Por Biao Wang 

1. Tome el tiempo para construir una relación sana con sus contrapartes chinas. La confianza absoluta debe ser establecida, puesto que los chinos han limitado la fe en el sistema judicial legal/. Toma tiempo para desarrollar confianza. Planee en esta etapa del proceso que toma por lo menos seis meses del diálogo continuo. Establezca la estructura derecha del negocio para su relación en China.

2. Establezca la estructura de gerencia derecha para su relación en China. El camino a China se deja en desorden con las compañías que han intentado ir en ella solamente y han fallado. Hay un número de maneras de hacerlo incluyendo operaciones de llavero, usando agentes en China, usando varios diversos tipos empresa a riesgo compartido y poseyendo su propia fábrica. Mientras que usted procede a través de esta lista, los ahorros aumentan, pero así que haga los riesgos.

3. Busque a socio chino con calidad fuerte y control de proceso. Usted no puede depender de la certificación de la ISO - la organización internacional de la estandardización. La certificación de QS (usada en la industria del automóvil) es más confiable. Descubra si su socio potencial puede ser calificado rápidamente fabricar a sus estándares. Si su fabricante anticipado es demasiado lejano debajo de sus estándares requeridos, el tiempo requerido para levantarse a la velocidad podría ser prohibitivo.

Conversely, if your potential partner is too large or too quality-focused, and if you would not represent a significant part of their business, you might not be able to get the attention you need. You don’t want to become a “low priority” client for them.

The best match is when you find a small manufacturer just achieving your level of quality control.

4. Engineering is needed on both sides. Examine the high tech capabilities of manufacturers. Look for their Web and CAD-Cam capabilities in particular.

5. Plan on routine trips to China. You will need to go twice a year to get the “face time” that builds and maintains relationships in China, unless you are looking for a “turn-key,” “hands-off ” arrangement.

6. Understand the logistics. If you will be shipping by sea, for instance, expect a 4-8 week allowance for delivery of products. Therefore, just in time inventory systems may not work. You will need to maintain a higher level of inventory to support your customers. It is also useful to maintain a back-up supplier.

7. Understand the Rules of Thumb for costs of manufacturing in China. For example, labour costs are typically 0.70 USD per hour and the labour content of manufacturing costs is typically 5%. Generally, your manufacturing costs can be reduced by between 30% to 50%, depending on the structure of the relationship (see paragraph number 2). Similarly, the costs of raw materials can be dramatically lower in China.

8. Recognise the importance of family relationships in China. Business networks are based on familial ties (i.e. the father owns the factory and eleven relatives work in it). An entire family might be involved in the factory, which helps them diminish the impact from the sudden loss of a key employee, but might not always be the most productive organisational structure. While you might find it inefficient, it’s a fact of life - not a problem you can fix.”

9. Plan to participate robustly in social activities. Business is conducted through social interactions more in China than in many places. Dinners, drinking, tours and sightseeing are all part of a continuum of daily commerce and are important in building relationships and establishing the trust that is mandatory for doing business in China.

10. Political connections are important to expedite the business process. The government officials are in control. You need their approval for almost everything including a business licence. Gifts are part of the social-business mix too. Give them liberally, accept them graciously.

11. Low labour costs, high profits, but make sure there are no ethical problems, such as use of child labour. Most companies are looking for low labour costs in order to be competitive, but are keen to avoid unethical exploitation of workers. We take these issues very seriously, and take great care to recommend only organisations with high ethical standards.

Biao Wang is the Founder & CEO of Camellia Universal Ltd (China Business & Investment Advisors).