Archive for Decision Making

Are All Chinese Untrustworthy?

No. However, how do we handle our stereotypes? China Law Blog has a great blog up on that very topic. Read it here. Are all Chinese Untrustworthy? I know a guy who is white and has a US accent and who gets business from people who do not trust the Chinese. He then promptly finds ways to cheat or […]

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Posted in: China, China Recruitment - Getting Good People, Chinese Culture, Decision Making

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Security and Significance

A business needs to balance Significance and Security. Here is a simple table to show the issues: Security Significance Trademark Protection Patent Registration China Effective Contracts Trustworthy workers, suppliers, and other partners Legal employment, office set up, or other related Deep Market Survey Clear Strategy Development Crisp Execution on Strategy Responsive Organizational Development Every company […]

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Posted in: China, Decision Making, Leadership, Market Entry, System

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China Markets – Sequence To Get In

Western companies coming to China habitually follow a pattern like this. Poor Process 1. Someone says we should sell or procure in China. 2. We have in house discussions and sometimes bring in our ethnically Chinese staff to talk. 3. Someone looks around on line and finds some stuff. 4. Some contacts are made in […]

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Posted in: China, Decision Making, Leadership, Market Entry

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Fire For Effect – An Example

Last week, you may recall, I wrote on how adjusting fires in Artillery before firing for effect can be useful. First experiment broadly and then fire for effect once you have clarified the best target. Check out that blog here. I once ran an organization making market priced loans to micro-business people who have only […]

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Posted in: Decision Making, Leadership, Market Entry, Motivating Workers

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Not Enough Sales

Most business leaders want to have more sales. Training sales teams is one thing we do for customers. Improving marketing is another slightly deeper path. However, at many companies, focus on any given sales function may not lead to significant benefit. A deeper look is needed. All sectors of the company should be touched to […]

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Posted in: Change Management, Culture Development, Decision Making, Leadership, System

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The Chinese Courts Might Get Us Just What We Deserve

I want to tell you a real though altered story to give some perspective. An American company in Beijing had a company with a contract to sell automation equipment to a Chinese company in Ningbo. The Ningbo company had placed a large down payment. The Americans were behind on delivery and then tried to get […]

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Posted in: Being the Right Person, China, Decision Making, Government Issues, Leadership

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