Copy of qingdao china meeting 9-24-04

9/24/2004 中国青岛 Jerry R. Mitchell 杰瑞 R. 米切尔 1

建立战略伙伴关系---

未来中美商务发展方

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Building A Strategic Partnership: Future Directions For China And American

Business

建立战略伙伴关系 : ---- 未来中美商务发展方向




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It is a great honor to be invited to participate in this China-US meeting. First of all, on behalf of all Americans looking to partner with China companies may I convey my best wishes to all of you.

我感到非常荣幸能应邀出席这次与中 - 美有关的会议。首先请允许我代表所有寻求中国合作伙伴的美国人，向你们转达我最好的祝福。




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This is my first time speaking at a China Star Media event since being appointed North American Representative for the city of Qingdao to channel investment and trade opportunities by Qingdaos’ Mayor.

你们的市长为了畅通投资及贸易机会的渠道，聘请我为青岛市北美地区代表，这是我在受聘后第一次到青岛讲课。




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My background:

•Been in high tech industry since 1961•Held positions of:

Salesman, Sales Manager, Vice- president Sales, Vice-president Marketing, Executive Vice president Sales and Marketing,

President/CEO.

有关我的背景 :

。自 1961 年起一直是在高科技工业领域

。曾做过：

销售员，销售经理，销售付总裁，市场付总裁，市场营销执行付总裁，执行总裁。




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•Been a partner/founder with 12 companies that received over 50% international revenue 8 of which successfully went public or were sold/merged

•Described in 《 Fortune 》 Magazine November 1997 as “serial entrepreneur”.

。曾自己或与他人合作创建了 12 家公司，有超过 50%的收入来自国际业务，其中 8 家上市，或是被兼并。

。被 1997 年 11 月份的《财富》杂志称作为“系列型企业家”




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•Been President of Jerry R. Mitchell and Associates since 1989

•Some of our firm’s clients are: Dell Computer, Erowa, AT&T, General

Electric, General Motors, Lotus Corporation, Mitsubishi International Corporation, and Sony etc.

。 1989 年起任杰瑞 R 。米切尔联合公司总裁

我们的客户有 :

戴尔电脑， Erowa ，美国电报电话公司，通用电器，通用汽车，莲花公司 (IBM) ，三菱，索尼等。




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•President of The Midwest Entrepreneurs Forum (MEF) since its formation in America.

•Publisher of Bootstrapping newsletter around World.

•Advisory Board member of DePaul Universities Coleman Entrepreneurship Center

。美国中西部企业家论坛（ MEF ）创始人及总裁

。自办发行的“创业通讯”遍及世界各地。

。美国帝保罗大学科尔曼企业家中心董事会顾问。




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For many Americans the only thing they know about China is that America is out sourcing low paying jobs to them.

对许多美国人来讲，他们对中国唯一了解的就是美国把工作外包给廉价劳动力的中国。

What they don't see is the carefully planned economic development-taking place.

他们所没有看到的是谨慎策划的经济发展计划正在进行。




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Think about the differences between Chinas approach and that of the Soviet Union.

想想看中国与苏联之间所走的不同途经。

Chinas government planned their changes very carefully.

中国政府的改革方案搞的非常谨慎。




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Like America before them they are going through an industrial revolution moving farmers into the cities to work in factories.

就象从前的美国一样，需要经过一个工业革命过程，农民从农村搬到城市到工厂干活。




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Now that part of the program is working very well they are working to build strategic business partnerships with new technological businesses.

计划的一部分已经进行的很好，现在要着手与高新科技商务建立战略性伙伴关系。




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Obviously, Chinese are no different from Americans. They appreciate friendship and sincerity, especially in their times of need.

很明显，中国人与美国人是没有什么不同的。他们都鉴赏友谊及诚挚，特别是当他们需要友谊与诚挚时。




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We live in a global environment where new competitors and partners are emerging like weeds after a spring rain.

我们生活在这样一个全球环境中，新的竞争对手与合作伙伴就象春雨后的草一样快速形成。




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There is an old proverb: “Even a sheet of paper seems lighter when two people lift it together.” This proverb is about helping one another and working together. Even if the work may be easy and simple, as lifting a piece of paper, if you have someone to help, it would be much easier.”

