TMF Group - Building bridges to china case studies

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  • 1. Building Bridges toChina1 28 September 2012 - Chester Beatty Library

2. Case Studies 2012 Deloitte AP ICE Limited 3. BuildingBridges to ChinaKraken YU, ( )Director, Ireland HK Business Forum,Dublin Chamber of Commerce & CEO at Cornerstone (Research)International328 September 2012 - Chester Beatty Library 4. BuildingBridges toKnow Asian Markets, Grow Asian Markets ChinaKnow Asian Markets, Grow Asian Markets CHINA China: Country profile Culture Issues Case Study: Software Industry Dos & Dont428 September 2012 - Chester Beatty Library 5. Building Bridges toChina Country Profile ChinaChina is the worlds most populous country,with a continuous culture stretching back nearly 4,000 years.5 28 September 2012 - Chester Beatty Library 6. BuildingBridges toChina Country ProfileChina Many of the elements that make up the foundation of the modernworld originated in China, including paper, gunpowder, creditbanking, the compass and paper money. After stagnating for more than two decades under the rigidauthoritarianism of early communist rule under its late leader,Chairman Mao, China now has the worlds fastest-growing economyand is undergoing what has been described as a second industrialrevolution. China is the worlds second largest economy. 6628 September 2012 - Chester Beatty Library 7. BuildingBridges toChina Country ProfileChina The Peoples Republic of China (PRC) was founded in 1949after the Communist Party defeated the previously nationalistKuomintang in a civil war. The Kuomintang retreated toTaiwan, creating two rival Chinese states - the PRC on themainland and the Republic of China based on Taiwan. Beijing says the island of Taiwan is a part of Chinese territorythat must be reunited with the mainland, by force if necessary.The claim has in the past led to tension and threats ofinvasion, but since 2008 the two governments have movedtowards a more cooperative atmosphere.728 September 2012 - Chester Beatty Library 8. BuildingChina Bridges to ChinaProfile- Economy Nowadays China is one of the worlds top exporters and is attracting recordamounts of foreign investment. In turn, it is investing billions of dollars abroad. As a member of the World Trade Organization, China benefits from access toforeign markets. In return it must expose itself to competition from abroad. Butrelations with trading partners have been strained over Chinas huge tradesurplus and the piracy of goods; the former has led to demands for Beijing toraise the value of its currency, which would make Chinese goods moreexpensive for foreign buyers and, in theory, hold back exports. Some Chinese fear that the rise of private enterprise and the demise of state-runindustries carries heavy social costs such as unemployment and instability. Moreover, the fast-growing economy has fuelled the demand for energy. Chinais the largest oil consumer after the US, and the worlds biggest producer andconsumer of coal. It spends billions of dollars in pursuit of foreign energysupplies. There has been a massive investment in hydro-power, including the$25bn Three Gorges Dam project.828 September 2012 - Chester Beatty Library 9. BuildingChina Bridges to ChinaProfile Facts Full name: Peoples Republic of China Population: 1.34 billion (UN, 2009) Capital: Beijing Largest city: Shanghai Area: 9.6 million sq km (3.7 million sq miles) Major language: Mandarin Chinese Major religions: Buddhism, Christianity, Islam, Taoism Life expectancy: 71 years (men), 75 years (women) (UN) Monetary unit: 1 Renminbi (yuan) (Y) = 10 jiao = 100 fen; Main exports: Manufactured goods, including textiles, garments,electronics, arms GNI per capita: US $2,940 (World Bank, 2008) Internet domain: .cn International dialling code: +86928 September 2012 - Chester Beatty Library 10. Building China International Stage Bridges toChina Patriot Beijing Huaqi Information Digital Technology Co. Ltd (aigo) is a high-tech company headquartered in Beijing dedicated to the development of Chinas national IT industry. aigo is a leading manufacturer of electronic products for consumer and professional markets. Its products include MP3 players, many other newly developed products like MP4 players and MP5 players. Huaqi recorded consolidated annual sales of approximately 2 billion RMB last year and includes more than 1,900 employees worldwide, over 700 of whom are professional and qualified R&D staff. Huaqi uses the marketing platform of Vodafone McLaren Mercedes to develop aigos overseas market. aigo is Vodafone Mclaren Mercedes first Chinese partner.1028 September 2012 - Chester Beatty Library 11. Chinas Gateway to US & EuropeBuildingBridges to (EMEA)China (EMEA) 1111 28 September 2012 - Chester Beatty Library 12. China Ireland Cooperation BuildingBridges to China Software development; First Accredited ECDL courseware in Chinese; First Irish s/w company registered with the Copyriht Authority, Beijing, China; First