關於 primary key多個 ，我們在網路上蒐集到這些相關的討論、資訊與評價

史丹福大學知識分享: 做生意的九大元素 - 《Business Model Canvas 商業摸式圖》

如何定立及優化你的 Business Model Canvas 商業摸式圖?

做生意，你要認識你嘅 Business Model Canvas 商業模式圖，有九格。

肺炎第四波開始有減退嘅跡象， 等佢過咗之後，一連幾場星期六，我會在 Paragon Co-work Space 搞下做生意分享早餐會，大家交個朋友😬😁🤯🤓 互相俾下意見睇下盤生意有乜可以做好啲。

地點是觀塘 Paragon Co-Work Space。約3小時。

對象: 管理層/生意經營者/創業者，每場限4位。

有興趣參加的話，請 whatsapp 你的名片給 Suki (我助手) 5566 1335。肺炎第四尾聲後，她會再聯絡你。

免費 (我不是靠這行搵食😅)。我請食早餐 😉 Be friends ..... 多謝! 李根興 Edwin

www.edwinlee.com.hk
www.paragonasia.hk，
https://www.facebook.com/paragoninasia/

#paragonasia #做生意的九大元素

全文內容:

做生意，你要認識你嘅 Business Model Canvas 商業模式圖，有九格， 逐個逐個同你講。

肺炎第四波開始有減退嘅跡象， 等佢過咗之後，一連幾場星期六，我會在 Paragon Co-work Space 搞下做生意分享早餐會， 其中一場會講 Business Model Canvas，人少少，4位，大家交個朋友。講下你盤生意點善用 Business Model Canvas 嘅九格。

我2016及17， 連續兩年代表Cyberport 帶團去 Stanford Business School 有個創業 bootcamp ，教授 Baba Shiv and Sarah Soule 話創業做生意，你要了解自己嘅 Business Model Canvas.

(1) Value Propositions 價值主張

做生意，你先要知道你幫到人啲乜? 你有乜樣好過人? 點解人哋要揀你? 新啲? 快啲? 平啲? 靚啲? 型啲? Why you?

我做商舖基金，就係幫人哋用少啲嘅資金， 分散風險， 買舖唔使煩，提升回報。

Paragon Co-Work Space 就希望係東九龍集中火力，以幾個center 發揮協同效，提供畀創業者最優越嘅營商空間。

記住，想租 Co-Work Space 可聯絡 Samuel Szeto Tel: (+852) 6215 0550
www.paragonasia.hk，[email protected]

你呢? 你嘅 Value Propositions 價值主張係乜呢?

(2) Key Activities 關鍵活動

要帶出以上嘅價值主張，你每日應該做緊啲乜? 生產? 研究? 客戶服務? 解決問題? 建立平台聯繫客戶， 由佢哋自己交易? Whatever...

記住喎，你做嘅嘢，應該係帶到價值主張 key value preposition 畀你嘅客人。而唔係講一套做另一套， 花咗啲時間係無聊，人客都唔care嘅活動上。

Now you know why 我日日拍商舖片，已經拍咗二千幾條， 因為我最重要就係日日要睇舖。

(3) Customer Segment 目標客群

邊個係你班客呢? 大眾市場? Niche market? 男人/女人/成年人/學生哥?

個個都可以係你嘅客，but who is your primary customer? who is your most important customer? 主要及最重要客戶? 你要搞得好清楚，when in conflict，邊個利益行先?

我成日都話如果你係揸住港幣八百萬以上流動資產(非物業)，能夠投資最少三百萬以上喺商舖基金，你就係我 primary customer 你嘅利益行先。

你盤生意呢? Who are your customers? Who is your primary and most important customer?

(4) Channels 通路

你點樣搵到、掂到你班客呢? 班客又點識你、點搵你、點俾錢到你呢? 分五個階段: (1) 認知 Awareness (佢先要識你)，(2) 評估 Evaluation (再諗過計過), (3) 購買 Purchase (俾錢), (4)傳遞 Delivery (你提供產品或服務)，(5) 最後，售後服務 Aftersale Service，希望滿意回頭再幫襯。

你盤生意嘅掂到個客嘅Channel 係乜呢?

(5) Customer Relationships 客戶關係。

你點樣同你個客戶保持關係呢? One-on-One? 或 ATM 咁， 機械式，用電腦? 建立個客戶 Community 社群 ， 或者大家一齊俾 idea 共同創造 co-creation?

好似我咁，做咗我嘅商舖投資者，全部都會同我one-on-one有個whatsapp group，任何問題，我都即時回答。任何商舖最新發展， 內幕消息，同埋我哋買咗乜舖沽咗乜舖，我都會即時同佢溝通。 唔單止舖，佢哋好多個人投資同生意，得嘅話我都會提供我嘅意見及幫助。 佢畀得錢我使，我梗係第一時間幫佢。 Paragon co-work space 老闆都係我投資者之一， 佢幫我，我幫佢，當然我都想幫佢宣傳下Paragon Co-Work Space 😉

你同你班客嘅關係又係乜呢? 會唔會幫襯咗你，其實你都唔知佢係邊個，大家根本冇溝通過呢?

(6) Key Partners 關鍵合作夥伴

你點叻都好，你自己做唔曬所有嘢。 你日常要同邊個多合作，改善關係，先能夠做到更好呢? 有效同供應商夾得好啲，生意會唔會易做好多?

我成日講笑咁講，我「真正」老闆其實係全港各大小地產經紀， 我日日都要擦佢哋鞋， 因為如果經紀唔畀荀盤我，我這行馬上唔駛做。Fit 馬都變跛馬。同經紀夾得好? Fit 馬變飛馬。

你呢? 你同 key partners 又夾成點?

(7) Key Resources 關鍵資源。

做你以上咁多樣嘢，你需要咩資源呢? 錢? 人? 知識? 廠房?

知道要乜，咁喺邊度搵呢? 點樣提高營運效率? 盡量用少啲資源，做多啲、做快啲呢?

如果我只是一個普通炒家， 大部分炒家都只係需要一個司機(揸佢周圍睇舖)，一個秘書(安排日常工作雜務)，一個會計(管理好盤帳，交少啲稅)，3個人就搞惦，炒幾十億貨都係三個就夠。

但一商舖基金嘅話， 受證監會監管， Responsible Officers 持牌人起碼要有兩個，Compliance Officer 又加多個，再加財務/會計監管，再加 License Representatives 又要考牌，年年續牌， 成立基今日要開曼群島 Cayman Islands 註冊， 律師/會計/基金行政費用一大堆，成本馬上大升。 咁你做生意就要自己計，值唔值得呢?

你呢? What are your key resources? 點搵? 無又點呢?

(8) Cost Structure 成本結構

你做生意嘅成本架構係乜呢? 你最貴嘅成本喺邊度? 大部係 Fixed Costs 固定成本? 或大部分係會隨着你嘅生意額上落 Variable Costs 呢 ?

老實說， 我公司同事們嘅老底(底薪)唔算高， 但佢哋嘅收入會隨著我哋嘅基金每季嘅表現 ，來分花紅。 因為我要班同事們及我哋嘅投資者大家利益一致。 基金賺錢，大家分多啲。基金蝕本，大家都無花紅。This is our cost structure! 你呢?

(9) 以上所有嘢都係支出，最後當然是收錢啦 - Revenue Stream 收益流。

你點收錢呢? 每件收? 每月收? 每次使用收?月費、年費? 版權費、 顧問費 、廣告費、利息、佣金? 係預繳、現金交收、或做完先收數? 會唔會有難尾? 送貨如送米，收數如乞米? 收入係唔係個個月都要有? 重複性購買? 或餐搵餐食餐餐清? 你係做緊農夫定獵人?

