Identifying your business partner

China has millions of companies and enterprises and there are many different reasons for a foreign business to find a Chinese business partner: export and import from China, investment in China, contract manufacturing and so on. It is an arduous job to search among such a vast number of companies and enterprises for the right partner to work with. Market research will help to generate a list of potential business partners . If you do not wish to employ a consulting firm, there are other alternatives for identifying business partners.

Contact the overseas offices of Chinese companies

Many large Chinese companies have set up their own overseas offices. These offices are responsible for import and export of Chinese products. Working with these offices will save time, and communications with them are normally easier as they are run by people who understand the language of the host country. A list of such companies can be obtained from the Chinese embassies in the host country.

Approach the commercial section of the Chinese embassy in your location

Chinese embassies have a commercial function of responsibility for trade promotion. They normally maintain a database containing information on enterprises in different industries and this information is usually provided free of charge. In addition, they may also have information on important trade missions from China. Inviting Chinese trade missions to visit your company or production sites can be a convenient and cost-effective way of initiating contacts with potential business partners/ buyers .

Visit industry associations or import and export chambers in China

If you are planning a trip to China, arrangements with relevant industry associations are a good way to gain an understanding of the industry in which you have a particular interest and at the same time you can procure a list of referrals from them. Normally, it would useful to employ a local contact to arrange such visits . Most industry associations and all import and export chambers are located in Beijing.

Hold technical seminars or product introduction meetings

This type of activity should be designed as a targeted exercise and requires the help of a local company such as a consulting firm, a public relations company or the consulting function of an industry association to arrange for the appropriate audience. Such services are available on a fee basis.

Attend trade fairs and exhibitions

Numerous trade fairs and exhibitions are held in China and attended by an array of Chinese companies. Guangzhou Export Commodity Fair, for example, twice a year gathers together thousands of Chinese companies to demonstrate their products in sectioned areas of the exhibition compound. There are also professional trade industry-specific fairs or exhibitions in areas such as plastics, fine chemicals, auto, water treatment, electrical equipment and many more, held regularly or occasionally. These trade fairs and exhibitions are normally held in large cities such as Beijing, Shanghai and Guangzhou. Information on major trade fairs can be obtained from the commercial section of Chinese embassies, overseas offices of the China Council for the Promotion of International Trade (CCPIT), industry associations, and import and export chambers.

Advertise in professional newspapers, magazines and journals

For industrial products, another possibility for establishing contacts is to advertise in professional newspapers, magazines and journals. There are thousands of trade press publications that target professional readers or industry specialists, who may contact you with specific business propositions .

Purchase mailing lists from database companies and launch direct mail advertising

There are now a number of companies offering database search services for a fee. Armed with a mailing list, companies who wish to test end- user interest can launch direct mail campaigns . Such an exercise will generate a shortlist of companies that have an interest in working with you.

Join the trade missions organized by your government or industry associations

Foreign governments and industry associations often maintain bilateral relations with their Chinese counterparts. They frequently organize trade missions to China, some of which are coordinated with state or official visits. In all cases, there will be scheduled arrangements for business interactions with Chinese companies. This exercise encourages government attention which will be beneficial in China, as Chinese companies tend to be very careful with projects that have a governmental background or support.

Internet search

Many Chinese enterprises have websites , thanks to the government's encouragement of information technology, and many are in English.