Working with Both Eastern and Western Developers as a Service Provider

“working with both Eastern and Western
developers as a service provider”
Owen Shen
Business Manager
Twisted Hand Studio., Ltd

Twisted Hand Studio., Ltd
we are a 50-people game art outsourcing company based in Nanjing, China.
owen@twistedhandstudio.com

Photoshop 2019cc
SAI
AI
3DSMax
Maya
Zbrush
Substance Painter
Substance Designer
Marvelous Designer
Unreal Engine 4
Unity 5
Proprietary Engines
etc..

2D Services:
- Concept Design, Illustration, UI graphic.
- Matte Painting, Mood Board, Story Board.
- Realistic, Western Style, Japanese Style, Chinese Style, etc

3D Services:
- Modeling, Texturing, Rigging, Key-frame Animation, etc.
- Characters, Environment, Props, Weapons, etc.
- Realistic, Super-Realistic, Cartoony, Stylish, etc.

Why do I have to work with both Western and Eastern clients?
Because I have worked with these people

First of all, time difference could be a problem, if you are
working with people from all different time zones.

What is so different?
1. Culture
2. Art Style
3. Market (mainland China)
4. Policy (mainland China)

1. Cultural Difference
Business Etiquette in Western Culture

Business Etiquette in Japan

Business Etiquette in China

“Stereo-types”
0
1
2
3
Western Japan China
Loyalty
Communication
Generosity
European/American: easy to talk with, but they leave you easily for a better choice.
Japan: very hard to get their trust at the very beginning, but extremely loyal once
you pass all their due diligence.
China: well..

2. Difference in Audience/Art Styles
The art styles appealing in China’s market

The art styles appealing in Western market

The art styles appealing in Japan’s market

Mobile game development are dominated by few Magnates.
3. Difference in the Market

Mobile game publishing in China is unique.
Apple’s App Store has a Chinese Version for China

Google Play is Blocked in China
So Instead of Google Play, these are the App Stores where the player get their games.
Phone Maker Phone Maker Phone Maker Phone Maker Search Engine Anti-virus

4. Difference in policy
Paper Works
“ISBN” is mandatory, and the queue is pretty long.
(its been one and half year since my application,
and I still have not got it..)

Healthy Gaming Advice

“Harmonize” and “localize” your games before come to China.
Principals:
- None sexual contents
- None violence
- None political

None sexual contents

Now imagine this game….

None violence
PUBG Mobile
(Exciting Battleground)
Game For Peace
(Peace Elite)

Waves good bye~

Gives out weapons peacefully Green blood
(is it even blood?)

So my personal advice
for doing business across different cultures is…

For Japan:
- Be patient and very professional.
- Pay great attention to details.
- Don’t give up until you build a long-term relationship.
For Western Market:
- Get directly to the point and talk business.
- Go to all valuable game shows.
For China:
- Build social connections first.
- Install Wechat on your phone.
- Go to the dinners, and try not to get yourself too drunk.

Thank you！
Web: www.twistedhandstudio.com
Email: owen@twistedhandstudio.com
Skype: owenshen50

Working with Both Eastern and Western Developers as a Service Provider

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