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
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Doing Business in China
Peter Pecotic, Founder & Managing Director, TURNINGPOINT SOLUTIONS
Sydney | Shanghai | Singapore | London
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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
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KnowAs much relevant info possible
FeelMore confident on approach
DoCome and experience China!
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Global Experience
Incorporated in Sydney Australia,1997
Incorporated in Shanghai PRC, 2004
Incorporated in Singapore, 2009
Incorporated in London, 2004
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Our Service
Engineering the Experience
Directing Content Development
Designing the Environment
Production Management
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Some Clients…….
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WHY CHINA?
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Shanghai & China as a Destination
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Shanghai & China as a Destination
• CVBs?
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Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration
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Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration• MICE Taskforce
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Shanghai & China as a Destination
• CVBs?• Shanghai Municipal Tourism
Administration• MICE Taskforce• Winning the bid to host the 2013
ICCA Congress in Shanghai
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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
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CHINA/ EU
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CHINA LESSON 1
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LANGUAGE = CHINA LESSON
1
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WRITTEN LANGUAGE – Unification through symbols
(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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(Day) (Date) May 2008
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Don’t:
Assume anything
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Do:Invest in making friends first,
doing business later
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Don’t:
Judge China based on comparison with your own
country’s business practices
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Do:Expect to do business after business hours,
dinner’s are important
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Don’t:Feel obliged to get wildly drunk
at business dinners... Those days are over
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Do:Try and do business in 2nd
and 3rd Tier cities
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Don’t:
Expect a contract is final
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CHINA LESSON 2
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CHINA LESSON 2
Exchanging Business Cards
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Do:Invest in educating your
potential market
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Don’t:
Think that yes means: yes
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Do:Try to learn “pin yin” so as to be
able to pronounce Chinese names and places
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Don’t:
Lose patience and “composure”
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Don’t:
Expect to make a deal that is mutually beneficial with in the first 6 months of investing time
and energy
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Do:Travel the country and understand the regional
differences which are more diverse than Europe
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Don’t:
Assume an internationally branded 5 star hotel to be well setup to accommodate foreign
groups
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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
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Crime & Safety
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CHINA LESSON 3
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PINYIN
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Zhang Xiaogang
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(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
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(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
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Zhang Xiaogang
(Day) (Date) May 2008
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(Day) (Date) May 2008
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Guangxi
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Contract v’s
Relationship
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Competence v’s
Relationship
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Managing Staff
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Task orientated v’s
Results orientated
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Task orientated v’s
Results orientated
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Domestic v’s
Inbound Tourism
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Dealing with the
Authorities
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CHINA LESSON 4
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CHINA LESSON 5
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NEGOTIATION
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CHINA LESSON 6
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East Meets West by Yang Liu
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Case Study: Event on The Great
Wall
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