我自己嘅商舖基金會收首次認購費， 每個月會收管理費， 同埋間舖賣咗出街之後賺錢，會收表現分紅 performance fee. 賺就收，唔賺就唔收。 之前嗰兩項叫做「維皮」， 表現分紅先至係我哋嘅肥豬肉。你呢? 錢從邊道嚟，點嚟呢?

記住做以上12345678一啲都唔難， 免費嘅話，十萬個人搵你做。 最難嘅係第九，收錢。 但其實收錢都唔難。 你可以支出100蚊，收得廿蚊。蝕80蚊，咁你要繼續的話可能要不斷地「籌錢」， 吹水吹到以後個餅好大， 希望有投資者畀你錢繼續燒。咁下期你可能支出200蚊，收入80蚊， 感覺收入大升，但其實可能仲蝕多咗。 今時今日，好多初創企業就係咁。 收入係多咗，但蝕得更多。

無話對與錯，大有大做細有細做，做生意你可以專注「籌錢」，亦都可以專注「賺錢」。我選擇「先賺錢、再籌錢」，因為賺到嘅錢係自己嘅，籌錢嘅錢係欠人嘅， 感覺真係好唔同! 我自己做商舖基金，就係exactly 「先賺錢、再籌錢」， 如果憑我自己能力都未能夠賺錢，我邊有資格去籌錢，幫客人搵更多錢呢?

記住，最好嘅生意應該係收入多過支出， 而且多過好多，持續地多， 咁你就本事! I like this business.

有興趣以上九個做生意嘅元素，Business Model Canvas 的:
(1) Value Propositions 價值主張
(2) Key Activities 關鍵活動
(3) Customer Segment 目標客群
(4) Channels 通路
(5) Customer Relationships 客戶關係
(6) Key Partners 關鍵合作夥伴
(7) Key Resources 關鍵資源
(8) Cost Structure 成本結構
(9) Revenue Stream 收益流
肺炎第四波後嘅星期六，我一齊同你小組分享下， 度下你們生意點做好啲。有興趣 send 卡片畀 Suki， 喺 Paragon Co-Work Space 呢度見啦!

Business Model Canvas Download https://upload.wikimedia.org/wikipedia/commons/1/10/Business_Model_Canvas.png

【對華政策的範式轉移】絕對是歷史性講話.
#成萬字 #萬言書 #頹譯都譯死人

----小弟頹譯------
蓬佩奧：謝謝。謝謝你們。州長，您的慷慨介紹。的確是這樣：當您在那個體育館裡散步時，說出“蓬佩奧”的名字，人們就會耳語。因為，我有一個兄弟，Mark，他是一個非常好，一位非常出色的籃球運動員。

請為藍鷹榮譽衛隊（Blue Eagles Honor Guard）及飛行員Kayla Highsmith下士對國歌的精彩演繹給多一次掌聲如何？ （掌聲）

也要感謝Laurie牧師那動人的祈禱，我還要感謝Hugh Hewitt和尼克遜基金會的邀請讓我在這個重要的美國機構發言。很高興能受空軍人員演唱，由海軍陸戰隊介紹，讓個一個陸軍傢伙站在海軍傢伙的房子前面。 （笑聲）（按蓬佩奧曾在美國陸軍服役 ）一切都很好。

很榮幸來到Yorba Linda，尼克遜的父親在那裡建立了他出生和成長的房屋。

在這困難時刻，使今天成為可能的尼克遜中心董事會和工作人員，感謝，感謝我和我的團隊使這一天成為可能。

我們很幸運能在觀眾中見到一些特別的嘉賓，包括我認識的Chris Nixon (尼克遜的孫，Christopher Nixon Cox)。我還要感謝Tricia Nixon和Julie Nixon Eisenhower　（尼克遜兩位女兒）對這次訪問的支持。

我還想提一提幾位勇敢的中國持不同政見者，他們長途跋涉並出席。其他尊貴的客人-（掌聲）-尊貴的客人，謝謝您的光臨。那些在帳篷下的人，您們必須支付額外的費用（笑）。

以及那些正在觀看直播的人，感謝您的收看。

最後，正如州長所說，我在Santa Ana出生，離這裡不遠。今天有我的姐姐和她的丈夫在聽眾中。謝謝大家的光臨。我敢打賭，您從沒想過我會站在這裡。

我今天的講話是我在一系列中國演講中的第四組講話，我請國家安全顧問Robert O’Brien，聯邦調查局局長Chris Wray和司法部長Barr陪同我發言。

我們有一個非常明確的目標，一個實在的任務。這是在解釋美國與中國關係的不同方面，數十年來這種關係中出現的巨大失衡以及中國共產黨所計劃的霸權。

我們的目標是明確指出，特朗普總統的中國政策正在解決的對美國人的威脅是明顯的，並且我們正確立保障自由的戰略。Robert O’Brien談到了意識形態。聯邦調查局局長Wray談到了間諜活動。司法部長Barr談到了經濟學。現在，我今天的目標是將這一切匯總給美國人民，並詳細說明中國的威脅對我們的經濟，我們的自由，乃至全球自由民主國家的未來的衝擊。

自基辛格（Kissinger）博士秘密訪問中國以來，到明年已經過去了半個世紀，而尼克松總統訪華50週年也就在2022年。

那時世界大不一樣了。

我們以為與中國交往（engagement）將創造一個帶有友好合作前景的美好未來。

但是今天—今天我們仍然戴著口罩，看著疫性的死亡人數仍在增加，因為中共對世界的承諾沒有兌現。我們每天早上都在讀到鎮壓香港和新疆的新聞消息。

我們看到的中國貿易濫用行為的驚人數字使美國失去了工作，並給整個美國經濟帶來了沉重打擊，包括南加州。而且我們正在看著一支越來越強大，甚至更具威脅性的中國軍隊。

從加利福尼亞州到我的家鄉堪薩斯州以及其他地區，我都有著與美國人心中的疑問：從與中國交往至今，美國人民這50年見到了什麼？

領袖們曾說過的中國邁向自由與民主發展的理論是否正確？

這是中國對 "雙贏" 局面的定義嗎？

實際上，從國務卿的角度來看，美國更安全嗎？我們是否有更大的可能為我們自己實現和平，並為我們之後的子孫後代享有和平？

看，我們必須承認一個硬道理。我們必須承認一個硬道理，它將指導我們在未來幾十年中發展，如果我們要擁有一個自由的21世紀，而不是習近平夢想的中國世紀，那麼與中國盲目交往的舊範式坦白說是沒有贏的機會。我們決不能在此繼續，也絕不能重返。

正如特朗普總統已明確指出的那樣，我們需要一項保護美國經濟乃至我們生活方式的戰略。自由世界必須戰勝這一新的暴政。 The free world must triumph over this new tyranny.

現在，在我似乎不太希望拆除尼克遜總統的遺產之前，我想明確地說，他做了當時他認為最適合美國人民的事情，而且他很可能是對的。

他是中國的傑出學生，冷酷的勇士和中國人民的偉大仰慕者，正如我們一樣。

他意識到中國太重要而不能忽視，即使國力由於自身的共產主義野蠻行為而被削弱。這值得尼克遜給予極大的讚譽。

1967年，尼克遜在一篇非常著名的外交事務文章中解釋了他的未來戰略。

他的話是這樣的：他說：“從長遠來看，我們根本無法永遠把中國留在國際大家庭之外……在中國改變之前，世界不會安全。因此，我們的目標是 —在可能的範圍內，我們必須作出影響，而我們的目標應該是促使改變。”

我認為這是整篇文章中的關鍵詞：“促使改變”。

因此，在歷史性的北京之行中，尼克遜總統開始了我們的交住戰略。他崇高地尋求一個更自由，更安全的世界，並希望中國共產黨能兌現這一承諾。

隨著時間的流逝，美國決策者越來越多地認為，隨著中國變得更加繁榮，它將會對外開放，它會在國內變得更加自由，而實際上在國外所面臨的威脅卻越來越小，它將變得更加友好。這一切似乎都是不可避免的。

