Connecting with China: Business Success through Mutual Benefit and Respect

Chapter Twelve

THE PRACTICALITIES OF CHINA SUCCESS

People in their handling of affairs often fail when they are about to succeed. If one remains as careful at the end as one was at the beginning, there will be no failure

- Lao Tzu

 

This is the point in the building of your skills with China where we look at the very practical, concrete milestones that will line your path to success. This is a route map. In advising you at this juncture, you will hear not just my cultural experience of China, but specific business advice from planning to success and from voices expert in approaching China.

 

First, you will hear about the planning phase - often neglected in the ‘gold rush’ mentality created around China’s meteoric economic rise, impressive reserves, GDP and spending power.

 

And yet, notwithstanding this growth context, China is risk averse - at least when potential risks have not been subjected to due diligence. China is also cautious and prudent. Moreover, it expects you to be - if you are to be successfully considered to partner China - in whatever denomination of business relationship you seek.

 

Dale Carnegie’s words ‘only the prepared deserve to be confident’ (Carnegie, 1948) could not apply more than in China. Preparation needs to be thorough, astute and professionally supported to stand up to Chinese business scrutiny, as this is one of the most analytical and strategic business cultures in the world.

So, you will hear about preparing for China from excellent advisors tasked ...