他被分做总经理，然后他不干了，自己做老板，再然后，他这两年潜心做软件工程的工作，然后又在研究IT人的职业，有几条路好走。

下一个是有点传奇色彩的系统分析员，是张华。他在大学学的是中药材，他的爱好和兴趣是天文、哲学、经济学，大学毕业以后，不小心考上了系统分析员，又不小心还是注册会计师，昨天下午他给大家作了一场精彩的报告叫做IT经 济学。会场里面笑声不断，很多IT人对经济学产生了兴趣。

接下来我们请出漆英顾问，漆顾问刚才跟大家交流了半个小时，我告诉你们，他是中国工商银行总行软件工程的负责人，你们跟他要下联系方式！

漆英：更正一下，在那里是项目技术经理，不是负责人啊！

主持人：再一个是葛志春。他现在就职在福建省人事厅毕业生就业指导办公室。

大家的第一个问题，我帮助大家提给张博士，IT人为什么要做职业规划，做职业规划

需要考虑哪些工作？有请张博士！

张友生：我记得我很小的时候，家里很穷，有一天看到人家拿了三块钱，我就给我母亲一个承诺，我说我长大以后一定要赚很多钱，你准备一个麻袋来装置这些，这是一个最原始的职业规划。然后小学的时候，课本上讲了很多科学家的故事，那个时候我就感觉科学家肯定是一个很厉害的角色，其实科学家干什么我都不了解，只是讲我要做科学家，慢慢地到中学的时候，有一些理性化的东西了，有一些自己的想法了，不是老师说什么我就做什么，这个时候我认为我应该做一个大学教授，为什么呢？因为看电视、看书都觉得大学教授可以一个礼拜只上四节课，还开小车上课！那个时候的理想就是做大学教师，为什么这些都没做呢？那些可以说不是一个规划，只是一个理想，我觉得这些理想基本上是空想，因为没有去做。所以，我如果把大学教授作为一个目标，你就要努力去做，一个理想加上一个路径的时候，就是职业规划。

所以，我个人觉得，你要做职业规划，刚刚葛志春也讲是一个项目，项目是有目标的，也是有时间的，我们学过项目管理的人就知道，成本、质量是项目的几个因素，我不可能到60岁的时候做教授，没有含义，那么这个项目目标没有达成。当然，我也可以做一个很低档的教授，教授应该也有级别区分吧，这就是质量！最后还有你的成本，你在做职业规划的时候，要考虑到，你的家庭背景，你的生活背景，你的知识水平，你的教育背景，你的性格和爱好。大家知道李宇春很火爆，一夜成名，一夜暴富！但是你有这个条件吗？所以，你的基本知识，你的条件服务于你的目标，如果你的规划不符合你本身意义的实际的话，就不符合你的规划，就是一个空想，所以职业规划，在你中学性格成型的时候，你就应该有一个很好地规划了。我就讲这么多，谢谢大家。

提问：我想问一个问题，就是，大公司的和小公司各有各的优势，我是一个快毕业的毕业生，我在大公司也干过一年，我想问一下，在大公司或者是小公司都是从最地层做起的，如果我要一个积累的话，大概需要多少年？就是说做到项目经理或者是做到专家级别。谢谢。

田俊国：我们在座的有大公司也有小公司，我们从大公司说起。我觉得大公司值得你学习的东西很多，小公司你学好了，一不小心就进到了大公司，大公司往往是这个行业的领头羊，在这样的公司，你应该会得到更多，你的成就感和荣誉感会比较好，如果你要有成就感的时候，大公司会给你一个辉煌的职业鉴定。多长时间能成为项目经理？其实很简单，你成为一个企业的高官人才和每一个人是有关系的，我觉得对你的进程有影响的，是几个因素：

1、你的公司有没有这么多的机会，这么多的挑战让你去顶。

2、你有没有竞技之术，向高官挑战。

3、你有没有工作诚意。你每天多少小时工作，你的投入跟回报是成正比的。这种回报不见得是货币的回报，不同的进程是不一样的。

4、你是不是一个善于总结的人。

综合起来，这几个方面的努力，使你加快了进程，所以人和人的步伐，也因此产生了差异。

我不知道能不能满意地回答你的问题，谢谢。

提问：田顾问你好，刚刚听说做技术人员不需要有好口才，我觉得您的口才很好，我想知道您是怎样运用好你的口才能力的。

田俊国：实际上，左边是周教授给前排的人都发了一本书，那本书的后面写了一点林肯的经历，我没记住，大致是林肯干什么都失败，直到最后竞选总统成功！

其实也是一种积累，我觉得要是你先是跟我交流的话，我也不是特别外向的性格，我也不是特别善于表达的人，但是应该在我做技术的时候，我突然一天感觉到很郁闷，为什么？因为我觉得做技术这帮人太老实，整天钻到里面，别人一句话让你忙了半天，因为不善表达，有些事情是表达能处理好的问题，我们用技术忙了半天，然后往往因为表达无力，蒙受很多冤屈，浪费了很多的时间。

所以，我就觉得我一定要会表达！不管我做什么事情，所以第一件事我做的是克服自己的心理，站出来说话！第二步是抓住机会，多说话！尤其是在这种做技术的教程，因为没有人天生下来就伶牙俐齿，而是抓住机会多说话。

