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Guānxi: Doing Business in China

January 21st, 2009 @ 10:26 am

3 Comments

Categories: Managing Globally

Tags: China, Entrepreneurship, Blogging, Strategy, Management, Internet, Sean Silverthorne

Westerners approaching potential partners in China for the first time are often mystified by the culture and business practices they confront. If you don’t know what you are doing in Guangzhou or Beijing, a deal you thought you had in the bag can quickly explode into a thousand bits of paper.

Enter American Express Vice Chairman Ed Gilligan, who oversees the company’s global B-2-B group. In an excellent post on his Harvard Business Publishing blog, Gilligan outlines an intelligent approach to developing relationships in China.

“In China, success is defined by more than just the economic impact of a deal. To be successful in business ventures with (and in) China, you need to invest time in building relationships, understanding cultural dynamics and gaining Guānxi - the personal connection and understanding between two people which helps to get things done.”

Here are four questions Gilligan suggests you need to understand before building relationships with Chinese partners:

  1. How much are you willing to share with your potential Chinese partners so they can learn from your experiences and what should you ask in return?
  2. To what degree will you accept a different business model in China in return for more long term potential?
  3. Can you position your deal to not only have a positive impact for your potential partner but for the broader Chinese economy and society?
  4. What is your partner’s opinion about you and your company and what are their sources of information?

Read his full post for more details. And here’s an interesting comparative view of entrepreneurship in China and India by Harvard Business School professor Tarun Khanna.

Tell us about your wins or losses in doing business with Chinese partners. What tips can you pass along?

 
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    1

    rsqrd

    01/22/09 | Report as spam

    RE: Gu??nxi: Doing Business in China

    I have observed that the Chinese seem to demand that manufacturers selling in China make some of the product there. They take that knowledge and soon develop the expertise to put the source out of business. I have seen that happen with Corning that thought it could sell optical fiber in China. It built factories there tro produce some. Then the Chinese having learned the tricks of production now not needing corning make all the optical fiber they need and seem to supply the world. Corning seems to have gotten out of the optical fiber business and is now trying to make a got of HDTV screens. Its not China but Korea once manufactured Honda cars, then they decided they could do the job themselves and now call the product Hundai.

  •  
    2

    mensoelrey

    01/22/09 | Report as spam

    RE: Gu??nxi: Doing Business in China

    I suggest learning some of the language. Anywhere you go, if you can speak even just a bit of the language, you impress the people. Also, if you do not already, learn to use chopsticks, learn to enjoy fish and learn to drink.

    In conversation, do not start with business. Ask about the person's hometown and the food in his or her hometown. Ask them to teach you a word or two in his or her dialect. And avoid getting offended when they stereotype you. Stereotypical thinking is a feature of the culture.

    To add to Ed Gilligan's suggestions, you should also be able to justify your deal in relation to the government. It may not matter, but it may be very important. The government has its hand in everything. If you are not good friends with the government, or have a partner or friend with the government, you might not get anywhere. Given that, if you meet any government officials of any worth, wine and dine them. Give them things from your hometown, or cartons of cigarettes or bottles of liquor. You will slowly build relations with them. That is what it means to have good guanxi.

  •  
    3

    WORLDWIDESHARES

    05/11/09 | Report as spam

    RE: Gu??nxi: Doing Business in China

    CHINA, ready to lead...?

    I have spent the last month travelling around ASIA to try to find an answer to this question. Just now, when we are in the middle of a global crisis, with almost all foundations of economy in danger, I wanted to answer myself about the role that each country is going to take to lead the world out of this recession period.

    I travelled to Hong Kong, Shanghai, Taipei and Seoul. I spent a certain time reading the local press, involving myself with their domestic issues, and watching and asking about the role of Hong Kong, China, Taiwan and South Korea in the future recovery process.

    China latests are focused on the opening of Shanghai Stock exchange listings to foreign companies, but still with the limitation of doing it only with yuan currency, and still being not convertible.
    Hong Kong, who belongs to China, but with a S.A.R. ( special administrative regime ) is deciding now its own future, since Shanghai and itself must now compete to become the financial centre of the "new" China.

    Taipei celebrates that for the first time in six decades, a mainland company, China Mobile is due to acquire a 20% stake in a local communications carrier, breaking with this step, the so long disputes among these 2 asian states. Nevertheless, some old nationalists from Taiwan see into this movement from mainland, the challenge of a new adhesion process, similar to the one carried with Hong Kong.

    And finally, Seoul is focused on recovery the way they best know. That is, working tough and smart to become again what two years ago it really was... an still unknown, but highly effective and productive capitalist economy.

    So, the answer to my question was not easy, but I think I can clarify some things that really matters to a global economy world.

    China strategy along the years has been to manufacture goods at a low work labour cost, and sell them mainly to the US and Europe. Now, with 1,3 billion people living in the mainland, they realise that their real market may be inside, may be domestic. But to go along with this change in the way exports are handled, is not an easy task... but you can see already some interesting movements, such as the recently signed collaboration with India, to get a chunk into the OUTSOURCING market, as well as, the already mentioned opening of Shanghai Stock index to foreign companies.
    So the path seems to be built ahead, but still with critical issues such as if yuan will become the reference currency, if it will be flexible against other international currencies, or even maybe, if China and its allies decide to launch a takeover bid against dollar and euro world supremacy.

    My opinion resides on the idea that in a not so long future, we will start looking at Shanghai index closings the same way we do it with Wall Street now.

    If China converges into a more open performance, USA supremacy as the first economy in the world may be in danger.

    China will try to joint Hong Kong current power and international presence, with Shanghai newest challenges. At the same time, it will break old and stupid disputes with Taiwan and even South Korea, to walk along a new asian world, capable of assuming the role of leading it.

    India will have to decide if it goes alone in this new era, with its 1,1 billion people and therefore, their impressive economic and social potential... or decides to take part with the US or with CHINA. That decision is going to become critical for India in the very near future.

    But, for sure, we do not expect China president to become a worldwide "prime time TV star" the same way the US does with its presidents. We will never know if China president has bought a dog called "Bob" to his daughters... we even won?t know if he has kids at home,... or if his wife is dating another men ...

    We must expect a new role, focused on discretion, hard work, no discussions, but highly effective and consumer oriented strategies.

    If the US unveils its secret CIA files, ... China will continue with its secrecy in domestic critical matters.
    If the US continues fighting muslims in Afghanistan, China will stretch its ties in a peaceful way with its long time disputed neighbors, trying to consolidate its presence in Asia.
    If the US continues with prime time interviews, China will present only specific topics of its politicians activities.

    This does not mean OPEN economies vs CLOSED ones, but it means, to be focused on real issues and leave marketing or branding for others.




    Jose Luis Revilla Escudero
    President
    WW Shares, Inc
    www.worldwideshares.blogspot.com

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