WPBeijing China PR, Understanding
In British culture at least, we have expressions such as:
"it isn't WHAT you know, it is WHO you known that matters" and
"Scratch my back and I'll scratch yours."
This is close to how "Relations" works in China, but, whereas in our culture it is maybe not THE most important factor, in China, it is.
It doesn't really matter what you want to do in China, the way is much easier with contacts or friends in the right places. Most, if not all Chinese understand this and use it as a matter of course in their daily life.
Even if foreign business understand the concept the second problem is often accepting it in practice, as illustrated by a rather belligerent Scandinavian client we had a few years back who complained;
"I am prepared to pay a fair price, why do I have to do anything else, I am not going to grovel or try to bribe my way in."
WPBeijing China PR, But is it legal?
Anglo Saxon culture does tend to be rather, how shall be say, "Anal" in that we seem to be hung up on what is right, wrong and correct procedure.
"That just isn't Cricket, eh what?"
That is fine, but it also has to be remembered that right and wrong, does, to some degree vary within different cultures. Without getting political, just look at how some cultures view multiple wives.
So, the point of this article is to try to stress that when doing business in China you need to be able to accept some China business values.
This doesn't mean lying and cheating, but where taking the local mayor to dinner might land you in hot water in UK, it is perfectly acceptable and a standard businesses practice here.
Remember, "When is Rome....." so don't try to transplant your Eurocentric values here, especially North American. The Chinese believe they have a culture and civilisation that predates European and as has been mentioned, are very patriotic to the point of obsession, trying to tell them that it isn't done that way in the US is not going to get you very far.
So "Relations" in China isn't "bad form," it isn't bribery as Anglo Saxons think of it, it is a recognised and acceptable way of life here.
And, unless you are secretly shipping truck loads of US dollars in to an official's Swiss Bank account, it is not illegal either.
Think of it as a form of "Social Currency" that helps make living, working and doing business in China easier.
WPBeijing China PR, Investment
PR as we know it is, in China business pretty much the same as elsewhere, but it does go hand in had with China Relations, as we have learnt.
So how does one "earn" this social currency?
There are basically 2 ways,
1/ be here, build up "credit" by helping or doing things for others or introducing your friends to people who may need their help. It takes time and is a two way street, give and take. A bit like working for a living is real life!
2/ Borrow! Just as in real life, the second method is to "borrow" from a bank or a friend.
Which brings us back to WPBeijing China Marketing.
Our aim is to assist foreign companies in establishing a China market and avoid the problems and difficulties, such as PR.
With native Chinese associates whose China business experience spans close on a decade we have built up good Relationships in China at various levels. We can leverage this to help you and overcome the hassles, difficulties and problems of doing business in China.
So before you do anything in China, before you talk to anyone, may we suggest you talk to us first, you may find our PR is more than just a little useful.
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