doing business in china #icca11 wednesday 26/10/11
DESCRIPTION
Presentation on Doing Business in China by Peter Pecotic, Founder & Managing Director, TURNINGPOINT SOLUTIONS. Held during the 50th ICCA Congress. #icca11 WEDNESDAY 26/10/11TRANSCRIPT
Doing Business in China
Peter Pecotic, Founder & Managing Director, TURNINGPOINT SOLUTIONS
Sydney | Shanghai | Singapore | London
To be covered…
• Subjective experience• Re-looking at China as an “EU”• Dos and don’ts• Crash course lessons in language,
business etiquette and culture• Guangxi• Case study
KnowAs much relevant info possible
FeelMore confident on approach
DoCome and experience China!
Global Experience
Incorporated in Sydney Australia,1997
Incorporated in Shanghai PRC, 2004
Incorporated in Singapore, 2009
Incorporated in London, 2004
Our Service
Engineering the Experience
Directing Content Development
Designing the Environment
Production Management
Some Clients…….
WHY CHINA?
Shanghai & China as a Destination
Shanghai & China as a Destination
• CVBs?
Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration
Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration• MICE Taskforce
Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration• MICE Taskforce• Winning the bid to host the 2013
ICCA Congress in Shanghai
Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration• MICE Taskforce• Winning the bid to host the 2013
ICCA Congress in Shanghai• Great understanding of the value of
events from an internationalisation and knowledge economy perspective
CHINA/ EU
CHINA LESSON 1
LANGUAGE = CHINA LESSON
1
WRITTEN LANGUAGE – Unification through symbols
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
Don’t:
Assume anything
Do:Invest in making friends first,
doing business later
Don’t:
Judge China based on comparison with your own
country’s business practices
Do:Expect to do business after business hours,
dinner’s are important
Don’t:Feel obliged to get wildly drunk
at business dinners... Those days are over
Do:Try and do business in 2nd
and 3rd Tier cities
Don’t:
Expect a contract is final
CHINA LESSON 2
CHINA LESSON 2
Exchanging Business Cards
Do:Invest in educating your
potential market
Don’t:
Think that yes means: yes
Do:Try to learn “pin yin” so as to be
able to pronounce Chinese names and places
Don’t:
Lose patience and “composure”
Don’t:
Expect to make a deal that is mutually beneficial with in the first 6 months of investing time
and energy
Do:Travel the country and understand the regional
differences which are more diverse than Europe
Don’t:
Assume an internationally branded 5 star hotel to be well setup to accommodate foreign
groups
Do:Try to understand the
difference in Chinese culture and it’s higher valuing of the wider community over the
individual, and higher valuing of harmony over expediency
Crime & Safety
CHINA LESSON 3
PINYIN
Zhang Xiaogang
(Day) (Date) May 2008
ZH-- (as in "jeweler")Zhong ShanCH-- (as in ZH above, but with a strong puff of breath)ChongqingQ-- (like the "ch" in "cheese")Qing Dao
(Day) (Date) May 2008
C-- (like the "ts" in "tsar")Cai DanSH-- (as in "shoe")Shang HaiX-- (like the "sh" in "sheep")Shan XiXie Xie
Zhang Xiaogang
(Day) (Date) May 2008
(Day) (Date) May 2008
Guangxi
Contract v’s
Relationship
Competence v’s
Relationship
Managing Staff
Task orientated v’s
Results orientated
Task orientated v’s
Results orientated
Domestic v’s
Inbound Tourism
Dealing with the
Authorities
CHINA LESSON 4
CHINA LESSON 5
NEGOTIATION
CHINA LESSON 6
East Meets West by Yang Liu
Case Study: Event on The Great
Wall
