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Dan Harris is internationally regarded as a leading authority on legal matters related to doing business in China and in other emerging economies in Asia. Forbes Magazine, Business Week, Fortune Magazine, BBC News, The Wall Street Journal, The Washington Post, The Economist, CNBC, The New York Times, and many other major media players, have looked to him for his perspective on international law issues.

Doing business in ChinaGot a great email today from a China lawyer friend. The email noted how a blog post we did more than ten years ago, entitled, China’s Five Surprises, was so incredibly prescient in predicting China business today. It truly was, but as I noted in my response to my friend, the credit should go to Dr. Edward Tse, the person who observed and wrote about China’s five surprises. We merely reprised them and agreed with them.

It is though amazing to me how accurate Dr. Tse was with his observations/predictions.

Here is what we wrote about the five China surprises way back in 2006:

This paper does an excellent job discussing where China business is today and where we can expect it to be in the future. Its five main themes are as follows:

1.  Many Chinese companies are already more than simply low cost competitors and even more of them will compete on quality in the future.

2.  We should expect Chinese companies to become more innovative over time.

3.  China has been able to draw top people from around the world, accelerating business competence.

4.  “Out from Guanxi.” Guanxi is overrated and rapidly declining. “High-quality management and transparent governance structures count more.”

5.  Chinese companies are going overseas.

Our own experiences cause us to agree with all five of these themes and we have already discussed some of these on our blog, here, here, here and here.  No controversial stand here, but we also agree with Dr. Tse that neither the “China will take over the world” nor the “China will crash and burn” scenarios reflect the reality on the ground in China.

I hardly need mention that all five of these things came true.

  1.  Chinese companies are today fierce competitors and not just because of cost. See Your China Factory as your Toughest Competitor. 
  2. Many Chinese companies have become more innovative. See Can China Innovate?
  3. China has been able to draw top people from around the world.
  4. Guinxi has become far far less important today in China (in most industries) than ten years ago. As one indicator, we mentioned guanxi an average of ten times a year from 2006 to 2014, but only four times a year since then.
  5. Chinese companies are going overseas. True, but. This has definitely happened but not without its starts and stops.

What are you seeing out there that is telling you what China business will be like ten years from today?

China Manufacturing ContractsAs China and its laws change, the China lawyers at my firm must constantly adjust, usually just ever so slightly. This adjustment can include even how we draft our contracts for China. And oftentimes, with even small changes in how we draft our contracts, we make changes in the questions we ask to gather the information we need to draft a contract that suits both their situation and their goals.

The following is the initial email questionnaire our China manufacturing lawyers are currently using with companies looking to engage in OEM manufacturing in China. Our lawyers send this out and then review the responses, all as a prelude to drafting the  Manufacturing Agreement



The below is fairly comprehensive, but feel free to provide any additional information that you feel may be relevant. Please answer as much of the below as you can and to the extent any of our questions are irrelevant, please feel free to write N/A, but to the extent it might make sense for you to explain to us why something does not apply to you. Please do so. We will likely have followup questions depending on your responses to the below.

Note that the agreement we will be drafting for you will be intended for use within mainland China with manufacturers based in mainland China. It is not intended to be used with sourcing agents, nor is it intended for use in Hong Kong, Macau, Taiwan, or any other country or administrative region outside China.

1. Basic Information

  1. For each entity that will be executing the agreement, please supply the full legal name, address, phone number, fax number, and URL, as well as the name, title, and email address of the representative who will be signing on behalf of that entity. (In both Chinese and English, as relevant.)
  2. Please identify the state in which your company is incorporated.
  3. Will you be using this OEM agreement only with this specific manufacturer, or are you hoping to be able to reuse it with other manufacturers?
  4. Please provide a copy of your Chinese counter-party’s business license.
  5. To the extent multiple entities will be involved in this agreement on the Chinese side, please identify each of these entities and describe their corporate structure. For instance, many OEM contracts involve one Chinese company that owns a factory and performs all manufacturing and a second company (usually based in Hong Kong) that issues invoices and receives payment.

