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Are You Ready to Manage the Dragon Project? Procurement Market Entry Export Distribution

Are You Ready to Manage the Dragon Project? Procurement Market Entry Export Distribution 北京，上海，广州，深圳，重庆，杭州，南京 Felicia Chang Global Wave Today Project Management Symposium April 28 th , 2010.

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Are You Ready to Manage the Dragon Project? Procurement Market Entry Export Distribution

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  1. Are You Ready to Manage the Dragon Project? Procurement Market Entry Export Distribution 北京，上海，广州，深圳，重庆，杭州，南京 Felicia Chang Global Wave Today Project Management Symposium April 28th , 2010

  2. “I suggest they learn everything they can about China because it will permeate every aspect of business in their lifetimes.” — Jack Welch

  3. From Great Wall to World Expo Project management in China is evolving Ancient Project management in China • Great Wall • Great Canal • Forbidden City • Modern tools, techniques and methodologies • Critical Path Method (CPM) • Program Evaluation and Review Techniques (PERT) • Graphical Evaluation and Review Techniques (GERT) • First application of modern • project management • Defense • Aerospace and science • Construction Great Wall World Expo

  4. Project Managers Need to Think Globally Adapt to the special nature of global project management Keep the following in mind: • There are opportunities for Project Managers who know • their way around the world • International project management requires highly • developed skills outside of regular project management • Project management is more of art in China • Don’t expect to follow the principles and rules of managing • projects in the United States

  5. Project Managers Need to Think Globally You are operating on an international landscape • Two most important attributes for international Project Managers: • Cultural sensitivity • Intellectual curiosity about other people and nations

  6. China is on the Other Side of the World Distances can complicate a global venture • Physical distances • Geographical • Time zones • Psychological distances • Cultural • Emotional • Language

  7. China is on the Other Side of the World Learn from the experiences of other PMs • Key experiences among project managers: • Delays • Cost overruns • No improvement in quality • Lack of resources to perform project tasks • A simple 3-stage delivery process: • Preparation • Execution • Close-up

  8. What is Your Project ? Two most common projects in China Procurement Sell products from China to U.S. market MarketEntry Sell products from U.S. to China market • Each type of project presents different challenges and risks • What is the best way to manage a project?

  9. Managing a Procurement Project in China Plan well, evaluate your options and choose wisely • Key steps: • Identify what must be procured • Establish a timeline for purchase • Identify potential suppliers and service providers • Obtain quotes or bids • Choose a supplier and/or service provider • Manage the relationship with the supplier and/or service provider • Close-out contract

  10. Managing a Procurement Project in China Critical elements • Developing processes that are rigorous yet • still flexible • Building a team experienced in China projects • and familiar with the culture • Managing milestone deadlines within budget and • managing expectations are key challenges • Using collaborative tools and techniques

  11. Managing a Procurement Project in China Manage processes and expectations intelligently • Poorly managed projects are often completed over budget • and with significant delays. •  Managing the key stakeholders is a critical key to success • in China. • Western and Chinese stakeholders have different needs • and expectations • Manage your expectations and unexpected risk

  12. Creating and Managing a Market Entry Project in China Do some serious business planning • Identify your market opportunity and target customer • Identify the best sales channel to bring products/service • to China market • Set up your office and logistics • Identify and manage your distributor • Create and manage your Internet marketing project • Manage your relationship with Chinese consumers • and companies

  13. Market Entry Road Map Chinese Consumer/Company Distribution/Sale Negotiation Recruiting Training Marketing ESTABLISH “GUAN XI” Engage Local Resource & Building Partnership Online Marketing Traditional Marketing Consulting Law/Tax Logistics Company Setup Not plan to set up office Site Selection Travel Set up office Market Entry Analysis/Strategy Target Customers Market Overview Competition SWOT Your Company

  14. ‘World Manufacturer’ is Becoming a ‘World Consumer Market’ Take advantage of the transformation Transform World Manufacturers • IPO • M&A • Private entrepreneurship • Outbound tourism • Outbound investment • 3-6 tier city & rural area growth World Consumer Market

  15. Key China Sectors for U.S. Exporters to Target Focus on growth markets • Education • Health & Medical • Environmental Protection • American Lifestyle • Products • Luxury Market • Entertainment • Technology • Tourism

  16. China Market is Complex and Fragmented Broad geographical territory

  17. Project Management is About Managing Culture Know how people think and make decisions • The importance of relationship/save face • Pragmatic • Decision making • Deadlines • Value maturity • Materialism • Dress/act formally • Dining and business * Culture shapes way people think, how they look at the world, the decisions they make and the things they do.

  18. Creating and Managing a Market Entry Project in China Consider key stakeholders and Chinese culture • Key stakeholder management is critical to success • Customers • Suppliers • Distributors • Service providers • Government officials and approvals • Managing a market entry project in China is • more of an art than a science

  19. The China Market is Lucrative and Rewards are Tremendous • BUT… • It takes special planning and commitment • Respect differences • Plan well • Make a long-term commitment • Form the right team • Factor in extra time build in your project’s life cycle • Actively communicate • Set realistic expectations

  20. The Golden Rules of China By Robert Ma of McDonald’s of China • Everything is possible • Nothing is easy • Western business logic does not apply • It is a fun project if there is no deadline • You must persist — things will come your way eventually • Patience is the essence of success • There are no secrets in China • “You Don’t Know China” means they disagree • “New regulation” means they found a new way to not do something • “Internal Regulation” means they are mad at you • “Basically, No Problem” Means BIG PROBLEM • When you are optimistic, see Rule #2 • When you are discouraged, see Rule #1

  21. Why is Global Wave Today different? • China contacts • Market knowledge • Lead the process • Strong cultural and language knowledge • Deep global experience We bring unique insights... We transform China’s complexity and ambiguity into clarity

  22. For More information CONTACT : Felicia Chang Global Wave Today (248)918-3863 fchang@globalwavetoday.com www.globalwavetoday.com

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