原文地址： https://www.solipsys.co.uk/new/SellYourselfSellYourWork.html?yc25hn

推销自己，推销你的作品......

Doing technically brilliant work may be enough for your personal gratification, but you should never think it's enough. If you lock yourself in a room and do the most marvellous work but don't tell anyone, then no one will know, no one will benefit, and the work will be lost. You may have derived personal satisfaction from it, but as far as the wider world is concerned, you may as well not have bothered. For the world to benefit from your work, and therefore for you to benefit fully from your work, you have to make it known.

做技术精湛的工作可能就足够了 个人 满足感，但你永远不应该认为这就足够了。如果您锁定 你自己在一个房间里，做着最了不起的工作，但不要告诉 任何人，那么没有人会知道，没有人会受益，而这项工作 将丢失。您可能已经派生了 个人对它的满足感， 但就更广阔的世界而言，你还不如没有 困扰。让世界从您的工作中受益，因此 要想从你的工作中充分受益，就必须让大家知道。

In short, you have to "advertise".

简而言之，您必须“做广告”。

I've dealt with any number of technically brilliant people who produce outstanding work. The majority of them never bothered to write down their work and communicate it to others - report writing is too boring, uninteresting, and hard. And irrelevant. Or so they thought.

我与许多技术才华横溢的人打过交道，他们创造了出色的作品。他们中的大多数人从来没有费心写下他们的工作并与他人交流——报告写作太无聊、无趣且困难。而且无关紧要。或者他们是这么想的。

But if you've done great work, if you've produced superb software or fixed a fault with an aeroplane or investigated a problem ... without telling anyone, your work is wasted. You have to write, you have to tell people, and you have to do so in a way that they will take notice.

但是，如果你做得很好，如果你制作了出色的软件或修复了飞机的故障或调查了问题...... 不告诉任何人，你的工作就白费了。你必须写作，你必须告诉人们，而且你必须以一种他们会注意到的方式进行。

You don't necessarily need to make it flashy, whizzy, colourful and animated, but you do have to present it well. Spelling errors may not obscure the meaning, but you will lose some of your audience. Poor punctuation may not matter to you, but your intended audience may be put off by it. Muddied writing with no clear purpose makes it hard for the reader to understand your point.

你不一定需要让它华丽、华丽、多彩和动画化，但你必须很好地呈现它。拼写错误可能不会掩盖含义，但您会失去一些观众。糟糕的标点符号对您来说可能无关紧要，但您的目标受众可能会因此而望而却步。没有明确目的的浑浊写作会让读者难以理解你的观点。

Write clearly and concisely, however, and your work may well save others' time and effort. And gain you reputation.

然而，写得清晰简洁，你的工作很可能会节省别人的时间和精力。并赢得您的声誉。

It seems crazy to require that technically talented people should be forced to spend time doing something - report writing - at which they're not gifted, but how else can the world benefit from their brilliance? Without communicating their ideas, their work is lost and might never have been.

要求有技术天赋的人应该这样做似乎很疯狂 被迫花时间做某事 - 报告写作 - 在哪 他们没有天赋，但世界还能如何从他们的 辉煌？如果不交流他们的想法，他们的工作就会丢失 而且可能永远不会。

Of course, this is one of the benefits of being an entrepreneur or the founder of a business. The benefits of your work are there to be seen - you don't have to play the office politics of constantly justifying your existence. If you don't have customers, or if you don't have advertisers, then you won't survive. If you do have customers, or you do have advertisers, then your existence is justified by the work you've done.

当然，这是成为企业家或企业创始人的好处之一。你工作的好处是有目共睹的——你不必不断地玩办公室政治来证明你的存在是合理的。如果你没有客户，或者你没有广告商，那么你就无法生存。如果你确实有客户，或者你确实有广告商，那么你所做的工作就是证明你的存在是合理的。

But you still have to sell! You now have to sell your company's product or service, you now have to get known so that people will start to use your product or service, or people will constantly visit your website, which then attracts advertising. Whatever, you need to sell! A company lives and dies by what it sells.