再下来，我当时所在的研发团队有40多人做研发，我在里面也是做编码，但是我要做他们利益的代言人，要会表达！要在你的利益上表达，而且要使他听你的！这些东西你一旦意识到他的重要，开始去训练应该是很快的，我最快的成长周期应该是02 年-05年这几年，其中04年我大约做了600小时的演讲，你们算一下，折合多少天？讲够了的话，你的口才也出来了，所以这个东西其实没有诀窍，第一你有没有胆量站到讲台上来，如果你有，你已经成功了一半。第二，你有没有兴趣，通过你的沟通、你的演讲去影响一些人，让他们接受你的观点，让他们跟着你的思维来做事情，这时候你就有了影响力，一旦你有了影响力，你做什么事情都会顺畅！这是我的观点谢谢！

提问：各位老师辛苦了，我是一个研究生，现在有个问题，我是马上面临找工作的问题，而且比找工作的时候，比本科生考虑得多一些，我现在是在选择做技术和业务的问题上，是怎么选择好呢？而且现在有两个职位，一个是市场部，另一个是软件开发，我想问一下老师，如果是你们，你们会怎么选择？

主持人：你想请哪个老师说呢？

提问：我想都听一下吧，想听一下老师的体会，比如怎样去找你的兴趣点。

徐锋：这跟前一个的问题很接近，而且其实是一个大学毕业生的就业问题。从我个人的经历，很好地可以需验证这一点，其实现在大公司也好，小公司也好，首先你要想明白你的个性是什么，因为有两种不同的价值取向，我大学毕业的时候，同样拿到了微软的一个职位，我怎么去判断的呢？有两种选择：

1、你可以去大公司，你要耐得住寂寞。

2、你可以到小公司，但是你要出人头地。

这就是选择鹤立鸡群，还是鹤立鹤群！我选择的是后者。

有涉及到你的个性和价值趋向，这是我关于第一个问题的回答。

至于这个问题，我想讲一个思路，是关于市场和技术这两个方面怎么去选择的问题。

实际上，非常有趣的是，我带过很多的团队，所有搞开发的都是搞技术专业的，所有搞技术的都是搞开发专业的。这不是按照自己的兴趣所来的，是根据市场的需求而选择了计算机，可能你的学术不是很深入，那这时候你只能做销售，但是对销售的人来说，因为很了解

这个行业了，对他的吸引力就很大！我个人感觉很多东西是相同的，最重要的是你自己的价值取向，也就是你认为在哪个领域来发挥你自己的优势，我就说到这里，谢谢！

提问：各位老师，我觉得你们都太强了，我是学计算机技术的，当时我觉得田老师的课讲得很好，对很大的鼓励，我觉得听了你的课堂，我觉得真的要好好规划一下我的人生，我现在大四了，马上要毕业了，我也打算考研，我觉得就业对女生来说也是一个很有挑战性的事情，我也觉得大学里面没有学到很多真正实用性的东西，我想问一下田老师，我现在想报软考，是网络工程师、软件设计师那个更好一点？

田俊国：这两个从社会的认可来说是一样的，但是你报哪一个，是看你哪些基础课程学得好，或者是你哪一个把握更大一些，报哪一个不重要，如果我现在是你的话，可能你的强项是另外一个方面的。我倒很愿意回答你前面的问题，我在大公司我招人的时候，大公司在招人存在一个现象，不管你是学什么专业的，对于你的整个基本素质的要求比较高。比如说，书面表达能力、语言表达能力、还有学习能力、接受新生事物的能力！刚到社会的大学生，都有同样的定义，认为大学生不会有太多的积累，那么在这个时候，我会更多的考察你，学习和接受新生事物的能力，这时候很多大学生能够设立很漂亮的机会来考你这些方式，或者见习期也能够看到你的这些方面，相比专业的话，我觉得个人的基本素质更重要，以及你的学习能力，尤其是自学能力这些方面的展现，所以它考核的是你未来，而不是你现在拥有什么，当然你拥有什么，你对你同样层次的人，你比他多一个证书，这个并不重要，但是你未来有什么潜力能够展示给别人，那将是你制胜的法宝！谢谢！

提问：我还有一个问题，在座的都是计算机领域的能人，我想问一下，在计算机领域，到底有多少女性从事这份工作，她们一般都做些什么呢？

徐锋：在这里有个中西方差异的存在了。很遗憾的告诉你，在中国比例会偏低一些，但是在2002年，我到微软总部，发现有很多的女性，其中都存在一些差异。差异在于女性在开发领域，适合的职业应该是在软件的文档，软件的测试、售后服务、客户的维护，以及相关的支持性和服务性的岗位会偏多，但是在中国这样的岗位是在慢慢增加的过程中，所以我相信女性在IT行业从业的机会也会非常多。

另外，女性在IT行业销售和技术服务方面，已经存在了大量优秀人才，具体表现在授权客户关系，授权客户的制作等等这些方面。我想这些方面也可以给供你选择的一个方向。

张华 ：据我所知，你看有公司下面全部是女性。

主持人：我们网络上也有很多的问题，有很多的大学生朋友，都是考试的问题，他们提到的证书的名字，我们几位都没听说过，我想问一下在座的专家怎么考虑这些证书的问题，这里有一个问题是怎样考系统分析员。