但是那個必然的時代已經過去了。我們一直在進行的這種交往並沒有帶來尼克遜總統希望所引起的中國內部的變化。事實是，我們的政策以及其他自由國家的政策使中國經濟從衰落得以恢復，但北京反咬了養活它的國際力量。

我們曾向中國公民張開雙臂，只是看到中國共產黨利用我們的自由開放社會。中國派宣傳員參加了我們的新聞發布會，研究中心，高中，大學，甚至參加了家長教師會議。

我們將台灣的朋友邊緣化，後來台灣蓬勃發展為積極的民主國家。

我們給中國共產黨和政權本身以特殊的經濟待遇，只是看到中共堅持以對其人權侵犯保持沉默作為讓西方公司進入中國市場的代價。

前一天，Robert O’Brien大使舉了幾個例子：萬豪，美國航空，達美航空，聯合航空都從其公司網站上刪除了對台灣的提及，以免激怒北京。在荷里活，這裏的不遠處，距離美國創作自由的中心和自命為社會正義的仲裁者，他們的自我審查可說是對中國發展最不利的參考。

公司對CCP的默許也發生在世界各地。

這種企業忠誠度如何運作？奉承會得到獎勵嗎？讓我引述Barr總檢察長在講話。他在上週的一次演講中說：“中國統治者的最終野心不是與美國進行貿易。是要略奪美國。”

中國剝奪了我們寶貴的知識產權和商業機密，損失了在美國各地了數百萬個就業機會。它從美國吸走了供應鏈，然後添加了一個由奴隸制度製成的小工具。

它使世界上主要的水路對國際貿易而言變得不那麼安全。

尼克遜總統曾經說過，他擔心自己通過向中共開放世界而創造了一個“科學怪人”，這正是如此。

現在，有誠信的人可以辯論為什麼自由國家允許這些年來，這些不好的事情發生。也許我們對中國的惡毒的共產主義幼稚，或者在我們在冷戰勝利後變得自大，或者軟弱的資本主義者被北京所說的“和平崛起”所愚昧。

無論出於何種原因—無論出於何種原因，今天的中國在國內都越來越專制，並開始對其他地方的自由作出干預。

特朗普總統說：夠了。

我不認為兩派的人對我今天所說的事實提出異議。但是即使到現在，也有人堅持認為，為了對話而對話。

現在，要明確地說，我們將繼續討論。但是這些對話的意義是不同的。幾週前，我去了檀香山，與楊潔篪見面。

這是同樣的古老故事—說了很多話，但實際上沒有任何改變任何行為的提議。

楊的承諾，就像中共在他面前做出的許多承諾一樣，都是空洞的。我想，他的期望是我會屈服於他們的要求，因為坦率地說，這是許多前任政府所做的。我沒有，特朗普總統也不會。正如O’Brien很好地解釋的那樣，我們必須記住，中共政權是馬克思列寧主義政權。習近平堅信這已破產的極權主義思想。

正是這種意識形態，正是這種意識形態反映了他數十年來對全球共產主義中國霸權的渴望。美國再也不能忽視我們兩國之間的根本政治和意識形態差異，就像中共從來沒有忽視它們一樣。

以我在眾議院情報委員會，然後擔任中央情報局局長，以及擔任美國國務卿兩年多的經驗，使我對這種中央理解成為可能：

唯一的方式　—　真正改變共產主義中國的唯一方法，不是對中國領導人聽其言，而是觀其行。您會看到美國政策對此結論做出了回應。列根總統說，他是在“信任但要核實”的基礎上與蘇聯打交道的。關於中共，我說我們必須＂不信任和核查＂。 （掌聲）

我們，世界上熱愛自由的國家，必須像尼克遜總統所希望的那樣，促使中國發生變化。我們必須促使中國以更具創造性和果斷性的方式進行變革，因為北京的行動威脅著我們的人民和我們的繁榮。

我們必須首先改變我們的人民和我們的伙伴對中國共產黨的看法。我們必須說實話。我們不能像其他任何國家一樣，把這個假象視為正常國家。

我們知道，與中國進行貿易不像與一個正常的，遵守法律的國家進行貿易。北京威脅將國際協議視為—將協議視為建議，以作為主導全球的渠道。

但是，通過堅持公平條款，就像我們的貿易代表在獲得第一階段貿易協議時所做的那樣，我們可以迫使中國考慮其知識產權盜竊和損害美國工人的政策。

我們也知道，與擁有CCP支持的公司開展業務與與一家加拿大公司開展業務不同。他們不回答獨立委員會的問題，而且其中許多是由國家贊助的，因此無需追求利潤。

華為就是一個很好的例子。我們不再假裝華為是一家無辜的電信公司，它的出現是為了確保您可以和朋友聊天。我們稱其為真正的國家安全威脅，並為採取了相應的行動。

我們也知道，如果我們的公司在中國投資，他們可能會有意或無意地支持共產黨嚴重侵犯人權的行為。

因此，我們的美國財政部和商務部已批准並將那些危害和濫用世界人民最基本權利的中國領導人和實體列入黑名單。多個部門已就商業諮詢機構合作，以確保我們的CEO了解其供應鏈在中國境內的工作。

我們也知道，我們也知道並非所有的中國學生和僱員都只是來這裡賺錢和積累一些知識的普通學生和工人。他們太多人來這裡竊取我們的知識產權並將其帶回自己的國家。司法部和其他機構已對這些罪行進行了嚴厲的懲罰。

我們知道，解放軍也不是正規軍。其目的是維護中國共產黨精英的絕對統治，擴大中國帝國，而不是保護中國人民。

因此，美國國防部加大了工作力度，擴大了在東，南海以及台灣海峽以及整個海峽的航行操作自由。我們還建立了一支太空部隊，以幫助阻止中國對這一最後邊界的侵略。

同樣，坦率地說，我們在美國國務院制定了一套與中國打交道的新政策，推動特朗普總統實現公正與互惠的目標，以改寫幾十年來不斷加劇的失衡。

就在本週，我們宣布關閉在休斯敦的中國領事館，因為它是間諜和知識產權盜竊的樞紐。 （掌聲）

兩週前，我們在南中國海扭轉了過去八年忽略的國際法權益。

我們呼籲中國限制其核能力以適應當今時代的戰略現實。

國務院- 在世界各地，各個層面- 都與中國同行進行了交流，只是要求公平和互惠。

但是我們的方法不只是要變得強硬。那不可能達到我們想要的結果。我們還必須與中國人民互動並賦予他們權力，他們是一個充滿活力，熱愛自由的人民，他們與中國共產黨完全不同。首先是面對面的外交。 （掌聲）

無論我走到哪裡，我都遇到了有才華和勤奮的中國人。我遇過逃離新疆集中營的維吾爾族和哈薩克族。我曾與香港的民主領袖進行了交談，有陳日君樞機到黎智英。兩天前，我在倫敦會見了香港自由戰士羅冠聰。

上個月在我的辦公室裡，我聽到了天安門廣場倖存者的故事。其中之一今天在這裡。王丹是一名關鍵學生，他從未停止為中國人民爭取自由。王先生，請您站起來，以便我們見到您嗎？ （掌聲）

今天與我們同在的還有中國民主運動之父魏京生。他在中國的勞改營度過了幾十年的時間。魏先生，你能站起來嗎？ （掌聲）

我成長及服役於冷戰時期。如果我學到一件事，共產黨人幾乎總是撒謊。他們告訴我們的最大謊言是，他們認為自己能代表14億被監視，壓迫和害怕說出來的人。

恰恰相反。中共比任何敵人都更擔心中國人民的誠實觀點，失去對權力的控制。

試想一下，如果我們能夠從武漢的醫生那裡聽到他們的來信，並且允許他們對新疫病的爆發發出警報，那麼世界會變得更好—更不用說中國內部的人了。

幾十年來，我們的領袖一直無視，淡化勇敢的中國異見者的話，他們警告過我們所面對之政權。

我們不能再忽略它了。他們與任何人一樣知道我們永遠無法回到現狀。

但是改變中共的舉動並不單單是中國人民的使命。自由國家必須努力捍衛自由。這不是簡單的事情。

但是我有信心我們可以做到。我有信心，因為我們以前做過。我們知道這是怎麼回事。我有信心，因為中共正在重複蘇聯犯下的一些同樣的錯誤-疏遠潛在的盟友，破壞國內外的信任，拒絕財產權和法治。

