Especially for German medium-sized companies, it is very difficult to orient themselves in the Chinese market and successfully close deals. Many German SMEs want to exploit the potential, which a commitment in China promises.
The orientation in the Chinese market and the successful transaction, however, reveal many hurdles. Business opportunities in China are made almost exclusively through personal contacts that need to be cared for intensively.
It is of particular importance to know the hierarchy, structure and characteristics of Chinese companies - after all, Western negotiating partners will discover a totally foreign business culture, values, and therefore different mechanisms of negotiation.
So it is important to realize that China attaches more importance to emotional aspects than to rational decisions. For this reason, a solid foundation of trust and a local presence for successful business in the Middle Kingdom is of central importance.