2. Design Basics

  1. Do you anticipate the Chinese side will be performing any design work or customization as part of the manufacturing process?
  2. If not, are you ordering “off the shelf” products the Chinese side already manufacturers?
  3. If so, have you already entered into a design services agreement? What arrangements have you made regarding ownership of the designs, payment for the designs, milestones, and ordering obligations?

3. Manufacturing Basics

  1. Please describe each product the Chinese side will be manufacturing. Do you anticipate these products will change over time?
  2. What sort of volume are you expecting? Will the volume change over time? Have you have agreed to order a minimum number of products? If so, please provide details.
  3. Do you wish to prohibit subcontracting? Are you aware of any third parties that will be involved in manufacturing, packaging, or shipping your product? This includes any entities that may be owned by or otherwise affiliated with the Chinese contract party.

4. Pricing

  1. Have you determined the prices for the products yet? If so, please include the relevant details.
  2. How will pricing and related terms be negotiated? On a purchase order basis? On an annual basis? Some other way?
  3. Have you negotiated the payment terms? For instance, will you pay by letter of credit? By installments? If by installments, what are the amounts/percentages of those installments, and when are they due?

5. Purchase Orders, Shipments, and Inspections

  1. Do you have an existing purchase order you intend to use for your product orders from these manufacturer(s)? If so, please provide us with a copy.
  2. After receiving a purchase order, how long does the manufacturer have to accept or reject it?
  3. If you submit a purchase order and it is not accepted by the Chinese side, what happens? In other words, is the Chinese side bound for some period to make a certain amount of product at a certain price or only obligated to make product for you after it accepts your purchase order?
  4. What have you negotiated regarding shipping terms? For instance, how long after acceptance of a purchase order will goods be shipped? Will you be using a freight forwarder? From and to which ports will the goods be shipped? Will the goods be shipped FOB or CIF or something else?
  5. What arrangements will be made for packaging prior to shipment?
  6. When your products are shipped from China, what brand names, logos, and/or slogans will appear on the products and packaging? Please distinguish if possible between words and graphic logos.
  7. Where do you anticipate selling your products? In particular, will you be selling them in China?
  8. If you are selling any product in China, what brand names, logos, and/or slogans will appear on the product and on its packaging?
  9. Will any product you manufacture in China have a Chinese name? Does your company have a Chinese name? If so, please provide them.
  10. What sort of arrangements have you made for inspection and quality control during the manufacturing and packaging process (i.e., pre-shipment)? Exactly what should be done with any defective product discovered during the manufacturing process?
  11. What sort of arrangements have you made for inspection and quality control upon receipt (i.e., post-shipment)? Exactly what should be done with any defective product discovered then?

6. IP and other concerns

  1. What are your main concerns in this deal? Are you concerned with ensuring high product quality? Receiving products within the agreed-upon time?  Protecting your intellectual property (i.e., ensuring the Chinese manufacturer does not sell your product behind your back and/or steal your designs)? Pricing?
  2. Do you have any trademark registrations in China or anywhere else in the world (pending or otherwise)? If yes, please list them.
  3. Do you have any patent or copyright registrations in China or anywhere else in the world (pending or otherwise)? If yes, please lis them.
  4. Do you have a list of customers, suppliers, or other third parties you want to prevent the Chinese party from contacting

7. Tooling and Molds

  1. Will the Chinese manufacturer be using any tooling or custom molds to make your products?
  2. If so, does the manufacturer already have all of the tooling in question? Which party owns the tooling?

8. Warranty

  1. What sort of warranty terms have you negotiated or do you expect?

9. Term

  1. Have you determined the length of time this deal will be in place?

10. Other issues

  1. Has the Chinese manufacturer already signed any sort of term sheet, memorandum of understanding, letter of intent, or other document, even if only in English? If so, please provide this document.
  2. Have you previously purchased any products from this manufacturer? If so, please provide an example of the purchase order used.
  3. Are there any unresolved issues involving any previous manufacturers? For instance: have you gotten all of the tooling back from any previous factories? Are there any outstanding invoices or payments due?