我有信心。我之所以有信心，是因為我看到其他國家之間的覺醒，他們知道我們無法回到過去，美國亦如是。我從布魯塞爾，悉尼到河內都聽說過。

最重要的是，我相信我們可以捍衛自由，因為自由本身是漂亮的。

看看香港人因中共加強對這個驕傲城市的控制，要移居海外。他們揮舞著美國國旗。

是的，確實有差異。與蘇聯不同，中國已深入融入全球經濟。但是，北京對我們依賴，甚於我們依賴他們。 （掌聲）

瞧，我拒絕相信我們生活在一個不可避免中國的時代，某些陷阱（按：修昔底德陷阱）是預設的，中共至上是未來。我們的方法不是注定失敗的，因為美國正在衰落。正如我在今年早些時候在慕尼黑說的那樣，自由世界仍在勝利的一方。我們只需要相信它，就明白它並為此感到自豪。來自世界各地的人們仍然希望加入開放社會。他們來到這裡學習，來到這里工作，來到這里為家人謀生。他們並不想留在中國。

是時候了。今天很高興來到這裡。這是完美的時機。現在是自由國家採取行動的時候了。並非每個國家都將以同樣的方式對待中國，也不應該。每個國家都必須對如何保護自己的主權，如何保護自己的經濟繁榮以及如何保護自己的理想不受中國共產黨的觸碰而有所了解。

但是我呼籲每個國家的每一個領導人—如美國所先行的—簡單地堅持互惠，堅持中國共產黨的透明度和問責制。

這些簡單而強大的標準將取得很大的成就。太長時間了，我們讓中共制定交往條款，但不再這樣做。自由國家必須定下基調。

我們必須遵循相同的原則。我們必須在沙子上劃出共同的界線，而這不能被中共的討價還價或他們的野蠻沖走。確實，這就是美國最近所做的事情，因為我們一勞永逸地拒絕了中國在南中國海的非法主張，因為我們已敦促各國成為廉潔國家，以免其公民的私人信息落在手裡中國共產黨。我們通過制定標準來做到這一點。

現在，這確實很困難。對於一些小國家來說很難。他們害怕被人欺負。因此，其中一些人根本沒有能力，沒有勇氣暫時與我們站在一起。的確，我們與北約的盟友並未以其對香港的立場站起來，因為他們擔心北京會限制中國市場的准入。這種膽怯會導致歷史性的失敗，我們無法重複。

我們不能重複過去幾年的錯誤。中國面臨的挑戰要求民主國家發揮作用和精力，民主國家包括歐洲，非洲，南美，尤其是印度太平洋地區。

而且，如果我們現在不採取行動，那麼中共最終將侵蝕我們的自由，並顛覆我們的社會努力建立的基於法規的秩序。如果我們現在屈膝，我們孩子的孩子可能會受到中國共產黨的擺佈，中國共產黨的行動是當今自由世界中的主要挑戰。

習近平總書記註定不會永遠在中國內外施暴，除非我們允許

現在，這與圍堵無關。不要相信這策略。這是我們從未遇到過的複雜的新挑戰。蘇聯與自由世界隔絕了。共產主義中國已經在我們的邊界之內。

因此，我們不能獨自面對這一挑戰。聯合國，北約，七國集團國家，二十國集團，我們的經濟，外交和軍事力量合力，如果我們清楚明確地並勇往直前，無疑足以應付這一挑戰。

也許是時候讓志趣相投的國家組成一個新的團體，一個新的民主國家聯盟了。

我們有工具。我知道我們可以做到。現在我們需要意志。引用聖經經文，我問“要警醒禱告，免得陷入試探。你們心靈雖然願意，肉體卻是軟弱的。”