张友生：我对前面那个问题补充一下，开始那个同学在大公司做了一年，我不知道哪个公司，据我所知，湖南没有大公司，那么，你要找一个公司，你不能看他今天有多大的规模，你要看他明天、后天有多大的规模，这才是最重要的一点，比如你在一个大公司要倒闭的前一天进了那个公司，那是死路一条啊！湖南现在没有大公司，不代表将来没有大的公司，湖南的大公司很有可能就是希赛！

至于考试，到处都是课堂，到处都是广告！我一看到广告就拿着幌跟学生去讲，那纯粹是误人子弟，为什么这么说？证书有很多，但是你不考是不行的，现在就业压力大，多一个证书就多一个法宝，但是你不可以盲目去考，现在有几十种证书，象刚刚的女同学提的，光一个系里面就有N种，那么你的目标是什么？我的目标是进杰出的网络公司，你的目标就是网络专业，如果你的目标是软件，那么你就学SPICE 嘛，现在的问题是，你不要因为你是研究生你就觉得你了不起，在这个问题下，我们如何去寻求自己的保护和砝码！同时社会上的培训相当多，我们不能讲哪个培训好，哪个培训坏，现在的培训绝大部分是针对于就业的培训，他的目标是你交N块钱，给你培训N个月，然后给你找到N个工作。现在报一个程序设计员，那就学数据库！我经常跟我的学生讲，如果你是想做一个男人的话，你就退学，加入软件公司！你一旦加入了软件公司，你就可以学到很多的实际的东西！是很有好处的。我们现在讲这里不好那里不好，其实是心理浮躁，我们教育系统设计大纲，是有目的的。各种学历的学生不能并行起来，很多本科生、研究生，他甚至还拉着你去参加培训，这只是浪费时间，所以我们总结是证书是要考的，考什么证书，根据你的职业规划，根据你的目标，向你的目的跨进！

第二是培训！

培训要看你的职业规划！如果你是就业，就赶紧退学！去参加技能培训！否认你就好好地把大学课程学好！

主持人：我给大家介绍一个教授，是黄教授，他在海外做了很多年，在大公司做到了很

高的职业，近几天也在知名的高校给大学生上课，我想请他谈一下大学生就业、大学生就业后的发展问题！

黄教授：

谢谢！看到这么多的年轻和我们的专家在一起，其实我刚才听了田老师说的，在职业的生涯中能够做到职业经理人，做到专家、做到老板，真是了不起了！但是我觉得我自己更了不起！因为我除了那三个方面以外，我还是一个学者！

坦白说我刚刚出来做这个行业的时候，也是做一个程序编写员，我第一年是跟国内的情况一样，花一年的时间学习，花三年的时间编写程序，再接下来做一个系统分析员的工作。要花多少年才能做到一个项目经理？我的经验是花了11年的时间才做项目经理。

国外的情况跟国内的情况不一样，在国外做了一个调查，女孩子做系统分析、系统测定比男生更好，因为我们做过一个调查，女孩子的逻辑比男生更细，她们想出来的一个系统逻辑比男孩子想出来的更细。

再谈到我们国家的教育，现在我在研究生里面做一些项目管理工程的课程，我发觉国内的教育跟国外最大不一样的地方是国内从小学到中学、到大本！老师要的是你要记得他们告诉你的东西，你要把记的东西将毕业后，出来工作的时候去用，这要看你自己。

在你用的过程中，要象刚才的专家说的，如何把你自己融合到这个企业去，当你大本毕

业之后，你只有一个事情，是把你学到东西应用到你的工作当中。如何把技术运用到你的工作里面去。

整个阶段可以让你去理解你的技术运用是否能够有一天帮你的企业带来一些价值，这个价值是在研究生以后所需要达到的一个目标，也是在整个学习的过程当中，你达到管理工作的时候，所要完成的一个使命，所以基本上来讲，IT职业生涯，是两个阶段，一个是科技运用，另一个是如何利用科技为企业产生价值的阶段。

为了不让这些专家白白地坐在这里，我更简单的说一下，为什么要做职业规划？

很简单！IT不断地改变，其实你们只有两个选择，一个是硬件，一个是软件！不管是在大学里学的是硬件还是软件，整个发展的方向，不管是成为一个通信系统的专家，或者是别的方面的专家，目标只有一个，是有一天要做到CEO或者是CTO。这个过程是你必须要在大本的时候，把学习到的技术用上，然后再慢慢地在这个过程中把你的眼光放宽一点！我常常告诉我的研究生的学生，不要挑选完全科技的课题，可以选择一些非科技的课题，包括心理学！我在大学时候选择的就是如何修理汽车！我念的是MBA！那个对我的工作非常有用，因为我在学习中可以融入技术背景去理解企业运营的模式。我的结业课程包括技术运用的所有课程，包括技术开发到技术运用到推广市场。

在两种情况下，你希望去开拓你未来的目标，你专业积累能力的生涯，完全看你自己用怎样的方向，运用你的技术来达到你的目标。而在管理里面的项目里面，我建议你们第一个就选择项目管理！

