外資系企業の経験に基づく期待される 業務能力と英語力
外資系企業の経験に基づく期待される業務能力と英語力 Experiences in US Company for 20 years New Business Development and Technical Marketing Koji EgamiJune 28, 2009Office TripleBあるご年配のご婦人の言葉 ? お知らせありがとうございます。? お元気な方とおもっていましたのに。? でもお幸せな方でしたね。? 最近まで私達と付き合われていたのですから。? この短いメッセージは、地域の活動に参加されていた高齢の男性が昨年亡くなられたことを連絡した返信で頂いたものです。主語が明確でなくても日本語では理解できる。やはり、コミュニケーションType of Business Area? Telecommunication segment since 1985 without e-mail, IP and Broadband service? Fiber optic business? Silica glass optical fiber? Passive and active optical parts and modules? Fiber cables, Under sea ocean cable? Low price fiber in commercial? One tenth (100yen/m to 10yen/m) ? FTTH (fiber to the home)First Experience? COCOM → Coordinating Committee for Multilateral Strategic Export Controls? ココム（対共産圏輸出統制委員会）? Custom clearance of optical fiber? First importation of US fiber to Japan? Regulation, COCOM (present import/export regulation)? New product explanation (product code & tariff/duty)? On-site inspection> Business flow? Quotation proposal? Order entry and acknowledgement (contract)? Custom clearance? Delivery (system creation)? Quality assurance (management)現財務省・実行関税率表（2008年4月版） Communication Image and Reality? Customers in Japan? Customer head office? Customer manufacturing plant? Local office in Tokyo? Head Office in USA? Sales, Marketing, and Application Engineering Div.? Engineering Testing Center? Research laboratories? Manufacturing plant including testing laboratoryTechnical Marketing Supply Chain / Telecom IndustryMarket contacts & interaction in all layers? Service / NTT, KDD, ← Daini Den Den? System suppliers / NEC, Fujitsu, Oki? Optical Transponder? Optical measurement equipment suppliers ? Optical active devices, laser & receiver? Optical passive components, coupler, connector, filter, ion-exchanged or chemical vapor deposition planar wave-guide? Fiber cable, fiber splicer, cable deployment (under ground conduit, aerial pole, in case under sea)Organization & InteractionBusiness FlowTechnical marketing / New business development? Customer liaison ? mother company? Project management? Customer development? Finalization to meet with customer requirements? Finalization of product/service specifications? Quality support, ISO-9000? Industry relationship, standard activity? ITU-T, IEC, JIS? Optical fiber standard committee in OITDA, JapanProduct Specifications? Not only describing product but also condensed contract document including all the information of supplier, users, and public.? Assuring service and quality? In case quality failure, required immediate response? Specification feature includes standards for specified articles? Describing standard body? Numeric number in specification comes from statistical analysis in manufacturing process capability? Cost competitiveness vs. process yields Overview of Product and Service SpecificationsProduct SpecificationsContract and NDA? A letter of Intent / Executive manager level? Memorandum? Supply, purchase, joint development contract including non-disclosure agreement? 相手が知らないうちに、秘守義務のある情報を提供しないこと。提供するときは、明記する。? これまでは、相手に提供した情報を第3者へ開示しないことに固守していた。? Following up agreement? Periodic review meeting, any action items, and terminationApplication Engineering Supports? Beyond customer interaction? International standard activity? Quality audit; Materials procurement in manufacturing? Bench marking*; Test measurement apparatus (superior Japanese measurement companies) for manufacturing process? Intelligence work; Competitive information / Intellectual properties information / patents / support lawyer officeまとめ1.日本語でしっかりと、ビジネス業務の基本を学ぶ。? 意思決定環境、コミュニケーション環境? 市場開発、製品開発、製造、受発注・営業、通関、品質保証、ベンチマーキング2. 次に個別業務を日本語と英語の文書で比較する。? 決して自社の日本語の文書を翻訳しない。? その業界でトップの海外企業の業務文書を見習う。3. 自分の専門の科学・技術分野の英語文書を収集し、ファイルを作る。? 特許・知財関連文書? サービス・製品仕様書? 製品応用関連文書? 標準化関連文書? 品質管理マニアル等? 契約書、秘守義務文書? 輸出・入貿易規則文書 （ハイテック製品では特に注意）Final Briefing? Communication/Meeting:? Business negotiation and presentation skill for surviving in global market? Mutual understanding in multi-culture community? Leadership? Technical documentation of traditional work flow process? Record and document management ? Lessons on key words cited today? Market needs, interaction with public and industry sectors, import/export regulation, product specification, standards, quality management, benchmarking, intelligence works, contracts etc.? Robert C. Camp, 1989 “ Benchmarking: The Search for Industry Best Practices That Lead to Superior Performance”Process Flow Diagram
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