As a foreign regional manager in China, effectively networking is key to your success. From sealing deals to navigating office politics, your network of contacts opens doors.
Understanding the unique aspects of Chinese business culture helps you make the right connections.
Here are tips on networking effectively:
Leverage Existing Contacts
Your company and colleagues likely have existing relationships you can develop. Ask to be introduced to key partners, vendors, or clients. This gives you instant credibility.
Join Industry Groups
Professional organizations like trade groups or chambers of commerce provide networking opportunities. Attend industry events to meet decision-makers and people with common interests.
Focus on Guanxi
This Chinese concept refers to building reciprocal, trusted relationships over time. Spend time getting to know potential partners in relaxed settings before formally discussing business.
Use Dinners and Banquets
Much business in China happens over meals. Accept invitations to group meals or host your own events. Use the time to find common ground that develops guanxi.
Consider Using an Intermediary
A Chinese colleague or business acquaintance may gracefully facilitate introductions and build bridges. Their personal recommendation gives you credibility.
Exchange Small Gifts
Exchanging token gifts like company branded items nurtures relationships. Avoid extravagance and make sure gifts don’t violate ethics rules. Focus on the gesture’s meaning.
Be Patient and Persistent
Don’t expect to secure deals right away. Cultivating guanxi requires continually demonstrating reliability and sincerity over time through regular contact.
Respect Hierarchy but Connect Widely
While observing status matters, also look beyond executives. Well-connected staffers might hold key influence. And junior colleagues may become future leaders.
Adapt Your Communication Style
Chinese networking conversations often move slower and more indirectly before deal details emerge. Listen closely for cues about needs before presenting specifics.
Keep Politics in Mind
Understand any political factions within a company and what alignments might impact deals. If tension exists between contacts, don’t take sides. Remain quietly neutral.
Do you have any other tips on making the right connections? I’d be interested to learn how you network effectively here. Maintaining local contacts ultimately helps us both achieve business results.