Scott Gets China

Had lunch with my friend Scott this week. He is the VP of a large (and famous) tech company from the US. He speaks Chinese, lives in China and likes a good bowl of noodles as much as the next guy. We got to talking business and I learned a few things from Scott.First, Scott gets it.He knows how to both manage relationships and projects in Asia. Case in point. Scott is working with a large Chinese supplier on an AV product for the US market. He understands that customer service in China is based on a philosophy of immediacy: “what have you done for me lately. And lately means: today! He negotiated prices for the 2008 buying year and within two weeks the supplier sent out notices of new (higher) pricing for the first 2008 orders. Scott, of course, said no. The supplier is still shipping. The point being—just because you have a signed contract for 10’s of millions of dollars doesn’t mean that negotiations are over.Second, Scott laughs a lot.He doesn’t get mad, doesn’t get even, doesn’t cheat, lie, steal or even swear. He’s the guy that everyone wants to work with. This is the way to do business in China, or anywhere for that matter. You are going to get screwed in China, because foreigner are coming from a much more developed business environment into a much newer, less structured/experienced environment in China where short term profits still often trump long term relationships. But Scott takes it all in stride—the deal isn’t dead with the attempt to raise prices after contracts are signed.Third, Scott doesn’t let today spoil tomorrow.Scott’s company currently employees more admin-level quality control managers in the US than in China even though they do almost all of their product here in Asia. Scott isn’t waging an internal war. He understands that corporate cultures from the West don’t change overnight even though production has long since moved to China. Factory locations change (change to new continents even!) much faster than attitudes do. But is he angry that he’s up nights to coordinate international what should be local issues? Nope. Is he complaining that “people just don’t get it?!” Nope. He’s fighting maintaining his poise and position and waits as the tide eventually changes and the winds eventually blow in his direction.I learned a lot from my lunch with Scott. He has vision that extends beyond current political trends and current project setbacks. He makes decisions based on values and his strategies are designed to achieve success—lasting personal and professional success in China and in life. It’s working already.Thanks, Scott.