In order to be ready to present own project or communicate with Chinese investors, a foreign manager should to identify those objects and directions, which could be interesting for Chinese. It is important to know such directions not only to build successful communication with Chinese businessmen and attract their attention, but also to correct projects and accents of the projects during presentation.
One of such directions is that things, what have one Chinese, another one should also have. That means, that something, that is interesting for a Chinese, will be also interesting for other Chinese. This principle is about not only things, but also about ideology of business. For instance, if we look on Chinese business, we can mention, that there are similar directions in different areas, such as product realization, business negotiations, advertising and promotion.
The same principle is applied to investors. For example, that, what is interesting for big investors, will be interesting for small investment companies. Knowledge about this principle could help foreign manager to build mirror strategy according strategy of Chinese investor and, thus, to propose own project as interesting. There are four key aspects, which are important for Chinese businessmen.
The first aspect is that, Chinese develop accurate international strategy, when they build own investment policy. Therefore a foreign manager should present his project as potentially international. Moreover, he needs to appoint on the size of the project, otherwise Chinese manager will evaluate it himself and will offer an amount of money according his vision and attitude.
The second aspect is preparation of resources for goal achievement. During presentation, it is possible to note, what kind of resources own company has, for example, administration, commercial, technical resources. In addition, it should be shown, what share of them the general manager is ready to use. It is also necessary to give Chinese investors to understand, that the main activities referring to the project were fulfilled and resources are activated. Some recommendation and reference letters could be provided as a prove of readiness to the next steps and that serious work has been done. Furthermore, if company received such recommendations from other Chinese firm, this will become a way to built correctly "Guanxi", net of business connections.
The third aspect is research of target markets. It is understandable, that Chinese don't know all narrow moments of market and specifics of foreign business. Therefore foreign manager should demonstrate results of made research of customer segments, instead of short information, that promotion and trades will be realized at the growing market.
The forth aspect is control and project management. As the majority of Chinese businessmen are educated in European or American Universities, it is obligatory to make accents on systems of project management and quality control. They pay attention to such points. Chinese also want to see financial and efficiency indexes. It is recommended to include them to business project presentation.
To conclude, the main principle, which could be used by a foreign manager is principle of imitation, as Chinese find interesting, those things, which are interesting for other Chinese. Therefore experienced manager should take into consideration four aspects during project presentations, which will do his project similar to Chinese projects. Such mirror strategy could be accepted as a way, how to become interesting and attract attention of Chinese investors.
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