My Experiences of Doing Business with China
Expect the unexpected?
Challenges and tactics
Duncan Chapple
Managing Director...
2
Highlights
15 years experience of
working with business
people from Greater China
Deloitte
EAST WEST PR/
Brodeur
Worldwide...
Aim for long-term success
❖ Be modest, patient and polite
❖ Leave the jokes at home
❖ Be formal and respectful
❖ Be focuss...
Harmony, or hell
❖ Saving face
❖ “No”isn’t heard, or said
❖ Under consideration
❖ ‘British’avoidance
❖ Confucian ideal is ...
Relationships are the true capital
❖ Cultivating successful
relationships is a vital, long-term
activity.
❖ People want to...
Partners aren’t agents
❖ Major tangible and intangible
investments into partners
❖ Extensive hospitality
❖ “Homelandish" g...
Look forward
❖ Getting paid can be tricky
❖ SAFE controls foreign
exchange
❖ Be very clear up front about
when you need pu...
Win-win networking
❖ Huge, growing opportunities
expanding with your network
❖ Invest in your partners
❖ Look for how you ...
Summary
China: Expect the
unexpected?
❖ Aim for long-term success
❖ Harmony, or hell
❖ Relationships are the true capital
...
My Experiences of Doing Business with China
Expect the unexpected?
Challenges and tactics
Duncan Chapple
Managing Director...
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6 ways to work better with Chinese businesspeople

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This presentation summarises the challenges and tips for managing them when doing business in China. The presentation is created by Duncan Chapple for China Unbound's April event. For more information on the next event, search for 'China Unbound' on LinkedIn.

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6 ways to work better with Chinese businesspeople

  1. 1. My Experiences of Doing Business with China Expect the unexpected? Challenges and tactics Duncan Chapple Managing Director Kea Company 1
  2. 2. 2
  3. 3. Highlights 15 years experience of working with business people from Greater China Deloitte EAST WEST PR/ Brodeur Worldwide Lighthouse True Heart London Business School Kea Company Global DDT marketing & communication team Establish international practice in Chinese- speaking region Developing IT trade between Europe and Greater China Trustee of charity serving Chinese in Britain Member of international council advising on mainland China strategy Helping Greater China firms to export and partner in Europe 3
  4. 4. Aim for long-term success ❖ Be modest, patient and polite ❖ Leave the jokes at home ❖ Be formal and respectful ❖ Be focussed and attentive ❖ “Quick wins”can be quick losses ❖ Bureaucracy ❖ Integrity ❖ Case study: Cut and Paste 4
  5. 5. Harmony, or hell ❖ Saving face ❖ “No”isn’t heard, or said ❖ Under consideration ❖ ‘British’avoidance ❖ Confucian ideal is harmonious ❖ Duty, loyalty, respectful ❖ Lack of harmony can provoke the maximum resistance ❖ War story: role plays 5
  6. 6. Relationships are the true capital ❖ Cultivating successful relationships is a vital, long-term activity. ❖ People want to know you, not just your product, before they trade ❖ Gaunxi - connections want mutually-beneficial business and socialising ❖ War stories: case studies 6
  7. 7. Partners aren’t agents ❖ Major tangible and intangible investments into partners ❖ Extensive hospitality ❖ “Homelandish" gifts ❖ Do their favoured activity ❖ Deals made socialising ❖ Time, knowledge ❖ War story: Door opening 7
  8. 8. Look forward ❖ Getting paid can be tricky ❖ SAFE controls foreign exchange ❖ Be very clear up front about when you need purchase orders and payments ❖ A good bank can advise you on security of payment ❖ War story: still not paid ❖ War story: cash on delivery 8
  9. 9. Win-win networking ❖ Huge, growing opportunities expanding with your network ❖ Invest in your partners ❖ Look for how you can facilitate, think“win-win”not just“sell” ❖ Create value for others ❖ Focus ❖ Regions ❖ Small numbers of partners 9
  10. 10. Summary China: Expect the unexpected? ❖ Aim for long-term success ❖ Harmony, or hell ❖ Relationships are the true capital ❖ Partners aren’t agents ❖ Look forward ❖ Win-win networking ❖ More: http://bit.ly/DuncanChina
  11. 11. My Experiences of Doing Business with China Expect the unexpected? Challenges and tactics Duncan Chapple Managing Director Kea Company 11

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