By Biao Wang由王彪

1. 1 。 Take time to build a sound relationship with your Chinese Counterparts. 需要时间来建立一个健全的关系，与您的中国同行。 Absolute trust must be established, since the Chinese have limited faith in the legal/court system. 绝对信任必须建立的，因为中国有信心，在有限的法律/法院系统。 It takes time to develop trust. 它需要时间来发展信任。 Plan on this stage of the process taking at least six months of continuous dialogue. 计划对这一阶段的过程中考虑，至少6个月内，持续不断的对话。 Establish the right business structure for your relationship in China. 建立正确的业务结构为您的关系在中国。

2. 2 。 Establish the right management structure for your relationship in China.树立正确的管理架构，为您的关系在中国。 The road to China is littered with companies that have tried to go at it alone and failed.道路，中国是充斥着公司曾经尝试去把它单独和失败。 There are a number of ways to do it including turn-key operations, using agents in China, using several different types of joint ventures and owning your own factory.有很多方法可以做到，它包括投票的关键行动，利用代理商在中国，使用几种不同类型的合资企业，并拥有属于自己的工厂。 As you proceed through this list, the savings increase, but so do the risks.正如你开始透过这份名单，储蓄增加，但这样做的风险。

3. 3 。 Look for a Chinese partner with strong quality and process control.寻找一个中方合作伙伴的强烈的质量和过程控制。 You cannot depend on certification from the ISO - the International Standardisation Organisation.你不能依靠认证由国际标准化组织-国际标准化组织。 QS Certification (used in the automotive industry) is more dependable.质量得分认证（用在汽车行业）是更可靠的。 Find out whether your potential partner can be quickly qualified to manufacture to your standards.找出是否你的潜在的合作伙伴可以迅速合资格的制造到您的标准。 If your prospective manufacturer is too far below your required standards, the time required to get up to speed could be prohibitive.如果您有意制造商太，远远低于您所需的标准，所需的时间起床，以加快可令人瞠目的地步。

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.反过来说，如果您的潜在合作伙伴是过大或过质量为重点，如果你不能代表一个重要的一部分，他们的业务，您可能不能够得到重视您所需要的。 You don’t want to become a “low priority” client for them.你不想成为一个“低优先”为他们的客户。

The best match is when you find a small manufacturer just achieving your level of quality control.最匹配的是当你找到一个小的制造商只是实现你的水平，质量控制。

4. 4 。 Engineering is needed on both sides.工程是需要双方的。 Examine the high tech capabilities of manufacturers.研究高科技能力的制造商。 Look for their Web and CAD-Cam capabilities in particular.看看他们的网站和CAD - CAM的能力，特别是。

5. 5 。 Plan on routine trips to China.计划在例行前往中国。 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.您将需要去每年举行两次获得“面子时间” ，建立和保持关系，在中国，除非你是寻找一个“交钥匙关键” ， “手小康”的安排。

6. 6 。 Understand the logistics.了解物流。 If you will be shipping by sea, for instance, expect a 4-8 week allowance for delivery of products.如果您将船舶经海路，例如，预计4-8周免税额，提供产品。 Therefore, just in time inventory systems may not work.因此，只是在时间的库存系统可能无法正常工作。 You will need to maintain a higher level of inventory to support your customers.您将需要维持一个较高水平的库存来支持您的顾客。 It is also useful to maintain a back-up supplier.它也是有用的维持一个后备供应商。

7. 7 。 Understand the Rules of Thumb for costs of manufacturing in China.了解法则费用的制造业在中国。 For example, labour costs are typically 0.70 USD per hour and the labour content of manufacturing costs is typically 5%.举例来说，劳工成本通常是0.70美元每小时劳工的内容，制造成本通常是5 ％ 。 Generally, your manufacturing costs can be reduced by between 30% to 50%, depending on the structure of the relationship (see paragraph number 2).一般来说，您的制造成本可减少之间的30 ％至50 ％ ，这取决于结构的关系（见第2号） 。 Similarly, the costs of raw materials can be dramatically lower in China.同样，原材料成本可以大幅降低在中国。

8. 8 。 Recognise the importance of family relationships in China.认识的重要性，家庭关系在中国。 Business networks are based on familial ties (ie the father owns the factory and eleven relatives work in it).业务网络是基于家族关系（即父亲拥有的工厂及11亲属的工作） 。 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.一整个家庭可能涉及的工厂，帮助他们减少的影响，从突然丧失的一个关键雇员，但可能并不总是最有生产力的组织架构。 While you might find it inefficient, it’sa fact of life - not a problem you can fix.”同时，您可能会发现它效率低下，这是生活中的事实-不是一个问题，您可以修复“ 。

9. 9 。 Plan to participate robustly in social activities.计划参加有力的社会活动。 Business is conducted through social interactions more in China than in many places.业务是通过社会互动更在中国比在许多地方。 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.晚餐，喝酒，旅行和观光旅游，都是一个组成部分，持续的每日商业和重要的是在建立关系和建立信任是强制性的，为在中国做生意。

10. 10 。 Political connections are important to expedite the business process.政治关系是重要的，以加快业务流程。 The government officials are in control.政府官员受到控制。 You need their approval for almost everything including a business licence.你需要他们的批准，几乎所有的包括营业执照。 Gifts are part of the social-business mix too.礼品的一部分，社会的商业组合。 Give them liberally, accept them graciously.给他们宽松，接受他们的宽宏大量。

11. 11 。 Low labour costs, high profits, but make sure there are no ethical problems, such as use of child labour.劳动力成本低，利润高，但要确保不存在伦理问题，如使用童工。 Most companies are looking for low labour costs in order to be competitive, but are keen to avoid unethical exploitation of workers.大部分的公司正在寻找劳动力成本低，为了保持竞争力，而是热衷于以避免不道德的剥削工人。 We take these issues very seriously, and take great care to recommend only organisations with high ethical standards.我们采取这些问题非常重视，并采取非常谨慎的建议，只有团体与高道德标准。

Biao Wang is the Founder & CEO of王彪是创办人兼行政总裁 Camellia Universal Ltd茶花普遍有限公司 (China Business & Investment Advisors). （中国商业及投资顾问） 。