刺蝟原則

整理‧撰文 / 楊修  編輯 / 張良姿

古希臘寓言「刺蝟與狐狸」中，詭計多端的狐狸謀畫無數複雜策略，想奇襲刺蝟。雖刺蝟懂的遠少於狐狸，但每遇攻擊就縮成滿是尖刺的圓球，擋過狐狸一次次出招。

著名哲學家以賽亞‧柏林（Isaiah Berlin）從中把人分成狐狸與刺蝟。狐狸型的人習慣一心多用，從不把想法整合成整體概念；刺蝟型總把複雜的世界單純化，歸總出單一系統或基本原則。

管理學大師吉姆‧柯林斯（Jim Collins）在《從A到A+》指出，刺蝟型的人因為擁有敏銳的洞察力，才能看穿繁複的萬物表象，找到潛藏在世界中的運作本質。提出相對論的愛因斯坦、發表潛意識概念的佛洛依德、提出物競天擇的達爾文、提出階級鬥爭的馬克思都屬此列。

柯林斯在研究小組開會時，討論到美國連鎖藥商華爾格林（Walgreen），從1975年到2000年的累計股票報酬率竟勝過大盤績效15倍之多，表現凌駕奇異、可口可樂等大企業。關鍵原因非常簡單，他們只有一個原則：成為最好、最便利的藥店，在每一位顧客光顧時，都從中獲取高利潤。掌握了這個原則就心無旁騖的徹底執行。

於此基礎，柯林斯進一步整理出企業從優秀突破到卓越的刺蝟原則，係由3個面相交集而成：

1. 對什麼事業充滿熱情？

發掘能熱情投入的事業。例如，刮鬍刀製造商吉列（Gillette）的主管曾在做市場定位時，放棄即用即丟的拋棄式刮鬍刀，決定開發複雜而昂貴的系列產品，因為他們對於拋棄式廉價刮鬍刀毫無熱情。

2. 經濟引擎靠什麼驅動？

藉由研究企業的經營模式，找出使公司獲利的關鍵原因。像是紙製品公司金百利克拉克發現，將獲利重心放在消費品牌，比放在工廠上還不容易受淡旺季影響，所以無論景氣好壞，都更有利可圖。

另外一個例子，在2013年成為全球市值最大的富國銀行（Wells Fargo & Co.），曾在美國開放金融自由化時，體認到將有愈來愈多銀行把業務商品化，富國銀行難以從競爭激烈的市場中得利，便把獲利重心從每筆貸款的平均獲利，轉而放在每位員工的平均獲利上。

3. 哪些方面能達到世界頂尖？

必須務實的根據企業能力，了解自己在哪些專長能達到世界頂尖，並始終如一的深耕，以致持久不衰。

柯林斯強調，核心事業有時只是因為多年來一直做這門生意，不見得表示企業在該領域就是全球頂尖。要是核心事業無法達到頂尖，企業的刺蝟原則就不該以核心事業為基礎。

最忌諱的是，有些公司為了追求快速成長和利潤，投入完全沒有希望成為頂尖的領域。或許短期內賺了不少獲利，卻永遠不可能成為卓越的企業。

柯林斯提醒，企業從優秀到卓越一般要花上4年時間，才能釐清他們的刺蝟原則。這些公司透過成立委員會，繞著前述3面向，提出組織面臨的重要問題，進行對話和辯論，再由主管制定營銷決策，委員針對決策檢討和分析以調整經營方向。

【圖解】刺蝟原則：深耕能激發熱情的事物，是企業獲利關鍵。

刺蝟原則是務實的深入理解以下3個面相的交集，進而轉化為單純清楚的核心概念。確定核心概念後，心無旁騖的貫徹到底，不分心於其他不擅長的領域，勇往直前，使企業從優秀躍升卓越。以下以紙製品公司金百利克拉克為例：

資料來源：《從A到A+》，遠流出版

原文出處 http://www.managertoday.com.tw/?p=44819

馬雲什麼都不懂，因為他能讓別人懂

1、人才觀：
“人才可以培養出來的。”什麼是“培”？“培”就是多關注他，但也不能天天去關注，因為一棵樹，水多了死，水少了也死，如何關注也是藝術。什麼是“養”？就是給他失敗的機會，給他成功的機會，你要看著，不能讓他傷筋動骨，不能讓他一輩子喘不過氣來。”——馬雲


