Mission Possible

1
Mission Possible

• Selling Successfully in China

2

• Kim Kirkendall 1986 moved to China
• Training Consultation
• The China Resource Network
• Conferences
• Meetings
• Online Forum
• www.chinaresourcenetwork.com

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What drives business in China?

• Producer or Customer
• Market Share or Profitability
• Qualifications or Character

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Is American an Advantage?

• Perception
• Government / Tax support
• Follow Through

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CONTRACT
COMMITMENT
CONTROL
COMMITMENT
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Partnership for what purpose?

• Profit
• Existing Customer Support
• Develop New Customers

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Negotiating a Contract

• Chess versus Checkers
• Define what winning means
• When is the contract finalized?
• Establish Expectations - diversify

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Performance on the Contract

• How do you measure performance
• Resolving disputes
• Getting your out
• Where do we go from here

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Establishing a Partnership

• What are their motivations?
• How do you build a team?
• Who is responsible for what areas?
• Perform, perform, perform

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Managing a Partnership

• The guy in the game wins
• When tension exists
• The commitment the threat
• What is your Exit strategy?

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Success Means

• Play to win the
  right attitude, goal game

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Contact Information

• Kim Kirkendall, President
• Office Outsource, Inc.
• Training and Consultation in China
• Office Tel [phone]
• Email virtualoutsource_at_hotmail.com
• China Resource Network
• www.chinaresourcenetwork.com