ChinesePod
@ 40975 The 8020 Rule
A 最近我們的銷售額一直上不去。作為項目經理，你有沒有找過原因？
zuìjìn wǒmen de xiāoshòu é yīzhí shàngbuqù. zuòwéi xiàngmù jīnglǐ, nǐ yǒu méiyǒu zhǎo guo yuányīn?
Lately we can't seem to increase our sales volume. Those who are project managers, have you found the reason?
B 我們的產品和服務都不錯，主要問題是推廣得不夠。我已經提過了，可是公司拿不出更多的宣傳費用。
wǒmen de chǎnpǐn hé fúwù dōu bùcuò, zhǔyào wèntí shì tuīguǎng de bùgòu. wǒ yǐjīng tí guo le, kěshì gōngsī nábuchū gèng duō de xuānchuán fèiyòng.
Our product and service are all pretty good. The main problem is that we haven't got enough publicity. I've mentioned it before, but the company can't afford to put out more for publicity expenses.
A 二八定律你應該知道吧？通常，一個企業80%的利潤來自20%的項目，而20%的客戶能給公司帶來80%的利潤。所以你得清楚這最重要的20%是什麼。
èrbā dìnglǜ nǐ yīnggāi zhīdào ba? tōngcháng, yī ge qǐyè bǎifēnzhī bāshí de lìrùn láizì bǎifēnzhī èrshí de xiàngmù, ér bǎifēnzhī èrshí de kèhù néng gěi gōngsī dàilái bǎifēnzhī bāshí de lìrùn. suǒyǐ nǐ děi qīngchu zhè zuì zhòngyào de bǎifēnzhī èrshí shì shénme.
You probably know the 80/20 rule, right? Generally, 80% of a company's profits come from 20% of its projects. Also, 20% of its customers will provide the company with 80% of its profits. Therefore, you must be very clear on where the most important 20% lies.
B 你是說力氣要用對地方。
nǐ shì shuō lìqi yào yòng duì dìfang.
You are saying we need to direct our efforts in the right place.
A 這就對了。我們是小公司，資源有限。所以我們要看清情況，排定主次順序。
zhè jiù duì le. wǒmen shì xiǎo gōngsī, zīyuán yǒuxiàn. suǒyǐ wǒmen yào kàn qīng qíngkuàng, páidìng zhǔcì shùnxù.
That's exactly right. We are a small company, and our resources are limited. Thus we need to analyze the situation, and get our priorities straight.
B 嗯，這樣看來，我應該調整宣傳的策略，針對大客戶重點推廣。
ng4, zhèyàng kànlai, wǒ yīnggāi tiáozhěng xuānchuán de cèlǜe, zhēnduì dà kèhù zhòngdiǎn tuīguǎng.
Uh-huh. Looking at it that way, I should probably adjust our publicity strategy, making the big clients my focus.
A 還要針對他們的不同需要。你和你的團隊都很有能力，但是分析和優化資源的能力還不足。剛剛說的二八定律你們要好好想想。
hái yào zhēnduì tāmen de bùtóng xūyào. nǐ hé nǐ de tuánduì dōu hěn yǒu nénglì, dànshì fēnxī hé yōuhuà zīyuán de nénglì hái bùzú. gānggāng shuō de èrbā dìnglǜ nǐmen yào hǎohāo xiǎngxiang .
And we also need to direct the efforts toward addressing their specific needs. You and your team are very capable, but your analysis and optimization of resources is still not up to par. You really need to consider carefully the 80/20 rule we just talked about.
B 是。以前有點兒埋頭傻幹。其實我們早就該在重點產品和重點客戶上下功夫了。
shì. yǐqián yǒudiǎnr máitóu shǎ gàn. qíshí wǒmen zǎo jiù gāi zài zhòngdiǎn chǎnpǐn hé zhòngdiǎn kèhù shang xià gōngfu le.
Yes. Before we were kind of spinning our wheels. Actually, we should have been focusing our efforts on our key products and customers.
A 當然，二八定律不是魔術。很多具體和複雜的問題還要你們自己去解決。
dāngrán, èrbā dìnglǜ bù shì móshù. hěn duō jùtǐ hé fùzá de wèntí hái yào nǐmen zìjǐ qù jiějué.
Of course. The 80/20 rule isn't magic. There are still many specific and complex problems you need to solve for yourselves.
B 明白了。
míngbai le.
I understand.
A 希望你能儘快提高銷售額。明天先做一份計劃書給我。還有上次說的新產品開發，也快點拿個方案出來。噢，還有質量監控，我也要看你的計劃。
xīwàng nǐ néng jǐnkuài tígāo xiāoshòu é. míngtiān xiān zuò yī fèn jìhuà shū gěi wǒ. háiyǒu shàngcì shuō de xīn chǎnpǐn kāifā, yě kuài diǎn ná ge fāng\\'àn chūlai. ò, háiyǒu zhìliàng jiānkòng, wǒ yě yào kàn nǐ de jìhuà.
I hope you will be able to raise the sales volume as quickly as possible. First off, tomorrow get a proposal done up for me. Plus there is that new product launch we mentioned last time--come up with a plan for that in a hurry as well. Oh, there is also quality control. I also want to see your plan.
B 好。那我先回去工作了。
hǎo. nà wǒ xiān huíqu gōngzuò le.
OK. I'll go get back to work then.
C 哎，老闆又給了你一大堆任務？
ái, lǎobǎn yòu gěi le nǐ yīdàduī rènwu?
Sigh, the boss gave you another big task?
B 是啊。不過我可以用二八定律。
shì a. bùguò wǒ kěyǐ yòng èrbā dìnglǜ.
Yeah. But I can use the 80/20 rule.
C 什麼東西？
shénme dōngxi?
What's that?
B 凡是老闆安排的事情，只有20%是重要的，一定要把這些做好。剩下的80%，湊合就行。
fánshì lǎobǎn ānpái de shìqing, zhǐyǒu bǎifēnzhī èrshí shì zhòngyào de, yīdìng yào bǎ zhèxiē zuò hǎo. shèngxià de bǎifēnzhī bāshí , còuhe jiù xíng.
Of all the things the boss wants me to do, only 20% are important. These, I must do well. The leftover 80%, I'll just improvise.
Key Vocabulary
二八定律 èrbā dìnglǜ
銷售額 xiāoshòu é
項目經理 xiàngmù jīnglǐ
推廣 tuīguǎng
利潤 lìrùn
調整 tiáozhěng
策略 cèlǜe
針對 zhēnduì
分析 fēnxī
優化 yōuhuà
不足 bùzú
埋頭 máitóu
下功夫 xià gōngfu
魔術 móshù
計劃書 jìhuà shū
方案 fāng'àn
監控 jiānkòng
一大堆 yīdàduī
凡是 fánshì
湊合 còuhe
Supplementary Vocabulary
二八法則 èrbā fǎzé
對策 duìcè
營銷 yíngxiāo
市場 shìchǎng
整合 zhěnghé
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