Working with Partners | Navigating China Series
This series of business workshops is intended to help companies to better understand and navigate the China opportunity. Leading China experts will share the latest insights on the China business landscape in 2022, helping attendees to make informed decisions on their approach to the China market.
Partnerships are often critical to success when expanding in China. China’s size, complexity and geographical fragmentation, all require local partnerships for overseas companies to succeed. Developing an effective partnership strategy for China is notoriously challenging, requiring time, patience, and flexibility.
This session will explore the various routes-to-market UK companies can exploit when trading in China, from distributors, resellers and sales agents, to E-marketplace, manufacturing partners, and outsourced service providers. The session will examine the pros and cons of different sales channels, and provide guidance on best practice for identifying, appointing and managing different types of strategic partners.
Speakers
Paul Dupont, Business Development Director, Intralink Group
Paul has been in sales and business development roles in and around China since 2010 and has built extensive networks in high tech areas including energy, automotive and photonics. At Intralink, Paul helps Western technology companies looking to expand to Japan, Korea, China, Taiwan and/or ASEAN, and work with them to develop and implement the right approach. Paul received a BSc in Physics from St Andrews and an MSc in Optics & Nanotechnology from the UTT in France, He is fluent in Mandarin, English and French and is based in Intralink's London office.
Jack Porteous, Client Services Director, Samarkand Global
Jack Porteous has been the Client Services Director at Samarkand Global since April 2020. He works with international brands as they navigate the Chinese market, using his 10+ years’ experience of working with or in China to forge successful strategies and partnerships for growth. Previously Jack worked for the China-Britain Business Council and Department for International Trade, advising retail brands big and small on their China market entry and expansion. He is a fluent speaker of Mandarin. Samarkand Global is a ecommerce tech company focused on cross-border sales to China.
Mark Hedley Director - Knowledge Economy, CBBC
Mark Hedley is Director for Knowledge Economy at the China-Britain Business Council (CBBC), the UK’s national network supporting trade and investment between the UK and China. He has spent two decades in business development and market entry consulting roles, including several years based in Mainland China, helping Western startups to develop sales and establish a China market presence. He currently leads CBBC’s work helping clients in the technology, innovation and healthcare sectors to identify and manage Chinese partnerships. A fluent Mandarin speaker, Mark holds a Masters in Chinese Business and International Relations from the University of Sheffield and an MBA from Lancaster University.