2、招聘戰略
在阿里巴巴，價值觀是決定一切的準繩，招什麼樣的人，怎樣培養人，如何考核人，都堅決徹底地貫徹這一原則。


3、員工培訓戰略
“一個公司要成長，主要取決於兩樣東西的成長。一是員工的成長，一個客戶的成長。我們自己成立了阿里學院，主要目的也是培訓員工，培訓客戶。"——馬雲


詮釋企業對新員工進行入職培訓的目的


新員工培訓的策略--“五行拳”


4、馬雲的用人觀
“阿里巴巴是靠團隊打天下的，而不是靠個人英雄主義。”——馬雲
馬雲能認識到別人的長處，了解自己的不足和需要幫助的地方。互相彌補的心態很重要，否則會有怨氣和衝突，這是組建團隊的關鍵。


5、員工激勵模型
激勵對象最好是全體員工，使每一個員工都緊緊和公司捆綁在一起，特別是關鍵人才，更是要強調“我的就是你的，你的就是我的”，這樣才能留住人才。


6、員工管理
馬雲注重給員工提供一個良好的成長環境，一個廣闊的成長空間，能讓他們心甘情願地留在自己的公司，為實現百年企業的夢想而共同奮鬥。


7、員工考核
優秀人才通常都希望自己的成果能得到別人尤其是上級領導的認可；而不努力的員工則是希望誰也不知道。留住好的優秀員工，淘汰差的員工，績效考核是很有效的方法。良好的績效評估系統，可以使企業甄別出優秀的人才，並因此使雙方都大大受惠。


8、培訓企業“幹部”
一個企業發展到成千上萬人的規模，沒有一個班子而只靠一個人的領導肯定是不行的。領導要真正樹立威信，希望自己制定的東西能夠順利實施的話，就要有一個班子，有了班子，才能群策群力。


9、留才策略
阿里巴巴在整合雅虎中國的過程中，合理安置了雅虎中國的優秀人才還發明了被人津津樂道的留人四寶：遠景吸引高管；事業和待遇留住中層；不變薪酬福利安定員工；注資員工，感情銀行。


10、經濟危機下的人力資源策略
一場金融危機讓一些企業因為財務狀況緊張而裁員時，也有一些企業開始悄悄地在吸納人才

原文出處：
http://www.aiweibang.com/yuedu/caijing/1143359.html

[WIN7]關閉強制驅動簽章

% cmd.exe
% BCDedit /set loadoptions DDISABLE_INTEGRITY_CHECKS
% BCDedit /set TESTSIGNING ON

[轉] 郭台銘語錄108條 -站在巨人肩膀 中英文版

001.走出實驗室就沒有高科技，只有執行的紀律。
High-tech only exists inside the cocoon of the lab. Outside the lab, there is only executive discipline.

002.在今天的世界，沒有「大」的打敗「小」的，只有「快」的打敗「慢」的。
In today’s world, size no longer matters. Rather, it’s speed that does.

003.公司要「快速」成長，一定要有「製造產品」和「製造人才」的雙重能力。
For a corporation to grow rapidly, it needs two kinds of capabilities: the manufacturing of products, and the manufacturing of professional talents. 

004.除非太陽不再升起，否則不能不達到目標。
Unless the sun ceases to rise, there are no aspirations that cannot be realized.

005.策略：方向─時機─程度。
Strategy: direction—timing—depth.

006.贏家永遠有兩個競爭者：一是時間、一是自己。
Winners have two perpetual competitors: time and themselves.

007.鴻海四大「快」：1.決策、執行、稽核的快速能力；2.研發、製造、服務的快速能力；3.溝通、協作、競爭的快速能力；4.軟硬虛實、相互為用的快速能力。
The 4S’s of Foxconn:
1. Speed of decision-making, execution, and auditing;
2. Speed of R&D, manufacturing, and service;
3. Speed of communication, collaboration, and competition;
4. Speed of cross-utilizing delicate and hard facts.

008.所謂領導，就是決策，就是獨裁為公，就是一場實驗和實踐的戰爭。
Leadership is being decisive.
Leadership is a righteous dictatorship.
Leadership is a battle between experimenting and practicality.

