weber international jan 09

Weber InternationalHelping you enter the Chinese Market January 2009

2 • Weber International

Secrets of success: Meeting the right people

New markets often have unfamiliar business cultures – and the Chinese market is no exception. WEBER International understands the Chinese way of doing business, including the importance of personal relationships. To help you meet the right people, we’ve developed our special concept – the Private Executive Dinner.

Weber International • 3


Read between the lines; GuanxiHowever thoroughly you prepare before entering an attractive new market, there are always social subtleties that, while being vital for successful deal-making, prove impenetrable. So once your company has done the necessary groundwork and has decided to enter this attractive new market, exactly what is the next move? In China, the next step is meeting and greeting, because the real secret to doing business in China is building good guanxi – good connections.


Build close ties Guanxi refers to the close personal connections that form a crucial part of almost all big business deals in China: Chinese business executives generally prefer to seal a deal with someone they know well, rather than with a stranger. Developing good guanxi with the right people can help a business enter the Chinese market smoothly and profitably.

But how do you start meeting people? And who do you need to know? Because WEBER International understands the Chinese business mindset, we know the answers to these key questions, and are perfectly placed to introduce you to the highest levels of Chinese business. At our Private Executive Dinners, we engineer exactly the kind of exclusive atmosphere that successfully bridges East and West.


Mission Hills ResortChina’s premier private members club

Internationally renownedLocated just a few kilometres outside of Hong Kong, the Mission Hills Resort lies right at the heart of the world-renowned Mission Hills Golf Club. With an international reputation for class and style, it lends the highest level of prestige to the functions held there.


Essential meeting place The Mission Hills Resort plays a pivotal role in the Chinese business world. China’s biggest and most important business meetings are held at the Mission Hills Resort – to host them anywhere else would be unthinkable. The resort’s membership list is a complete roll-call of the best and brightest Chinese business executives.

WEBER International has a unique relationship with Mission Hills Resort. We have exclusive access to their membership database of top-level Chinese executives and influential entrepeneurs.


No Cure No PayTo maximize the deal-making potential of the event, WEBER International will be available to provide exactly the degree of facilitation you need, from discreet behind-the-scenes advice to on-hand mediation and negotiation.

Our cost model is based on a attractive No Cure, No Pay-principle which means that we work on a cost price plus 15% for project management. The standard commission for actual deal making varies from 10-15%, but is fully negotiable, depending on the deal size.

ReferencesMr. W.D.A.M. Kemperink, Director and Chief Financial Officer CBp Carbon Industries/ Member of the Supervisory Board WEBERMrs Sharifah Loon Syed Danial, Director MALAySIAN TOuRISM BOARD FrankfurtMr Prince Maurits van Oranje, Owner THE SOuRCEMr Lex de Rooi, Marketing Director WESSANENMr Sebastian Conran, Owner CONRAN & PARTNERSMr Michiel Mol, Entrepeneur


ClientsAchmeaPhilips Medical SystemsBilderbergPhilips Consumer LifestyleEuropean ParliamentPalace HotelRadisson SASRiuStarwoodJan TaminiauTrinidad and TobagoOkura HotelsTuiMalaysiaEWKLMANWBPeruForce India F1



About WEBER International

WEBER International is a consulting and dealmaking firm that bridges East and West. We have close ties with China, and an intimate knowledge of Chinese business culture. This enables us to provide leading European and uS companies with expert advice on how to enter and succeed in the world’s rising powerhouse market – China. We are also engaged by management boards to help them develop new business or marketing strategies that will ensure they gain a firm foothold in this thriving and dynamic market.


Getting in touch If you are interested in finding out more about how WEBER International can help you enter the Chinese market, please do not hesitate to contact us. We are looking forward to introducing you to your future business partners.

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weber international jan 09

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