The Myths And Realities Of Doing Business In China
Who
ships made-in-China goods to their destinations? What attracts a Chinese
company to buy bankrupt businesses in the West? How much potential does Chinese
tourism and domestic consumption hold for other economies?
While China’s emergence as a global
powerhouse and its stream of exports were once seen as threats, nowadays they
are increasingly welcomed as opportunities for the world economy. This is
according to the latest book by Pedro Nueno, IESE professor and founder and
president of Asia’s leading business management school, CEIBS, based in
Shanghai.
Nueno’s book — titled Gracias,
China (Thank you, China) — offers some keys to doing business in the
world’s most populous country, including how to make investments there and
better understand the economy’s vast potential.
In this work, Nueno finds a lot to
be grateful for: the Asian giant’s ability to generate new jobs never ceases to
amaze, not to mention its technological contributions, trade routes, and
increasingly strong health and tourism sectors.
Is Business Done
Differently in China?
For the author, a truly successful
business deal isn’t one in which the other party accepts our ideas and helps
implement them, but instead one in which the other party proposes how to reach
results we’re after. This, he maintains, makes it hard to forge deals via email
or by coming to the negotiating table with a fixed plan.
“In China, you’ve got to negotiate
like you would anywhere else, with intelligence, humility and respect,” states
Nueno. Yet the author points out that, unlike in Europe or the United States,
China has experienced rapid development which has brought on enormous changes
in a short time.
This rapid pace of change is one
reason why deals may be mired in more detail, or why negotiations may slow down
or seem stagnant: our Chinese business partners don’t have the benefit of
drawing upon years and years of similar experiences as they ponder a deal’s
possible consequences.
Opening the Door to
Foreign Investment
The Chinese government has imposed
some rigid regulations to control the expansion of Western businesses in
certain sectors. The auto industry offers the clearest example, as foreign
companies must find a Chinese partner before gaining access to the local
market. Yet in most other areas, including the car parts industry, foreign
corporations are allowed to invest independently.
To boost the development of
industrial areas, the government has also provided incentives and benefits —
including infrastructure, services and funding. For example, free-trade zones,
in which bureaucracy and restrictions are reduced, help facilitate new
projects. And business start-up zones provide adequate locations (often
subsidized) as well as access to venture capital from Chinese and Western
investors.
Many Areas of Interest
China is offers a vast array of opportunities,
both inside and outside its borders, as Nueno highlights throughout the book:
- Exports.
Although Chinese manufacturing has meant displacing some Western jobs, its
exports have also created new employment opportunities in transporting and
commercializing made-in-China products. What’s more, foreign companies can
fulfil their manufacturing needs at a lower cost in China, with access to
more sophisticated technology and less need for labor.
- Imports.
Where do Chinese companies source raw materials and parts? What
manufacturing machinery do they use? In many cases, the items are
imported.
- Domestic
consumption. Salaries in China have risen considerably over
the last decade. That has turned its domestic market into a growing source
of opportunity for Western enterprises.
- Financing.
Exports have bolstered the Chinese government’s foreign exchange reserves,
allowing it to sign agreements (often backed by loans) with governments
from various developing countries in Africa, Latin America, Eastern Europe
and Western Asia.
- Investments
abroad. Many businesses have grown thanks to Chinese
investment, despite initial reservations. Following Volvo’s acquisition by
the Chinese firm Geely, the carmaker increased its production in both
China and Europe — and generated 10,000 new jobs from 2011 to 2015.
- The Two Silk
Roads. China has revived the Silk Road by rail,
inaugurating a route between Yiwu and Madrid in 2015. Maritime
transportation has also been boosted with port facilities and the
necessary logistics to reach Western markets by sea.
- Chinese
tourism. The Chinese government’s efforts to extend
economic development to all rungs of society has gradually created a
middle class eager to travel and acquire designer brands along the way.
- Health and
education. China’s interest in high-level training and
private healthcare have prompted most business schools and healthcare
enterprises to establish themselves there.