但你仍然必须出售！您现在必须销售您公司的产品或服务，您现在必须广为人知，以便人们开始使用您的产品或服务，或者人们会不断访问您的网站，从而吸引广告。不管怎样，你得卖掉！一家公司的生死取决于它所销售的产品。

Some people say that the sole purpose of a company is to make money. Others are more idealistic and say that it's to make the world better, or to make their employees' lives better, or some other goal. But without making money, everything else is moot.

有人说，公司的唯一目的是赚钱。其他人则更理想主义，说这是为了让世界变得更好，或者让他们的员工生活更好，或者其他目标。但是没有赚钱，其他一切都没有意义。

But the word "sell" doesn't necessarily mean what you think it means. Richard W. Hamming wrote about this in his talk entitled "You and Your Research", given as a Bell Communications Research Colloquium Seminar on 1986/03/07. The side-box is a small excerpt from this talk, transcriptions of which can easily be found on-line.

但“出售”一词并不一定是指您认为的意思。Richard W. Hamming 在他题为“您和您的研究”的演讲中写道，该演讲于 1986 年 3 月 7 日作为贝尔通信研究座谈会研讨会进行。侧框是本次演讲的一小段摘录，其转录可以很容易地在网上找到。

So let the world benefit from your work.

因此，让世界从您的工作中受益。

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Richard W Hamming wrote about one's work:

理查德·汉明 （Richard W Hamming） 写道：

... you can either do it in such a fashion that people can indeed build on what you've done, or you can do it in such a fashion that the next person has to essentially duplicate again what you've done ...

... 你可以以这样一种方式去做，这样人们确实可以在你做过的事情上再接再厉，要么你可以以这样一种方式去做，以至于下一个人基本上必须再次复制你做过的事情......

... it is not sufficient to do a job, you have to sell it. "Selling" to a scientist is an awkward thing to do. It's very ugly; you shouldn't have to do it. The world is supposed to be waiting, and when you do something great, they should rush out and welcome it. But the fact is everyone is busy with their own work. You must present it so well that they will set aside what they are doing, look at what you've done, read it, and come back and say, "Yes, that was good."

... 做一份工作是不够的，你必须卖掉它。“推销”给科学家是一件很尴尬的事情。它非常丑陋; 你不应该这样做。世界应该在等待，当你做一件伟大的事情时，他们应该冲出来欢迎它。但事实是每个人都忙于自己的工作。你必须把它呈现得如此出色，以至于他们会把他们正在做的事情放在一边，看看你做了什么，读了它，然后回来说，“是的，那很好。

... ask why you read some articles and not others. You had better write your report so when it is published ... as the readers are turning the pages they won't just turn your pages but they will stop and read yours. If they don't stop and read it, you won't get credit.

... 问问你为什么读一些文章而不是其他文章。你最好把你的报告写出来，这样当它发布时...... 当读者翻页时，他们不仅会翻你的书页，还会停下来阅读你的书页。如果他们不停下来阅读它，你就不会得到荣誉。

You have to learn to write clearly and well so that people will read it, you must learn to give reasonably formal talks, and you also must learn to give informal talks.

你必须学会写得清楚和好，这样人们才会读懂，你必须学会进行相当正式的演讲，你还必须学会进行非正式的演讲。

From "You and Your Research".

摘自“You and Your Research”。

For reference, some of Hamming's work includes Hamming codes, the Hamming matrix, the Hamming window, Hamming numbers, the Hamming bound, and the Hamming distance.

作为参考，Hamming 的一些工作包括 Hamming 代码， 汉明矩阵、汉明窗、汉明数、 Hamming bound（汉明边界）和 Hamming distance（汉明距离）。 https://en.wikipedia.org/wiki/Richard_Hamming