Knowing your Chinese partner

When contemplating whether or not to do business with China, you, as an EU SME, have many choices: You may choose to simply export from Europe, use a distributor in China, establish your own office/manufacturing base in China or a combination of these. However, no matter what you do, you are likely to be confronted with the option of working with a local partner. Working with a local partner has a variety of advantages and, if not careful, possible disadvantages. It is important to stress that the vast majority of companies in China are honest and willing to develop sustainable business. However, just as important as whether to partner or not is the question: How to find, and assess, the right partner? This workshop has been designed to help answer this question by remarking the importance of conducting an exhaustive due diligence on potential business partners in China. Our expert will explain the documents that need to be checked and how to avoid the most common scams.

Agenda: 

10:00 – 10:10 Welcome speech and introduction of the EU SME Centre

10:10 – 11:35 Presentation by Riccardo Benussi (Dezan Shira & Associates) 

   Getting ready before getting comfortable: know your China partners
   -  Understanding what you want and if you have alternatives.
   -  Getting and staying on the same page.
   -  First fork in the road: background check or full-blown due diligence?
   -  Key information you will need, to make the decision.

    Understanding records in China 
   -  The business license
   -  The company chops
   -  Permits and licences
   -  Premises and land
   -  Corporate social record

    There’s nothing like being on-site
   -   Visiting the partner’s premises and assets
   -  Internal controls.
   -  Values and (company) culture: identifying sabotagers.

    Getting dirty is better than getting nowhere
   -  Frequent dos and don’ts.
   -  Fraud prevention.
   -  Scams and resorts.

11:35 – 11:45 Presentation by Jim Stoopman (China IP SME Helpdesk)
   -  Intellectual property rights

11:45 – 12:00 Closing remarks and Q&A session