US–China Delegation Readiness

Industry: Information Technology

A small Texas-based software company with limited experience in Asia was preparing for their first trip to China, to attend an industry association conference and to identify possible partners and opportunities. They wanted help in knowing what to expect, how to prepare for the trip, and in identifying key contacts locally. The focus of our engagement was to provide basic market and industry intelligence to the client and to help them optimize their travel plan.

Our approach:

• Understand and help define the trip success factors and goals
• Provide basic information on the China business environment as well as basic analysis of the market and industry niche of the client
• Assist in identifying key contacts and scheduling meetings
• Develop and deliver a training workshop on effective communication, relationship building and protocol
• Facilitate creation of a follow-up plan to build on the successes of the first trip in order to pursue opportunities identified during the trip

Result:

• The result was a much higher level of confidence by the client during the trip. Client was also able to make the most of the travel time by having pre-scheduled meetings that were relevant to his business. The client reported that he felt very positive about the trip from the onset, because he know what to expect and was "armed" with information that he would not have had the time to compile on his own.

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