如果我是今天的你们，我我不会选择IT，我会选择地产、证券交易！那个赚钱容易，不用加班！所以你们应该要考虑你们将来的就业应该朝哪一个方向走！谢谢！

主持人：谢谢黄教授，现在我发布两条信息，一个叫“WXF”的网友，说：他学的不是软件专业，但是想在软件行业有发展。

还有一个网友个叫小黑，他在大学里面学的专业听说要读到硕士、博士才能有发展，我又对计算机很感兴趣，但是还得重新学，可是我又不想在大学校园里面学这么久！我该怎么办？我把这个问题交给张华。

张华：转计算机专业的话我首先觉得你是要为了爱好而进入这个专业！随着我也不是这个专业，但是我很小的时候对计算机这一块非常的感兴趣，最后我读大学读了四年，白读，出来还是搞计算机，首先我没有功利心，我是为了爱好。

第二点，不是为了学计算机到社会上工作如何，要去做计算机相关的工作，可不可以？可以！举一个例子，我们公司的例子，我招的很到员工，都不是学计算机专业的！有学生物工程的，有学日语的！但是他们在大学里面的时候，就把个人的素质培养得非常好，自学能力非常好。

我觉得刚毕业的大学生就象一张白纸，对于我们负责人力资源这一块的人来说，他对于我来说是一张白纸，但是只要他是一张质量很好的白纸，我肯定要！因为大家知道，我在总

公司、日本公司都是这样，我相信越来越多的公司将来也是这样的，他们要的是象他们的农业上面一样，他要的是一个好的苗子，而不是你这个苗子是哪个种类的，这是我的一点看法。

主持人：其他嘉宾有没有什么看法？

葛志春：大家好，我觉得我们的职业生涯规划是要根据我们自己的预期。

职业生涯是我们对自己的预期，专业怎么选择，是应该根据我们的职业生涯规划来的，是要围绕我们职业生涯规划去做的，职业生涯规划有相对稳定性和挑战性。

我们要根据自己的职业生涯规划一步一步去设计，当这个职业生涯确定以后，然后是否去要考研，是否是要找工作，这一个其实都是根据自己的职业规划去走的。

提问：张华顾问你好，感觉您是一个天才，我挺佩服您的，请问您生下来就这么聪明吗？还有一个问题是您怎么在短时间内掌握那么多的知识？谢谢。

张华：第一个问题我可以回答，我生下来很笨，而且我生下来先天性就有不足，我没有小学时候那么辉煌的经历，我小学时候都是30、40分，很不好意思。

但是，我觉得你学到的东西，你不但要去记，而且要返过来，这个东西如果不是这样的话，又是怎么样？比如老师要大家往东边走，你自己就往西边走，你看看往西边走会怎么样？

徐锋：我补充一下，我碰到很多的大学生，说只有的课程非常满，也看过很多书。我想我们的工作比你们的学业十倍的忙，但是我们的阅读量是你们的十倍！但是，你把你一天的时间拿一支笔记下来，你看你一天在做什么，我养成这个习惯已经五年了，你会发现在一天浪费了多少时间，你利用起这些时间的话，可以补充多少的知识量！谢谢！

提问：各位尊敬的嘉宾，你们好！现在社会上有一句话，说IT职业是一门吃青春饭的职业！那么，我作为一个女性，在IT领域里面应该怎样去规划自己的职业人生呢？

漆英：提了两个问题，一个是不是吃“青春饭”的问题，再一个是女性在这个行业的地位！第一IT是不是吃青春饭，其实这句话有一半是对的，有一半是错的，因为IT行业有一部分是编码，它的劳动强度是很大的，比如一个变量，你写到后面，好几千行以后，你要记得你原来用了哪些变量，然后你这个时候要记起来，怎么去改变它，那么在这个里面劳动强度是很大的，这一块是不适应于年纪大的人，从这一块来说，这话是对的。但是为什么它是错的呢？因为IT行业是一个很大的领域，你的经验到了一定的年龄之后，在这个广阔的天地里就可以发挥你的作用，象黄教授这么大的年龄还在IT行业的第一线，所以这一点我们是不要怕的，是不会受年龄的影响的，我也到了40多岁了，不管是到了项目经理或是技术经理，由于知识的积累，所以在这一块能够很好地发挥作用。

第二个问题是女性IT行业的作用，或者是地位的问题。

这一块就我们公司来看，我想谈这么几点：

1、女性在公司里面是很受欢迎的。

比如新来一个女生，马上各个部门领导是争着要，下面的人员工就四处打听，可以体现很受欢迎！

2、女性在所适应的工作方面，刚才也有专家说过，因为女性的细心程度比男的要强，那么她在有些方面是要占优势，比方程序、文档、质量管理方面。

所以，有些方面女性能够发挥作用，这是她承担的范围是比较宽的。比如公司副总也有女性，我觉得就我们公司来看，就这么几点，但是，为什么女性在公司里面比较少呢？占的比例不是很高呢？我觉得主要原因还是在于学校里面的女生少，就说到这里。

张华：我补充一下，你过了40岁还能不能胜任IT工作，我觉得完全能够胜任，因为一两年的系统员对这一块可能不是很熟悉，但是做了七、八年的系统员对这一块很熟悉，他能知道什么样的系统适合客户。他能把握一个大方向，所以在很多公司来说，包括象我们公司一样，岁数越大的员工，在经验这方面是很老道的，而且他可以让我们新招进来的程序员少走几年的弯路，这就是他们的价值所在，我认为做IT可以做终生，关键是在不同的阶段做什么样的角色，包括是在公司做产品还是指导新人，我觉得这是值得大家思考的一个问题。

