Character is like a tree and reputation like its shadow. When Huawei, the Chinese network equipment vendor, decided to take the initiative in addressing its image problems in the US, it chose this saying by former US president Abraham Lincoln to make a point.品格如树根，名誉如影。当中国网络设备制造商华为要求采行主动，解决问题其在美国的形象问题时，它搭配了美国前总统亚伯拉罕?林肯(Abraham Lincoln)的这句话来阐述观点。“In recent years, misperceptions and rumours have been the shadow of Huawei, affecting Huawei’s reputation and, we believe, the United States government’s judgment of Huawei,” wrote Ken Hu, the company’s then vice-chairman in February 2011 in an open letter lamenting his company’s virtual exclusion from the US market for suspicions that it might be a national security threat.2011年2月，时任华为副董事长的胡厚昆(Ken Hu)在一封公开信中回应：“近年来，误会和谣言如影随形地跟随华为。

我们指出，这影响了华为的声誉以及美国政府对华为的评判。”他在信中责怪，由于美国猜测华为有可能威胁国家安全性，华为完全被推开在美国市场门外。Mr Hu then invited the US government to carry out “a formal investigation of any doubts it may have about Huawei in an effort to reach a clear and accurate conclusion”.随后胡厚昆邀美国政府“对华为不存在的任何批评发动月调查，以期得出结论明晰精确的结论。” On Monday that conclusion was reached. But it is certainly not what Huawei management, and Mr Hu – now acting chief executive – may have hoped for. Wrapping up a year-long investigation into the company and its smaller rival ZTE which began on Mr Hu’s urging, the US House Committee on Intelligence found that the risks associated with Huawei’s and ZTE’s provision of equipment to US critical infrastructure “could undermine core US national-security interests”.本周一，调查得出结论了结论。

不过结论认同不是华为的管理层以及现任代理首席执行官的胡厚昆所期望的。美国众议院情报委员会(US House Committee on Intelligence)完结了在胡厚昆呼吁下启动的、对华为及其较小的竞争对手中兴(ZTE)为期一年的调查，找到华为和中兴向美国关键基础设施获取设备所带给的风险“有可能伤害美国的国家安全性核心利益”。One of the recommendations from the intelligence panel is that the Committee on Foreign Investment in the US (Cfius), which already examines mergers and acquisitions, be given the task of probing purchasing agreements – a situation under which Huawei and ZTE could be completely blocked from the US market. It also calls for a probe into Chinese government support for its telecom equipment makers.情报委员会明确提出的建议之一是，让早已专门从事收购检查的美国外国投资委员会(CFIUS)分担调查订购协议的任务（在这种情况下，华为和中兴可能会被几乎推开在美国市场门外）。它还敦促对中国政府向国内电信设备制造商获取的反对发动调查。

For Huawei and ZTE, the implications are wide ranging and long term. There could be trade action, future acquisition plans are even less likely to succeed and even smaller contracts with regional operators, of which Huawei has been able to land a few, could become more difficult to achieve.这对华为和中兴的影响普遍而将来。可能会有贸易行动，未来的收购计划顺利几率更加小，甚至从地方运营商夺得较小合约（华为获得了几笔）都会显得更为艰难。

The overall message is simple: they are not welcome in the US market. “They seem to be saying: we view you as the enemy because you are from China,” said a US citizen who works at Huawei’s US headquarters in Plano, Texas. “Why isn’t there similar scrutiny of companies like [Sweden’s] Ericsson or [France’s] Alcatel-Lucent?”总体信息很非常简单：它们在美国市场不热门。在华为坐落于德克萨斯州普莱诺美国总部工作的一名美国公民说道：“他们或许在说道：我们把你们视作敌人，因为你们来自中国。

为什么（瑞典）爱立信(Ericsson)或者（法国）阿尔卡特-朗讯(Alcatel-Lucent)之类的企业没受到类似于的注目？” Mr Hu’s outpouring raised eyebrows at the time but it was the result of frustration accumulated for almost a decade. While the company kept investing in the US, building a local research and development presence, sales force and security architecture, it kept being rebuffed.胡厚昆当时的言论令人瞩目，但那是将近10年期间累积下来的惨败的结果。虽然华为仍然在美国投资，在当地创建研发中心、销售团队和安全性架构，但还是大大受到敌视。

In 2008, Huawei was forced to drop a joint bid with Bain Capital for 3Com, the US network equipment maker following objections from Cfius. In 2010, the company lost out to rivals in bidding for a major contract from Sprint after the commerce secretary called the US carrier’s management expressing concerns about the deal. And last year Huawei even had to abort a deal to buy patents from 3Leaf, a US technology company, after Cfius suggested it bow out.2008年，由于美国外国投资委员会赞成，华为不得不退出与贝恩资本(Bain Capital)合力竞购美国网络设备制造商3Com。2010年，华为对Sprint一笔大额合约的竞标败给了竞争对手，原因是美国商务部宽约见Sprint的管理层，传达了自己对华为的忧虑。

去年，在美国外国投资委员会回应赞成之后，华为退出了出售美国科技公司3Leaf专利的计划。But Huawei’s moves over the past two years show that the company has been preparing for a day like this. At the same time Mr Hu campaigned for a fair hearing, management restructured the company to help it diversify away from the network infrastructure business into selling handsets and tablets to consumers and equipment and services for enterprises.但过去两年华为的措施指出，该公司早已预料到了这一天。在胡厚昆大力敦促进行公平听证会的同时，管理层调整了公司结构，从网络基础设施业务向多元化发展，转入面向消费者的手机和平板电脑领域，以及面向企业的设备和服务领域。

Huawei has been pouring millions into building a consumer brand, and has been pushing handset sales. ZTE is mirroring the move. “The handset market is not only larger but also faster growing,” said Shi Lirong, ZTE chief executive, in an effort to explain why the company was shifting focus from network equipment to cellphones.华为投放数百万美元打造出消费品牌，并仍然推展手机销量。中兴也在效仿。中兴首席执行官史立荣回应：“手机市场不仅更为可观，而且快速增长更为快速增长，”他在说明中兴为什么从网络设备向手机业务移往时回应。Although Huawei executives deny the shift means the company is giving up on the US market, the changes are making it less vulnerable to being blocked out of the US because handsets and enterprise business are considered less sensitive than supplying network infrastructure.尽管华为高管坚称这种移往意味著该公司退出了美国市场，但这些变化使其不那么更容易被美国拒之门外，因为与供应网络基础设施比起，手机和企业业务被指出不那么脆弱。

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