eLearning company in China aim at the Outsourcing market; First company with training course mapped onto SFIA EU ICT Skills framework; Cloud based eAssessment engine in Semantic eLearning platform; Saas / PaaS; Business member of ISIN Irish Software Innovation Network by ISA, IBEC, EI Technology partner Ireland (DERI-NUIG, DIT), France, HKSAR, China. Based in NovaUCD, UCD, Belfield, Dublin12 28 September 2012 - Chester Beatty Library 13. China Ireland Cooperation BuildingBridges to ChinaAgreements signed during Trade mission to China, 2005.2005 Neusoft - ATA Testing -ATA Linkage - 13 28 September 2012 - Chester Beatty Library 14. China Ireland Cooperation BuildingBridges to China14 28 September 2012 - Chester Beatty Library 15. BuildingBridges to Advantages of Ireland China English speaking country (mother tongue) Advanced infrastructure and education World center of excellence for software localisation Non-English localisation and sales by native speakers (10% of workforce is non-Irish with 25+ major languages) Close to the marketplace Pro-business tax (12.5%), legal and government policies Close business and family connections to USA15 28 September 2012 - Chester Beatty Library 16. Building Bridges to China ( ) (12.5%) 16 28 September 2012 - Chester Beatty Library 17. Building Understanding Chinese Business Bridges to China Culture and Etiquette The Chinese business practice is vastly different from the Western method that most of us may be used to. Of course, with the Chinese economy opening up, Chinas joining of WTO and the Olympics in 2008, many Chinese business practice are now beginning to align with more conventional methods. However, China will always have their own unique business culture and etiquette, given their unique history and background.17 28 September 2012 - Chester Beatty Library 18. Understanding Chinese BusinessBuildingBridges to Culture and Etiquette China Chinese business contacts are mostly referrals However, it is common today for cold calls and direct contacts, given the availability of the internet and the competitive nature of Chinese businesses. Business Relationship in China Chinese business relationship inevitably becomes a social relationship after a while. Seniority is important in China Seniority is very important to the Chinese especially if you are dealing with a State owned or government body. Instead of addressing the other party as Mr. or Mrs. so and so, it is always appropriate to address the other party by his designation (i.e Chairman So and So, Director So and So or Manager So and So) When giving out name cards or brochures, make sure you start with the most senior person before moving down the line. When giving out a name card or receiving one, ensure that you are stretching out with both hands with the card. Remember to face the card you are giving out in a manner such that the receiving party gets it facing him correctly.18 28 September 2012 - Chester Beatty Library 19. Building Understanding Chinese BusinessBridges toChina Culture and Etiquette Giving Face or Gei MianZi Giving face (aka giving due respect) is a very important concept in China. You must give the appropriate respect according to rank and seniority. Gifts and Presents Unlike earlier days when China was very poor, gifts, especially of Western origin was especially appreciated. Today, China produces and imports almost anything imaginable and gifts are no longer a novelty. However, gifts are always appreciated and especially in the smaller cities or towns, will continue to play an important part in your business relationship. Lunch/Dinner in China There is no business talk in China without at least one trip to a restaurant. Sometimes, a trip is made to the restaurant even before any business discussion take place! Inevitably, the restaurant will always be a grand one and you are likely to be hosted in a private room. There is an elaborate seating arrangement for a Chinese business meal. There are fixed seating positions for the host and the guest and then they are seated again according to seniority. This is a very important aspect of a formal dinner and it is important that you follow the rules accordingly.1928 September 2012 - Chester Beatty Library 20. Building Understanding Chinese BusinessBridges toChina Culture and Etiquette Drinking with the Chinese The Chinese are big drinkers especially in Northern and Western China. It does not matter if it is lunch or dinner; as long as a meal is being hosted, there will be alcohol. Chinese wine is the favorite, followed by red wine and beer. Chinese wine is more like fuel than liquor, having a alcohol concentration as high as 60% or MORE! No matter how good a drinker you may think of yourself, never, ever challenge a Chinese into a drinking contest. They will win, hands down! It is often seen as rude not to drink with the Chinese in a formal dinner. After Dinner Entertainment in China Formal business dinner normally drags for quite sometime as