版权说明:本文档由用户提供并上传,收益归属内容提供方,若内容存在侵权,请进行举报或认领
文档简介
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
温馨提示
- 1. 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007和PDF阅读器。图纸软件为CAD,CAXA,PROE,UG,SolidWorks等.压缩文件请下载最新的WinRAR软件解压。
- 2. 本站的文档不包含任何第三方提供的附件图纸等,如果需要附件,请联系上传者。文件的所有权益归上传用户所有。
- 3. 本站RAR压缩包中若带图纸,网页内容里面会有图纸预览,若没有图纸预览就没有图纸。
- 4. 未经权益所有人同意不得将文件中的内容挪作商业或盈利用途。
- 5. 人人文库网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对用户上传分享的文档内容本身不做任何修改或编辑,并不能对任何下载内容负责。
- 6. 下载文件中如有侵权或不适当内容,请与我们联系,我们立即纠正。
- 7. 本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。
最新文档
- 2024年租赁房屋营业合同简单版(二篇)
- 2024年汽车抵押反担保抵押合同(二篇)
- 2024年购销合同标准模板(四篇)
- 2024年铺面租赁合同模板(3篇)
- 中考复习成语解释大全
- 中学生上网时长调查表
- 杂物电梯维保工艺
- 商务礼仪知识竞赛知识学习三
- -如何进行大学阶段的英语学习
- 李三支-基层主管管理技能
- 《谁打电话的时间长》示范公开课教学设计【小学数学五年级上册北师大】
- 大班下学期数学练习3《2、3的减法》
- GB/T 28708-2012管道工程用无缝及焊接钢管尺寸选用规定
- GB/T 17879-1999齿轮磨削后表面回火的浸蚀检验
- GB 2759-2015食品安全国家标准冷冻饮品和制作料
- DB11-T 1764.14-2022用水定额 第14部分:建筑施工
- 小班健康领域【手上的病菌】教案
- 哈尼梯田农业文化遗产申报文本 - new template
- 珍爱生命-远离管制刀具主题班会课件
- 最新人音版小学音乐六年级下册《Do-Re-Mi》课件
- 近代史-十三行的辉煌岁月(讲演)-资料课件
评论
0/150
提交评论