徐锋：关于程序员的生命周期，我觉得可以这样理解，因为这个产业非常的年轻，仅仅60年，很多东西没有固化下来，第二点，中国下来更加明显的原因，不是因为从业人员的生命周期比较短，而是这个产业的公司生命比较短，我做过统计，一个做排序状态的程序员

做了60几年，使得中国的IT产业，越来越多的IT人生越来越漫长，越来越是职业的伸延。

黄教授：我们在国外有一个笑话，说你的一生当中有两个婚姻，一个是找爱人，一个是找自己的专业。

当你选择IT是一个专业以后，可以是一辈子的，也可以是在慢慢的过程中找对象，也可以离婚，你是要维持婚姻，还是要看你追求自己的专业这就要看你自己了，你为了自己的目标肯定要有一些牺牲，离婚还是继续下去，完全看你自己而已谢谢！

张友生：35岁以上IT行业的从业人员，说是青春饭的问题，我觉得这个人是没有底气，底气不足！总的来讲是缺乏自信，我当然要这样讲，我其他的原因没有，我今年36岁了，学一个程序设计员，我可以当场在这里跟你们比赛，设计人员一个技术人员，你技术在这里青山永远常在！我做了这么多年，我年龄大，见多识广，能够触类旁通、举一反三！2000年我读商务的时候，因为国庆节放假，有一个程序员坚持要回家，我说你回家就搞不好，那时候是金鹰节的一个项目，我花了两个晚上的时间自己写，第三天我自己上。2000年的时候我29岁，我觉得这有什么可怕的！只要你技术好，只要你有底气，60岁、80岁不成问题！

田俊国：我感觉大家对这个问题很感兴趣，我感觉这个行业的机会在呈爆炸性的增长。我举个例子，国民经济对IT行业的依赖越来越重要！如果今天你没有IT系统支撑，电话都通不了，国家的调动、银行的调动全靠IT！这就是IT人才存在的理由，再一个是 电子商务、电子化，互联网的运用，整个传送的运营模式，IT不再是辅助其他行业信息化的一项功能，另一个功能是从后台直接走向前台，它直接参与到国民经济的运行中来，这里面又创造了很大的空间，再加上我们国家的IT这几年发展非常之快，我们的网民增长的数量已经非常快！

可能你60岁的时候捡起来学IT，我的看法是这样，我觉得跟年龄是没有关系的，而是跟兴趣点有关系的。

主持人：网上有一个叫安利的朋友，提了一个问题，说在IT行业当中，有那些是值得发展的路径？

徐锋：这个问题黄教授就讲了软件方面和硬件方面！我觉得在这几年可以把IT行业做一个划分，我觉得软件开发是第一类，第二类是系统集成，第三是信息服务，第四是IT咨询、培训。第五个方面是传统公司的IT职业。刚刚讲到IT女性的规划，实际上这块有很多的机会 的，象传统的金融、保险也需要大量的IT人才。

除了这五块，象动画领域等等领域都出现了大量的机会，首先IT是一个非常大的领域，实际上在GDP的统计中，很大程度是离不开IT的，对刚毕业的大学生来说，这些领域都有适合自己的工作，比如开发人员、策划人员、文档人员，销售服务、客户服务！资讯界有助理资讯员等等一些工作，现在也在着手把这个行业分得更细，让大家更方便的来做这个服务。

提问：各位下午好！我们知道软件开发通常会跟某个行业的知识有关，对行业知识的理解透彻，才能跟客户沟通，对称我们的系统分析，有的时候开发一段时间后，客户有的会提出新的需求，有的会变动需求，更有的时候双方的理解不对称那我的领导会叫我多看一些行

业的书，我的心里会有抵触，我就想我干吗要去看这些书？我干吗要去看金融方面的书呢？我想请专家帮我解答这个问题，谢谢。

田俊国：延续我刚刚讲的，IT一个是给传统的行业做信息化辅助。另一个IT独立去改变我们过去游戏规则的一套应用。

那么，我感觉到IT如果是你从事于前一个领域，你最好是一个深入到行业去，如果你深入不到行业去，你可能会蜻蜓点水，你不深入进去的话，你可能不懂，不能服务于客户。

今天提出标准行业，IT要做标准，是给刚刚创业不久的，规模不够大的企业，用基层的就可以了，他没有太大的行业区别，所以用我们的标准产品，叫水平产品，这种产品覆盖面很广，实施也比较快，这个标准肯定会走向低端，这是标准复制。

接下来，接触到这个行业，首先要了解这个行业，要懂得这个行业它通常的困扰是什么，通过IT技术能不能解决它的这些困扰？如何解决？这些东西将来会做你在职场上也罢、在社会上也罢，你的直接竞争能力。

你看我们的大家，歌唱家，都是通俗歌曲高手，或是美声歌曲高手。如果你在一个行业里面有很深的造诣的话，你一定要细分下去，如果不是太专的话，就会出现知识面不够的情况。

徐锋 ：对这个问题做一个尖端的补充，关于要不要做行业知识的了解，有一个说法是

CEO是下一步的CEO，懂得知识又懂得业务的做法是最好的CEO，行业支持加上技术支持会构成梯型的知识结构。

假设你不想学别的方面的知识的话，我给你一个经验，我不想很深入的了解每一个领域，但是你要了解探索这些领域的技巧，你会有投入的技巧、思考的技巧，然后你会了解某些问题，答案就在这里！你不需要掌握！别人会讲，谢谢。