如果自由世界沒有改變 —沒有改變，共產主義中國一定會改變我們。無法因為舒適或便利而返回到過去的做法。

確保我們脫離中國共產黨的自由是我們這個時代的使命，而美國完全有能力領導它，

因為我們的建國原則為我們提供了這一機會。正如我上週在費城站立時所看到的那樣，注視著獨立廳，我們的國家建立在所有人類都擁有不可剝奪的某些權利的前提下。

確保這些權利是我們政府的工作。這是一個簡單而有力的真理。它使我們成為全世界人民的自由燈塔，包括中國境內的人。

確實，尼克遜在1967年寫道“除非中國改變，否則世界是不安全的”是正確的。現在我們該聽他的話了。

今天的危機已經明確了。

今天，覺醒正在發生。

今天，自由世界必須作出回應。

我們永遠無法回到過去。

願上帝保佑你們每個人。

願上帝保佑中國人民。＇

願上帝保佑美利堅合眾國人民。

謝謝你們。（掌聲）

Thank you. Thank you all. Thank you, Governor, for that very, very generous introduction. It is true: When you walk in that gym and you say the name “Pompeo,” there is a whisper. I had a brother, Mark, who was really good – a really good basketball player.
And how about another round of applause for the Blue Eagles Honor Guard and Senior Airman Kayla Highsmith, and her wonderful rendition of the national anthem? (Applause.)
Thank you, too, to Pastor Laurie for that moving prayer, and I want to thank Hugh Hewitt and the Nixon Foundation for your invitation to speak at this important American institution. It was great to be sung to by an Air Force person, introduced by a Marine, and they let the Army guy in in front of the Navy guy’s house. (Laughter.) It’s all good.
It’s an honor to be here in Yorba Linda, where Nixon’s father built the house in which he was born and raised.
To all the Nixon Center board and staff who made today possible – it’s difficult in these times – thanks for making this day possible for me and for my team.
We are blessed to have some incredibly special people in the audience, including Chris, who I’ve gotten to know – Chris Nixon. I also want to thank Tricia Nixon and Julie Nixon Eisenhower for their support of this visit as well.
I want to recognize several courageous Chinese dissidents who have joined us here today and made a long trip.
And to all the other distinguished guests – (applause) – to all the other distinguished guests, thank you for being here. For those of you who got under the tent, you must have paid extra.
And those of you watching live, thank you for tuning in.
And finally, as the governor mentioned, I was born here in Santa Ana, not very far from here. I’ve got my sister and her husband in the audience today. Thank you all for coming out. I bet you never thought that I’d be standing up here.
My remarks today are the fourth set of remarks in a series of China speeches that I asked National Security Advisor Robert O’Brien, FBI Director Chris Wray, and the Attorney General Barr to deliver alongside me.
We had a very clear purpose, a real mission. It was to explain the different facets of America’s relationship with China, the massive imbalances in that relationship that have built up over decades, and the Chinese Communist Party’s designs for hegemony.
Our goal was to make clear that the threats to Americans that President Trump’s China policy aims to address are clear and our strategy for securing those freedoms established.
Ambassador O’Brien spoke about ideology. FBI Director Wray talked about espionage. Attorney General Barr spoke about economics. And now my goal today is to put it all together for the American people and detail what the China threat means for our economy, for our liberty, and indeed for the future of free democracies around the world.
Next year marks half a century since Dr. Kissinger’s secret mission to China, and the 50th anniversary of President Nixon’s trip isn’t too far away in 2022.
The world was much different then.
We imagined engagement with China would produce a future with bright promise of comity and cooperation.
But today – today we’re all still wearing masks and watching the pandemic’s body count rise because the CCP failed in its promises to the world. We’re reading every morning new headlines of repression in Hong Kong and in Xinjiang.
We’re seeing staggering statistics of Chinese trade abuses that cost American jobs and strike enormous blows to the economies all across America, including here in southern California. And we’re watching a Chinese military that grows stronger and stronger, and indeed more menacing.
I’ll echo the questions ringing in the hearts and minds of Americans from here in California to my home state of Kansas and beyond:
What do the American people have to show now 50 years on from engagement with China?
Did the theories of our leaders that proposed a Chinese evolution towards freedom and democracy prove to be true?
Is this China’s definition of a win-win situation?
And indeed, centrally, from the Secretary of State’s perspective, is America safer? Do we have a greater likelihood of peace for ourselves and peace for the generations which will follow us?
Look, we have to admit a hard truth. We must admit a hard truth that should guide us in the years and decades to come, that if we want to have a free 21st century, and not the Chinese century of which Xi Jinping dreams, the old paradigm of blind engagement with China simply won’t get it done. We must not continue it and we must not return to it.
As President Trump has made very clear, we need a strategy that protects the American economy, and indeed our way of life. The free world must triumph over this new tyranny.
Now, before I seem too eager to tear down President Nixon’s legacy, I want to be clear that he did what he believed was best for the American people at the time, and he may well have been right.
He was a brilliant student of China, a fierce cold warrior, and a tremendous admirer of the Chinese people, just as I think we all are.
He deserves enormous credit for realizing that China was too important to be ignored, even when the nation was weakened because of its own self-inflicted communist brutality.
In 1967, in a very famous Foreign Affairs article, Nixon explained his future strategy. Here’s what he said:
He said, “Taking the long view, we simply cannot afford to leave China forever outside of the family of nations…The world cannot be safe until China changes. Thus, our aim – to the extent we can, we must influence events. Our goal should be to induce change.”
And I think that’s the key phrase from the entire article: “to induce change.”
So, with that historic trip to Beijing, President Nixon kicked off our engagement strategy. He nobly sought a freer and safer world, and he hoped that the Chinese Communist Party would return that commitment.
As time went on, American policymakers increasingly presumed that as China became more prosperous, it would open up, it would become freer at home, and indeed present less of a threat abroad, it’d be friendlier. It all seemed, I am sure, so inevitable.
But that age of inevitability is over. The kind of engagement we have been pursuing has not brought the kind of change inside of China that President Nixon had hoped to induce.
The truth is that our policies – and those of other free nations – resurrected China’s failing economy, only to see Beijing bite the international hands that were feeding it.
We opened our arms to Chinese citizens, only to see the Chinese Communist Party exploit our free and open society. China sent propagandists into our press conferences, our research centers, our high-schools, our colleges, and even into our PTA meetings.
We marginalized our friends in Taiwan, which later blossomed into a vigorous democracy.
We gave the Chinese Communist Party and the regime itself special economic treatment, only to see the CCP insist on silence over its human rights abuses as the price of admission for Western companies entering China.
Ambassador O’Brien ticked off a few examples just the other day: Marriott, American Airlines, Delta, United all removed references to Taiwan from their corporate websites, so as not to anger Beijing.
In Hollywood, not too far from here – the epicenter of American creative freedom, and self-appointed arbiters of social justice – self-censors even the most mildly unfavorable reference to China.
This corporate acquiescence to the CCP happens all over the world, too.
And how has this corporate fealty worked? Is its flattery rewarded? I’ll give you a quote from the speech that General Barr gave, Attorney General Barr. In a speech last week, he said that “The ultimate ambition of China’s rulers isn’t to trade with the United States. It is to raid the United States.”
China ripped off our prized intellectual property and trade secrets, causing millions of jobs[1] all across America.
It sucked supply chains away from America, and then added a widget made of slave labor.
It made the world’s key waterways less safe for international commerce.
President Nixon once said he feared he had created a “Frankenstein” by opening the world to the CCP, and here we are.
Now, people of good faith can debate why free nations allowed these bad things to happen for all these years. Perhaps we were naive about China’s virulent strain of communism, or triumphalist after our victory in the Cold War, or cravenly capitalist, or hoodwinked by Beijing’s talk of a “peaceful rise.”
Whatever the reason – whatever the reason, today China is increasingly authoritarian at home, and more aggressive in its hostility to freedom everywhere else.
And President Trump has said: enough.
I don’t think many people on either side of the aisle dispute the facts that I have laid out today. But even now, some are insisting that we preserve the model of dialogue for dialogue’s sake.
Now, to be clear, we’ll keep on talking. But the conversations are different these days. I traveled to Honolulu now just a few weeks back to meet with Yang Jiechi.
It was the same old story – plenty of words, but literally no offer to change any of the behaviors.
Yang’s promises, like so many the CCP made before him, were empty. His expectations, I surmise, were that I’d cave to their demands, because frankly this is what too many prior administrations have done. I didn’t, and President Trump will not either.
As Ambassador O’Brien explained so well, we have to keep in mind that the CCP regime is a Marxist-Leninist regime. General Secretary Xi Jinping is a true believer in a bankrupt totalitarian ideology.
It’s this ideology, it’s this ideology that informs his decades-long desire for global hegemony of Chinese communism. America can no longer ignore the fundamental political and ideological differences between our countries, just as the CCP has never ignored them.
My experience in the House Intelligence Committee, and then as director of the Central Intelligence Agency, and my now two-plus years as America’s Secretary of State have led me to this central understanding:
That the only way – the only way to truly change communist China is to act not on the basis of what Chinese leaders say, but how they behave. And you can see American policy responding to this conclusion. President Reagan said that he dealt with the Soviet Union on the basis of “trust but verify.” When it comes to the CCP, I say we must distrust and verify. (Applause.)
We, the freedom-loving nations of the world, must induce China to change, just as President Nixon wanted. We must induce China to change in more creative and assertive ways, because Beijing’s actions threaten our people and our prosperity.
