KEY METHODS OF DOING BUSINESS

· Possessing competitive products

Having a good product is crucial for UK companies to participate into fierce competition in the ICT sector, this means that high profiled competitive foreign companies' involvement is required.

· Maintain good relationship with key contacts

Winning business in China is not just about having a good product. Your competitors in the Chinese market also offer a good product. Knowing the key people within the organisation is essential. Therefore, learning influential bodies' roles and building close relationships with them is relatively important, for example MII and the regional regulators, which will lead to saving time and simplifying the procedure as those influential people may advise on project progress and possible time scale. The usual way is to start from the top because the decision on airport project is always made by senior working group whose comments have a lot of influence on the final decision.

· Be patient in doing business with Chinese partners

Given the Chinese projects requiring relatively long lead-time, during which companies will have to pay repeated visits to the market. Regular communications are needed to ensure that the client really understands and remembers your products and/or services. Offering inspection visits to the UK to those key members in charge of project is also important and helpful. To win your contract in China it may takes years, but it will be your company's reference for future business.

· Always produce company promotional materials in Chinese.

Because of the language and cultural barriers, producing company profiles and promotional materials in Chinese is recommended. The China Britain Business Council, based in 1 Warwick Row, London also has a wealth of China experience and provides translation services.

· Attend useful outward /inward trade mission / exhibition

Use the diverse services provided by UKT&I which often organises outward trade mission to China to explore the UK's expertise in ICT sector associating with Trade Association by holding seminars, attending exhibitions and one to one match meetings. Trade results could be generated from these activities, which is a good way for UK companies accessing Chinese market. Meanwhile, with the assistance of The British Embassy and the Consulate General Offices, MII and regional regulators will regularly organise national inward mission to the UK for inspection and identifying potential commercial opportunities. Therefore, this is also good chance for UK companies to network within the Chinese market and regulatory bodies.

· Commission OMIS (Overseas Market Introduction Service) for detailed sector market information

Those UK companies that are planning to enter the Chinese market, we would recommend them to commission an OMIS report to find out the proper market for their products/services. OMIS is a chargeable service under the UKTI scheme and can be commissioned electronically or through your International Technology Adviser at your local Business Link. For further information on the OMIS system and other UKTI services suggested viewing is on the UKTI website www.uktradeinvest.gov.uk