Category:Guanxi

Guanxi A Guanxi in China means network. A Guanxi in China is a very strong personal network consisting of family, friends and business associates. Before Chinese want to do business with you they first need to know who you are and that they can trust you, "making friends" as they call it. When trust has been established you are in and will experience that business can be some very quickly. It is therefor very important that you take your time to estblish this trust and to become friends before you do business. In China, people within a Guanxi can trust each other.

When you have become friends, it also means that your Chinese friends can rely on you and ask you some favours. You can also ask them to help you. It works both ways.

Doing business without being invited in a Guanxi is risky and uncertain. ECF advises parties and companies to spend time in finding the right Guanxi. A Guanxi with a mix of strong Government and Business contacts is the best Guanxi. In China national (and sometimes local) Government Officials play a key role in business and handing over business projects to foreign companies.

Establishing friendship with Chinese businessmen and Politicians is a very personal situation. It is therfore impossible to hand-over the contact to another person (colleague). When you are excepted in a Chinese Guanxi you can't tranfer your contacts to other people within your company. It is a very personal relationship.