Business solutions

Doing business with the Chinese

In the west, companies like to do business with companies and individuals who often simply represent the corporations behind them, Roles and responsibilities are fairly clear and relatively uncomplicated. However, if you are keen to harness the global powerhouse that China represents then you must be prepared to throw out everything you know about doing business in the West and be prepared for a very different kind of business relationship.

 

In China, Chinese are reluctant to do business with strangers and your contact will want to get to know you as a person first. If you are to succeed in China you will have to reconcile yourself to putting a great deal of effort into the personal side of the relationship. An appreciation of just how different that relationship can be could easily make or break a deal. You are just as important to your Chinese counterpart as the product or service you are hoping to sell. Seemingly old-fashioned qualities like trust, friendship, openness and 'bonding' carry huge significance in Chinese business. Your Chinese counterparts will want to get to know you in a social context before any deal is done. You will be wined and dined on a grand scale and socialising is all part of the 'bonding' process. It is essential to build up a long- term personal friendship and relationship prior to conducting any type of business in China. SBC will help you to improve and smooth these business relations for your company.