Global

KNOW THE DRAGON RIGHT FROM ITS HEART, NOT ITS FACE

(Mentoring In Chinese Business Psychologies & Behaviors)

Preface

A relief of worldwide political tensions, economic globalisation and the rapid advancement in technology over the past two decades has brought about a remarkable development in international trade. Over this period, China’s opening-up and reform has resulted in the enormous growth in her economy, and the emergence of China as a major world trade power and partner (including partners from the Western business world).

With a highly competitive and motivated population of 1.3 billion people providing fast growing demand and productivity, business people from almost every corner of the world are attracted to the potential of extending their business into China, either as expatriates, buyers, sellers, manufacturers, investors, or venture partners. In whatever business role they undertake, they all face one common challenge. China has a highly complex and intensive cultural history spanning over 49 centuries, which influences how the Chinese society lives and behaves. A lack of preparation in seeking to comprehensively and competently understand enough about their Chinese counterparts (in terms of their history, philosophies and culture that pertains to business behaviors and thinking) is likely to result in many of China’s international trading partners’ failure to achieve the business results they desire or deserve.

Many international business people are unaware that their business dealings could have been more rewarding had they made the initial effort to understand and build a stronger business relationship with their Chinese counterparts. In reality, it is not often possible to absorb 49 centuries of Chinese civilization within the short timeframes available, or to gain a reasonable insight into those parts that are relevant to success in doing business effectively and skilfully with Chinese counterparts. While only minor areas of China’s immense and complex culture may be commercially meaningful, to undertake full curriculum college level or specialist education in either one of these categories are not what everyone can spare (or want to spare) with the involved time and costs. Often, many overseas business people rely upon learning about their Chinese counterparts as they directly work with them. This approach is not only unreliable but may end up being negotiated the hard way (consciously as well as unconsciously).

How We Can Help

To strengthen an overseas client’s strategic position before dealing with Chinese counterparts, we share our knowledge, experience and insight with them by offering:

1. Accelerated learning of the Chinese nation's history, philosophies and culture that pertain to business cultures, behaviors and mentalities (indispensable intellective foundations for astute predictions and manoeuvres with Chinese partners).
2. Ploys and tactics in handling Chinese partners (useful guidance in avoiding mistakes and implementing strategies to achieve desired business outcomes).
3. Advising on solutions to overcome doubts and problems relevant to business cultures, behaviors and mentalities in business dealings with Chinese partners (enlightening clients to the immediate needs or solutions sought at any time).

Consultancy and mentoring can be performed through telephone conference or face-to-face meeting with the audience (one-on-one or a small group). Interested clients are normally invited to discuss the background of their business, status of their China trade (including but not limited to people they work with, problems encountered, accomplishments, visions etc…), what they expect to know or find out, issues they wish to solve etc. A tailored proposal will be prepared in response to this consultation. Service packages are prepared and executed according to the client’s concurrence.

The consultancy and mentoring servce is offered via SPANS Far East Associate, Alfred K K Sin, a Chinese citizen residing and working in Hong Kong. With over 30 years engagement in technical and procurement roles, Alfred complemens SPANS services by adding valuable knowledge, expertise and experience in Far East manufacturing, trading, purchasing, sourcing, sales, quality, logistics, liaison and advisory works. Alfred's extensive industrial and commerical exposure, superiority in Chinese language, business culture and mentalities, and location offers clients a rare and valuable opportunity to access a service that will help them to master business dealings with Chinese partners and suppliers. Alfred provides the advantage of being able to travel to China and most Far East countries without visa and to work with Far East business counterparts under the same time zone which is favorable to instant and interactive communication.

Please direct inquiries or referrals to this consultantancy and mentoring service via the SPANS contact form.