009.我不知道什麼是所謂「成功的領導」，但我知道什麼是「不成功的領導」，就是：不身先士卒的領導；遇事推諉的領導；希望討好每個人的領導；朝九晚五的領導；賞罰不分的領導。
I don’t know what forges a good leader, but I do know what constitutes a bad one: one who puts his employees in the frontline rather than himself; one who relegates responsibilities; one who tries to please everyone; one who only works from nine to five; one who neither punishes nor rewards.

010.所謂「執行力」，就是速度、準度、精度的全面貫徹。
Execution is the integration of speed, accuracy, and precision.

011.贏的經營策略：即時開發；即時量產；即時交貨。
Recipe for a winning operation strategy: time to market, time to volume, and time to delivery.

012.翻轉產業的，不是「人海」，而是「腦海」。
It’s brain mass, not people mass, that transforms an industry.

013.科技公司能不能在市場上成功，其實不在「科」的發展，而在「技」的發展。
Whether or not a sci-tech company can succeed is not gated by its “scientific” prowess. Rather, it is determined by the advancement of its “technology”. 

014.經驗＝時間＋金錢。
Experience = time + money.

015.成長，你的名字就叫痛苦。
Suffering is the identical twin of growth.

016.成功的途徑：1.抄；2.研究；3.創造；4.發明。
The path to success: 1.imitation; 2.research; 3.creation; 4.invention.

017.「三局」就是格局、布局、步局。
Scope, vision, execution.

018.少林寺的和尚武功千變萬化，飛簷走壁，是過去挑了多少桶水上山！
The kung-fu masters of Shaolin Temple only attain their omnipotent skills after years of tedious, grueling, and mundane training.

019.胸懷千萬里，心思細如絲。
Think big, but don’t lose sight of details.

020.人過了五十歲，不但要懂得踩油門，更要懂得踩煞車。
When you’re over 50, you not only need to know when to press the gas pedal, more importantly, you need to know when to step on the brakes.

021.速度快的人賺錢，速度慢的人賣庫存，而且，還要是Top Sales才能把庫存賣出去。
He who acts the swiftest makes the most money. He who acts slowly can only resolve to sell inventories. Moreover, it’s only the Top Sales who are capable of depleting inventories.

022.不要只從數字看問題，要會從結構看問題。
Don’t analyze a problem by the numbers. Learn to dissect it from its structure.

023.企業人生三部曲：人材，人才，人財。
Life story of a corporation: raw recruits, skilled talents, and talent cultivation.

024.心胸有多大，舞台就有多大。
Your potential is only limited by your aspirations.

025.人才的競爭力：必須建立在處理資訊的過程中，要有「知識」與「技術」的附加價值。
The key to harnessing the competitive edge in manpower: the ability to add value to knowledge and technology while processing information.

026.「全球化」就是人才當地化。
Globalization is the localization of skilled talents.

027.有人做錯就把他換掉，他的經驗等於就沒有用了。
If you replace someone every time he falters, you will never be able to leverage the experiences accumulated.

028.人才的三心：責任心、上進心、企圖心。
Three A’s of talent: accountability, ambition, and aspiration.

029.天才就讓他留在天上。天才型研發人員到每一家公司都令人頭痛。
Geniuses should keep their fantastic ideas to themselves. Gifted researchers are every company’s worst nightmares.

030.年輕人最重要的是「三對」：入對產業、選對公司、跟對主管。
Three rights for youngsters: enter the right industry, select the right company, and work under the right boss.

031.人才的選拔和培育，是企業永遠的難題。
The selection and cultivation of talents are the perpetual challenges of every enterprise.

032.沒有希望，只有慾望，人就完了。
We’ll be doomed if there’s only desire, but no hope.

033.沒有管理，只有責任。管理可以訓練，領導沒法訓練。
There is no management, only accountability. Management can be taught, but leadership is born.

034.四流人才、三流管理、二流設備、一流客戶。
Fourth-rate talents, third-rate management, second-rate facilities, and first-rate clients.

035.真正的英雄，早就死在沙場上，而不是回來拿獎章的人。
The true heroes give their lives on the battlefield. They don’t return for medals.

