Engaging China Presentation


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Insights about critical success factors and approaches for doing business with China

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Engaging China Presentation

  1. 1. Engaging China: the realities for Australian businesses<br />www.abfoundation.com.au<br />
  2. 2. <ul><li>Australian Business Foundation study
  3. 3. Insights about critical success factors and approaches for doing business with China
  4. 4. Background analysis
  5. 5. 25 business case studies</li></li></ul><li>What’s special about this study<br />Not a primer, but a reality check<br />Range of business models, firm sizes and industries<br />Actual experiences, beyond the hype<br />
  6. 6. About the project team<br />Dr Keith Suter<br />International Relations Expert <br />and Commentator<br />Sara Cheng <br />Manager-Greater China<br />Catherine Armitage Experienced China Journalist and Writer<br />Rab Memari<br />International Market Analyst<br />Christine Gibbs Stewart<br />International Trade Specialist<br />
  7. 7. Business case studies<br /><ul><li>Altium
  8. 8. ANZ
  9. 9. Australian and New Zealand Institute of Insurance and Finance (ANZIIF)
  10. 10. Aus-Sino Focus Group Limited (ASF)
  11. 11. Babekühl Production
  12. 12. BigWorld
  13. 13. BMDi TUTA
  14. 14. CEM International
  15. 15. CIROA Homewares
  16. 16. De Bortoli Wines
  17. 17. Ferguson Australia
  18. 18. Ilum-a-Lite
  19. 19. International Wool Promotions (Interwool)
  20. 20. Johnson Pilton Walker (JPW)
  21. 21. Kingold Group
  22. 22. Linatex
  23. 23. Mammoth Merchandise
  24. 24. McKay Associates
  25. 25. Melbourne Business School (MBS)
  26. 26. Minter Ellison
  27. 27. Platinum International Cargo
  28. 28. Professional Public Relations (PPR)
  29. 29. SWA Water Australia
  30. 30. Smouha
  31. 31. Westray Engineering</li></li></ul><li>Findings at a glance<br />Massive change<br />Diversity<br />Scale<br />Agility<br />Fast learning<br />Cultural differences<br />Relationships<br />Complex, ambiguous and volatile environment<br />‘Best of Breed’<br />Adaptable<br />Well-informed business strategy<br />
  32. 32. Business environment<br />Culture – saturates all aspects of engagement<br />Relationships –“guanxi” is pervasive<br />Government – means business<br />
  33. 33. Business operations<br />Talent and skills<br />The indispensable need for the right skills and for the local Chinese manager<br />Quality<br />Raising the bar on quality with clear communication and managing expectations<br />Finances<br />China needs the usual due diligence for financial transactions<br />
  34. 34. Business operations<br />Intellectual Property<br />Intellectual property to reflect the wider business strategy – compete on innovation and design<br />Communication<br />Good communication is a vital tool of trade<br />Partners<br />The right partner is an essential element and needs investment of time and effort<br />Customers and Clients<br />Selecting the right customer is as crucial as selecting the right partner<br />
  35. 35. Business opportunities<br />Manufacturing in China for other strategic advantages, not just low cost<br />Services success often unrecognised<br />Different business strategies, but common threads drive success<br />
  36. 36. Insights<br />Looking beyond stereotypes<br />Opportunities for small global enterprises<br />Success through services<br />Adaptability in the face of complexity<br />
  37. 37. Conclusions<br />No one single model, but:<br />master relationships and culture<br />be both focused and agile<br />proficient in the business fundamentals.<br />Keep up to date with new knowledge on China.<br />Reality check helps avoid being mesmerized by huge potential.<br />Capitalise on opportunities for ‘small global enterprises’. <br />www.abfoundation.com.au<br />