有一句古老的谚语：“即使是一张纸，当两个人一起抬起来时似乎也轻一些。” 这个谚语说明的是一个人帮助另一个，一起工作。即使这项工作很容易很简单，就象抬一张纸，如果有人来帮你那就会更容易。




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Applying this proverb to today's world, cooperation and teamwork between our two counties -- China and the United States – will bring better results to both.

将这句谚语应用于当今世界，用于我们两国 --- 中国与美国 —之间的合作，联合作业，必将为我们双方带来更好的成效。




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Partnerships are becoming increasingly important because discovery and innovation can only rarely get on without them. They bring to the table participants with different expertise and resources, and a diversity of perspectives.

合作伙伴关系正在变的日益重要，因为没有合作，发明和创新就几乎不可能有进展。合作者将不同专业技术，资源，以及多样化观点的参与者聚集在同一张桌子上。




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China and the United States are in a position to lead the way. As we jointly contemplate these great challenges for our science, engineering and technology, we must understand that there is no peak that we can reach that will assure success. It is not the final destination that we must focus on - but the journey itself.

中国与美国正处于领导前进的位置。当我们共同面对着科学，工程以及科技方面的挑战时，我们必须明白，并不是每一个我们可以攀登的山峰将确保我们能成功到达。最终目的地不应是我们的焦点 – ---- 达到目的地的旅程却应该是我们集中研究的问题。




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With the beginning of high-paced knowledge creation, the technological innovation it prompts, and the growing sophistication we enjoy in our ability to process both, change becomes increasingly more rapid, drawing the world's people closer in globally-based markets, and creating almost continual shifts in the way we interact with each other.

由于高步伐的知识创造了科技的改革创新，在我们用自己的能力去从事这两个过程中，享乐着不断增长的成熟和老练，改革变得更加日益迅速，将世界人民与以环球为基础的市场拉的更近，在我们相互作用和相互影响中产生几乎不断的变化。




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America and China have much to offer one another in building strategic business partnerships. Our two countries have long been natural partners. We share a great many interests in the area of trade, in expanding opportunities and lowering barriers for trade and investment, and in promoting multilateral and regional economic cooperation.

美国与中国在建立战略合作伙伴关系中都有很多机会可以提供给对方。我们两个国家有着长期的正常的伙伴关系。我们在贸易领域里，在为贸易和投资扩大机会，减小障碍方面，在推进多边国家和地区的经济合作方面有着许多共同关心的问题。




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Everyone in this room knows about the Fortune 500 companies who have come to China to take advantage of the lower cost of labor and to be closer to their Asian customers. I am here today to discuss why partners from both countries need to understand that AmericanEntrepreneurs partnering with China businesses are the future.

在这个房间里的所有人都知道财富 500强公司，他们利用中国廉价劳动力的优势，接近他们的亚洲市场。今天在这里我将讨论为什么两国双方的伙伴们都需要了解，未来将是美国的企业家与中国的商界合伙。




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America’s decade long, record setting expansion of the 1990's can be attributed to a booming entrepreneurial sector.

20 世纪 90 年代美国长达十年的创纪录的经济扩张得益于急速发展的企业界。




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According to the Kauffman Center for Entrepreneurial Leadership, new firms, those less than two years old, account for 100 percent of net new job creation in the United States.

根据研究企业家领导力的考夫曼中心的研究报告表明，在美国成立不到两年的新公司净创造新工作占百分之百。




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Additional statistics indicate entrepreneurs account for at least two-thirds of all technological innovation and are responsible for as much as one-third to two-thirds of the difference in national growth rates.

另有统计数据表明企业家在技术创新中占了至少三分之二的比重，而且起到了对国民经济增长率变化的三分之一到三分之二的作用。




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Though they account for only 5-10% of U.S. firms they create two-thirds of the 240,000 new jobs created each month.

尽管在美国公司中他们仅占百分之五到十，但是他们创造了每个月 240,000新工作机会中的三分之二。




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People of my generation often speak of the past as being a simpler time. We always say things weren't nearly as complicated. We didn't have to choose between paper and plastic, regular and decaf, or even between latte and cappuccino.