We must start by changing how our people and our partners perceive the Chinese Communist Party. We have to tell the truth. We can’t treat this incarnation of China as a normal country, just like any other.
We know that trading with China is not like trading with a normal, law-abiding nation. Beijing threatens international agreements as – treats international suggestions as – or agreements as suggestions, as conduits for global dominance.
But by insisting on fair terms, as our trade representative did when he secured our phase one trade deal, we can force China to reckon with its intellectual property theft and policies that harmed American workers.
We know too that doing business with a CCP-backed company is not the same as doing business with, say, a Canadian company. They don’t answer to independent boards, and many of them are state-sponsored and so have no need to pursue profits.
A good example is Huawei. We stopped pretending Huawei is an innocent telecommunications company that’s just showing up to make sure you can talk to your friends. We’ve called it what it is – a true national security threat – and we’ve taken action accordingly.
We know too that if our companies invest in China, they may wittingly or unwittingly support the Communist Party’s gross human rights violations.
Our Departments of Treasury and Commerce have thus sanctioned and blacklisted Chinese leaders and entities that are harming and abusing the most basic rights for people all across the world. Several agencies have worked together on a business advisory to make certain our CEOs are informed of how their supply chains are behaving inside of China.
We know too, we know too that not all Chinese students and employees are just normal students and workers that are coming here to make a little bit of money and to garner themselves some knowledge. Too many of them come here to steal our intellectual property and to take this back to their country.
The Department of Justice and other agencies have vigorously pursued punishment for these crimes.
We know that the People’s Liberation Army is not a normal army, too. Its purpose is to uphold the absolute rule of the Chinese Communist Party elites and expand a Chinese empire, not to protect the Chinese people.
And so our Department of Defense has ramped up its efforts, freedom of navigation operations out and throughout the East and South China Seas, and in the Taiwan Strait as well. And we’ve created a Space Force to help deter China from aggression on that final frontier.
And so too, frankly, we’ve built out a new set of policies at the State Department dealing with China, pushing President Trump’s goals for fairness and reciprocity, to rewrite the imbalances that have grown over decades.
Just this week, we announced the closure of the Chinese consulate in Houston because it was a hub of spying and intellectual property theft. (Applause.)
We reversed, two weeks ago, eight years of cheek-turning with respect to international law in the South China Sea.
We’ve called on China to conform its nuclear capabilities to the strategic realities of our time.
And the State Department – at every level, all across the world – has engaged with our Chinese counterparts simply to demand fairness and reciprocity.
But our approach can’t just be about getting tough. That’s unlikely to achieve the outcome that we desire. We must also engage and empower the Chinese people – a dynamic, freedom-loving people who are completely distinct from the Chinese Communist Party.
That begins with in-person diplomacy. (Applause.) I’ve met Chinese men and women of great talent and diligence wherever I go.
I’ve met with Uyghurs and ethnic Kazakhs who escaped Xinjiang’s concentration camps. I’ve talked with Hong Kong’s democracy leaders, from Cardinal Zen to Jimmy Lai. Two days ago in London, I met with Hong Kong freedom fighter Nathan Law.
And last month in my office, I heard the stories of Tiananmen Square survivors. One of them is here today.
Wang Dan was a key student who has never stopped fighting for freedom for the Chinese people. Mr. Wang, will you please stand so that we may recognize you? (Applause.)
Also with us today is the father of the Chinese democracy movement, Wei Jingsheng. He spent decades in Chinese labor camps for his advocacy. Mr. Wei, will you please stand? (Applause.)
I grew up and served my time in the Army during the Cold War. And if there is one thing I learned, communists almost always lie. The biggest lie that they tell is to think that they speak for 1.4 billion people who are surveilled, oppressed, and scared to speak out.
Quite the contrary. The CCP fears the Chinese people’s honest opinions more than any foe, and save for losing their own grip on power, they have reason – no reason to.
Just think how much better off the world would be – not to mention the people inside of China – if we had been able to hear from the doctors in Wuhan and they’d been allowed to raise the alarm about the outbreak of a new and novel virus.
For too many decades, our leaders have ignored, downplayed the words of brave Chinese dissidents who warned us about the nature of the regime we’re facing.
And we can’t ignore it any longer. They know as well as anyone that we can never go back to the status quo.
But changing the CCP’s behavior cannot be the mission of the Chinese people alone. Free nations have to work to defend freedom. It’s the furthest thing from easy.
But I have faith we can do it. I have faith because we’ve done it before. We know how this goes.
I have faith because the CCP is repeating some of the same mistakes that the Soviet Union made – alienating potential allies, breaking trust at home and abroad, rejecting property rights and predictable rule of law.
I have faith. I have faith because of the awakening I see among other nations that know we can’t go back to the past in the same way that we do here in America. I’ve heard this from Brussels, to Sydney, to Hanoi.
And most of all, I have faith we can defend freedom because of the sweet appeal of freedom itself.
Look at the Hong Kongers clamoring to emigrate abroad as the CCP tightens its grip on that proud city. They wave American flags.
It’s true, there are differences. Unlike the Soviet Union, China is deeply integrated into the global economy. But Beijing is more dependent on us than we are on them. (Applause.)
Look, I reject the notion that we’re living in an age of inevitability, that some trap is pre-ordained, that CCP supremacy is the future. Our approach isn’t destined to fail because America is in decline. As I said in Munich earlier this year, the free world is still winning. We just need to believe it and know it and be proud of it. People from all over the world still want to come to open societies. They come here to study, they come here to work, they come here to build a life for their families. They’re not desperate to settle in China.
It’s time. It’s great to be here today. The timing is perfect. It’s time for free nations to act. Not every nation will approach China in the same way, nor should they. Every nation will have to come to its own understanding of how to protect its own sovereignty, how to protect its own economic prosperity, and how to protect its ideals from the tentacles of the Chinese Communist Party.
But I call on every leader of every nation to start by doing what America has done – to simply insist on reciprocity, to insist on transparency and accountability from the Chinese Communist Party. It’s a cadre of rulers that are far from homogeneous.
And these simple and powerful standards will achieve a great deal. For too long we let the CCP set the terms of engagement, but no longer. Free nations must set the tone. We must operate on the same principles.
We have to draw common lines in the sand that cannot be washed away by the CCP’s bargains or their blandishments. Indeed, this is what the United States did recently when we rejected China’s unlawful claims in the South China Sea once and for all, as we have urged countries to become Clean Countries so that their citizens’ private information doesn’t end up in the hand of the Chinese Communist Party. We did it by setting standards.
Now, it’s true, it’s difficult. It’s difficult for some small countries. They fear being picked off. Some of them for that reason simply don’t have the ability, the courage to stand with us for the moment.
Indeed, we have a NATO ally of ours that hasn’t stood up in the way that it needs to with respect to Hong Kong because they fear Beijing will restrict access to China’s market. This is the kind of timidity that will lead to historic failure, and we can’t repeat it.
We cannot repeat the mistakes of these past years. The challenge of China demands exertion, energy from democracies – those in Europe, those in Africa, those in South America, and especially those in the Indo-Pacific region.
And if we don’t act now, ultimately the CCP will erode our freedoms and subvert the rules-based order that our societies have worked so hard to build. If we bend the knee now, our children’s children may be at the mercy of the Chinese Communist Party, whose actions are the primary challenge today in the free world.
General Secretary Xi is not destined to tyrannize inside and outside of China forever, unless we allow it.
Now, this isn’t about containment. Don’t buy that. It’s about a complex new challenge that we’ve never faced before. The USSR was closed off from the free world. Communist China is already within our borders.
So we can’t face this challenge alone. The United Nations, NATO, the G7 countries, the G20, our combined economic, diplomatic, and military power is surely enough to meet this challenge if we direct it clearly and with great courage.
Maybe it’s time for a new grouping of like-minded nations, a new alliance of democracies.
We have the tools. I know we can do it. Now we need the will. To quote scripture, I ask is “our spirit willing but our flesh weak?”
If the free world doesn’t change – doesn’t change, communist China will surely change us. There can’t be a return to the past practices because they’re comfortable or because they’re convenient.
Securing our freedoms from the Chinese Communist Party is the mission of our time, and America is perfectly positioned to lead it because our founding principles give us that opportunity.
As I explained in Philadelphia last week, standing, staring at Independence Hall, our nation was founded on the premise that all human beings possess certain rights that are unalienable.
And it’s our government’s job to secure those rights. It is a simple and powerful truth. It’s made us a beacon of freedom for people all around the world, including people inside of China.
Indeed, Richard Nixon was right when he wrote in 1967 that “the world cannot be safe until China changes.” Now it’s up to us to heed his words.
Today the danger is clear.
And today the awakening is happening.
Today the free world must respond.
We can never go back to the past.
May God bless each of you.
May God bless the Chinese people.
And may God bless the people of the United States of America.
Thank you all.
(Applause.)

