Doing Business in China #icca11 WEDNESDAY 26/10/11

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

Thank You peter@turningpointsolutions.com.

au+ 86 138 1789 8713