我们这一代人经常说到过去是比较简单的时代，那时候事情不像现在复杂，我们无需在纸和塑料、普通咖啡和脱咖啡因咖啡、或者拿铁和卡布奇诺之间选择。




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Most successful commercial technologies have changedin one basic way over the past quarter century: they have become more complex.

在过去的 25 年中，最成功的商业技术以最基本的方式发生了改变：他们变得更加复杂了。




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Put simply, the future belongs to those who can make sense of the complex, to those who can take an idea from conception through to realizing a product, to those who can get complex products "out the export door.”

简单地说，未来属于能够清楚感知复杂性的人们、属于能够从概念中获得想法从而实现产品的人们、属于能够将复杂产品带到“出口大门之外”的人们。




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More than anything else, this has driven the shift in corporate focus away from the individual and toward the group, which in turn helps to explain the emergence of the cooperation-driven strategic partnerships

最重要的是，这驱使了法人焦点从个人向团队的转移，也依次解释了合作驱动战略伙伴关系的出现。




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One of our great American essayists, Ralph Waldo Emerson, put it this way: "Do not go where the path may lead, go instead where there is no path and leave a trail."

美国著名评论家拉尔夫 · 沃尔多 ·爱默生这样说道：“不要走现成的路，而应该自己走出一条路。”




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So, we have gathered here today--from business, and government To understand how we can work together to advance this agenda.

所以，今天来自商界、政界的朋友们相聚在这里，看看我们可以如何共同努力推进发展。




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Partnerships bring to the table participants with different expertise and resources, and a diversity of perspectives. As our products, processes, problems and solutions continue to increase in complexity, our need for a diverse combination of partners will grow as well.

伙伴关系带给参与者不同的专门技术和资源、以及观点的多样性。随着我们产品、过程、问题和解决在复杂性上不断增加，我们对伙伴关系多样综合的需要也在增长。




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Through Strategic Alliances, companies of all sizes can participate in the global marketplace. This powerful tool enables business partners to achieve goals together that they could not achieve alone. Risks and resources are shared. New markets are created - with shorter lead times. New profits show up on the bottom line.

通过战略联盟，各种规模的公司可以参与全球市场。这一有利手段使商业伙伴能够达到他们单独完成不了的目标。风险共担，资源共享。用更短的时间开发新的市场，利润随之出现。




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Why Form an Alliance?

为什么建立联盟？




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What is a Strategic Alliance?

什么是战略联盟？




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Why Should a Chinese-Based Firm Consider an AlliancePartner From the United States?

中国公司为什么应该考虑与来自美国的联盟伙伴关系？




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For many firms, considering a strategic alliance option can be both challenging and intimidating. Companies new to the alliance option might want to look in areas where there are both opportunity and a relative ease in doing business. The United States fits that description!

对于许多公司来说，考虑战略联盟选择是具有挑战性的而且势在必行。初涉联盟选择的公司可能希望涉足有机会而且比较容易开展业务的领域。美国公司就是这样！




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The U.S. economy is diverse, prosperous, and offers opportunities for partnering in a wide range of sectors, such as aerospace, automotive, bio technology food processing, high technology, manufacturing, nano-technology service industries, and building products.

美国经济繁荣多样，在广阔领域内为伙伴关系提供机会，比如航空宇宙、汽车、生物技术食品加工、高科技、制造业、纳米技术服务业和建筑产品。




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U.S. firms have developed cutting edge technology which can supplement/enhance that of a Chinese-based firm.

美国公司已经开发了前沿技术，可以补充 /提高中国公司的技术。




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When compared to other countries, the U.S. presents minimal Government requirements for foreign companies to meet before doing business there.

与其他国家相比，美国政府对外企在美国开展业务之前需要满足的要求规定的最少。




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The U.S. offers Chinese-based companies an opportunity to access other regional markets. For example, partnering with a company from the U.S. could offer access to the newly opening markets company offers an opportunity to access the new markets in Canada, Eastern Europe and Mexico.

