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.


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


Image: Inside a section of a wind tower


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.


Image: Relaxing by the beach after a hard day’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!


Image: Dinner at our Client’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!

130 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 😉

  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 🙂 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? 😛 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!

  15. Great blog here! Additionally your website lots up fast!

    What web host are you using? Can I get your associate link
    in your host? I want my web site loaded up as quickly
    as yours lol

  16. I rarely leave comments, however i did some searching and wound up here Client Visit–building Quanxi – Ash Moollan's blog < />.
    And I do have a few questions for you if you do not mind.
    Could it be simply me or does it appear like a few of these remarks come across like they are written by brain dead individuals?
    😛 And, if you are writing on additional places, I’d like to follow everything new you have to post.

    Would you make a list of all of your communal pages like your Facebook page, twitter
    feed, or linkedin profile?

  17. What i don’t realize is actually how you are now not actually a lot more
    neatly-appreciated than you may be now. You are so intelligent.
    You know thus considerably in terms of this subject,
    made me in my view believe it from so many numerous angles.
    Its like women and men aren’t fascinated until it’s something to do with Lady gaga!
    Your personal stuffs outstanding. At all times take care of
    it up!

  18. I would like to take the opportunity of saying thanks to you for the professional guidance I
    have always enjoyed checking out your site. I am looking forward to the actual commencement of my university research and the entire preparation would never
    have been complete without browsing your web blog.
    If I might be of any assistance to others, I would be pleased to help by way of what I have discovered from here.

  19. Thank you for any other informative web site. The place else may I am
    getting that type of info written in such an ideal manner?
    I’ve a undertaking that I’m simply now working on, and I have been at the look out for such information.

  20. Whats up are using WordPress for your site platform? I’m new to the blog world but I’m trying to get started and create my
    own. Do you need any coding expertise to make your own blog?
    Any help would be really appreciated!

  21. Wonderful site you have here but I was curious if you
    knew of any discussion boards that cover the same topics talked about in this article?
    I’d really love to be a part of online community where I can get suggestions from other
    experienced individuals that share the same interest.
    If you have any recommendations, please let me know. Cheers!

  22. I actually wanted to make a remark to appreciate you for
    these fantastic strategies you are writing here.
    My prolonged internet investigation has now been honored with good quality information to exchange with my guests.

    I would claim that many of us website visitors actually are
    really lucky to dwell in a decent site with very many special people with interesting advice.
    I feel quite grateful to have come across the web site and look forward to some
    more thrilling moments reading here. Thank you again for all the details.

  23. Nice blog here! Additionally your site a lot up fast!

    What web host are you the usage of? Can I am getting your associate hyperlink on your host?
    I desire my website loaded up as quickly as yours lol

  24. Hello there I am so thrilled I found your web site, I really found you by mistake,
    while I was researching on Google for something else,
    Anyways I am here now and would just like to
    say thanks for a incredible post and a all round interesting blog (I also love the theme/design), I don?t
    have time to go through it all at the moment but I have saved it and also included your RSS feeds, so when I have time I will be back to read much
    more, Please do keep up the awesome b.

  25. I enjoy you because of your entire work on this web site.
    My mother take interest in working on internet research and it is easy to understand why.

    All of us learn all concerning the dynamic tactic you
    give worthwhile techniques via the blog and boost contribution from people on the subject matter plus our
    child is now starting to learn a lot of things. Take advantage of the remaining portion of the new year.
    You’re the one conducting a tremendous job.

  26. Thank you, I’ve just been looking for info approximately this
    topic for a while and yours is the greatest I
    have came upon so far. However, what concerning the bottom line?
    Are you certain concerning the supply?

  27. Please let me know if you’re looking for a article
    author for your site. You have some really good articles
    and I believe I would be a good asset. If you ever want to take some of the load off, I’d
    absolutely love to write some articles for your
    blog in exchange for a link back to mine. Please send me
    an e-mail if interested. Regards!

  28. Right here is the right blog for anybody who wants to find out about this topic.

    You realize a whole lot its almost hard to argue
    with you (not that I personally would want to…HaHa). You certainly put a fresh spin on a topic that has been written about for a long time.
    Excellent stuff, just excellent!

  29. I actually still cannot quite believe I could often be one
    of those studying the important ideas found on this blog.
    My family and I are sincerely thankful for your generosity and for presenting
    me the advantage to pursue this chosen career path.
    Thanks for the important information I got from your blog.

