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Getting it right in China
With the Olympic Games due to be held in Beijing in 2008, the opportunities for Australian businesses to do business with China can only increase. Australian businesses can take advantage of this great opportunity. To capitalise on this event Australian businesses need to build successful working relationships with China.
China is Australia’s fourth largest export market. The Chinese tourist market has been forecast to be Australia’s largest by the year 2012. Even though there are many Chinese people living in Australia, the distance between the Australian and Chinese culture is still vast. Understanding and being aware of these cultural differences is the key ingredient to a successful relationship with China. Learning the etiquette and the rules is important and more importantly being aware of why these rules exist is vital. Understanding some basic conversational Chinese and business etiquette can be your competitive edge. Things like knowing who sits where at a meeting and why, pronouncing Chinese names such as Xiao, Huang and Xu properly and knowing how to exchange business cards with Chinese business people, are all keys to building solid relationships with Chinese businesses.
Leonie McKeon is the owner and Principal Consultant of Chinese Language and Cultural Advice, an Adelaide-based company who provide advice and training to individuals and groups engaged in business with China. Leonie’s experiences of living and working in China and Taiwan for more than five years have given her a deep understanding of Asian cultures and businesses. Since it’s founding in 1998, the company has gone from strength to strength as more and more companies and organisations engage in trade with China. Chinese Language and Cultural Advice tailors consultancies to suit each client. These consultancy services include language training, cultural mentoring, translation services and cultural facilitation. For example, if you are hosting a delegation, you need to know who pays for what and when to perform a toast
It is also useful to know how the Chinese view Australia. At a meeting with a delegation recently, Leonie found the delegates preferred Australian milk above tea or coffee, as it is seen as a healthy, fresh product. Incidents like this, she says, are common, as Chinese people like to experience the things that are unique to the visited country. For the Chinese, western products are a reflection of status, giving ‘face’ to those who can afford and have access to these products.
Chinese business people are astute and pro-active and these are some of the key factors in their success as excellent business people. They will work with people with whom they feel they can develop a long-term business relationship. They look for the best product at the best price and a company who will provide that product effectively and efficiently. To deal with China you will need to know how to package your product. For example, the image you use on your product needs to be understood, as you would want it to be understood.
Since opening up its economy to the rest of the world, China’s exports have increased a staggering amount. China’s increase in prosperity, the emerging middle class, and the Olympic Games in 2008 provide Australian businesses with many opportunities.
What will your company do? How will your company take advantage of these opportunities?
Chinese Language and Cultural Advice
Phone: (08) 8303 3522
Mobile: 0414 441 760
Email: leoniem@clca.com.au
Website: www.clca.com.au
We would like to advise TMN has always adopted strict privacy principles, by keeping all client and database details secure and not disclosing any of this information to any party without prior permission.
