Connecting with China: Business Success through Mutual Benefit and Respect

Chapter Seventeen

CHINA SPEAKS

A leader is best when people barely know he exists, when his work is done, his aim fulfilled, they will say: we did it ourselves

- Lao Tzu

 

This is perhaps the most important chapter in this book for you and your business. At first, I considered calling it ‘Listening to China’, but this seemed to presuppose that we are not already engaged in this vital exercise. The reality is, however, that businesses across the West have looked to cultural experts in both the public and private sector to guide them, and the latter have done so, often in highly astute and comprehensive ways. However, despite the sincere and, at times, brilliant cultural commentary, at some point it is highly necessary and reassuring that Western businesses confirm those experts’ understandings and perceptions of China, and more specifically of Chinese business.

 

There are two reasons to do this and both are vital to the success of your business. The first is to confirm the topical nature of the insights, given the pace of change in China, and also to confirm that the advice given tallies precisely with what China needs, wants and appreciates in terms of expected business behaviour and cooperation, as this is the bedrock of your joint success. Second, it is crucial to ensure that the experts’ own ‘cultural filter’ has not influenced their perception or the quality of the advice they offer.

 

When you seek success with a culture or organisation, no one is better placed than your ...