總經理學習之路
楊惟雯整理
一、業務行銷與技術能力同等重要
晶圓代工龍頭台積電創辦人張忠謀2019年10月4日在清大演講時以「總經理的學習」為題說，台灣許多科技公司都不重視業務行銷，但業務行銷與技術能力同等重要，任何總經理都要學習，且業務行銷中包括定價學問，直到退休前，定價都是張忠謀張忠謀自己最有興趣的題目，他並認為，每個好的總經理，都應該樂於與客戶對話。
張忠謀 22 歲時，取得麻省理工學院機械系碩士學位，並於 23 歲加入希凡尼亞公司，正式進入半導體業，27 歲時進到德州儀器 (TI)，33 歲從史丹佛拿到博士學位，再度回到 TI 工作，沒多久便當上事業部總經理，從幾十人的團隊，一下掌管擁有工程、研發、業務行銷、人資等單位的事業部，底下有 3000 多名員工，真正的學習就此展開。
張忠謀說，自己第一次當總經理之後，就一直是總經理了，在總經理的學習這條路上，已長達 60 年之久。
張忠謀說，由於自己擁有技術背景，但當時最缺乏的就是業務行銷能力，因此，當上總經理之後，便先從業務行銷能力著手，親自拜訪客戶、學習與客戶對話，美國 50 個州就去過 48 個，大部分都是在 TI 時期四處拜訪客戶而來，「相信每個好的總經理，都應該樂於與客戶對話」，取得客戶的信任很重要。
張忠謀表示，自己回過頭來看，發現當時第一次當上總經理時，從業務行銷著手，是對的方法，自己到台灣後發現，許多公司都不太重視業務行銷，特別是科技公司，以為技術最重要，「我也認為技術很重要，但業務行銷跟技術應是同等重要」。
張忠謀強調，任何總經理都要學習業務行銷，假如是業務行銷出身的總經理，要學習的則是技術，不一定得做技術專家，但至少得了解技術研發人員在做什麼，「一個總經理絕對不可能是所有領域的專家」。
張忠謀認為，業務行銷中也包括產品定價，如客製化產品定價自由度就很高，但要怎麼定價是相當大的技巧，且價格由產品對客戶的價值、及客戶需求程度等因素來決定，他並說，一直到退休前，定價一直都是自己最有興趣的題目。
二、總經理領導須先凝聚團隊、清楚方向
張忠謀演講時說，以自己過去的經驗為例，指出領導團隊有兩大要素，第一是凝聚團隊、第二為知道要帶領團隊前往的方向。
他並說，擬定策略也是總經理的責任之一，但到新的地方擔任總經理時，得先了解公司情形及團隊同仁後，才能談策略。
第一，想擁有凝聚團隊的能力，可以嚴格對待同仁，但一定要公平，公平、無私心，才能凝聚一個團隊。
第二，要知道帶領團隊前往的方向，若總經理帶領公司走向贏的道路，團隊才會願意跟隨他。
張忠謀並說，策略也是總經理的責任之一，不過，若是到新的地方擔任總經理，策略不是首先要做的事，自己離開 TI 到通用儀器時，就犯了這個錯誤，開始要改變公司的策略，他強調，要談策略，是要非常了解公司情形及團隊同仁後，才能做的事。
張忠謀也說，總經理最大的責任，是要將外面的世界搬到公司裡，再動員公司的所有資源，迎接外面帶進來的挑戰，總經理是公司連接內部、外部，最重要的橋樑
三、台大學理工教育與美差不遠，商學院程度卻差很多
張忠謀演講時表示，台灣的大學理工教育，與美國程度相差不遠，但在商學院方面，學生程度則差距很大，最大原因在於台灣世界級企業不多，也不太需要世界級商學院，兩者之間相互影響。
他認為，在大學理工教育方面，台灣程度與美國差距不遠，若將台大、清大電機系與麻省理工學院 (MIT) 電機系相比，學生程度差距不大。
不過，若論及 MBA 商學院，張忠謀認為，若將台大、政大商學院與美國最好的商學院相比，學生程度差距很大，因自己曾在哈佛大學、麻省理工學院、史丹佛商學院講課，也在台大、政大商學院授課過，每次都會開放學生提問，而台灣學生提問的深度相對不足。
張忠謀指出，最大原因在於台灣真正屬於世界級的企業不多，也不太需要世界級的商學院，進而影響商學院的素質，兩者之間互相將程度往下拉。
此外，談及低薪議題，張忠謀則認為，日本低薪已久，薪水也很久沒調升，但根據調查，日本人都很快樂，而台灣年輕人、中年人雖然抱怨低薪，但也同樣相當快樂。
自己不覺得探討低薪議題不好，但若繼續爭論這個問題，是自找麻煩。
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