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Salford Professional Development Ltd

0161 295 3000

0161 295 3000

Course Details

Course: The Modern China Institute Launch Event- An Introduction on How to Successfully Do Business in China
Course ID: THEMODx9UW Duration: 1 Day
Course: The Modern China Institute Launch Event- An Introduction on How to Successfully Do Business in China Standalone Course: Yes
Type: Class Awarded: The Modern China Institute Launch Event- An Introduction on How to Successfully Do Business in China
CPD Points: Type: Structured
The Modern China Institute
 A Partnership between Salford Professional Development Ltd and CRCC Asia

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Thursday 20th June 2013, 9:15am – 4.00pm

China’s growing importance economically and culturally in the global arena has driven countries, including the UK, to actively seek to strengthen and deepen their commercial links with the world’s second largest economy.

For individuals and organisations looking to break into the Chinese market, chances of success can be increased through an understanding of China’s history and unique business and cultural environments. Knowledge of key concepts such as Mianzi and Guanxi, their central importance in Chinese business culture and how one’s behaviour can have a huge impact on their success, is fundamental. An appreciation and understanding of Chinese business etiquette and culture will help companies to navigate a Chinese market which can be complex but which has huge potential.

Calling upon a their combined 50 years experience of successfully doing business in China, CRCC Asia are expertly placed to work alongside SPD in advising individuals and organisations on how to successfully navigate the Chinese business environment.

Attendance at this course will provide you with the knowledge and skills that you can take back to your workplace in the UK, use when dealing with Chinese partners, suppliers or clients, or call upon if you are visiting China for work or pleasure. Moreover, knowledge and understanding of China’s business and cultural environments, especially in the current economic climate and China’s increasing influence in the global arena, serves to increase the employability of individuals.


Topics Covered

  • China’s Changing Business Environment: 1980-2013
  • China’s Business and Cultural Environments: Expectations Vs Realisations
  • China’s Cultural Landscape (1): Maintaining Mianzi
  • China’s Cultural Landscape (2): Building Guanxi
  • Why and How Organisations have had Success in China
  • Why and How Organisations have Failed in China
  • Key Cultural Differences Between the British and Chinese Consumer
  • Why Marketing Strategies In The UK Are Not Always Successful In China
  • New Opportunities in a Changing Landscape: Future Opportunities for Growth in China


  • Mr Edward Holroyd-Pearce, Director, CRCC Asia

Edward read Oriental Studies (Chinese) at Trinity College, Cambridge and has a Masters of Science in International Management from the University of London (SOAS). He is fluent in Mandarin, having studied at Beijing University and also in Singapore.  Edward initially held a position as an assistant manager at China Eastern Airlines, learning first hand about the working environment inside a large Chinese state-owned enterprise. He later moved to an asset management company with over US$2Billion under management, where he specialized in investments into China.

Edward co-founded CRCC Asia in 2006 and has been heavily involved in various M&A projects, company due diligence and strategic analysis.  He has been published in print and in media such as Businessweek, The Sunday Times and the BBC.  Edward is a founding member of the China Advisers Network, a committee member of the China-Britain Youth Association and plays an active role in other China related societies in London and in San Francisco. He is also a trustee of the Karen Hilltribes Trust, providing water and sanitation to villages in North Thailand.

  • Ms Luise Schafer OBE, Senior Adviser, CRCC Asia

Luise Schafer is a senior international executive with 30 years’ professional experience of China. A literate and fluent Chinese speaker, completing postgraduate studies in Beijing in 1983, she is a sought-after commentator on China’s business environment. Her early career included positions at American and Japanese technology firms in Beijing, followed by a Consultancy role assisting British companies break into the China market. A stint as First Secretary, Commercial at the Embassy in Beijing in the 1990′s allowed Luise to lead on a broad commercial portfolio, building UK-China partnerships across a range of key industries and ministries. She successfully led on the visit of the British Deputy Prime Minister in 1996 in the run-up to Hong Kong’s handover and brought to signature an important bilateral maritime treaty opening up huge commercial opportunities to UK shipping.

Latterly head hunted into the Abacus Group, as Vice Chairman of Abacus’s China operations she grew the business and brand significantly over 15 years, in China and E. Asia, and in 2010 delivered on a new, larger greenfield design/manufacturing facility in Shanghai.

Luise is the immediate past-Chairman of the British Chamber of Commerce in Shanghai and has held a number of other board positions, in the past, including Vice Chair at The 48 Group. She was honored at the Chinese Embassy in London in 2010 with an award acknowledging her deep contribution to Sino-British relations.

Luise was honoured with an OBE in the 2012 Queen’s Birthday Honour’s List for services to British business in China.



Registration and Coffee

09:30am – 10:00am- UK Trade & Investment and China

The role of UKTI/CBBC, UKTI/CBBC activities, supports and programmes available for NW companies doing business with China, links between NW and China

Jessica Zhang, North West manager of China-Britain Business Council (CBBC) and Peter Thompson, International Trade Adviser on Asia Pacific markets of UKTI NW

10:00am – 10:15am

Question and Answers

10:15am – 11:00am – A History of China’s Business Environment 1980-2013

To understand China one must have an understanding of the country’s past and what processes it has gone through to develop and open itself up to the global arena. Starting in the 1980s we will track China’s rise, and see how the country has changed economically, socially and politically to become the world’s second largest and most influential economy in 2013. Case Study: The Rise of Private Enterprises Followed by coffee 

11:00am – 11:15am

Question and Answers

11:15am – 11:30am

Coffee and Networking

11.30am - 12.15pm - An Introduction to China’s Business and Cultural Environments

China may be internationalising, but it is not becoming ‘Westernised’. There remains a strong and specific Chinese culture, which pervades all aspects of Chinese life and is particularly important in the business world. This session will explore the necessity of understanding Chinese cultural nuances such as Guanxi (Connections) and Mianzi (Face) if one wishes to be successful in China. Case Study: The Art of Networking in China Case Study (2): Keeping Calm when under Pressure

12:15om – 12:30pm

Question and Answers

12.30pm - 1.30pm


01.30pm - 03.00pm - Understanding the Chinese Consumer and Market Drivers:

It is important for any organisation expanding into China to understand what drives the modern day Chinese consumer, so that they can ultimately sell their product or market their company to the Chinese. This session will explore the different approach needed for China and show how British organisations have tried to adapt their model for the Chinese market. This session will be followed by closing remarks by Luise Schafer, who was awarded an OBE in 2013 for her 30 years of service to China-Britain relations.


Coffee and Networking

03:15pm – 04:00pm

Case Study

04:00pm – 04:30pm

Drinks and Networking

Target Audience

  • Business owners
  • Companies working with China or looking to set up in China
  • Entrepreneurs
  • China enthusiasts
  • Students and graduates interested in China
Course Dates
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Salford Professional Development Salford 0161 295 3000 cpd@salford.ac.uk