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共商英国伦敦总部基地未来

发布时间: 2011-09-27 14:58:01

  • 编者按  9月20日,来自大西洋彼岸的英国伦敦市政府代表团在北京总部基地深入探访,实地考察、调研。随后,在玛雅岛酒店进行了一次愉快的会晤座谈。伦敦发展署地产部经理Steven Kennard、Drivers Jonas Deloitte公司总监Adam Harman,以及总部基(中国)控股集团董事局主席许为平、副主席许颖等领导在座谈中相互交流,共同为做好伦敦总部基地项目进行了详细、务实的探讨。以下是本次座谈内容的部分辑录。

     

     

    中英优势互补  对客户公平、公正、透明

     

    伦敦市政府与总部基地共同把脉“伦敦项目”

     

     

    Adam Harman:英国房地产市场正处于一种艰苦的往上爬的一个阶段。总部基地的这种模式能把中国的商业市场不断地聚拢,更大地发挥。而我们的优势在于知道终端客户是什么,并把他们带到欧洲。这是我们的优势之一,也是我们在这过程中不断强调的地方。我本人从业20多年来,也在不断研究地产开发项目的可行性与盈利能力。由此,我想强调的是,终端用户的性质,例如他们在做什么,有什么产品,以及终端用户的确定性将决定着项目的成败。

    Adam Harman: The property market of Britain is in a struggling position while ABP model is continuing to expand by aggregating China’s commercial market. This is one of the advantages of ABP and also the point I want to underscore. I have been devoting to the study on economic feasibility and earning power of property development project for over 20 years. Therefore, I would like to stress that whether the project succeeds or not hinges on the characters of end customers, such as what they do, what product they produce.

     

    许为平:我们经营总部基地已经有将近十年的时间。其中最成功、最有经验的一点,就是深层次地了解和抓住了客户的需求。所以,我非常赞同Adam关于终端用户的观点。这确实非常重要。

    Xu Weiping: It is close to 10 years since we engaged in ABP operation. The secret of our success is to understand and meet the needs of clients. So I totally agree with Adam. To understand and meet the needs of clients is really significant.

     

    Adam Harman:在英国有许多做得好、做得大的开发商的想法,与许为平主席的想法是一样的,都是能深入地抓住客户最根本的需求。在英国,他们基本都在开发地产项目前要了解客户需求,在开发过程中也充分考虑客户的需求,同时还预测客户的未来需求。所以,他们在做项目时,会采取与客户合作的方式去操作,共同来规划未来。以我多年职场与市场经验来看,开发商与客户之间的关系,已经远不像很多年前房东与住客之间的关系了,绝对不是这样原始和简单的关系了。

    Adam Harman: Many successful developers in Britain share the same thoughts with Chairman Xu Weiping, that is, to understand and to meet the needs of clients. They tend to make survey on the needs of clients before development, take the needs of clients into consideration during development and make prediction on the needs of clients in the future. So, when they undertake a project, they will usually work together with clients to plan the future of the project. According to my years’ career experience, the relationship between developer and client is far more from being as simple as that of landlord and lodger.

     

    许为平:我对伦敦市场以及与有关伦敦企业曾有过不少接触和了解,深深体会到,总部基地首先要抓住终端客户的心,第二要思考如何把总部基地的商业理念与模式,跟伦敦或英国的理念、表达方式、规划方式,以最和谐的途径或渠道结合起来。也就是说,总部基地项目的定位要紧密地与伦敦市政府的规划结合起来,同时用英国熟悉的语言或方式表达出来。这可能是我们接下来要认真去做的,同时也希望得到Drivers Jonas Deloitte公司与LDA(伦敦发展署)一如继往地支持。

    Xu Weiping: My frequent contacts with London market and London enterprises make me realize that to understand and to meet the needs of clients is of the first important concern in our undertaking; how to harmoniously aggregate ABP business model and ideology with British ideology, way of expression and planning is of the second important concern. In other words, the orientation of ABP project should closely fit with the planning and standard of London Municipal Government and present our undertakings and thoughts in authentic English. This is what we are to do in the future and sincerely hope that Drivers Jonas Deloitte and LDA can support us as always.

     

    Adam Harman:现在比较好的一点,我们与项目相关的机构和公司都对总部基地有了不少了解。现在我们的重点是接受这种概念,并使之更完善,让更多的人来接受她。像我们今天亲临北京总部基地,所见所闻都是真实可信的。但有些没能亲眼看见的人可能会无法相信这一切。因此,我们应该积极做好这方面的工作。我们就像先驱者一样,先驱做事情的特点就是,向更多的人去证明,去做没人做过的事。

    Adam Harman:Now, the situation is better for we and relevant organizations have come to understand ABP better. The primary task facing us is to accept this concept and make more people accept it while in the course of perfecting it. People who have been here, like us, tend to believe what we see while people who have not will not. Therefore, our focus in the future is to actively carry out the task in this regard, the work of which is just like that of pioneer, characterized by no one has been done.

