短名单策略中，“游击战”转向“阵地战”的核心目的是什么？ / What is the core purpose of shifting from "guerrilla warfare" to "positional warfare" in the shortlist strategy? 降低项目成本 / Reduce project cost 实现规模化产出和可复制性 / Achieve scalable output and replicability 快速赢取小项目 / Quickly win small projects 减少团队出差 / Reduce team travel
在短名单优先级排序中，以下哪个顺序是正确的？ / Which of the following is the correct priority order for shortlist targeting? 私营企业 > 国有企业 > EPC承包商 / Private > State-owned > EPC EPC承包商 > 国有企业 > 私营企业 / EPC > State-owned > Private 国有企业 > 私营企业 > EPC承包商 / State-owned > Private > EPC 国有企业 > EPC承包商 > 私营企业 / State-owned > EPC > Private
在油气行业中，短名单的优先级顺序应为？ / What is the priority order within the oil & gas sector for shortlist? 下游 ＞ 上游 ＞ 中游 / Downstream ＞ Upstream ＞ Midstream 上游 > 中游 > 下游 / Upstream > Midstream > Downstream 中游 > 上游 > 下游 / Midstream > Upstream > Downstream 下游 > 中游 > 上游 / Downstream > Midstream > Upstream
构建组织权力地图时，首要步骤是什么？ / What is the first step in building an organizational power map? 确定预算金额 / Determine the budget amount 直接联系最终决策人 / Directly contact the final decision-maker 准备技术方案 / Prepare technical solutions 理清公司脉络和集团架构 / Clarify the company structure and group architecture
在短名单注册流程中，遇到阻力时正确的处理逻辑是？ / What is the correct approach when encountering resistance during the shortlist registration process? 放弃该客户 / Give up on this client 等待流程自动推进 / Wait for the process to proceed automatically 反复验证是流程问题还是权力问题 / Repeatedly verify whether it is a process issue or a power issue 直接向高层投诉 / Directly complain to top management
“流程没问题但仍然有阻碍，必然是人（权力）的问题”这句话的核心含义是？ / What is the core meaning of "If the process is fine but obstacles remain, it must be a people （power） issue"? 流程设计总是完美的 / Process design is always perfect 需要更换所有对接人 / Need to replace all contacts 阻碍的根本原因往往在于关键决策人的意愿或立场 / The root cause of obstacles often lies in the will or stance of key decision-makers 技术方案必须重新修改 / Technical solutions must be revised
为什么要警惕中间代理绑定注册？ / Why should we be cautious about intermediary agents binding the registration? 代理绑定可能导致失去与最终用户的直接关系和控制力 / Agent binding may lead to loss of direct relationship and control with the end user 代理费用太高 / Agent fees are too high 代理可能缺乏技术能力 / Agents may lack technical capability 代理会泄露商业机密 / Agents may leak trade secrets
PCC要点总结中，核心逻辑强调要“切不可想得太简单”的原因是什么？ / According to the PCC key takeaways, why should we "never think it is too simple"? 竞争对手太强大 / Competitors are too strong 国际巨头不会轻易让中国供应商进入其长期把守的领域 / International giants will not easily let Chinese suppliers enter their long-held territories 客户预算不足 / Client budget is insufficient 技术门槛太高 / Technical barriers are too high
短名单注册流程开始后，核心工作重点应放在？ / After the shortlist registration process begins, what should be the core focus? 等待官方通知 / Wait for official notification 掌控每一个Clarification环节，反复验证权力地图 / Control every clarification step and repeatedly verify the power map 大幅降低报价 / Significantly reduce the quotation 跳过中间环节直接投标 / Skip intermediate steps and bid directly
行业头部的示范作用主要体现在？ / What is the main demonstration effect of industry leaders? 降低营销费用 / Reduce marketing expenses 提高产品价格 / Increase product prices 缩短项目周期 / Shorten project cycle 产生标杆效应，被其他客户直接借鉴参考（如PUPUK借用PERTAMINA短名单） / Create a benchmarking effect, directly referenced by other clients （e.g., PUPUK borrowing PERTAMINA's shortlist）
在权力地图中，“利益相关方”与“最终拍板人”的区别在于？ / What is the difference between "stakeholders" and "final decision-maker" in a power map? 利益相关方只有建议权，拍板人有最终决定权 / Stakeholders only have advisory rights, while the decision-maker has final authority 没有区别 / No difference 利益相关方职位更高 / Stakeholders have higher positions 拍板人不需要关注技术细节 / Decision-makers do not need to care about technical details
“播种未来，难而正确的事”在短名单策略中指的是？ / What does "sowing for the future, doing the hard but right thing" refer to in shortlist strategy? 只做当前能赢单的项目 / Only work on projects that can be won now 多招销售人员 / Hire more salespeople 即使短期没有回报，也要坚持做短名单建设，为长期布局 / Persist in shortlist development even without short-term returns, for long-term positioning 降低产品标准以快速入围 / Lower product standards to get on the shortlist quickly
在理清公司脉络时，以下哪项是最需要关注的问题？ / When clarifying the company structure, which of the following is the most important issue to focus on? 公司办公地址 / Company office address 集团与分子公司的短名单适用性是通用还是独立 / Whether the shortlist applicability is group-wide or subsidiary-independent 公司员工人数 / Number of employees 公司成立年份 / Year of establishment
为什么在短名单策略中，国有企业优先级高于私营企业？ / Why are state-owned enterprises prioritized over private enterprises in shortlist strategy? 国有企业付款更快 / State-owned enterprises pay faster 国有企业项目规模更大且具有行业示范效应 / State-owned enterprises have larger project scales and industry demonstration effects 国有企业技术要求更低 / State-owned enterprises have lower technical requirements 国有企业不招标 / State-owned enterprises do not bid
PCC方法中“P（Power）”的核心作用是？ / What is the core function of "P （Power）" in the PCC methodology? 提供技术支持 / Provide technical support 控制项目预算 / Control project budget 监督项目质量 / Supervise project quality 理清权力结构和决策链，找到关键影响者和最终决策人 / Clarify the power structure and decision chain, identify key influencers and final decision-makers
在短名单策略中，一旦注册流程开始，就应该完全按照官方流程推进，不需要主动干预和反复验证。 / In shortlist strategy, once the registration process starts, we should follow the official process completely without proactive intervention or repeated verification. True False
油气行业中游的短名单优先级高于下游。 / In the oil & gas sector, the shortlist priority of midstream is higher than downstream. True False
如果流程遇到阻碍，首先应该反思是不是权力地图没有摸清，而不是直接抱怨客户不配合。 / If obstacles are encountered in the process, the first step should be to reflect on whether the power map is unclear, rather than directly complaining about the client's lack of cooperation. True False
短名单一旦入围就一劳永逸，不需要再维护客户关系。 / Once you are on the shortlist, it is a one-time achievement and no further client relationship maintenance is needed. True False
行业头部客户的短名单入围案例，可以成为说服其他客户的重要参考依据。 / Being on the shortlist of an industry-leading client can serve as a key reference to convince other clients. True False