[Science and Communication]
我還在讀本科時，年少無知，覺得做科學，應該不拘小節，論文、Poster、PowerPoint 等，只應在乎內容而非「格式」。只要內容好，科學準確，排版、字體、用色、甚至錯字都無所謂。

後來發現，科學領域內，傳訊十分重要，而且匯報是展現研究成果，注意細節，才是敬業樂業的表現。所以儘管本人視覺藝術天份奇差，也開始留意設計原理，也開始注意行內設計，才發現到處都是災難級的設計。

最近寫博士學位的期中報告，就Typography我已用了大半天參考不同文章。雖然對設計師來說可能見笑，但我這初哥已經盡力。最後Headings一致用無腦Helvetica，內文用Garamond，古典但優雅，讀起來才有可信、已確定(established) 的感覺，DNA序列用Courier，字距一致才容易做DNA並列對比。大家的論文又用什麼字體呢？（不才，懂設計的朋友請指教）

對於我這種設計白痴，中央聖學子的貼文都很啟蒙。從事科學的朋友，我們該好好注意自己的設計了，你的poster有犯這些錯誤嗎？

【Typography Matters】（營養長文!!!）香港美術及設計教育，一直以來都麻麻地重視 Typography（字體排印學）。近十多年遇着個別有熱誠有才能嘅教育工作者，偶爾會有小陽春，業界亦好視乎個別執業者取向；但整體上，香港地無論學院抑或業內，重視 Typography 嘅人，實屬小眾，practise 得好嘅，更係少之又少。個人電腦普及前，字體應用及排印，都必定交由專業人士負責，質素衰極有個譜；然而，差不多係人都識用 Word、Excel、小畫家等軟件打字、畫圖、列印、發佈後，因差劣 Typography 而引發嘅溝通錯誤及視覺污染——自文字及印刷術發明以來——係史上最最最最嚴重的。

科技賦予人類能力，但冇賦予知識。人人用電腦揀字款打字排版做所謂「文書處理」，但當中有幾多個懂得基本 Typography？或，當中有幾多個知道有「Typography」呢樣嘢呢？記得留學時老師講過，或許設計上有好多範疇都冇甚麼絕對黑白對錯，但係响 Typography 嘅領域，有唔少理論及應用係黑白分明對錯有特定準則的。「靚囉」好少會出自 typographer 把口。

早前有人留意到康文署有套經過精心設計嘅温文意雅告示標語橫額，甚為破格，引來網上小眾討論。今日陽光普照，離開鍵盤，到赤柱走走，畀我發現咗啲嘢。特意寫兩句與大家分享一下。🙂

［Layout］
求其粗疏地响聖士提反灣周圍𥄫𥄫，做咗個微型 visual audit，諗住學下嘢。Woow～！真係獲益良多，原來而家尖端標示設計嘅 typography 已經同我以前學嗰套好有距離。首先（見圖由上至下左至右），大大塊告示板，個 layout 唔似有 grid，相當 dynamic，四個主標示 zig zag 咁放，size 不大，語氣和善，活潑可人，綠綠藍藍與泳灘氣氛連成一片。

［Hyphen］
Typography 中，英語 punctuation（標點符號）往往最被忽略。「Please - No Kite-flying」三個字中有兩個 hyphens，「Kite-flying」嗰個冇咩問題，怪就怪在「Please」之後嗰個。因為 hyphen 一般用作 compound terms 或 word division，當破折號或冒號咁用好似比較罕見。

//
For most writers, the hyphen’s primary function is the formation of certain compound terms. Compound terms are those that consist of more than one word but represent a single item or idea.

In professionally printed material (particularly books, magazines, and newspapers), the hyphen is used to divide words between the end of one line and the beginning of the next. This allows for an evenly aligned right margin without highly variable (and distracting) word spacing.
//

同中文標點好唔同，英文類似破折號嘅短小橫線標點有三種：hyphen (-), en dash (–), em dash (—)，長度不一功能各異，唔可以亂用。

//
The en dash (–) is slightly wider than the hyphen (-) but narrower than the em dash (—). The typical computer keyboard lacks a dedicated key for the en dash, though most word processors provide a means for its insertion.
//

長話短說，日常應用嚟講 en dash 多數用嚟當「至」咁用，如日期或時間，「2005–2018」，「9:00 a.m.–5:00 p.m.」。正統前後冇 space，但我覺得若嫌太迫，kern 疏少少都無傷大雅。至於當破折號（或冒號）以作補充之用就應該用最長嘅 em dash。

//
The em dash is perhaps the most versatile punctuation mark. Depending on the context, the em dash can take the place of commas, parentheses, or colons—in each case to slightly different effect.

Notwithstanding its versatility, the em dash is best limited to two appearances per sentence. Otherwise, confusion rather than clarity is likely to result.

Do not mistake the em dash (—) for the slightly narrower en dash (–) or the even narrower hyphen (-). Those marks serve different purposes and are further explained in other sections.
//

［Apostrophe］
Prime mark (') 同 apostrophe (’)，前者係小直劃，後者係升高咗嘅𢭃號，再想發揮創意都唔應該用錯。鍵盤碼點打，呢度唔多講嘞，自己 google 啦。

［a.m. and p.m.］
「a.m.」、「p.m.」係拉丁文「ante meridiem」同「post meridiem」嘅縮寫，所以正寫應該係細階兼有點點。但係設計上有時想省略簡化正寫達至美感要求，我覺得响意思唔被干擾下，可以接受。但時間數字與 am 或 pm 中間，應該有 space，連埋寫成一個字咁會怪怪，尤其出現於正統聲明。

［Title Case vs Sentence Case］
究竟幾時用 title case，即每個字頭都大階；幾時先用 sentence case，即只得第一個字大階？！我有啲亂。我嘗試觸摸個 pattern，可能我資質太差，花咗成日都徒勞無功。

［Text Justification］
忽左忽右，我估本 guidelines 肯肯定有說明點用法，只係我呢個路人未察覺箇中奧妙而已。「Dangerous Goods Store」，畀我會將「Goods Store」排埋一行，以意思 break line 嘛。不過人哋咁排法，一定有 concept。

最後，發覺大標示板係用 Helvetica，小標語則用 Arial，當中有咩精心佈局或創意我唔敢亂估，只覺得呢種字款運用嘅 fusion 很富本地混雜視覺文化特色，好可愛。☺️

… … … … … … … … …

早前相關康文署標示淺評：
https://www.facebook.com/…/a.1015316723…/10159910797350570/…

Source & reference:
http://www.thepunctuationguide.com/hyphen.html
http://www.thepunctuationguide.com/en-dash.html
http://www.thepunctuationguide.com/em-dash.html
http://www.chicagomanualofstyle.org/…/HyphensE…/faq0002.html

史丹福大學知識分享: 做生意的九大元素 - 《Business Model Canvas 商業摸式圖》

如何定立及優化你的 Business Model Canvas 商業摸式圖?

做生意，你要認識你嘅 Business Model Canvas 商業模式圖，有九格。

肺炎第四波開始有減退嘅跡象， 等佢過咗之後，一連幾場星期六，我會在 Paragon Co-work Space 搞下做生意分享早餐會，大家交個朋友???? 互相俾下意見睇下盤生意有乜可以做好啲。

地點是觀塘 Paragon Co-Work Space。約3小時。

對象: 管理層/生意經營者/創業者，每場限4位。

有興趣參加的話，請 whatsapp 你的名片給 Suki (我助手) 5566 1335。肺炎第四尾聲後，她會再聯絡你。

免費 (我不是靠這行搵食?)。我請食早餐 ? Be friends ..... 多謝! 李根興 Edwin

www.edwinlee.com.hk
www.paragonasia.hk，
https://www.facebook.com/paragoninasia/

#paragonasia #做生意的九大元素

全文內容:

做生意，你要認識你嘅 Business Model Canvas 商業模式圖，有九格， 逐個逐個同你講。

肺炎第四波開始有減退嘅跡象， 等佢過咗之後，一連幾場星期六，我會在 Paragon Co-work Space 搞下做生意分享早餐會， 其中一場會講 Business Model Canvas，人少少，4位，大家交個朋友。講下你盤生意點善用 Business Model Canvas 嘅九格。

我2016及17， 連續兩年代表Cyberport 帶團去 Stanford Business School 有個創業 bootcamp ，教授 Baba Shiv and Sarah Soule 話創業做生意，你要了解自己嘅 Business Model Canvas.

(1) Value Propositions 價值主張

做生意，你先要知道你幫到人啲乜? 你有乜樣好過人? 點解人哋要揀你? 新啲? 快啲? 平啲? 靚啲? 型啲? Why you?