提问：各位专家好，我的第一个问题是，如果你是公司的一个不太重要的部门的部门经理，如果你如何带领你的部门做出成效，突破以往的观念，第二个问题是对于你本人来讲，如何规划自己的职业生涯。

漆英：两个问题，一个是在不太重要的部门，你如何运作好这个部门。第二个问题在这种情况下，如何规划自己的职业生涯。

我谈一下自己的体会，我也走了好几个部门，也碰到这种情况，在这种部门，因为是成绩结构，那么在这个官僚体系里面可能有些部门是重要的，有些部门是不重要的，那么在这个流程里面，在一些重要的会议上，这方面来体现到。如何把不重要的部门的价值挖掘出来？这个是你应该要做好的一件事情。

比方，某一个公司的这个部门是属于成长阶段，这个领导也不放心这块，重要的是他还有一个质量部门或者是测试部门，他就把这个重要的事情，有可能放在测试，详细测试部门了，那么你这个质量部门可能就成了一个次要部门。那么，在这种情况下，你如何体现你的

价值？你就通过一些体系上来体现，或者是会议上，来给领导灌输这种思想，质量管理的体系等等，从理论上跟他协调，然后把这个事情理顺，这是一点你可以作的。

第二点还可以想一些其他的办法，比如找找外部人突破，就是从别人的口里说出你这个部门的价值所在。除了你自己去说，还可以让其他的部门去说。这是从外部根据横向和其他的部门沟通，让其他部门也说：老板，那个部门确实怎么怎么样，总而言之，要把这个东西表达出来，要通过沟通想想办法。

这是我的一点体会。

再一点在这种部门，你自己的职业规划，公司可能不一样，有的公司有一个大的规划，特别是比较大的公司，他有一个机会，叫做轮岗，你可以在轮岗的时候在其他方面做一些发展，这是一种比较好的手段。然后你在这个部门的时候，在某一些场合，当然不是在其他部门也在的场合，在其他部门不在的场合，可以跟主管领导谈谈对其他部门的看法和见解，多了之后，他就会发现你的一些才能，总而言之要把你其他方面的才能展现出来，那么在下一步的布局里面有一些机会。另外，人员方面有调动、竞争的时候，比如叫竞岗，去争一个职的时候，你可以去做一些准备，总而言之，你要知道，这个事是从快的步骤来讲的想法，换一个部门做，如果不这么快的走，你可以把这个部门做大，除了要完成自己原来所负责的事情以外，另外可能还有一些大家都不管的事情，可能跟如何把这块部门做大、做好有关系。

徐锋：给你两个建议：

1、给你老板一个建议，说你这个部门哪些方面过低了。

2、如果连你自己都认为这个部门不重要，你就给老板一个拆除这个部门的报告。

我是选择的第二点。谢谢。

主持人：这个环节我们进行得很热烈，不知不觉就过去了。我安排一个节目，让在座的嘉宾，每人总结一句话，对在座的忠告。我知道在座的各位还有很多问题想跟上面的嘉宾交流，其实我们的交流永远都是充分的，永远都是OPEN的，他们都有自己的博客，可以在博客上交流，希赛网也会回答大家的很多问题。

葛志春：我给大家一个建议，对我们大家来说，跟孙老师说的一样，一定要扎扎实实学好计算机基础知识，这是最重要的，不要盲目的去参加社会实践！社会实践我们的诞生来说，有利也有弊，但是我们参加社会实践有利与我们自己职业生涯规划！

漆英：我借田俊国的一句话，项目人生，人生项目，从见习开始，从规划开始，谢谢！

张华：我给大家的一句话是要相信自己！

徐锋：我要申请两句话，世界上没有一场战争是按照计划打的，但是也没有一场成功的战役是没有计划的。

第二句话是如果你想得到太阳，你可能会得到月亮，如果你想得到月亮，但也有可能只得到星星，但是如果你的愿望是想得到星星那样的光芒，你有可能什么都得不到！

田俊国：就一句了，找准一个平台，发挥你的优势，挣多少钱不重要，发挥你的优势，磨炼自己，丰富自己，成就自己！

张友生：练好忍功，耐得住寂寞。

黄教授：在你们未来专业的发展过程当中，你们会碰到很多很多的困难，也会有很多的挑战，你如何能够运用你自己的智慧，来跨出第一步，走第二步，往下走，那个才是最重要的。

第五篇：习近平在博鳌亚洲论坛开幕式发表演讲(实录)

习近平在博鳌亚洲论坛开幕式发表演讲

(实录)

[ 周文重 ] 下面请中国国家主席习近平发表主旨演讲。[ 2013-04-07 10:11 ]

[ 中国国家主席习近平] 尊敬的各位元首、政府首脑、议长、国际组织负责人、部长，博鳌亚洲论坛理事会各位成员，各位来宾，女士们，先生们，朋友们。[ 2013-04-07 10:12 ]

