Some very frank words about how to succeed in China by an American businessman.
Q: What does it take to be a successful American businessman in China?
A: You have to adjust yourself to the business environment in China. You have to know all the idiosyncrasies of doing business here, including this wholerelationship factor. Sometimes the relationships that you make with various entities and organizations are actuallyeven more important than your ability to perform. …
My success is dependent very much on who I know. For example, not only the people who can get things done withregards to the registrations, licenses and this kind of thing but also the influential people who are making mybusiness very successful, the people who are connectors between everyone else. They go out and find their friends andeverybody. And it’s all through word-of-mouth advertising and it’s made my place very successful. So I’d say it’s allabout whom I know.