036.不懂就要問，想保住面子的人，最後連裡子也會輸掉。
When in doubt, ask. Those who try to protect their pride usually end up losing their integrities.

037.創新人才的訓練：工作中訓練、挫折中教育、競爭中思考。
Cultivation of innovative talents: training on the job, learning from mistakes, and contemplating during competitions.

038.小心求證，大膽用人。
Take your time in verification, but don’t hold back on recruitment.

039.機會總是留給有準備的人。
Opportunities will always be there for those who are prepared.

040.讓當地人負起責任，全世界人類都一樣，沒有黑人白人的人種之分，只分有頭腦和沒頭腦的；有責任和沒責任的。 
Hold every local accountable. There are only two differences that set people apart in this world: the difference between the smart and the unwise, and the difference between the responsible and the irresponsible.

041.工作壓力來自於：品質、時間、成本、技術。
Sources of stress: quality, time, cost, and technology.

042.人沒有天生的窮命和賤命，只有你是用什麼樣的心態來磨練自己。
No one is born into destitute. Your life is defined by what challenges you bring upon yourself.

043.人力資源的工作職掌：選財、育財、用財、留才。
The responsibilities of human resources management: recruitment, training, utilization, and retention of talents.

044.學習的方法：1.工作中學習，學習後工作；2.做比說重要，習比學有效；3.人要不斷地學習，向對手學習。
The doctrines of learning: 1. learning from work, working after learning; 2. action over words, practice over learning; 3. to learn incessantly, to learn from your competitors.

045.鴻海用人哲學：第一看品格；第二是要有責任感；第三是要有意願工作。
Foxconn’s recruiting philosophy: integrity, responsibility, and drive.

046.阿里山神木成其大，四千年前種子掉到土裡就決定了！
The commanding size of the Sacred Tree in Alishan was pre-determined over four thousand years ago when its seed was sowed.

047.組織大小不重要，重要的是VIP。
The size of an organization is irrelevant; what matters is if your are a VIP in it.

048.制度到不了的地方，就要靠人來補強。
Where a system is insufficient, people step in to reinforce the deficiencies!

049.先有嚴師，才有高徒。
Behind every accomplished disciple there is a stern mentor.

050.大象會跳舞，不是四肢減重了，而是頭腦靈活，方向走對了。
The elephant didn’t dance because it has lost weight. It’s dancing because it has a clear mind and has chosen the right path.

051.計畫永遠趕不上變化，變化抵不上客戶一通電話。
Changes supersede plans. Customer demands supersede changes.

052.一理、二情、三法。
Approach to problem solving: first by reason, then by sentiment, finally by legal means.

053.發展的根本，建立在「隨時應變」的執行能力。
The foundation of development is built on the ability to adapt and adjust instantaneously. 

054.一個地震很多的地方，人的警覺性特別高。
People who live in earthquake zones are often the most alert.

055.主管每天要做什麼？定策略、建組織、布人力、置系統。
A manager’s daily routine: strategy formulation, organization building, manpower allocation, and system construction.

056.個人化的來臨，製造業要學會走上服務業。
With the advent of individualization, the manufacturing industry needs to embark on the path of the service industry.
057.銷售人員的職責：選對客戶並建立分級、分類制度；建立良好的客戶上、中、下層級關係；找到新產品開發機會；競爭對手分析；搶奪訂單並即時配合客戶計畫；完成交貨（適品、適質、適時、適量）；完成品質服務（設計、生產、客戶使用之問題）；忠實傳真；應收帳款。
Responsibilities of sales staff: proper selection and classification of customers; establishing sound relations with all ranks of customers; identifying the optimum opportunities for new product development; analysis of competitors; aggressively closing sales deals and timely catering to customers’ plans; delivery of products (right products, superb quality, on-time delivery, proper quantities); total quality services (design, production, customer usage); faithful delivery of information; collection of payments.

058.每一個公司都要做好兩件事情：新產品開發＋產銷平衡。
The two basic tasks of any companies: new product development + equilibrium between production and sales.

059.系統＝流程＋表單。
System = process flow + documentation.

060.鴻海四大管制系統：工管、品管、生管、經管。
Foxconn’s four pillars of management: engineering management, quality management, production management, and operation management.

061.市場＝客戶＋產品。
Market = customers + product.

