So you want to be Big in Asia? You want to be a business success, to move effectively between cultures and win where others have lost. But doing business in Asia can be tough. Even for locals. The large populations mean that the potential is high. But then so too are the obstacles. The law might offer little protection, good information is hard to come by, local employees might be difficult to manage, and consultants and brokers appear from ...
So you want to be Big in Asia? You want to be a business success, to move effectively between cultures and win where others have lost.
But doing business in Asia can be tough. Even for locals. The large populations mean that the potential is high. But then so too are the obstacles.
The law might offer little protection, good information is hard to come by, local employees might be difficult to manage, and consultants and brokers appear from everywhere to offer 'help' but who to trust? Clearly, it's a game built for insiders, but where are the entry points?
Sometimes succeeding in Asia simply means not losing money. But expectations are there to be met.
Here are twenty-five stratagems to help you do just that. Twenty-Five stratagems to get you thinking. Twenty-Five to help you get ahead in the game. BIG in Asia presents a new way of looking at the Asian puzzle.
Michael Backman's hard-hitting, on-the-ground detailed analysis of corporate Asia is combined with Charlotte Butler's business school approach and experience to provide a fresh and winning program to guide you through the complexities of Asia's business environment. For the first time, BIG in Asia combines management school theory with the grit of Asian corporate realities in a single volume.
MICHAEL BACKMAN is an author, business analyst and columnist who specialises in Asian corporate practice. He has a reputation for hard-hitting, independent and highly detailed Asian business analysis. Singapore's Prime Minister cited him in his 1998 National Day Address as an 'expert' on overseas Chinese and he has been described in the Australian Financial Review as 'the brilliant writer on regional business strategies.' He is the author of the international bestseller, Asian Eclipse: Exposing the Dark Side of Business in Asia that was named by the Economist as one of the sixteen finest general non-fiction books published for the year. He writes a regular Asian business column for the Melbourne Age newspaper and has authored numerous articles for The Times of London, International Herald Tribune, Asian Wall Street Journal, and the Far Eastern Economic Review. He has lived and worked in Asia.
CHARLOTTE BUTLER heads the research team at the Euro-Asia Centre, INSEAD in Fontainebleau, France. Her extensive research output over the last ten years has centred on a range of management issues in the Asia-Pacific region covering strategy, marketing and organisational development. In particular, her field-based work focuses on the growth of entrepreneurial firms in Asia, and the influence of cross-cultural issues on joint ventures in the region. Most recently, she has investigated managing change with reference to the Asian economic crisis, and the subsequent restructuring of the region's industries.
A winner in the 2001 International MBA Case Competition, Charlotte Butler has published over fifty case studies and articles that are used by both students and practitioners of business. She is also co-author of Managers&Mantras, published in 2000 and praised for its ability to address a range of management issues within the context of telling a fascinating story of one company's quest for survival. Her latest book, Dare to Do, charts the evolution of a leading Asian conglomerate.
Part I: HIT THE GROUND RUNNING
Strategy 1: Information is Power
Strategy 2: Know the Firm, Know the Family: Dealing with Asian Firms
Strategy 3: Understand Asia's Overseas Chinese
Strategy 4: Understand Asia's Overseas Indians
Strategy 5: Dealing with Information Ambiguity, Local Consultants&Accounting Firms
Part II: ON THE GROUND
Strategy 6: Network like a Local; Negotiate like a Westerner
Strategy 7: Taking the M&A Route?
Strategy 8: Managing the Partnership with the Southeast Asian Firm
Strategy 9: Managing the Partnership with the Northeast Asian Firm
Strategy 10: Avoid Post-Acquisition Trauma
Part III: BUILDING UP
Strategy 11: Send the Right People
Strategy 12: Cross the Cultural Divide
Strategy 13: Managing Change
Strategy 14: Intellectual Property Abuse: Contain the Risks
Strategy 15: Selling Consulting Services in Asia
Part IV: STAYING UP
Strategy 16: Tilt the Playing Field
Strategy 17: 'Think Global; Act Local' - but how far?
Strategy 18: Caveat Emptor: Beware the Banks of Asia
Strategy 19: Avoid Blood Loss as a Minority Shareholder
Strategy 20: China! Cut through the Gloss
Part V: STAYING CLEAN
Strategy 21: Negotiate the Law in Asia: Bankruptcy, Contracts&Defamation
Strategy 22: Ethical Traps on the Road to being Big in Asia
Strategy 23: Corruption: The Business Practice that Dare not Speak its Name
Strategy 24: Dancing with the Devil: Doing Business with Asia's Politicians and their Families
Strategy 25: When things go Wrong...