Entering an Emerging Chinese Market

Executive Committee member Clayton Abraham has provided specialist and practical advice for the guidance of security leaders entering new markets. The lessons learned are worthy of consideration when entering any emerging market.

For over six years Mr Abraham has been developing a specialist market across China.  From 2011 attending a China Security Expo in Beijing the importance of planning and persistence have paid off.  The following are important:

• ensure the market is accessible and there is true local interest in the product;
• if the product is merely a replication of what is freely available your project is doomed. Ensure your points of difference are obvious;
• understand there will be cultural differences, some local suspicion and work to establish a professional rapport;
• identify appropriate contacts who will have influence in local decision-making. The wrong person(s) may cause a “loss of face” and therefore your progress;
• engage a quality interpreter to ensure unknown Westerners are welcomed;
• a point and in-country representative who is professional, reliable, knowledgeable and committed;
• identify local associations and groups including Government Bureaus and their leaders. These are great points of network;
• commit to a long-term relationship hence the importance of local registration, local support and your local footprint; and
• accept there will be issues such as the occasional miscommunication to work through however a strategic realistic plan will usually achieve excellent outcomes.

Further information about Clayton’s project can be gained through Complex Institute of Education.