美國(guó)公司如何理解中國(guó)文化與國(guó)情(1)ppt課件

1、Opportunities & Challenges for Multinationals in China:Learning from the Microsoft ExperienceKai-Fu LeeCorporate Vice President Microsoft CorporationTalk OutlineChina Opportunity6 Ingredients to Success in ChinaMicrosofts Presence in ChinaEarly strugglesRecent successesConclusionChina OpportunityHug

2、e growing market“The single most important thing to happen in our lifetime will be the emergence of China. John Thornton, former President of Goldman SachsNow a Professor at Tsinghua UniversityGDP growth 9% per year since 1978.Consumers saving $1 trillion per year.2002: China became #1 mobile phone

3、market.2004: China will become #2 PC market.Next 5 Years: Software & services CAGR = 50%!China OpportunityWorlds Largest Labor Force“Through skillful control of residency, Chinas 900 million rural residents will gradually move to cities and take jobs in manufacturing or information processing, perha

4、ps at 20-30 million per year. This could give China a sustainable supply of low-cost labor for the next 20-30 years. Kenichi Ohmae, The China Impact.Traditional industriesMany cities with good infrastructurePeople inflow from rural to citiesExcellent process & know-how in manufacturingKnowledge econ

5、omy150,000 computer graduates / yearGreat emphasis on educationBut IT & software significantly lag IndiaMarket Opportunity is LucrativeVolkswagen40% market share in ChinaMotorola20% of global revenue comes from ChinaKodakIn 4 years, China went from 17th to 2ndIntel$4+ billion revenue in ChinaLOreal“

6、Imagine, 1.3 billion lips!- Lindsay Owen-Jones, CEO, LOreal.6 Ingredients to Success in ChinaChallenges & Successful FormulaBuild strong government relationshipsPlay by Chinas market rules Make a long-term commitmentThe local economy is the top priority Nurture local people Build trust, not PRBuild

7、Strong Government RelationshipsUnique power of governmentRelationships required at all levelsThe spirit of the law matters more Chinas culture is built on trust, relationships, mutual respect. The concept of face is very important. Avoid sensitivities and find every opportunity to make China look go

8、odNegotiations are bottom-up and informal. “It cannot be overstated the importance of accommodating the government. John Stuttard, the New Silk Road.Play by Chinas Market Rules Expect to respect “Chinese marketThe government for their own reasons what rules to apply and who they would like to do bus

9、iness with. While they value global standard practices, they still expect MNCs to adapt to local rules. Market conditions change rapidly and often irrationally due to an immature market economy. “We take pride in viewing ourselves as a very local company in China Mike Zafirobski, COO MotorolaMake a

10、Long-Term CommitmentContribute First and Benefit Later : Entitlement from power of marketMNCs must have long-term commitment.JV, investment, training, local partnership, technology & know-how transfer Friends may be given great opportunities “China has discovered its leverage. They now say If you wa

11、nt market access, give us technlogy Erfei Liu, Chairman of Merrill Lynch China Local Economy is the Top Priority Local companies are always preferredMNCs expected to help nurture local economy in exchange for access to the China market (need to move up the value chain)Bonus: help local company build

12、 export businessChina often ignores international standards and attempts to build China standards IP Protection is weakLaws to protect local companies “Dont think Chinese companies deserve to lose to foreign companies when foreign companies have a better product. It is different that a foreigner is

13、making money and not a Chinese. The downfall of Chinese companies will come back to hurt all citizens of China Professor Tan Haoqiang, IT Influential in China Nurture Local Employees China prefers MNCs that develop local talent to make them more competitive internationally. Local talent is high pote

14、ntial, but inexperiencedSend overqualified, senior leaders who intend to repatriate “My boss asked me how to expand the IBM business in China. I answered first we had to grow the local people Wilson Wong, first Chief Representative, IBM China Build Trust, not PRCorporate image requires much more tha

15、n PR. Good citizen in China helping local companiesSingle message (like Chinas own) = unified org.“Boasting PR is very negative in Chinese cultureLow-profile & humility is much betterPublic media is immature, powerful, manipulated While positive PR may not help a companys image, negative PR can dama

16、ge a companys image.Microsoft In ChinaCommercial Sales &Marketing1992: Setup Office1995: Setup Microsoft China Ltd1996: Setup Shanghai & Guangzhou Offices2003: 300 employees Global Technical Engineering Center1998: established2004: 300 employeesMS IT Innovation Center/R&D/ATC2004: 300 employeesMSR A

17、sia1998: established2003: 150 researchers + 200 internsJoint Ventures2004: 2 corporations establishedMicrosoft Lowlights in ChinaMistakes on “respect & “commitmentGovernment procurement lawPiracy & anti-Piracy measures“Good enough softwareManagement turnoverCenter of media attentionSeveral strong bu

18、t persuasive criticsMicrosofts Recent SuccessesBuild strong government relationshipsPlay by Chinas market rules Make a long-term commitmentThe local economy is the top priority Nurture local people Build trust, not PRBuild Strong Government RelationshipsMicrosoft and China AnnounceGovernment Securit

19、y Program Agreement , China, Feb. 28, 2003 Steve Ballmer signs “Great Wall collaboration with the Ministry of Education REDMOND, Wash. - June 27, 2002 Microsoft shares Windows Source : Microsoft and China Ministry of Security Officially Opens Joint Information Security Technology Lab, China, July 7,

20、 2003 Play by Chinas Market Rules Two joint venturesSupport training centerPartner with local companies to comply with Government Procurement LawMSR Annual Conference largest in China.Partner plans: free end-to-end support, channels, MVP Asia Summit Make a Long-Term CommitmentMicrosoft Research help

21、s Chinese universitiesResearch funding, scholarships, internships.Articles & courses by Microsoft researchers on own initiative.Address digital divideTechnical job training: thousands of unemployed workers 5 million RMB donation to help handicapped Chinese learning DonationsProject hope schools, infrastructures, networking.SARS donations (company and employees) to ChinaLocal Economy is the Top Priority Training Software colleges (MS employee is dean)Adding Chinese partners to GISVs:Elevating companies like CS&S to same l