062.一個行業一定要有人進來，有人退出，才算健康。
Turnovers are signs of a healthy industry.

063.全球化思考邏輯：客戶→產品→功能（即系統）→地理位置。
Logic behind globalization: customers → products → system capabilities → geographic positioning.

064.天下沒有完美的辦法，但總有更好的辦法。
You can never formulate the perfect solution, but you can always find a better one.

065.人在困苦、飢餓的時候，頭腦會特別清楚。
Desperation brings about the sharpest mind.

066.可不可能，不是問題，而是行動。
Feasibility is not a question. It’s about taking action.

067.市場是靠「透明度」和「競爭度」來培養它的「成熟度」。
The maturity of a market is nurtured by transparency and competitiveness.

068.順境的人生人人會走，只是速度快慢而已；人一定要學著走逆境，而且愈年輕愈好，因為逆境才是真正學習成長的機會。
When things are going your way, the sky is the limit. However, when the going gets tough, that’s when the real challenges and learning emerge. Moreover, the younger you are when confronted with challenges, the faster you’ll mature.

069.為錢做事容易累；為理想做事，能夠耐風寒；為興趣做事，則永不倦怠。
Working for money—tiring;
working for ideals—enduring;
working for interest—everlasting.

070.烏龜一定要知道別把兔子吵醒。相對的，兔子是否肯像烏龜一樣一跑三十年？
The tortoise needs to realize that it shall never wake the napping hare. On the same token, do you really think the hare will sprint for 30 straight years?

071.品質，是價值與尊嚴的起點，也是公司賴以生存的命脈。簡單地說，品質就是客戶願意用兩倍的價錢來跟你買，而且還很高興。
Quality is the basis of values and dignity. Quality is also the cornerstone of a company’s existence. Simply put, quality is the reason why customers are willing and happy to pay for your product for twice the normal price.

072.成功是個最差勁的導師，只會帶給你無知和膽怯，卻不能帶給你下一次成功的經驗和智慧。
Success is the worst counselor there could be. It only brings us ignorance and reservations, and it always fails to provide us with the experience and wisdom required for next success.

073.成功的三部曲：選好策略、下定決心、用對方法。
The trilogy of success: select the appropriate strategy, make a determined choice, utilize the right methodology. 

074.以成敗論英雄，根本是在責任心。有責任感的人遇到困難，會主動去解決、設法去改變，就容易成功。
It’s accountability that sets apart a hero from the crowd. When confronted by adversities, a hero holds himself accountable and takes initiative to solve and remedy the situation.

075.成功的人找方法，失敗的人找理由。
Those who succeed search for solutions. Those who fail seek excuses.

076.輕而易舉的成功，是事業的大忌。
The biggest taboo in a career is the success that falls from the sky.
077.如果看問題都和別人一樣，看報紙就好了。
Think outside the box. If you approach problems like everyone does, you might as well just go read the newspaper.

078.對第一代創業者來說，絕對的權力、絕對的責任，而不是腐敗。
For first-generation entrepreneurs, it’s about absolute power and the responsibilities coming with it, not corruption.

079.釀頂級葡萄酒的葡萄藤，都是從最貧瘠的土壤中生長出來的。
The grapevine that produces the best wines often thrived in barren fields.

080.鴻海企業文化的四大特徵：1.辛勤工作的文化；2.負責任的文化；3.團結合作與資源共享的文化；4.有貢獻就有所得，一分耕耘、一分收穫的文化。
The four major characteristics of Foxconn’s corporate culture: 1.diligence; 2.accountability, 3.teamwork and sharing of resources; 4.philosophy that hard work pays off and contributions will be rewarded. 

081.企業沒有景氣問題，只有能力問題。
Economic doesn’t bother enterprises; lack of capabilities does.

082.最能適應「世界是平的」之國家、公司、個人，將分享全球化競爭的機會和財富。
States, enterprises, and individuals who can best adapt to the “the world is flat” doctrine can partake in the opportunities and wealth of competitive global economy. 

083.企業陷入困境的兩大原因：遠離客戶，遠離員工。
Two factors that plague enterprises: alienating clients and alienating employees.

084.三助：自助、人助、天助。
Help comes in three forms: self-help, outside-help, divine-help.

