The biggest challenge is those cultural barriers when it comes to communication. These would include language barriers as well as documentation barriers. Some documents are not even supplied to the customer or are in native Chinese. Customers then fear they don’t understand what they are walking into because of this. Additionally, another misperception is that people think it’s a lack of product equality.
Another important barrier is the lack of a relationship and relationship-building over time. The Chinese have a word for business relationship building known as “Guanxi“. Guanxi is the time spent building that relationship. And, if you do not have Guanxi, then you’re somebody who is knocking at the door and inquiring like many others. But, if you have that relationship, you are through that door, and you’re deep in the world of manufacturing. You will receive the manufacturer’s support, internal, and network support to get solutions. Another point is the lack of relationships. Travel restrictions today prohibit building important relationships to get that support. U.S. companies are looking for that support to build trust in the supplier.
First, you can make sure that it is the right manufacturer that you selected by performing audits. Whatever the manufacturer is trying to qualify for, make sure you can work with their teams. This way you can meet onshore companies’ expectations. There’s a lot of willingness there, but often, we’re missing guidance. Boots on the ground boost the confidence of the manufacturer via the quality process. Make sure that factories adhere to environmental and ethics requirements. It’s rewarding for the manufacturers to see they are complying with these requirements. They do want to be compliant. But, they don’t know how to communicate it due to language barriers.
So, as time passes, you build this element of the relationship that ferments the ground to build upon. Any time that you spend with the:
is increasing the relationship. That will get you closer to the solution that you are asking for in the long run. Time spent with suppliers builds relationships and trust. And, that is the top goal that you need to set for yourself and your organization in this relationship.
iConn’s Guanxi: The oil that keeps China running.
Guanxi, in direct translation, means relationship. And there are different levels of business relationships that this one word describes. iConn has earned the Guanxi from hours of interaction with our manufacturing partners. As your partner, we are going to give you access to our Guanxi that we have built the last 23 years with partners in China.