China employment lawyerOn May 16 (at 1 p.m. Eastern, 10 a.m. Pacific and 5:00 pm. Greenwich Mean Time) Grace Yang, our lead China employment lawyer, will be putting on a webinar with HRWebAdvisor. Grace’s talk will last about 90 minutes and will run the gamut on China’s employment laws, with a particular focus on what foreign companies with China employees need to do not to run afoul of the myriad and complicated national and local employment laws. HRWebAdvisor describes Grace’s talk as follows:

China’s employment laws are complicated and highly local. Foreign companies doing business in China face complex China labor and employment issues and questions every day – often without even realizing it. What works in the United States has very little in common with what works in China. Employment compliance has become one of the most important issues foreign companies face in China and it is the rare foreign company that gets it right. Employee disputes are becoming considerably more common and government enforcement is getting significantly more stringent. It virtually always costs less for your company to deal proactively with China employment law issues than to wait to address them only after they have come via a dispute. As such, it is imperative that you understand the framework of Chinese employment law and steps you can take to mitigate risk.

Please join Grace Yang as she helps you better understand the Chinese employment law landscape. She will focus on helping you recognize key China employment issues and give you guidance on how to solve real-life China employment law issues and problems.


This webinar will cover the following:

  • The basics of China’s employment law rules
  • How to draft an employment agreement that works for your China locale
  • How to draft China employer rules and regulations (aka employee handbooks)
  • The other agreements you should consider for your China employees
  • Frequently contested issues, such as overtime, vacation days, commission payments, and leaves of absence
  • Employee terminations
  • HR audits AND MUCH MORE!


Your conference leader for “Chinese Employment Law Landscape: Key Issues and Staying Compliant in the Local Market” is Grace Yang. Grace heads Harris Bricken’s China employment law practice and contributes a weekly column about China employment law issues for the multi-award winning China Law Blog. Grace received her B.A. degree in law from Peking University and her J.D. degree from the University of Washington School of Law. She represents both China employers and employees in their China employment law matters. Grace published a book entitled The China Employment Law Guide.

Don’t miss it. To sign up for the live or recorded webinar, go here.

China AttorneysOne of the things my firm’s China lawyers are always saying and seeing is how China is constantly getting more legalistic, especially with foreign companies doing business in China. I used to believe this would lead foreign companies to become more careful, but this has not happened. Too many foreign companies — for all sorts of different reasons — remain far too nonchalant and increasing legalization only increases the likelihood this attitude will eventually harm them. In this series of posts (of which this is the first), I will write about the most common incidents our China attorneys see involving foreign companies that get into trouble in China for being careless or sloppy or just too trusting.

As for the title of this post, I have been studying Spanish for the last six months or so and oftentimes when I give a wrong answer my teacher will ask “¿Estás Seguro?” which means “are you sure?” I always respond by saying, “no, porque….” because I know she would not be asking this question if my answer were 100 percent accurate. I am asking the same question regarding China company formations because we far too often see instances where a foreign company believes one thing but the reality is something else entirely.

Forming a China company is a prime example of this, both with WFOEs and Joint Ventures. What usually causes the problem to bubble to the surface is different as between a WFOE and a Joint Venture, but what caused the problem in the first place is nearly always the same: the foreign company trusted without verifying.

The WFOE Problem. The WFOE problem is a somewhat simple one. The foreign company believes it has formed a WFOE in China (oftentimes long ago) and that it is now operating completely legally there. The foreign company typically then has a problem with its most important China “employee” and it wants to terminate that employee. The first thing our China employment lawyers usually do in this situation is to look at the official Chinese government corporate records for the WFO so as to get a better handle on the employee’s authority at the company. Sometimes we discover there is no WFOE.

At this point, the legal issue is no longer terminating an employee of a WFOE; it’s figuring out what makes sense in light of a messed-up China situation and a company’s present-day China goals. You cannot terminate an employee from a company that does not exist.

