Operation China: From Strategy to Execution

Overview


China has matured as a market—and the game has changed. Yesterday, multinationals grappled with fundamental strategic choices: Do we go to China? Whom do we partner with? Where should we invest? Winning in China was all about achieving approval to enter the market, picking the right joint venture partner and selling in the right few cities to the right customers. Execution didn’t matter as much as privileged access—through government and partner relationships.

Today, China is ...

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Operation China: From Strategy to Execution

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Overview


China has matured as a market—and the game has changed. Yesterday, multinationals grappled with fundamental strategic choices: Do we go to China? Whom do we partner with? Where should we invest? Winning in China was all about achieving approval to enter the market, picking the right joint venture partner and selling in the right few cities to the right customers. Execution didn’t matter as much as privileged access—through government and partner relationships.

Today, China is teeming with MNCs and local competitors. Government is no longer the main driver of deals. Barriers to entry have fallen. Regulations are less of a factor. Partners are no longer required in many industries. Winning now depends on great execution: effectively and efficiently developing, marketing, producing, and channeling goods to customers and growing and retaining a talent base.

In Operation China, Jimmy Hexter and Jonathan Woetzel explain how you can achieve superior execution in China—through operations including talent management, product development, information technology, procurement, supply-chain management, manufacturing, and sales, marketing, and distribution.

Based on over two decades of consulting experience for both local and multinational operations in China and extensive research on what drives success in operating in China, this book helps you get your operations right in the new competitive arena defining China today.

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Editorial Reviews

Industry Week
the sheer size of the Chinese market makes it an almost irresistible opportunity for growth.
Far Eastern Economic Review
. . . a must read for any executive doing business in China.
Bloomberg
To understand the challenges such multinationals face as competition accelerates, pick up "Operation China: From Strategy to Execution," a management guide by two McKinsey & Co. consultants, Jimmy Hexter and Jonathan Woetzel.
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Product Details

  • ISBN-13: 9781422116968
  • Publisher: Harvard Business Review Press
  • Publication date: 12/17/2007
  • Pages: 212
  • Product dimensions: 6.40 (w) x 9.30 (h) x 1.00 (d)

Meet the Author


Jimmy Hexter is a partner in McKinsey’s Beijing office and the co-leader of McKinsey’s Operations Practice in Asia. Jonathan Woetzel is a partner in McKinsey’s Shanghai office and has published several books on China.
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Table of Contents


Preface     vii
Acknowledgments     xvii
Good Enough Is No Longer Enough
Changing Rules for Business Success     3
Principles of World-Class Execution     31
World-Class Execution
Learning to Win in China's Many Markets     47
Developing Competitive Products     67
The Next Advantage for Manufacturing     89
Getting More from Sourcing More in China     105
Distribution: Changing Times     125
Talent Holds the Key     143
Where to Start     159
The Future of Business in China
The Looming Wave of Mergers and Acquisitions     171
Win in China-or Lose Everywhere     193
Notes     199
Index     203
About the Authors     211
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Sort by: Showing 1 – 2 of 1 Customer Reviews
  • Anonymous

    Posted December 18, 2007

    Authoritative guide to establishing profitable operations in China

    In this book, Jimmy Hexter and Jonathan Woetzel talk primarily to executives of multinational corporations. In a series of chapters addressing business functions, such as marketing, manufacturing, product development, distribution, sourcing and more, the authors drive home the message that these companies must adapt their world-class practices to China. This market is becoming so important, they say, that it may soon set, rather than follow, global standards. The book is well organized and clearly written. We recommend reading it with particular attention to its case histories, which cover the real operations of multinationals in China. As a song once said about another place, if you can make it there, you can make it anywhere.

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  • Anonymous

    Posted January 14, 2010

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