China: A Mosaic of Markets

China is a highly diverse market - like a mosaic of cultures. There is no single consumer profile. Companies must remain flexible and innovative, while understanding how their company would fit in each specific market.

Working with people who know the market and talk to trade associations to understand the dynamics is important.   

Chinese Business Culture and Etiquette

Developing insight into China's business culture and social etiquette is crucial to avoid misunderstandings that could harm working relationships. Key aspect of Chinese culture is the concept of "face", which can be described as a mix of public perception, social role, and self-esteem. 

One can save another's face by attending meetings, accepting invitations, and providing suitable expensive gifts (if deemed appropriate by your corporate policy). Entrepreneurs can lose face by giving negative feedback to someone in a public setting, refusing invitations and gifts, or by behaving inappropriately, like losing their temper. The most important thing is mantaining self-control and treating business partners with respect.    

Taking a Market-Based Approach

Western businesses should be aware of local preferences, and adapt accordingly. Starbucks started serving green tea lattes to get a traditionally tea-drinking nation hooked on coming into coffee shops. The product or the price might have to be adapted of course.

Procedures in China Take Time, Patience and Money

Western companies looking to tap China also need to show a long-term approach that will prove that they're in the country to stay. Relationships are key to success and take time to develop in China. And don't be cheap in terms of hosting, dining, or socializing with potential business partners!  

Build a Strong Local Team

Some managers or team members will need to relocate to China and build a cohesive local organization. Traveling is not enough to get deals done, its too short term. Local talent can help with understanding the culture and the complexities of the market as well as compensate for the language barrier for those who don't speak Mandarin.

On November 13th CNN will air Black in America: The New Promised Land - Silicon Valley.  

Soledad O'Brien chronicles the journey of eight black entrepreneurs participating in the NewMe Accelerator, a specialized incubator intended to bring more Diversity to Silicon Valley. The entrepreneurs spend nine weeks living and working together as part of the program. Watch the trailer here.  

As part of the discussion about Diversity in Silicon Valley, Dylan Tweney provides another perspective in his provocative article about what White guys can do to fix the "race problem" here. Click here to read Dylan's article. 

Melissa Lamson

Lamson Consulting LLC

www.lamsonconsulting.com

melissa.lamson@lamsonconsulting.com

tel: +1.650.283.2765

1. Being overly modest

Women believe their accomplishments should speak for themselves. While modesty is a nice character trait, it's naive to believe that your boss, your clients, or your colleagues will recognize your accomplishments if you fly under the radar.  

2. Not asking  

Many women fail to get promoted because they fail to step up and apply. Not asking means you've lost the chance to influence the outcome.

3. Blending in

Some women go to great lengths to avoid attention. They don't want to stand out - in meetings, in the boardroom or even in the elevator. But blending in means you are missing opportunities to stand out and sell your ideas.

4. Remaining silent

It's not easy to get a word in during meetings. But failing to speak up and express yourself when you have something relevant to add is a missed chance to get in the game. Getting your point of view across during important discussions is essential for your career.  

Source: HBR Biz Tips 

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