How does a company get to this point? What leads a company to believe it had a China WFOE when it didn’t? Ninety percent of the time the fatal mistake was trusting the person the company now wishes to terminate. That person claimed to have formed a WFOE for the foreign company but never did. Maybe he or she (though in my recollection it’s always been a he) formed a Chinese domestic corporation he owns. Or maybe this person never formed any Chinese entity at all. In any event, the foreign company  paid money to this person believing this money would be used to form a WFOE. Virtually always, the company then paid more money to this person believing this money would go to pay rent and personnel and taxes and other business expenses. Probably some of the money went to these things, but it is likely a good chunk of it went straight into the pockets of the person who lied about having formed the WFOE. Not sure why, the companies in this circumstance seem to be disproportionately Northern European. Just putting that out there.

The Joint Venture Problem. This is really two different problems. One, the non-existent Joint Venture, which is very similar to the WFOE problem, but usually a bit more complicated. The putative JV partner is put in charge of forming a China Joint Venture and it either does never forms any company at all or it forms a company in Hong Kong (or even in the United States, believe it or not!) that the foreign company believes to be a China Joint Venture. The foreign company thinks that the Hong Kong or US company owns a company in China and it thinks this corporate structure is itself a China Joint Venture. It isn’t and the China entity into which the foreign company ends up pouring time and money and technology is not in any respect owned by the foreign company. The foreign company then at some point becomes concerned about never having received any money from its Joint Venture and now the Joint Venture has gone completely silent and is not even responding to emails or the Joint Venture is now successfully competing directly with the foreign company. See China Scam Week, Part 6: The Fake Joint Venture.

Two, the foreign company trusted its Chinese Joint Venture partner and the lawyer its Chinese Joint Venture partner chose to prepare the necessary Joint Venture documents. Now there is a problem and those documents were written in such a way as to favor the Chinese side so completely there is nothing the foreign company can do to resolve it. See China Joint Ventures: The Tide is Out.

Do you have a Chinese company? ¿Estás Seguro?  Maybe you should double-check.




China Lawyers
China Law Blog gets “social.”

When we first started this blog it was not unusual for us to get hundreds of comments on one post. Changes in how people see our posts — more than half of you read us via feeds or by email — and the importance of social media have meant fewer comments. But though the number of people who see our actual website has declined, our readership continues to increase and the range of the China Law Blog “online empire” keeps widening as well.

As part of all this we have ramped up what we do on social media. We have a thriving China Law Blog Group on Linkedin that serves as a 99.99% spam-free forum for China networking, information, and discussion. This group is always growing and it will soon hit 12,000 members. More importantly, the number and quality of the discussions keeps growing as well.

We have had some great discussions, as evidenced both by their numbers (we’ve had discussions with 50-100 comments) and their substance. Our discussions range from people asking and try to answer questions like, “why is it so difficult to do business in China” or ”what do I need to do to get my Chinese counter-party to not breach my contract” to the ethereal, like “when will we know China is taking innovation seriously?”

The group is nicely split between those who live and work and do business in China and those who do business with China from the United States, Australia, Canada, Europe, Africa, the Middle East and other countries in Asia. Some of our members are China lawyers, but more than 90 percent are not. We have senior level personnel (both China attorneys and executives) from large and small companies and a whole host of junior personnel as well. We have professors and we have students. These mixes help elevate, enliven, and enlighten the discussions.

What truly separates us from most (all?) of the other Linkedin China groups is how we block anything and everything that even smacks of spam. We have become so proficient at not allowing spam to show up on the discussion page that it is the rare person who even tries to tempt fate by trying to sneak anything past us anymore.

If you want to learn more about doing business in China or with China, if you want to discuss China law or business, or if you want to network with others doing China law or business, I urge you to check out and join our China Law Blog Group on Linkedin. The more people in our group, the better the discussions, so please go here and join us!

