Discovering Greater China Through Long-Term Plans, Serious Relationship-Building, Finding Good Partners

October 9, 2014

Jim Cox is the Regional Director of the U.S. Commercial Service’s Northeast Network, which is part of the International Trade Administration.

Image of three people meeting at a table and having a discussion at Discover Global Markets in New York

Our DISCOVER forums feature individual counseling sessions between your business and U.S. commercial diplomats who can help develop export strategies for specific markets.

When it comes to exporting to China, there is a world of opportunities for U.S. companies.

But there are also many hurdles to overcome.

That’s why our Commercial Service team brought together dozens of industry experts, U.S. commercial diplomats, and successful exporters for the DISCOVER GLOBAL MARKETS: Greater China event in New York City this week.

With more than 300 innovative and ambitious U.S. business representatives in attendance, we discussed market intelligence, best practices, and strategies to compete and win in some of the world’s fastest-growing markets.

Through one-on-one counseling sessions, we helped more than 90 individual companies develop their strategy for entering new markets.

And we learned some great information from business leaders that are already doing business in the region.

Like that when you’re vetting a potential partner in China, a great way to find information about them is to do a web search for their fax number.

Or that Chinese people are very guarded about trusting potential business partners, so you’ll have to put a lot of work into developing a trusting personal relationship in order to create a successful business relationship.

Our District Export Council told us some great information about etiquette, like that Chinese business leaders see a business meal as a place to relax and break the ice, so working through meals can actually harm your chances of striking a deal.

Bottom line: The markets of Greater China aren’t always the easiest to enter, but they do offer a return that could be well worth the investment of time your business will have to make.

To the panel members, marketing partners, and attendees who made our event the success that it was, I give many thanks. I am certain that we will see some great success stories about businesses creating new business in Greater China.

If you couldn’t make this event, trust me – you need to check out the upcoming DISCOVER events. Register for them. And succeed because of them.

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