There is so much material on Business in China : 'How Chinese people do business', 'How Chinese business differs from the West', 'Do's and Don'ts of Chinese Business' etc
On my third trip to China, I had come as a different entity, a businessman. Not an intern, nor a teacher, but the Managing Director. I was to experience in all its glory, the renowned Chinese hospitality afforded to Western businessmen.
Here are a list of 8 Things which you typically see in a 'business in China' hand book, I will give you my take on if I experienced them and to what extent they are different from any other place in the world.
False. Anhui SME Matchmaking event was an absolute hoot. Dad and I sat at a table as just like Dragons Den we pitched our green roof business to a row of different construction giants, trade companies, contractors, insulator manufacturer. Ok we weren't closing any deal with any tangible outcome, but we seemed to be shaking our hands after pretty much everyone meeting with a promise of 'co-operation' or 'collaboration'- the two buzzwords of the whole trip
True-ish. We had stocked up on whisky and the present went down well with our two main hosts. In return we received books, notepads, perhaps China has downscaled somewhat since the corruption cutdown.
So, in retrospect, the business guides were apparently right about doing business in China, or at least we saw elements of this on show.
On my third trip to China, I had come as a different entity, a businessman. Not an intern, nor a teacher, but the Managing Director. I was to experience in all its glory, the renowned Chinese hospitality afforded to Western businessmen.
Here are a list of 8 Things which you typically see in a 'business in China' hand book, I will give you my take on if I experienced them and to what extent they are different from any other place in the world.
1. Friendship first, business second.
True. After leaving Beijing following a brief and enjoyable day in a surprisingly sunny Beijing, our first passage of time in China was spent with Xindi Afforestation. We had put a lot on the line for this trip, therefore it was very bizarre when on the first day spent with Mr and Mrs Xindi in their large tree nursery we didn't discuss our business collaboration once. It nearly brought me to fits of tears in laughter as it very much seemed that we had just been brought out to this very rural county to inspect someones field of trees.
This all changed in the morning after. Mr and Mrs Xindi came down after breakfast, and the first question was ' What do you need from us?'.
We'd passed the friendship test and ended up speaking about how we could make this work for the next 3-4 hours!
This all changed in the morning after. Mr and Mrs Xindi came down after breakfast, and the first question was ' What do you need from us?'.
We'd passed the friendship test and ended up speaking about how we could make this work for the next 3-4 hours!
2. It takes time to close deals
False. Anhui SME Matchmaking event was an absolute hoot. Dad and I sat at a table as just like Dragons Den we pitched our green roof business to a row of different construction giants, trade companies, contractors, insulator manufacturer. Ok we weren't closing any deal with any tangible outcome, but we seemed to be shaking our hands after pretty much everyone meeting with a promise of 'co-operation' or 'collaboration'- the two buzzwords of the whole trip
True. There is always initial optimism but following that up is another matter.
3. Expect to be Wined and Dined
TRUE. This is very much evident. From a traditional village setting to a company formal affair, the Chinese love to sit around a table with lots and lots of food.
4. Mian Zi 面子
MianZi is the notion of not wanting your self-pride to be damaged.
True. We only really got a sense of this after our visit. Doing a Skype with Noveland, they were clearly having technical difficulties which they weren't able to solve for an hour.
When we finally got to speak with them, we were met with Mr Qiao's stonefaced expression as Spring spoke of camera explaining to us that Mr Qiao was very unhappy. He agreed to all our proposals.
True. We only really got a sense of this after our visit. Doing a Skype with Noveland, they were clearly having technical difficulties which they weren't able to solve for an hour.
When we finally got to speak with them, we were met with Mr Qiao's stonefaced expression as Spring spoke of camera explaining to us that Mr Qiao was very unhappy. He agreed to all our proposals.
5.Guan Xi 关系
GuanXi is the notion that business is done within your network of connections.
True. Mr Qiao, Noveland Chairman, was in his element on the evening we spent with him. As we gathered in Mr Qiao's office at the end of the day, we sat as Mr Qiao's array of friends came from their high-level positions- one character was in charge of 600 architects at China's oldest architectural firms. It was apparent to us that business would be a lot easier if we were to partner with Noveland.
True. As we sat for our meal at Noveland, Mr Qiao sat us all down one by one. Then without further a due we had our 100ml jugs filled up and we began toasting each and every one of us in the room with mini-goblets of baijiu.
I, the youngest, got my full share and held my own. Directors, Chairmen, Chief Architects, we were all on the floor by the end of the night.
True. Mr Qiao, Noveland Chairman, was in his element on the evening we spent with him. As we gathered in Mr Qiao's office at the end of the day, we sat as Mr Qiao's array of friends came from their high-level positions- one character was in charge of 600 architects at China's oldest architectural firms. It was apparent to us that business would be a lot easier if we were to partner with Noveland.
6. BaiJiu 白酒
True. As we sat for our meal at Noveland, Mr Qiao sat us all down one by one. Then without further a due we had our 100ml jugs filled up and we began toasting each and every one of us in the room with mini-goblets of baijiu.I, the youngest, got my full share and held my own. Directors, Chairmen, Chief Architects, we were all on the floor by the end of the night.
7. Gifts
It is said that you should not give watches (indicates time until death), flowers as well as a myriad of other objects.True-ish. We had stocked up on whisky and the present went down well with our two main hosts. In return we received books, notepads, perhaps China has downscaled somewhat since the corruption cutdown.
8. Business Card Handling
Chinese people get hung up if they have not brought their business cards with them, and one is not introduced until they hand over their business card, the opposing person accepts it with two hands, looks over it and then puts it away in his top pocket.
True. One story related to this was a friend of Mr Qiao's had forgotten his business cards at the dinner on the Tuesday where he was utterly rat faced. The next day, he tracked us down as we went past his table to hand over his 名片, my Guo had turned out to be a Business Director of the city's water sanitation.
So, in retrospect, the business guides were apparently right about doing business in China, or at least we saw elements of this on show.