Our China Law Blog Facebook page, which until only fairly recently was little more than an afterthought, has more than doubled its followers in less than a year. It has more than 22,000 followers and it is the rare post that does not engender discussion, often heated. With no government there to restrain us, we can be a lot more free-wheeling there than anywhere else and we do take advantage of that. Our Facebook page deals with China law to be sure, but it also deals with politics, tourism, food and fashion, business, culture, language, and just about anything else related to China. Our goal with that page is to educate and entertain. Please check out our Facebook page by clicking here.

And last and admittedly least, after a three-year hiatus, I am back on Twitter and I occasionally post there as well, especially to promote my own law firm’s China and international events. Click here for that.

But above all else, on all of our sites, we always do and we always will encourage our readers to share their thoughts and their comments.

China marketing
China marketing. Things change.

The China Skinny newsletter is one of the few China newsletters I actually read and I do so because it is rife with good information, mostly on marketing. Its writers accurately claim that their newsletter will help you “make informed decisions about China” and that “even if you’re not a marketer, our newsletter is one of the best ways to understand China.”

I found one of its recent newsletters particularly interesting because it discussed how much marketing to Chinese consumers has changed of late. This piece was written by Mark Tanner, China Skinny’s Founder and Managing Director and the below is the portion I liked so much — both because it reflects the changes my firm’s China lawyers are seeing and because it helps companies figure out how to market in China going forward. I also like how it reflects what is happening in China as a whole: China is rapidly developing on all sorts of fronts and as it does so, it is “borrowing” less and less from overseas.

The strategies and recommendations China Skinny developed five years ago were quite different than today. When we cited the best examples of marketing in China, we would typically look to foreign brands. Back then, most Chinese domestic companies’ marketing plans were focused on price promotions and discounts.

Things have changed in recent years. The allure of overseas origins remains attractive with many Chinese consumers and there are some great case studies of foreign brands backing that up with a smart marketing strategy, yet our recommendations are increasingly drawing on lessons from Chinese domestic brands. We only need look at the dairy category where imported brands have a natural perceived advantage for health and safety, yet domestic players still manage a 38% premium per liter for online sales. This is due to slicker marketing and usually a better understanding of the market overall. A recent Austcham survey confirmed that exporters are increasingly waking up to this, with domestic brands seen as more of a source of competition than foreign brands – 50.7% versus 49.1%.

Domestic brands are also much more likely to have stronger distribution networks and a greater appetite for lower tier cities, which are the fastest growing markets in China. Of the 50 million new households expected to enter China’s middle and upper classes between 2016-2020, half will likely be located outside China’s top-100 cities, according to a BCG-Alibaba study. Though incomes in smaller cities are less than in larger cities, the lower cost of living in China’s smaller cities means more cash is available for discretionary purchases. Rising property prices and increased indebtedness help fund consumption from consumers starved of the choice available in China’s high-tier cities.

Traditional Chinese domestic brands are not the only source of local competition for foreign brands in China. Key opinion leaders  are getting added to the mix — these are the same people foreign and local brands pay hundreds of thousands of dollars to endorse their brands. In much the same way as George Clooney built his billion dollar tequila brand and Gwyneth Paltrow built her GOOP “modern lifestyle brand,” China’s influencers are launching their own brands such as Zhang Dayi’s fashion label and Mi Zijun’s snack shop.

The most potent new string of competition is likely to come from China’s online giants who are becoming increasingly powerful in both the online and offline world. Though China has been late to adopt private-label brands, it is another area the big ecommerce platforms are likely to lead. Netease is the latest platform to launch its own private label, Xanyuan, selling clothing, furniture, and appliances from the same Chinese suppliers who manufacture for international brands like Kering’s Gucci, Burberry, and Deckers’ UGG. It follows Taobao’s Xinxuan, which launched last year, and JD’s Jingzao, which launched in January.

The ecommerce platforms have the data to evaluate the attractiveness of their private label products and the ability to test them with little risk. Though Alibaba may be best known for its multi-billion-dollar acquisitions of companies like RT Mart and food delivery, it is making plenty of smaller purchases that could add to its arsenal of home brands..

