Insights about critical success factors and approaches for doing business with China

1. Engaging China: the realities for Australian businesses www.abfoundation.com.au

3. Insights about critical success factors and approaches for doing business with China

4. Background analysis

6. About the project team Dr Keith Suter International Relations Expert and Commentator Sara Cheng Manager-Greater China Catherine Armitage Experienced China Journalist and Writer Rab Memari International Market Analyst Christine Gibbs Stewart International Trade Specialist

8. ANZ

9. Australian and New Zealand Institute of Insurance and Finance (ANZIIF)

10. Aus-Sino Focus Group Limited (ASF)

11. Babekühl Production

12. BigWorld

13. BMDi TUTA

14. CEM International

15. CIROA Homewares

16. De Bortoli Wines

17. Ferguson Australia

18. Ilum-a-Lite

19. International Wool Promotions (Interwool)

20. Johnson Pilton Walker (JPW)

21. Kingold Group

22. Linatex

23. Mammoth Merchandise

24. McKay Associates

25. Melbourne Business School (MBS)

26. Minter Ellison

27. Platinum International Cargo

28. Professional Public Relations (PPR)

29. SWA Water Australia

30. Smouha

32. Business environment Culture – saturates all aspects of engagement Relationships –“guanxi” is pervasive Government – means business

33. Business operations Talent and skills The indispensable need for the right skills and for the local Chinese manager Quality Raising the bar on quality with clear communication and managing expectations Finances China needs the usual due diligence for financial transactions

34. Business operations Intellectual Property Intellectual property to reflect the wider business strategy – compete on innovation and design Communication Good communication is a vital tool of trade Partners The right partner is an essential element and needs investment of time and effort Customers and Clients Selecting the right customer is as crucial as selecting the right partner

35. Business opportunities Manufacturing in China for other strategic advantages, not just low cost Services success often unrecognised Different business strategies, but common threads drive success

36. Insights Looking beyond stereotypes Opportunities for small global enterprises Success through services Adaptability in the face of complexity

37. Conclusions No one single model, but: master relationships and culture be both focused and agile proficient in the business fundamentals. Keep up to date with new knowledge on China. Reality check helps avoid being mesmerized by huge potential. Capitalise on opportunities for ‘small global enterprises’. www.abfoundation.com.au