     

    许为平:我想,如何使总部基地的理念能让更多的人能了解和接受,是有待我们共同努力去做的。这需要我们找到与对方之间的共鸣。因此,我们确实需要更多的指导和帮助,特别是得到Drivers Jonas Deloitte公司与LDA(伦敦发展署)的大力支持。

    Xu Weiping: How to make more people accept ABP ideology is a thing that we should devote to. We still need more help and support from Britain, especially from Drivers Jonas Deloittelack and LDA for we still lack of resonance with the counterparts in Britain.

     

    Steven Kennard:我和Adam Harman一样都是站在所有者(终端客户)这一方,对于所有感兴趣的客户来说,我们做事要公平、公正、透明。如果合作公司有很好的团队,很好的经验,并且非常支持做这样的项目,同时在英国也有类似做项目的经验,这样才能给我们更多信心。如果在英国没有一个做项目经验较为丰富的公司,是很难让项目做成功的。所以,我们要找合作伙伴,把伙伴的经验与自身的专业优势结合在一起,最终就能给我们信心。

    Steven Kennard: Adam Harman and I are in the owner’s  (customers shoes). We are transparent, just and fair to all clients interested. If co-operative companies are rich in British project experience, we will glad to co-operate with them, which can also give us confidence. Therefore, we will not choose the companies that are lack of relevant experiences in this regard.

     

    Adam Harman:在某种意义上,总部基地的理念与模式对于许多英国人来说是全新的。接下来,我们该如何开展这种概念的实施,并有效地结合这种概念去开展工作?

    Adam Harman:To certain degree, ABP model and ideology is a brand new thing to many British. The following question is how to put this ideology into practice.

     

    许为平:我们现在正在选择开发管理上的合作团队,也请Stanhope公司做了一些调查与比较。但愿最终能达成一致的合作。

    Xu Weiping: The work of choosing co-operative development group is under way and I would like ask Stanhope to help us make a survey and comparisons among companies to be chosen, so that to facilitate the reach of agreement.

     

    Adam Harman:回答这个问题我很小心。事实上,Stanhope公司是一个非常知名的、经验丰富的团队。

    Adam Harman: I am very careful in answering this question. Stanhope is really a prestigious and experienced group.

     

    许为平:我们对财务与资产管理也都非常关注,需要财务、法律、规划等方面的指导。据我所知,他们在这方面都有丰富的经验。

    Xu Weiping: To undertake this course, we need the guidance in the fields of finance and asset management. To my knowledge, Stanhope have rich experience in finance, law and planning etc.

     

    Steven Kennard:总部基地在全球选择合作伙伴都有哪些要求?

    Steven Kennard:What are the requirements for ABP choosing international partners?

     

    许为平:在这方面,我们确实非常认真,一定要选择伦敦本土有经验的团队,包括项目管理、财务、法律、规划管理团队等。然后再结合总部基地成功的商业理念和资本运营。相信,伦敦项目一定会成功的。当然,这其中Stanhope公司、WT Partnership公司等,通过我们几次交流和接触后,相信他们在这方面将大有作为。

    Xu Weiping: In this regard, I have been very careful. The group to be chosen must have experience in Britain, including the experience of project management, finance, law and group planning and management. Then incooperating the successful experience of ABP business ideology and capital operation into it, London project is sure to succeed. Of course, many companies, such Stanhope, WT Partnership are in possession of these qualities by my several contacts with them.

     

    Steven Kennard:我现在有两点需要强调一下:一个是时间问题。这个项目已经让许为平主席等了两年半了。这次我们可能还要让您再等两周半的时间。这样会让各方能有一个更公平的机会。

    Steven Kennard:I have two points to be underscored. One is the question of time. This project has kept Chairman Xu waiting for two years and a half, and maybe, another two years and a half will be required. Thus, a fairer opportunity is to be offered for both parties.

     

    许为平:没有问题。

    Xu Weiping: No problem.

     

    Adam Harman:对于伦敦那块地,现在有许多终端客户找到我们,但他们都不是开发商。因此,我们现在所做的一项工作,就是收集终端客户的一些信息。未来,这边将有不少亚太的企业,也会有欧洲的企业到英国聚集。其中,确实有许多来自技术行业、教育行业等终端客户的需求。将来,我们会把这些有兴趣的终端客户与开发商做一个对接,从而能使终端客户的需求体现在这个项目方案中。

    Adam Harman: Many clients have come to us for the matter of that piece of land, but they are not developers. Therefore, what we do now is to collect information of end-customers. In the future, many enterprises from the Asia-Pacific regions and Europe will gather here and the enterprises may engage in high-end technology or education etc. Thus the information from the clients can embody in our project planning.

     

    许为平:非常感谢!这是一次非常务实的会谈。这说明你们都非常有经验,很用心。今天这次短暂的交流,再次为我们提供了学习与合作的机会。接下来,我们将加快速度,把伦敦项目提上日程。

    Xu Weiping: Thanks very much! Today’s talk among us is very practical, which embodied your rich experience and attention. This talk will facilitate our future cooperation and meetings. Next, we will speed up the process of this project.

     

    Steven Kennard:没问题。今后,我们将在伦敦有非常多的机会去深入交流。

    Steven Kennard:Ok. in the future We will have more opportunities to meet and communicate with each other in London.

     

     


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