Is your start-up or scale-up considering expanding into the Asian market? China remains a giant full of opportunities, but its business culture and communication codes can be challenging. At S3 Group, with years of experience in sourcing and negotiation in Asia, we share the keys to making your business trip a success.

Do your research and prepare in advance
– Get to know the company you are meeting with in depth: its history, products and market position.
– Familiarize yourself with ‘guanxi’ (关系), the art of building relationships. In China, trust is as important as the contract.
– Learn some basic phrases in Mandarin. A small gesture can open many doors!

Adapt your communication style
– Hierarchy is key. Identify who makes the decisions and be respectful.
– Be patient. Negotiations can be indirect and require several rounds.
– Use business cards and receive them with both hands. It’s a detail that makes a difference!

Master etiquette in meetings and meals
– Greet people with a light handshake or a nod of the head.
– At business meals, follow the host’s lead and participate in toasts. Raise your glass slightly lower than theirs as a sign of respect!
– Show genuine interest and avoid interrupting. Active listening is valued.

Don’t overlook the practical details
– Travel on a business visa and bring copies of your documents.
– Download WeChat or Alipay. Mobile payments are the norm.
– Set up a VPN before you travel to avoid internet blocks.

You know the drill: prepare, connect and… grow!
China is a market full of opportunities for technology companies with a global vision. With solid cultural preparation and an open mind, you can build lasting relationships and explore new avenues for growth.

Is your company ready to make the leap to China? S3 Group can accompany you through the process. Let’s talk!