Should a non-Chinese speaker take a Translator/Interpreter to a meeting, in China?
Yes. It's always essential to promote a professional image of your company, with full time or part time Chinese staff/employees. Alternatively, if you've got no employees then you can rustle up a couple of Chinese translators/interpreters, at short notice, and they can give the impression that they are your employees. The only disadvantage is that the Translator will have limited knowledge of your products/services and the Chinese company can easily detect that they are just translators.
How important are personal relationships in business, in China?
Very important. Don't expect to sign an Agreement for millions of dollars, at your first meeting with a Chinese company, unless you are Bill Gates of Microsoft! Don't expect the Chinese company to co-operate with you or partner with you at the first meeting!
In reality, there will be a considerable degree of skepticism and doubt about your company, its performance and prospects of providing an ethical and competence service. You will be informed about the competition, and the fact that there are already many good quality companies around who provide these good/services.
To maximize your chance of success in China, and to increase your prospects of getting a 'big deal', you need to be extremely well prepared, and be as authentic and professional as possible. See our Business checklist below:
1. How does your foreign company distinguish itself from competitors, in the eyes of a Chinese company?
2. What added value can you offer the Chinese company?
3. Can you offer a much lower price than competitors?
4. Are you much faster ad more efficient than competitors?
5. Are you a multinational company with offices throughout the world or at least give that impression that you are very well staffed and in many locations?
6. Do you have previous experience dealing with Chinese customers?
7. Do you have Chinese employees who can interface and communicate on a daily basis with any potential Chinese customers (suppliers/buyers)?
8. Do you have an office or representative office in China or nearby in a Chinese speaking territory of China, such as: Hong Kong, Macau or Taiwan?
9. Are you licensed or registered in your profession, with excellent reviews and references?
10. Is your website translated into Chinese (Mandarin)?
11. Is your foreign company a Registered company, with business registration and a business license?
12. What are the qualifications, experience and profile of your Company Directors, and do they have any demonstrated areas of expertise? Are they internationally acclaimed and regarded as specialists in their field and do they regularly provide seminars and presentations at Expos and trade events?
13. Do you have a Business /Name card in Chinese and English?
14. Do you have a marketing brochure or booklet about your company's products or services, in Chinese?
15. What Chinese companies are you already working with? Do they recommend you?
Introductions in China - Tips:
Addressing others - Seniority is valued in China. It is important to address your counterparts by their title (Chairman, Director, etc.). Find out who the most senior person in the room is, and address them first.
Introducing yourself - Say your name clearly, and remember to state both the company you work for and your position. As a point of reference, know that Chinese will refer to their company first, then their title, and then their name when introducing themselves to others.
Handshakes - Meetings often start with handshakes. Ensure that you are not too aggressive with your handshake. Don’t be surprised if you are at the receiving end of a decidedly non-aggressive handshake. If things go well, you may also be on the receiving end of a prolonged handshake: anything goes. In western business contexts, you have probably found yourself in “squeezing” contests (among men): who has the stronger grip? In China, the question will be “who lets go first?” Don’t be shy about holding on if your counterpart is enjoying the contact – it is meant well.
Giving/Receiving business cards - Similar to introductions, hand out business cards to the most senior official first. Chinese use both hands when giving and receiving anything of value, including gifts and particularly business cards; you should do the same as this is one of the first points at which you will make an impression. Take a moment to look at and acknowledge the individual’s card. Have your own cards translated into Chinese on one side. Your title is important; this is how your hosts will determine who should be invited to meetings, what weight your words carry, and where you will be seated.
Your name - Having a Chinese name, ideally one with meaning rather than a transliteration of your English or French name will be taken as a sign of respect as well. The best approach is to have a local contact or native speaker help create one for you.
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