085.路遙知馬力，逆風練勁旅。
One judges the endurance of a horse by assessing its performance over a long journey. The most skilled sailor is forged by the strongest headwinds.

086.企業競爭什麼？競爭的是資源。
What are the enterprises after? They are vying for resources.

087.長期、國際、發展、穩健、科技。
Longevity, global presence, development, ability, and technology.

088.挑老闆的時候，對你愈凶愈嚴厲的人你愈要跟。
You can’t go wrong trying to stick with the strictest and most demanding boss.
089.創業三條件：堅忍的毅力、向前衝的傻勁、智慧比聰明重要。
Three guidelines of entrepreneurship: persevering resolution, aggressive mettle, and the realization that wisdom supersedes intelligence.

090.科技創新的真諦，是讓傳統的東西賦予新的生命。
The essence of technological innovation is to infuse new life into something traditional.

091.模具是工業之母，IE（工業工程）是工業之父。
Tooling is the mother of industrial sector and IE (industrial Engineering) is the father.

092.CEO要有六選：選客戶、選技術、選產品、選人才、選股東、選策略合作夥伴。
The 6 S’s of a CEO: selection of customers, selection of technology, selection of product portfolio, selection of professional talents, selection of shareholders, and selection of strategic partners.

093.精密的產品，其實不在手上的技術，而是在腦袋裡的觀念。
The success of a delicate product is not the result of technique of the hands, but the concept of the minds.

094.高科技來自感恩的心。
High-tech is a derivation of an appreciative heart.

095.鴻海的組織目標是「三合」：集合、整合、融合。
Foxconn’s organization vision: assembly, integration, and assimilation.

096.只有品質的問題，沒有品牌的問題。
There is only the problem of quality, not branding.

097.決策的錯誤，是浪費的根源。
Poor decision-making is the root of squander.

098.每一隻公雞，都以為太陽是牠叫出來的。
Every rooster believes that it is him who summons the sun every morning.

099.鴻海的經營理念：愛心、信心、決心。
Foxconn’s management philosophy: compassion, conviction, and determination.

100.鴻海的工作精神：融合、責任、進步。
Foxconn’s work ethics: assimilation, accountability, and progressiveness.

101.集團的國際化運作，就是在人力結構上找到「派駐幹部」和「本土幹部」的一個平衡點。
It’s important for a globalized conglomerate to achieve a delicate balance between the appointment of overseas and local management in the allocation of human resources.

102.爭權奪利是好漢，開闢疆土真英雄。
He who contends for power and self-gain is a real man. He who explores and conquers the great unknown is a true hero.

103.做生意就跟滾雪球一般，會愈滾愈大，哪天滾不出來，就變成它滾你。
Running a business is like snowballing. And the day your snowball stops rolling, you get rolled over.

104.對於錯誤的省思：錯誤並不可怕，可怕的是一再犯同樣的錯誤。
A reflection on mistakes: it’s not scary to make mistakes; what’s scary is to repeat the same mistakes.

105.所謂「顧問」，就是你問他「現在幾點鐘」，而他借用你戴的手錶，然後再告訴你「現在是幾點」。
A consultant is simply someone who tells you what you already know. If you ask a so-called “consultant” what time it is, he’ll simply borrow your watch and tell you what time it is.

106.企業的「可信度」，來自八大項：1.經營階層的穩定度；2.高階主管的認真度；3.全球化的平衡度；4.經營決策的速度；5.員工利益緊密度；6.客戶的分散度；7.技術的掌握度；8.團隊的合作度。
The credibility of a corporation is derived from:
1. Stability of execution staff;
2. Devotion of senior management;
3. Harmonization of globalization;
4. Speed of strategic decisions;
5. Comprehensiveness of employees’ benefits;
6. Dispersion and distribution of clienteles;
7. Grasp of technologies;
8. Collaboration and unification of staff.

107.網路時代，大者恆大，小則靈活。
In the age of internet, the big will always maintain their dominance, whilst the small will always be nimble.

108.企業與員工的「幸福三境」：安康、穩定、發展。
Personal well-being, stability, and development define the Triangle of Prosperity of an enterprise.





（摘錄自天下文化出版，張殿文著《解碼郭台銘語錄─超越自我的預言》；
語錄英譯者：王智盈。108條語錄之詳細闡述請參閱郭語錄一書）