Connecting with China: Business Success through Mutual Benefit and Respect

Chapter Fourteen

SUSTAINING SUCCESS IN CHINA THROUGH RELATIONSHIPS: ANDOR-A CASE STUDY

From caring comes courage

- Lao Tzu

 

It is hoped that the theme of this book has ably demonstrated the importance of relationships to success in China. However, in the pragmatic core of all of us who are versed in international business is the rogue belief that good products, services, business propositions and ideas speak for themselves, the globe over - and that attention to relationships or cultural norms is far from mandatory.

 

This, as far as China is concerned, is misplaced and erroneous.

 

The Chinese assume that those who court the increasingly crowded arena of their key business sectors have come with good business propositions, services and offers, and that these correspond to an identifiable need within China’s ever developing consumer landscape.

 

What China further seeks, however, is reassurance from its international partners, suppliers and associates in the form of highly developed finesse in the business of relationship and reputation building - and dedication to the many forums of building the only business collateral that matters: relationships networks.

 

For our business to migrate well, it will ideally: meet a topical and identifiable need; be introduced with strong attention, from the off, to relationship creation; and take time to allow the relationship to dictate the nature and pace of the business dialogue. It will involve signs of good faith such as local presence, and ...