New sources of competition cement China’s position as the most competitive marketplace on the planet and brands need to know their competition to carve out their unique place in the market and not become too reliant on one channel.

What are you seeing out there?

China trademark law firmNobody disputes that Chinese factories that make OEM products for American and European companies are increasingly looking to make their own products for selling directly to consumers. Nobody disputes that online marketplaces have made this much easier.

And yet….

And yet, without fail and probably at least twice a week, we get emails from stunned companies reporting to us that they have just learned that their Chinese factory has registered “my trademark” or “my patent” in China and is selling our product for 25-75% less. We have gotten more such emails/calls in the last year from companies whose China factories are now directly competing with them than in the three years prior combined. And yet we also still get emails from companies that tell us that they “like” or “trust” their China supplier so much that it does not even make sense for them to spend money trying to stop this company from competing with them or that even asking their trusted China partner to sign anything would be viewed as an insult.


When companies tell me no contract is necessary I usually simply wish them the best of luck. When companies tell me that they are worried about asking their Chinese company to sign anything, I tell them that Chinese manufacturers expect to sign contracts these days and they view foreign companies that do not require them to do so as suckers. But what I want to tell the companies that are planning to rely on their good and trusted relationship with their Chinese suppliers is that pretty much all business relationships start with trust because who goes into a relationship with someone they either hate or know to be dishonest? You want a contract to memorialize your good relationship. You want a contract when you are in agreement and therefore have something to put on paper in the form of a contract. Contracts cannot be written if the two sides cannot agree.

With online selling having become so easy for Chinese factories, your product has never been more at risk for competition by the very same factory to whom you provide your molds and your know-how and your technology. Chinese factories know this and many are agreeing to manufacture products at money-losing prices simply to acquire the knowledge that will allow them to sell those same products directly themselves.

Some of these Chinese factories will not create duplicates of your products for their foreign buyers — be they your competitors or your customers. They instead take what they have learned from manufacturing for you and use that information to compete directly with you. Since you will essentially be educating your Chinese manufacturer on how to compete with you, you need contracts and IP registrations that will at least limit what it can do when it does.

Chinese factories are becoming increasingly confident about selling their own products online and therefore more willing to risk losing their foreign OEM product customers to do so. Add to this that nearly all of the online retail platforms are focusing on helping Chinese manufacturers sell directly and you should be able to see exactly where all of this is leading.

What though can you do to stop this? The better question is what can you do to slow down and reduce this sort of competition? I suggest you read the following:

Despite the need to have a contract (or multiple contracts) with your Chinese supplier and despite the need to always be alert to what your Chinese supplier is doing with your product and in your product marketplace, there is still room for a good relationship and having such a relationship is important. Think of the contract as a way to bolster your good relationship with your supplier by reducing the issues on which there will be disagreements.

Trust yet verify.

What are you seeing out there?

China lawyers

Because of this blog, our China lawyers get a fairly steady stream of China law questions from readers, mostly via emails but occasionally via blog comments or phone calls as well. If we were to conduct research on all the questions we get asked and then comprehensively answer them, we would become overwhelmed. So what we usually do is provide a super fast general answer and, when it is easy to do so, a link or two to a blog post that provides some additional guidance. We figure we might as well post some of these on here as well. On Fridays, like today.

A reporter asked me this question the other day: “What is the biggest mistake you see companies make when doing business with China?”

My reply was one that applies across the board, no matter the industry and no matter the type of deal: Spending months negotiating a contract on a deal that simply cannot work for China for legal or economic reasons. In most of these cases, had these companies asked a China lawyer or a China business consultant or a China accountant (depending on the issue), the person they asked would have in about five minutes directed them to take another path.

Fortunately (or unfortunately) the very day the reporter asked me this question, I got an email from a company that had spent nine months on setting up to do xyz in China and my response was that foreign companies cannot do xyz in China on their own.

