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BATTLE PLANS: How to win in China
DO:
befriend the Chinese. A Mandarin or Cantonese version of your website, membership in Chinese-Canadian business associations or support for Chinese youth studying in Canada are simple ways to prove your interest and support for China, where relationships rule business.
DON’T:
be dazzled by the numbers. Yes, 1.3 billion people populate the country, but many of them are poor.
DO:
look for local partners, not just customers. Many firms don’t need or can’t afford Western products and know-how, but they can hook you up with companies that do.
DON’T:
expect your business practices or made-for-Canada products to fly. The Chinese insist on adapting products, systems and services to their needs and ways.
DO:
offer innovations and top quality. China doesn’t have a great appetite for “me too” products — it can make them itself. Bring added value to the table.
DON’T:
MR
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© 2004 Marion Raycheba