there will be much social talk, some karaoke, and drinking contests. Most of the time, everyone is too drunk to indulge in further entertainment after a dinner. In addition, if you are just new to this partnership, you are unlikely to be invited to further after dinner entertainment. However, once you are familiar with them, you may be invited to a Karaoke, or a Night Club, or a Suana. Do note that if they are the host for the night, all bills will be picked up by them for the night, including all entertainment. It is impolite to fight for the bill or worst, split the bills.2028 September 2012 - Chester Beatty Library 21. Understanding Chinese BusinessBuildingBridges to China Culture and Etiquette Controversial Issues in China There are some taboo areas in social conversations with the Chinese. Try to avoid these conversational topics as much as possible: 1. You must not mention that Taiwan is an independent state or a country. 2. You must NEVER praise the Japanese or be seen to be good buddies with them. 3. You can condemn Chairman Mao Tse Tung but avoid criticizing Deng Hsiao Ping. 4. You must not praise Shanghai in front of natives of Beijing and similarly vice versa. However, the younger generation, especially those educated overseas, the old traditions is not as important as for the older generation, but respect is.21 28 September 2012 - Chester Beatty Library 22. Cultural Differences -BuildingBridges to Potential for Major China Problems West Expressionist Chinese Listen & learn West straight to the point Chinese hidden agendas West & Chinese explore each others market To cooperate find a win + win22 28 September 2012 - Chester Beatty Library 23. Cultural Differences -BuildingBridges to Potential for Major China Problems Western companies assume creativity Do not specify requirements in detail Eastern companies require detailed instructions Major potential for mistakes!23 28 September 2012 - Chester Beatty Library 24. Building Chinese LanguageBridges toChinaStandard Mandarin is officially knownin mainland China, Hong Kong and Macau as Putonghua (simplified Chinese: ; traditional Chinese: ; pinyin: Ptnghu; literally "common speech").in Taiwan as Guoyu, and unofficially inHong Kong as Gwok Yu (simplifiedChinese: ; traditional Chinese: ;Mandarin Pinyin:Guy; Jyutping:gwok3 jyu5; literally "national language").in Malaysia and Singapore as Huayu (simplified Chinese: ;traditional Chinese: ; pinyin: Huy;literally "Chinese (in a cultural sense)language").2428 September 2012 - Chester Beatty Library 25. BuildingBridges to Chinese LanguageChina = mouth = official + = An official have TWO mouths,a well known Chinese saying25 28 September 2012 - Chester Beatty Library 26. Building Bridges to Chinese Language China2628 September 2012 - Chester Beatty Library 27. BuildingBridges to Chinese LanguageChina www.chinpass.com Learn to speak Chinese in 72 hours! Play virtual game to learn27 28 September 2012 - Chester Beatty Library 28. Building Software Bridges toChinaGovernment bodies Technology, software industryhttp://www.most.gov.cn/eng/ http://www.miit.gov.cn/2828 September 2012 - Chester Beatty Library 29. Building Software Bridges toChina Government bodies Technology, software industry Ministry of Industry and Information Technology ( simplified Chinese: ; traditional Chinese: ), established in March 2008, is the state agency of the Peoples Republic of China responsible for regulation and development of the postal service, Internet, wireless, broadcasting, communications, production of electronic and information goods, software industry and the promotion of the national knowledge economy. The Ministry of Industry and Information Technology is NOT responsible for the regulation of content for the media industry.2928 September 2012 - Chester Beatty Library 30. Building SoftwareBridges to China http://english.cas.cn// http://www.cae.cn/en/ http://www.csia.org.cn30 28 September 2012 - Chester Beatty Library 31. Related bodies in HKSAR BuildingBridges to Software China http://www.cyberport.hk http://www.ogcio.gov.hk/eng/about/ewelcome.htmhttp://www.hkstp.org31 28 September 2012 - Chester Beatty Library 32. Building Chinese Software Growth Bridges toChina Chinas software industry grew at a compound annual growth rate of more than 39% over the period from 2001 to 2007 to reach RMB 506 billion and is further anticipated to grow at a CAGR of nearly 22% through 2012. Rapid growth in IT spending among various industrial segments, including government, banking and manufacturing are likely to propel the domestic software industry in near future. The ongoing large-scale endeavors for 3G deployments are expected to fuel growth in the demand for 3G telecom software across various applicationplatforms. Expanding broadband infrastructure with increased Internet penetration among Small and Medium Businesses (SMBs) will help the SaaS market to grow at a CAGR of approx 44% duri...

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