Selling into the Chinese market is certainly more art than science. But without question, it’s more important to be connected with communist party members and their investments — read, state-owned companies — than necessarily having the best product or service. MetalMiner, Spend Matters affiliate site, has already written in the past about how US steel companies are peeved at China for not allowing them market access to buy Chinese companies (just as the Chinese are buying Western mining and base metal assets). But limited market access to China is not just reserved for metals companies — or even those that are responsible for sourcing tens or hundreds of millions of dollars annually from the region for export reasons. It’s even limited to brand-name food and CPG companies with serious assets in the region who don’t play the Chinese government Guanxi game.
By Jason Busch on November 24, 2009
Obsessed with how companies manage, spend and save money, Jason writes about procurement, trade and supply chain issues @ Spend Matters. He has significant first hand experience developing and marketing technology and services products, has advised numerous companies on sourcing and related techniques as well as M&A pursuits. In previous lives before tech, he was a management consultant and merchant banking analyst.