Advice for US Companies in China外企在中国的机遇与挑战.ppt

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1、Opportunities&ChallengesforMultinationalsinChina:LearningfromtheMicrosoftExperienceKai-FuLeeCorporateVicePresidentMicrosoftCorporationTalkOutlineChinaOpportunity6IngredientstoSuccessinChinaMicrosoft’sPresenceinChinaEarlystrugglesRecentsuccessesConclusionChinaOpportunityHugeg

2、rowingmarket“ThesinglemostimportantthingtohappeninourlifetimewillbetheemergenceofChina.”–JohnThornton,formerPresidentofGoldmanSachsNowaProfessoratTsinghuaUniversityGDPgrowth9%peryearsince1978.Consumerssaving$1trillionperyear.2002:Chinabecame#1mobilephonemarket.2004:Chinawill

3、become#2PCmarket.Next5Years:Software&servicesCAGR=50%!ChinaOpportunityWorld’sLargestLaborForce“Throughskillfulcontrolofresidency,China’s900millionruralresidentswillgraduallymovetocitiesandtakejobsinmanufacturingorinformationprocessing,perhapsat20-30millionperyear.Thiscouldgiv

4、eChinaasustainablesupplyoflow-costlaborforthenext20-30years.”–KenichiOhmae,TheChinaImpact.TraditionalindustriesManycitieswithgoodinfrastructurePeopleinflowfromruraltocitiesExcellentprocess&know-howinmanufacturingKnowledgeeconomy150,000computergraduates/yearGreatemphasisoneduc

5、ationButIT&softwaresignificantlylagIndiaMarketOpportunityisLucrativeVolkswagen40%marketshareinChinaMotorola20%ofglobalrevenuecomesfromChinaKodakIn4years,Chinawentfrom17thto2ndIntel$4+billionrevenueinChinaL’Oreal“Imagine,1.3billionlips!”-LindsayOwen-Jones,CEO,L’Oreal.6Ingredie

6、ntstoSuccessinChinaChallenges&SuccessfulFormulaBuildstronggovernmentrelationshipsPlaybyChina’smarketrulesMakealong-termcommitmentThelocaleconomyisthetoppriorityNurturelocalpeopleBuildtrust,notPRBuildStrongGovernmentRelationshipsUniquepowerofgovernmentRelationshipsrequiredatal

7、llevelsThespiritofthelawmattersmoreChina'scultureisbuiltontrust,relationships,mutualrespect.Theconceptof"face"isveryimportant.AvoidsensitivitiesandfindeveryopportunitytomakeChinalookgoodNegotiationsarebottom-upandinformal.“Itcannotbeoverstatedtheimportanceofaccommodatingtheg

8、overnment."—JohnStuttard,theNewSilkRoad.PlaybyChina’sMarketRulesExpe