Moving to China is a big challenge. Who is going to advise you on whether to rent or buy a house, how to build a network, and where to find the chamber of commerce? Colin Friedman has been in China since 1998 and knows all about these things. For two and a half years now, he has been running his own company – China Expert International Ltd – in what he calls ‘getting people started’: helping you utilize your expertise to the best in China.

Know the Market
Informing yourself before moving to a different country seems logical. However Colin Friedman has met many expats and companies that have failed in their preparation. Especially in the sectors where technology is involved: "They are bringing their high-quality products to a society that is prepared to accept ‘good enough’, rather than state-of-the-art. A country in which the average income is so low that people simply do not have a disposable income. Of course, in time they will be interested in superior quality, but right now they prefer to copy your technology, make it cheaper thus making it hard for your company to compete on this uneven playing field.

Yin Yang
"You also have to bear in mind that China is a very large country, with a lot of diversity. Polarity is probably the best way to characterize the China-vibe. Meaning that you will never be able to completely ‘catch’ it. Huge differences range from North to South, from countryside to city, from rich to poor, from today to tomorrow. Remember, it is as complicated as it is Yin Yang: different sides do not necessarily fight each other, they are usually complementary."

Seniority
More particulars in doing business with the Chinese? “I know a company that had contacts with a government agency, but did not maintain their relationship very well. All of a sudden, they had to deal with changed legislation and contracts; slowly but surely they were losing control over their company. In most cases, a contract is of no use. Entertaining a close personal relationship with your business partner is crucial. However, this demands time, support and experience. Do not send a junior to China to represent your company. You need all the experience you have got. And the most important ingredient for having success in business in China, is a smile on your face.”

Dry the Cup!
Speaking of ‘faces’, the biggest China-howler Colin can think of can occur daily.  "The Chinese have an alcoholic drink called Baijiu (lit. white wine). It looks like water, but normally has an alcohol content of not less than   65%. ‘Ganbei!’ they say, toast after toast after toast, downing the drinks in one go. And because you are the foreigner, everybody will toast you and you will end up drinking a lot more than they do. Be warned though, drinking Baijiu should not be taken lightly. DO NOT try to keep up with the Chinese! They will understand if you point out that you are not used to this drink, and by doing so you will survive dinner and drinks just fine. Do not sacrifice your liver for business.

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