美国为中国公司提供进入其他地区市场的机会。比如说，与美国企业合作可以进入加拿大、东欧和墨西哥新开辟的市场。




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Over the years that I have worked in international business, I have lived within as well as helped clients to form strategic alliances. In this challenging context, I believe there are three key components that are essential, whether the alliance is domestic or cross border.

在我从事于国际商界工作的诸多年中，我一生都是在帮助客户建立战略联盟。在这一富有挑战的工作中，无论是国内联盟还是跨国界联盟，我认为有三个关键因素是根本的。




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The first is the importance of strong strategic motivation to form an alliance whether it be to access a given market or segment more effectively, to develop products faster and at lower cost, or simply to source products more reliably

第一点是建立联盟的战略动机的重要性，无论是为了更加有效地进入某一市场或领域、还是为了以更低的成本来更快地发展产品、抑或只是为了更加可靠地采购产品。




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The second is the critical importance of personal chemistry in the development and subsequent formation of the alliance. Alliances are successfully formed via the collaboration and developing trust between two groups of people that grow a creative interfirm team!

第二点是在联盟发展和随后的形成中个人作用的特殊重要性。联盟的建立有赖于两组人的通力协作和发展信任，从而培养一支有创造性的公司间团队。




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Finally, given that the strategic partnership shows promise based on these first two components, there is the eventual operational fit that the firms need to perceive and create bridging gaps that normally exist but finding complementation wherever it can exist.

最后，假如战略伙伴关系基于前两点因素而显示出成功征兆的话，那么公司最终需要的是感知理想的运作方式并且沟通差距。差距通常会存在，但是哪里有差距哪里就需要互补。




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The advantages of strategic alliances are clear in this fast changing world. When we see how fast an alliance can be built with the right partners to meet a specific market entry or product development need, it is clear that such alliances can save time and lots of money.

在这个迅速变化的世界中战略联盟的优势很明显。我们看到为了满足进入某一市场或产品发展的需要可以很快地与正确的伙伴建立联盟，很明显这样的联盟可以节省大量时间和金钱。




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I think that trust is the foundation of any alliance effort. However, we are not talking about blind trust here but the prudent trust that is built via the predictable, reliable behavior of accountable people.

我认为信任是任何联合奋斗的基础。当然我们在这里说的不是盲信，而是通过负责人可预言的、可信赖的行为建立起来的谨慎的信任。




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The more I work with alliances in today’s business world, the more impressed I become with the opportunities they can create for business partners. At the same time, they are continually challenging these partners to make them work well.

在当今商界 , 我与联盟一起工作地越多，我就会对他们能够为商业伙伴创造的机会印象更深。同时，他们不断的挑战伙伴们从而使得工作良好进行。




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Cross-border alliances predominate in today’s world. Of the 32,000 alliances formed in the past three years, three quarters of them have been across borders. Also, alliances now account for 18% of revenues of America’s largest companies

跨国界的联盟主宰着当今世界。在过去三年中形成的32,000 个联盟中，四分之三是跨国界的。同时，联盟收入占美国大公司收入的 18% 。




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How do we start?

我们如何开始？




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I am confident that each of you here today will make many contributions to the development of strong relationships between our two countries, and will shape a future that is challenging and rewarding, a future that provides you every opportunity to create the life – and the world – you imagine.

我相信今天到场的各位都会为中美两国之间坚固关系的发展做出贡献，一起创造有挑战并且有回报的未来，这个未来为您创造您想象的生活和世界提供了每一个机会。




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I'll leave you with that thought. You are the vanguard of the future, the architects of change. It won't happen without you.

我将这个想法留给您。你们是未来的领导者，是变革的设计师。有了你们，未来和变革才会得以实现。




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You can reach me at:Phone 630-305-005Fax 630-305-0009Email [email protected]: 30W265 ArgyllNaperville, Illinois 60563 USA

我的联系方式：电话： 630-305-005传真： 630-305-0009Email ： [email protected]网站： WWW.jerryrmitchell.com地址： 30W265 Argyll Naperville, Illinois 60563 USA




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I hope I've left some time for questions?

希望还有时间可以进行问答？