我做商舖基金，就係幫人哋用少啲嘅資金， 分散風險， 買舖唔使煩，提升回報。

Paragon Co-Work Space 就希望係東九龍集中火力，以幾個center 發揮協同效，提供畀創業者最優越嘅營商空間。

記住，想租 Co-Work Space 可聯絡 Samuel Szeto Tel: (+852) 6215 0550
www.paragonasia.hk，[email protected]

你呢? 你嘅 Value Propositions 價值主張係乜呢?

(2) Key Activities 關鍵活動

要帶出以上嘅價值主張，你每日應該做緊啲乜? 生產? 研究? 客戶服務? 解決問題? 建立平台聯繫客戶， 由佢哋自己交易? Whatever...

記住喎，你做嘅嘢，應該係帶到價值主張 key value preposition 畀你嘅客人。而唔係講一套做另一套， 花咗啲時間係無聊，人客都唔care嘅活動上。

Now you know why 我日日拍商舖片，已經拍咗二千幾條， 因為我最重要就係日日要睇舖。

(3) Customer Segment 目標客群

邊個係你班客呢? 大眾市場? Niche market? 男人/女人/成年人/學生哥?

個個都可以係你嘅客，but who is your primary customer? who is your most important customer? 主要及最重要客戶? 你要搞得好清楚，when in conflict，邊個利益行先?

我成日都話如果你係揸住港幣八百萬以上流動資產(非物業)，能夠投資最少三百萬以上喺商舖基金，你就係我 primary customer 你嘅利益行先。

你盤生意呢? Who are your customers? Who is your primary and most important customer?

(4) Channels 通路

你點樣搵到、掂到你班客呢? 班客又點識你、點搵你、點俾錢到你呢? 分五個階段: (1) 認知 Awareness (佢先要識你)，(2) 評估 Evaluation (再諗過計過), (3) 購買 Purchase (俾錢), (4)傳遞 Delivery (你提供產品或服務)，(5) 最後，售後服務 Aftersale Service，希望滿意回頭再幫襯。

你盤生意嘅掂到個客嘅Channel 係乜呢?

(5) Customer Relationships 客戶關係。

你點樣同你個客戶保持關係呢? One-on-One? 或 ATM 咁， 機械式，用電腦? 建立個客戶 Community 社群 ， 或者大家一齊俾 idea 共同創造 co-creation?

好似我咁，做咗我嘅商舖投資者，全部都會同我one-on-one有個whatsapp group，任何問題，我都即時回答。任何商舖最新發展， 內幕消息，同埋我哋買咗乜舖沽咗乜舖，我都會即時同佢溝通。 唔單止舖，佢哋好多個人投資同生意，得嘅話我都會提供我嘅意見及幫助。 佢畀得錢我使，我梗係第一時間幫佢。 Paragon co-work space 老闆都係我投資者之一， 佢幫我，我幫佢，當然我都想幫佢宣傳下Paragon Co-Work Space ?

你同你班客嘅關係又係乜呢? 會唔會幫襯咗你，其實你都唔知佢係邊個，大家根本冇溝通過呢?

(6) Key Partners 關鍵合作夥伴

你點叻都好，你自己做唔曬所有嘢。 你日常要同邊個多合作，改善關係，先能夠做到更好呢? 有效同供應商夾得好啲，生意會唔會易做好多?

我成日講笑咁講，我「真正」老闆其實係全港各大小地產經紀， 我日日都要擦佢哋鞋， 因為如果經紀唔畀荀盤我，我這行馬上唔駛做。Fit 馬都變跛馬。同經紀夾得好? Fit 馬變飛馬。

你呢? 你同 key partners 又夾成點?

(7) Key Resources 關鍵資源。

做你以上咁多樣嘢，你需要咩資源呢? 錢? 人? 知識? 廠房?

知道要乜，咁喺邊度搵呢? 點樣提高營運效率? 盡量用少啲資源，做多啲、做快啲呢?

如果我只是一個普通炒家， 大部分炒家都只係需要一個司機(揸佢周圍睇舖)，一個秘書(安排日常工作雜務)，一個會計(管理好盤帳，交少啲稅)，3個人就搞惦，炒幾十億貨都係三個就夠。

但一商舖基金嘅話， 受證監會監管， Responsible Officers 持牌人起碼要有兩個，Compliance Officer 又加多個，再加財務/會計監管，再加 License Representatives 又要考牌，年年續牌， 成立基今日要開曼群島 Cayman Islands 註冊， 律師/會計/基金行政費用一大堆，成本馬上大升。 咁你做生意就要自己計，值唔值得呢?

你呢? What are your key resources? 點搵? 無又點呢?

(8) Cost Structure 成本結構

你做生意嘅成本架構係乜呢? 你最貴嘅成本喺邊度? 大部係 Fixed Costs 固定成本? 或大部分係會隨着你嘅生意額上落 Variable Costs 呢 ?

老實說， 我公司同事們嘅老底(底薪)唔算高， 但佢哋嘅收入會隨著我哋嘅基金每季嘅表現 ，來分花紅。 因為我要班同事們及我哋嘅投資者大家利益一致。 基金賺錢，大家分多啲。基金蝕本，大家都無花紅。This is our cost structure! 你呢?

(9) 以上所有嘢都係支出，最後當然是收錢啦 - Revenue Stream 收益流。

你點收錢呢? 每件收? 每月收? 每次使用收?月費、年費? 版權費、 顧問費 、廣告費、利息、佣金? 係預繳、現金交收、或做完先收數? 會唔會有難尾? 送貨如送米，收數如乞米? 收入係唔係個個月都要有? 重複性購買? 或餐搵餐食餐餐清? 你係做緊農夫定獵人?

我自己嘅商舖基金會收首次認購費， 每個月會收管理費， 同埋間舖賣咗出街之後賺錢，會收表現分紅 performance fee. 賺就收，唔賺就唔收。 之前嗰兩項叫做「維皮」， 表現分紅先至係我哋嘅肥豬肉。你呢? 錢從邊道嚟，點嚟呢?

記住做以上12345678一啲都唔難， 免費嘅話，十萬個人搵你做。 最難嘅係第九，收錢。 但其實收錢都唔難。 你可以支出100蚊，收得廿蚊。蝕80蚊，咁你要繼續的話可能要不斷地「籌錢」， 吹水吹到以後個餅好大， 希望有投資者畀你錢繼續燒。咁下期你可能支出200蚊，收入80蚊， 感覺收入大升，但其實可能仲蝕多咗。 今時今日，好多初創企業就係咁。 收入係多咗，但蝕得更多。

無話對與錯，大有大做細有細做，做生意你可以專注「籌錢」，亦都可以專注「賺錢」。我選擇「先賺錢、再籌錢」，因為賺到嘅錢係自己嘅，籌錢嘅錢係欠人嘅， 感覺真係好唔同! 我自己做商舖基金，就係exactly 「先賺錢、再籌錢」， 如果憑我自己能力都未能夠賺錢，我邊有資格去籌錢，幫客人搵更多錢呢?

記住，最好嘅生意應該係收入多過支出， 而且多過好多，持續地多， 咁你就本事! I like this business.

有興趣以上九個做生意嘅元素，Business Model Canvas 的:
(1) Value Propositions 價值主張
(2) Key Activities 關鍵活動
(3) Customer Segment 目標客群
(4) Channels 通路
(5) Customer Relationships 客戶關係
(6) Key Partners 關鍵合作夥伴
(7) Key Resources 關鍵資源
(8) Cost Structure 成本結構
(9) Revenue Stream 收益流
肺炎第四波後嘅星期六，我一齊同你小組分享下， 度下你們生意點做好啲。有興趣 send 卡片畀 Suki， 喺 Paragon Co-Work Space 呢度見啦!

Business Model Canvas Download https://upload.wikimedia.org/wikipedia/commons/1/10/Business_Model_Canvas.png