The Art of Doing Business in China - China Prime - Youtube of Today Show Interview

In a post from last year, The Culture Effect, I discussed the importance of viewing things in a "Chinese way". The Today Show interview with JWT China CEO, Tom Doctoroff, illustrates and reinterates the points made in my article. Trust being of utmost importance and along side it hierarchy.

Other seemingly superficial acts can destroy a potential relationship such as the business card exchange. In the US, we swap business cards daily and barely give them a second glance. In China, it is important to take the card with both hands and carefully review the information as shown in the video. Hierarchy and the importance of showing leadership are also touched upon in the interview. Charisma is important in dictating a sense of leadership.

Trust is the basis of all Chinese dealings and relates directly with guanxi. In order to develop a sense of trust, a true relationship must be formed and nurtured. While this might not translate into the Western version of friendship, it should be an integral part of the strategy of doing business in China.

This strategy has, of course, come under serious scrutiny due to the intense and overt corruption that can be found in all elements of Chinese society from the government to the local neighborhood. Therefore, it is imperative that meticulous steps are taken to avoid bribery and other non-kosher behavior.