[习近平] 椰风暖人，海阔天高。在这美好的季节里，同大家相聚在美丽的海南岛，参加博鳌亚洲论坛2013年年会，我感到十分高兴。首先，我谨代表中国政府和人民，并以我个人的名义，向各位朋友的到来，表示诚挚的欢迎！对年会的召开，表示热烈的祝贺！[ 2013-04-07 10:12 ]

[习近平] 12年来，博鳌亚洲论坛日益成为具有全球影响的重要论坛。在中国文化中，每12年是一个生肖循环，照此说来，博鳌亚洲论坛正处在一个新的起点上，希望能更上一层楼。本届年会以“革新、责任、合作：亚洲寻求共同发展”为主题，很有现实意义。相信大家能够充分发表远见卓识，共商亚洲和世界发展大计，为促进本地区乃至全球和平、稳定、繁荣贡献智慧和力量。[ 2013-04-07 10:15 ]

[习近平] 当前，国际形势继续发生深刻复杂变化。世界各国相互联系日益紧密、相互依存日益加深，遍布全球的众多发展中国家、几十亿人口正在努力走向现代化，和平、发展、合作、共赢的时代潮流更加强劲。同时，天下仍很不太平，发展问题依然突出，世界经济进入深度调整期，整体复苏艰难曲折，国际金融领域仍然存在较多风险，各种形式的保护主义上升，各国调整经济结构面临不少困难，全球治理机制有待进一步完善。实现各国共同发展，依然任重而道远。[ 2013-04-07 10:16 ]

[习近平] 亚洲是当今世界最具发展活力和潜力的地区之一，亚洲发展同其他各大洲发展息息相关。亚洲国家积极探索适合本国情况的发展道路，在实现自身发展的同时有力促进了世界发展。亚洲与世界其他地区共克时艰，合作应对国际金融危机，成为拉动世界经济复苏和增长的重要引擎，近年来对世界经济增长的贡献率已超过50%，给世界带来了信心。亚洲同世界其他地区的区域次区域合作展现出勃勃生机和美好前景。[ 2013-04-07 10:16 ]

[习近平] 当然，我们也清醒地看到，亚洲要谋求更大发展、更好推动本地区和世界其他地区共同发展，依然面临不少困难和挑战，还需要爬一道道的坡、过一道道的坎。[ 2013-04-07 10:16 ]

[习近平] 亚洲发展需要乘势而上、转型升级。对亚洲来说，发展仍然是头等大事，发展仍然是解决面临的突出矛盾和问题的关键，迫切需要转变经济发展方式、调整经济结构，提高经济发展质量和效益，在此基础上不断提高人民生活水平。[ 2013-04-07 10:17 ]

[习近平] 亚洲稳定需要共同呵护、破解难题。亚洲稳定面临着新的挑战，热点问题此起彼伏，传统安全威胁和非传统安全威胁都有所表现，实现本地区长治久安需要地区国家增强互信、携手努力。[ 2013-04-07 10:17 ]

[习近平] 亚洲合作需要百尺竿头、更进一步。加强亚洲地区合作的机制和倡议很多，各方面想法和主张丰富多样，协调各方面利益诉求、形成能够保障互利共赢的机制需要更好增进理解、凝聚共识、充实内容、深化合作。[ 2013-04-07 10:18 ]

[习近平] 女士们、先生们、朋友们！[ 2013-04-07 10:18 ]

[习近平] 人类只有一个地球，各国共处一个世界。共同发展是持续发展的重要基础，符合各国人民长远利益和根本利益。我们生活在同一个地球村，应该牢固树立命运共同体意识，顺应时代潮流，把握正确方向，坚持同舟共济，推动亚洲和世界发展不断迈上新台阶。[ 2013-04-07 10:18 ]

[习近平] 第一，勇于变革创新，为促进共同发展提供不竭动力。长期以来，各国各地区在保持稳定、促进发展方面形成了很多好经验好做法。对这些好经验好做法，要继续发扬光大。同时，世间万物，变动不居。“明者因时而变，知者随事而制。”要摒弃不合时宜的旧观念，冲破制约发展的旧框框，让各种发展活力充分迸发出来。要加大转变经济发展方式、调整经济结构力度，更加注重发展质量，更加注重改善民生。要稳定推进国际经济金融体系改革，完善全球治理机制，为世界经济健康稳定增长提供保障。亚洲历来具有自我变革活力，要勇做时代的弄潮儿，使亚洲变革和世界发展相互促进、相得益彰。[ 2013-04-07 10:19 ]

[习近平] 第二，同心维护和平，为促进共同发展提供安全保障。和平是人民的永恒期望。和平犹如空气和阳光，受益而不觉，失之则难存。没有和平，发展就无从谈起。国家无论大小、强弱、贫富，都应该做和平的维护者和促进者，不能这边搭台、那边拆台，而应该相互补台、好戏连台。国际社会应该倡导综合安全、共同安全、合作安全的理念，使我们的地球村成为共谋发展的大舞台，而不是相互角力的竞技场，更不能为一己之私把一个地区乃至世界搞乱。各国交往频繁，磕磕碰碰在所难免，关键是要坚持通过对话协商与和平谈判，妥善解决矛盾分歧，维护相互关系发展大局。[ 2013-04-07 10:21 ]