  30. Thanks for some other great article. The place else may just
    anybody get that kind of information in such an ideal manner of writing?
    I’ve a presentation next week, and I’m on the search for such info.

  31. Thank you a lot for sharing this with all people
    you actually know what you are talking approximately!
    Bookmarked. Kindly additionally talk over with my site =).
    We could have a link trade arrangement between us!

  32. I think that is one of the such a lot vital info for me.
    And i am happy reading your article. However should statement on some general
    things, The web site taste is perfect, the articles is in reality
    excellent :D. Excellent activity, cheers.

  33. I seldom comment, but after looking at through a few of the remarks here Client
    Visit–building Quanxi – Ash Moollan's
    blog < />. I actually do have a couple of questions for you if it’s allright.
    Could it be only me or do a few of these responses appear like they are
    left by brain dead individuals? 😛 And, if you are writing at additional online social sites, I’d like to follow you.

    Would you list of the complete urls of your social community
    pages like your Facebook page, twitter feed, or linkedin profile?

  34. Howdy! Quick question that’s totally off topic. Do you know how to make your site mobile friendly?

    My web site looks weird when browsing from my iphone 4.
    I’m trying to find a theme or plugin that might be able to correct this problem.

    If you have any recommendations, please share. Appreciate it!

  35. obviously like your web site however you have to take a look at the spelling on several of your posts.
    Many of them are rife with spelling problems and I find it very bothersome to tell the reality on the other hand I
    will certainly come again again.

  36. Wonderful items from you, man. I’ve remember your stuff prior to and you are just extremely great.
    I really like what you’ve acquired here, certainly like what you’re saying and the way in which you say it.
    You’re making it entertaining and you continue to care for to keep it wise.
    I can not wait to learn much more from you. That is actually a great web site.

  37. I was curious if you ever considered changing the page layout
    of your website? Its very well written; I love what youve
    got to say. But maybe you could a little more in the way of content so people
    could connect with it better. Youve got an awful lot of text for only having 1 or 2 pictures.

    Maybe you could space it out better?

  38. Right here is the perfect web site for anyone who would like to find
    out about this topic. You realize a whole lot its almost tough
    to argue with you (not that I personally would want to?HaHa).
    You certainly put a fresh spin on a subject that has been discussed for decades.

    Great stuff, just wonderful!

  39. Pretty element of content. I just stumbled upon your site and in accession capital to say that I
    acquire actually loved account your blog posts. Any way I will be subscribing
    for your augment or even I fulfillment you get right of entry to constantly fast.

  40. I must thank you for the efforts you’ve put
    in writing this site. I am hoping to check out the same
    high-grade blog posts from you later on as well. In fact, your
    creative writing abilities has encouraged me to get my own, personal blog now 😉

  41. I am only commenting to let you understand of
    the great discovery my wife’s girl encountered reading your web page.

    She learned a good number of pieces, including what it’s like
    to possess an ideal giving nature to have many more with ease know a variety
    of problematic subject areas. You really surpassed her expected results.
    Many thanks for offering those effective, trustworthy,
    informative as well as cool thoughts on that topic to Lizeth.

  42. I’ve been exploring for a little bit for any high-quality articles or weblog posts on this sort of
    area . Exploring in Yahoo I ultimately stumbled upon this site.
    Studying this information So i am happy to show that I’ve an incredibly excellent uncanny feeling I found out just what I
    needed. I such a lot indisputably will make certain to don?t
    forget this website and provides it a look on a relentless basis.

  43. Thank you for your blog post. Jones and I are already saving
    for a new ebook on this theme and your post has made us to save all of our money.
    Your notions really clarified all our inquiries.
    In fact, over what we had thought of just before we came upon your superb
    blog. I no longer nurture doubts along with a troubled mind because you have really attended to
    our own needs above. Thanks

  44. Great goods from you, man. I’ve understand your stuff previous to and
    you’re just extremely wonderful. I actually like what you’ve acquired here, certainly like
    what you’re saying and the way in which you say it.
    You make it enjoyable and you still take care of to keep it
    wise. I can’t wait to read far more from you. This is
    actually a tremendous site.

  45. Great beat ! I would like to apprentice while you amend your site, how can i subscribe
    for a blog web site? The account aided me a acceptable deal.

    I had been tiny bit acquainted of this your broadcast offered
    bright clear concept

Leave a Reply

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