Forbes India - Apr 30, 2010 Issue

ISSUE DATE Apr 30, 2010

Winning in China

Increasingly, China is becoming the most important market for some of the biggest global firms. But succeeding in China requires a completely new game plan: One must learn to engage with the government machinery; one must also learn to give the Chinese operations more control. Many companies, including some from India, have learnt these lessons the hard way. Our cover story package gives their insights on how to write a brand new script for success.

The New Shanghai Knights

China has the potential to turn around the fortunes of a group. And the China market has the potential to become not just the biggest overseas market, but also sometimes bigger than the company's home market. But to be successful in China, you need a strong organisation that is very close to the ground.

Staying Power

The relationship with the government is the key to growing a business in China. This delicate balancing act has to be maintained across multiple locations, levels and aims of the government. Only those who perfect this, succeed.

With One Arm Tied

Multinationals have always struggled to understand the Chinese market. They have had to play catch-up with local companies who have a much better understanding of the Chinese consumer. But a few companies are now beating the local companies at their own game. They've developed local leadership; some have even developed their China centres as bases for global operations.