[习近平] 第三，着力推进合作，为促进共同发展提供有效途径。“一花独放不是春，百花齐放春满园。”世界各国联系紧密、利益交融，要互通有无、优势互补，在追求本国利益时兼顾他国合理关切，在谋求自身发展中促进各国共同发展，不断扩大共同利益汇合点。要加强南南合作和南北对话，推动发展中国家和发达国家平衡发展，夯实世界经济长期稳定发展基础。要积极创造更多合作机遇，提高合作水平，让发展成果更好惠及各国人民，为促进世界经济增长多作贡献。[ 2013-04-07 10:21 ]

[习近平] 第四，坚持开放包容，为促进共同发展提供广阔空间。“海纳百川，有容乃大。”我们应该尊重各国自主选择社会制度和发展道路的权利，消除疑虑和隔阂，把世界多样性和各国差异性转化为发展活力和动力。我们要秉持开放精神，积极借鉴其他地区发展经验，共享发展资源，推进区域合作。进入新世纪10多年来，亚洲地区内贸易额从8000亿美元增长到3万亿美元，亚洲同世界其他地区贸易额从1.5万亿美元增长到4.8万亿美元，这表明亚洲合作是开放的，区域内合作和同其他地区合作并行不悖，大家都从合作中得到了好处。亚洲应该欢迎域外国家为本地区稳定和发展发挥建设性作用，同时，域外国家也应该尊重亚洲的多样性特点和已经形成的合作传统，形成亚洲发展同其他地区发展良性互动、齐头并进的良好态势。[ 2013-04-07 10:24 ]

[习近平] 女士们、先生们、朋友们！中国是亚洲和世界大家庭的重要成员。中国发展离不开亚洲和世界，亚洲和世界繁荣稳定也需要中国。[ 2013-04-07 10:25 ]

[习近平] 去年11月，中国共产党召开了第十八次全国代表大会，明确了中国今后一个时期的发展蓝图。我们的奋斗目标是，到2020年国内生产总值和城乡居民人均收入在2010年的基础上翻一番，全面建成小康社会；到本世纪中叶建成富强民主文明和谐的社会主义现代化国家，实现中华民族伟大复兴的中国梦。展望未来，我们充满信心。[ 2013-04-07 10:25 ]

[习近平] 我们也认识到，中国依然是世界上最大的发展中国家，中国发展仍面临着不少困难和挑战，要使全体中国人民都过上美好生活，还需要付出长期不懈的努力。我们将坚持改革开放不动摇，牢牢把握转变经济发展方式这条主线，集中精力把自己的事情办好，不断推进社会主义现代化建设。[ 2013-04-07 10:25 ]

[习近平]“亲望亲好，邻望邻好。”中国将坚持与邻为善、以邻为伴，巩固睦邻友好，深化互利合作，努力使自身发展更好惠及周边国家。[ 2013-04-07 10:26 ]

[习近平]我们将大力促进亚洲和世界发展繁荣。新世纪以来，中国同周边国家贸易额由1000多亿美元增至1.3万亿美元，已成为众多周边国家的最大贸易伙伴、最大出口市场、重要投资来源地。中国同亚洲和世界的利益融合达到前所未有的广度和深度。当前和今后一个时期，中国经济将继续保持健康发展势头，国内需求特别是消费需求将持续扩大，对外投资也将大幅增加。据测算，今后5年，中国将进口10万亿美元左右的商品，对外投资规模将达到5000亿美元，出境旅游有可能超过4亿人次。中国越发展，越能给亚洲和世界带来发展机遇。[ 2013-04-07 10:27 ]

[习近平]我们将坚定维护亚洲和世界和平稳定。中国人民对战争和动荡带来的苦难有着刻骨铭心的记忆，对和平有着孜孜不倦的追求。中国将通过争取和平国际环境发展自己，又以自身发展维护和促进世界和平。中国将继续妥善处理同有关国家的分歧和摩擦，在坚定捍卫国家主权、安全、领土完整的基础上，努力维护同周边国家关系和地区和平稳定大局。中国将在国际和地区热点问题上继续发挥建设性作用，坚持劝和促谈，为通过对话谈判妥善处理有关问题作出不懈努力。[ 2013-04-07 10:29 ]

[习近平]我们将积极推动亚洲和世界范围的地区合作。中国将加快同周边地区的互联互通建设，积极探讨搭建地区性融资平台，促进区域内经济融合，提高地区竞争力。中国将积极参与亚洲区域合作进程，坚持推进同亚洲之外其他地区和国家的区域次区域合作。中国将继续倡导并推动贸易和投资自由化便利化，加强同各国的双向投资，打造合作新亮点。中国将坚定支持亚洲地区对其他地区的开放合作，更好促进本地区和世界其他地区共同发展。中国致力于缩小南北差距，支持发展中国家增强自主发展能力。[ 2013-04-07 10:30 ]

[习近平] 女士们、先生们、朋友们！亲仁善邻，是中国自古以来的传统。亚洲和世界和平发展、合作共赢的事业没有终点，只有一个接一个的新起点。中国愿同五大洲的朋友们携手努力，共同创造亚洲和世界的美好未来，造福亚洲和世界人民！[ 2013-04-07 10:31 ]

[习近平] 最后，预祝年会取得圆满成功！谢谢大家！

[ 博鳌亚洲论坛秘书长周文重 ] 谢谢习近平主席阁下。

[ 2013-04-07 10:31 ] [ 2013-04-07 10:32 ]