Go to Mutianyu!
I would like to tell the story of a very special day I spent recently at Mutianyu Village, just a short drive north of Beijing to the foot of the Great Wall on the first day of the Fitzpatricks China Study Tour in September 2018. Many of my long term followers, and those who have […]
Chinese Millennials: A Key Export Target for Australian SMEs
China’s millennial sector is one of the richest and largest spending groups in the world and Australian businesses need to start focusing on this export market with quality Australian luxury items. Forget stuffed kangaroos and shiny boomerangs, China’s millennials want luxury personal items that they can wear, show off and enjoy. Chinese millennials are different […]
China in 2018 – the view from ground level
I have just concluded a short visit to Guangzhou in China to meet with our local business partners and a diverse and supportive group of local entrepreneurs and investors. Here follows a summary of some of the views expressed on a range of issues of interest to us. I have refrained from adding my own […]
The Numbers Game
It’s quite common in the western world to regard marketing as simply a “numbers game” In other words, if you contact 1,000 people (perhaps by email) with an offer of some kind, you might get a 10% response rate, meaning that 100 people may be willing to engage with you in an individual phone call […]
The Art of Negotiation – Price v Value
It’s amazing how many people tell me that they don’t like negotiating when, in practice, they do it all the time. They negotiate with their parents for extra pocket money or to stay out late, they negotiate with their boss for extra leave or a pay rise, and they negotiate with landlords over their rent […]
Build ‘Relationships’ Not ‘Transactions’
Those of us who do business with Asians understand that, in order to gain the trust of an Asian investor or buyer from which a business relationship can flourish you need to invest in building relationships first before proceeding to any type of deal or transaction. In order to build that relationship you need some […]
Three Cups of Tea
In today’s fast paced world of instant communication, short deadlines, e-mail, text, online chat, social media, speed networking and deal-making, I think we can all agree that the old fashioned art of relationship-building has been somewhat diminished in its importance, if not lost altogether? It wasn’t always this way. When I started work in the […]
Relationships Are Key
There is a story about a traveller who found that, in order to be welcomed into an eastern family, he would be asked to take three cups of tea. The first cup was taken as a stranger, the second cup as a friend and, if he was offered a third cup, he would then become […]
Time
It is said that, during President Nixon’s visit to Beijing in 1972, the Chinese premier, Zhou Enlai, was famously asked for his view of the impact of the French Revolution. Zhou remarked that it was ‘too early to say’, a quote which is often used to emphasise the differences between China and the western world […]
A ‘Triangular’ Relationship- UK, Australia and China
After my early years growing up, living and working in London, I left the UK in 1987 to pursue a career as an entrepreneur, thought leader and speaker in the Asia Pacific region, living in Hong Kong and Sydney and pursuing my passion to link emerging markets, particularly in Asia, with the developed world. Since […]