What have you seen out there?


China lawyersA China lawyer I know just sent me an article entitled, 4 reasons why your startup should go to China RIGHT NOW, along with the comment that he’d like to see me “set the record straight on this.” Okay, here goes.

I hate this article. I hate how it makes it seem like every startup should go to China when in reality only a small percentage should. I also hate how it makes it seem like doing business in China will be all upsides. Trust me (and my firm’s China tech lawyers) that it just’ ain’t so.

This article starts out by saying that “your startup, whatever it is, could benefit from being in China RIGHT NOW” and then it lists the following four reasons why:

  1. “Everything is bigger in China.” The article talks about how China has almost 1.5 billion people an this means that even your “special niche products that would be too tiny in Europe or even the US have a HUGE market opportunity in China.” It goes on to say you should go into China with the “great idea you’ve been thinking of, confident that the market will be waiting for you.” This is just not true, because selling your idea in China — no matter how many people there — requires at least some serious combination of a good idea that works for China, good execution in China, good contacts in China, and enough money and talent before you go to pull all of this off. It’s not entirely clear even what the other means by “being in China,” but whether you plan to sell your products or service to China from your own country or form a WFOE or Joint Venture to do business in China, just going to China because it is “so big” is an instant recipe for disaster. I also should note that everything being bigger in China can make things more complicated and expensive there. Every city has different rules and regulations regarding just about everything, from WFOE formation to employment law requirements. See e.g., China Employment Law: Local and Not So Simple. This is all great for we China lawyers but it adds a lot of money to your China startup and operating costs.
  2. “Growth is crazy fast, and that means opportunities are everywhere.” According to the article, the China pie is huge and constantly getting bigger and “you can create and own a brand new $1 billion market in YOUR PRODUCT for YOUR STARTUP from scratch in China in just a few years.” Not sure how this reason is any different from reason number 1 and it suffers from the same flaws.
  3. “The talent pipeline is so much better than you think.” The author states: “Yeah, yeah, I know what you’re thinking. China… that’s the place where they copy everything and steal technologies from Japan, Europe, and the US. But that’s not true anymore” and notes how the Chinese government has poured tens of billions of dollars into tech infrastructure and China’s universities are turning “out some of the best tech talent anywhere on earth, and they’re ready to work for you too.” Wow, if only it were really that simple. First off, as much as IP protection has improved in China, it has improved mostly only for those foreign companies that can afford the necessary bilingual contracts and IP registrations. See Manufacturing in China: Do Not Be “Assimilated” and How to Give Away your IP in China Without Realizing It. A startup that goes to China believing it cannot fail because China is so big and fast growing could possibly survive that mistake, but a startup that is unaware of the need to rabidly protect its IP from China is not going to be long for this world. And as for the tech talent, it does now exist in China, but it is far more expensive than most realize and being able to secure the right people for your startup is super-difficult.
  4. “Willingness to try any idea; no fear of failure!” The author claims that China has” no long memory of being burned with what some people might call “crazy ideas” and its VCs and tech talent are “willing to take a risk on something that Europeans, or even sometimes the Americans might dismiss as ‘too out there.'” Many Chinese companies are willing to take risks but I do not believe that its VC companies and techies are any more likely to put their time or money into a foreign startup than the VC companies and techies in other countries.

I am not saying startups should not go to China, because some should. But I am saying that most should not go to China and those that are considering going to China should first engage in a serious cost-benefit analysis before doing so. But you already knew all this, right?


Doing Business in China EventI will be speaking at an international business event in Milwaukee, Wisconsin, on May 9, entitled, Unlocking Global Opportunities. For more information, go here.

Who should attend? Any business operating internationally or hoping to do so.

Why attend?

  • Grow your international sales
  • Develop a strategic global plan
  • Network with hundreds of people from manufacturing, service & logistics industries
  • Keep current on the latest international trade issues with industry experts
  • Hear high-caliber speakers discuss their experiences in international markets
  • Leave with new ideas.

What will go on there?

