China Entrepreneur: Voices of Experience from 40 International Business Pioneers

Contents

Acknowledgments

Foreword

Introduction

Why Read China Entrepreneur?

Who is in This Book?

What We Cover

Chapter 1: Getting Started

Introduction

The Past: China Opens its Doors

The Transition: China in the 1990s

The Present: “Better for Entrepreneurs than Silicon Valley”

Dealing with the Chinese Government

Bureaucratic Challenges for Entrepreneurs

Strategies for Successful Government Relations

Conclusion

Chapter 2: Setting Up Shop (I)

Introduction

Getting Help with Licensing

Choosing the Right Legal Form

Conclusion

Chapter 3: Setting Up Shop (II)

Introduction

Finding the Money

Choosing the Right Chinese Business Partner(s)

Conclusion

Chapter 4: Targeting the Right Customers . . . and Getting Paid

Introduction

Targeting the Right Customers

Getting Your Customers to Pay You

Conclusion

Chapter 5: Human Resource Challenges

Introduction

Strengths and Weaknesses of Chinese Employees

Bridging the Skills Gap: Training, Training, Training

Training Strategies for Mid-level Managers and Senior Staff

Recruitment and Retention Challenges

HR Strategies: Selling “Small is Beautiful”

Solving the Salary Question

Conclusion

Chapter 6: Ethics and Corruption

Introduction

Putting Corruption into Context

Government Guanxi

B2B Corruption

Unethical Employees

Avoiding Government Corruption

Blocking B2B Corruption

Fighting Internal Corruption

Conclusion

Chapter 7: Business Negotiations

Introduction

Pre-negotiation Preparation

Beijing and Northern China

Shanghai and Eastern China

Guangzhou and Southern ...