Client Visit–building Quanxi

Connections and relationships. In the Chinese culture, when two business parties have Quanxi, the connections and relationships allows both to flourish as the two parties behave as close friends and help each other. Trade secrets are exchanged and support is provided.

Our client (name withheld, due to confidentiality) is one of the top two wind tower manufacturers in China, with a global presence. They are looking at my team for a market entry strategy into Australia. Our key contact is the CFO, with whom we have had two previous face to face meetings, and exchanges by email. As a team of foreign consultants, we had a delicate role to play. We bring to the table international and especially Australian experience, but needed to tread delicately on cultural issues we might face.

As the day progressed, we met with the CEO and Director of Sales. I demonstrated that I understood the heart of the problem by citing the case number and the intricate details of a previous Australian Commission ruling against the company. That alone made our client see us in a new light. We were not a bunch of students that needed to be hand-held. We came prepared and understood the heart of the problem. Not missing a beat, our other team member (Dom) pulled out his laptop and showed his detailed excel model that compiled all of the windfarms in Australia, in operation, under development, or planned for future development, with details around operators, partners, etc. So not only we came with understanding of the problem, but we also came with market intelligence.

We offered them a copy of the excel file. Understanding their position, and offering help, I believe, built a tremendous amount of Quanxi that day. Trade secret information was readily shared with us, behind closed doors. Key partners and vendors, current and future contract details, as well as workaround for legislative constraints were shared.

We also had the opportunity to visit their manufacturing plant first hand.

IMG_1797

Image: At the plant, wind towers behind me Australia bound

IMG_1838

Image: Inside a section of a wind tower

image

Image: Steel plant where wind towers are manufactured

After the visit, the CFO and the VP took the team out for lunch. While we said we would love to experience the food court food that they would normally eat, they reminded us that as guests visiting them for the first time, it was their responsibility to host us to the best meal that they could provide. And so we headed down by car to the next village, by the beach, where we sat down and enjoyed a sumptuous seafood lunch with all sorts of dishes on the table.

On the second day of the visit, we dressed a lot more casually than the first day, as we were invited to wear more comfortable shorts and t-shirts to cope with the heat and humidity. This day, we were accompanied by Prof Bruce McKern, to build the relationship with the University. This was a remarkable interaction for me to observe. As the senior person in the room, he was treated with all the respect he deserved. The CEO and VP came to meet with him, and offered him site visits, etc. and made him feel welcome. However, he did not have Quanxi. Real discussions with the team that contained deep details only resumed after he left the premises and headed back to Shanghai.

After all our meetings were concluded, we headed down to the beachside for a well-earned break while the CFO can get back to his office and complete his job for the day.

IMG_1859

Image: Relaxing by the beach after a hard dayโ€™s work

In the evening, we were invited by our CFO for dinner at his place, where his mum cooked us dinner. I was initially apprehensive as I was going to his place in shorts and t-shirts. The apprehension was quickly put aside when his dad greeted us in his boxer shorts and singlet!

IMG_1900

Image: Dinner at our Clientโ€™s apartment

We felt very much welcomed and at home. During dinner, as I was eating mostly the vegetarian and seafood options, his mum took notice, and quickly jumped into the kitchen to make more vegetarian food, so that I had enough to eat!

They told us that it was the first time they received foreigners in their home, and we felt touched by the length to which they went to make us feel welcome!

42 thoughts on “Client Visit–building Quanxi

  1. Admiring the dedication you put into your site and detailed information you present.
    It’s good to come across a blog every once in a while that isn’t the same old rehashed
    material. Wonderful read! I’ve bookmarked your site and I’m adding your RSS feeds to my Google account.

  2. An impressive share! I’ve just forwarded this onto a colleague
    who has been doing a little research on this.
    And he actually bought me breakfast due to the fact that I discovered it for him…
    lol. So allow me to reword this…. Thank YOU for the meal!!
    But yeah, thanks for spending time to discuss this subject here on your website.

  3. I have to thank you for the efforts you’ve put in penning this blog.

    I’m hoping to view the same high-grade blog posts from you later on as
    well. In truth, your creative writing abilities has
    inspired me to get my very own website now ๐Ÿ˜‰

  4. Oh my goodness! Amazing article dude! Thank you, However I am experiencing troubles with your RSS.
    I don’t understand why I can’t join it. Is there
    anybody else getting similar RSS problems? Anyone that knows the solution will
    you kindly respond? Thanks!!

  5. When I originally commented I seem to have clicked the -Notify me when new
    comments are added- checkbox and now every time a comment is added I recieve four emails with the same comment.
    Is there an easy method you are able to remove me from that service?
    Thanks a lot!

  6. I don’t know if it’s just me or if everyone else
    encountering problems with your website. It appears like some
    of the text on your content are running off the screen. Can someone else please provide feedback and
    let me know if this is happening to them as well?
    This may be a problem with my internet browser because I’ve had this happen before.

    Many thanks

  7. Hi, I think your blog might be having browser compatibility issues.
    When I look at your blog in Chrome, it looks fine
    but when opening in Internet Explorer, it has some overlapping.
    I just wanted to give you a quick heads up! Other then that, excellent blog!

  8. Excellent post. I used to be checking constantly this weblog and I’m impressed!
    Extremely useful info particularly the final phase ๐Ÿ™‚ I deal with such info a lot.
    I used to be looking for this certain information for a very lengthy time.
    Thank you and good luck.

  9. You’re so interesting! I do not think I’ve read anything like this before.

    So good to find someone with a few unique thoughts on this issue.
    Really.. thank you for starting this up. This web site is one thing that is needed on the web, someone with some originality!

  10. Hmm it appears like your website ate my first comment (it was extremely long) so I guess I’ll just sum it up what I wrote and say, I’m thoroughly enjoying your blog.

    I too am an aspiring blog writer but I’m still new to the whole thing.
    Do you have any tips for beginner blog writers? I’d genuinely appreciate it.

  11. I was recommended this website by means of my cousin. I’m now not sure whether this put up is written by means of
    him as no one else understand such exact approximately my
    difficulty. You are incredible! Thank you!

  12. I actually still cannot quite feel that I could become one
    of those studying the important guidelines found on your web
    site. My family and I are really thankful for the generosity and for
    giving me the advantage to pursue our chosen profession path.

    Many thanks for the important information I managed to get from your web site.

  13. I tend not to create many responses, but i did some searching
    and wound up here Client Visit–building Quanxi –
    Ash Moollan's blog < />. And I actually do have 2 questions for you if it’s allright.
    Is it simply me or does it look like a few of these responses look as if they are coming
    from brain dead individuals? ๐Ÿ˜› And, if you are writing at additional online sites, I’d like to follow everything fresh you have to post.
    Would you make a list of every one of your communal pages like your twitter feed, Facebook page
    or linkedin profile?

  14. What i don’t realize is in reality how you are now not actually much
    more neatly-appreciated than you might be right now.
    You are so intelligent. You realize therefore significantly relating to this matter, made me individually imagine it from so many
    varied angles. Its like men and women are not fascinated unless it is
    something to do with Woman gaga! Your individual stuffs outstanding.
    All the time handle it up!

Leave a Reply

Your email address will not be published. Required fields are marked *