The agenda will include the following:

  • Governor’s Export Award Winners
  • Luncheon Keynote Speaker (invited)- Elizabeth Erin Walsh – Assistant Secretary for Global Markets and Director General of the U.S. & Foreign Commercial Service; U.S. Department of Commerce International Trade Administration
  • International Café – Roundtable discussions with peers & subject matter experts
  • 5 Breakout Sessions:
    –     Unlocking the Tax Code
    –     Global E-Commerce: The Great Equalizer
    –     Compliance
    –     Transportation: Enhancing Wisconsin’s Competitive Advantage
    –     International Growth Strategies
  • Networking Reception

More specifically, the event will consist of the following:

7:30 a.m. to 5:00 p.m.   Networking

8:00 a.m. to 9:15 a.m.  Breakfast

9:15 a.m. to 9:45 a.m.  Networking Break

9:45 a.m. to 11:15 a.m. International Cafe — Roundtable Sessions with International Experts.  This session to give business owners and managers an opportunity to discuss specific issues and challenges of selling internationally with subject matter experts. A total of 6 roundtables will focus on multiple functional areas of interest. During these 90-minute sessions, the roundtables will turn every 25 minutes, allowing individuals to participate in 3 discussions. The roundtable topics will be as follows:

9:45 to 11:15  Federal Tax Code Changes and Your International Business.  The following speakers will help you make sense of the recent tax code changes as they relate to your international business, including how the new federal tax code can spur economic growth for your company.

9:45 a.m. to 11:15 a.m.  Global E-Commerce: The Great Equalizer.  In this session, John Worthington and Samantha Soffici of IBT Online, will give you an opportunity to learn from E-Commerce experts and international company leaders who have built substantial business revenue through global E-Commerce sales, both B2B and B2C. Take away tactical tips and learn how to execute your E-commerce strategy, from global demand generation, to website localization, to the platforms best suited to your products and customer base.

  • The Global E-Commerce Marketplace: Successfully penetrating E-Commerce in China and E-Commerce platform for SMEs
  • International Online Marketing & Website Localization: How do websites help exporters? A Look at selecting a web address, SEO, web hosting and localization and Informational vs. transactional websites.
  • E-Commerce: A WI Company Perspective Best practices for an International on-line strategy, Issues/obstacles vs. success/growth and Business Impact of E-commerce

11:15 a.m. to 11:45 a.m. Networking Break

11:45 a.m. to 1:30 p.m. Lunch — Growing and Protecting Wisconsin Companies Globally – Keynote Speaker: Elizabeth Erin Walsh – Assistant Secretary for Global Markets and Director General of the U.S. & Foreign Commercial Service; U.S. Department of Commerce International Trade Administration

1:30 p.m. to 1:45 p.m. Networking Break

1:45 p.m. to 3:15 p.m. Compliance.  In this session you will hear from both the legal and the manufacturer’s perspective regarding the staples of trade compliance, including the hottest and most current topics. Together with practical examples and time for Q&A, this session is relevant for new and experienced exporters. The speakers for this session will be the following:

1:45 p.m. to 3:15 p.m. Transportation: Enhancing Wisconsin’s Competitive Advantage. This session will examine strategies to improve the logistics of Wisconsin’s exports. Using case studies, panelists will discuss alternatives and best practices in food, beverage and agricultural transportation. Attendees will gain an understanding of how food companies can better transport product to market – whether through cold chain, leveraging rail, and/or maximizing value. The speakers will be the following:

1:45 p.m. to 3:15 p.m. Creative Growth Strategies. Whether you rely on distributors, manufacturers reps, licensing agreements, franchise agreements, or you do it all yourself, doing business internationally requires due diligence, formal agreements, and IP protections. I will be speaking at this session, along with the following people who will discuss their specific strategies to enter new international markets.

3:15 p.m. to 5:00 p.m. Networking Reception.  

Sounds great, what do I need to do to go? 
Go here for full details and to sign up.

See you in Milwaukee on May 9!