It is a great pleasure to meet with Kath Robinson and talk about relationship building. Kath is the former Deputy Leader of Manchester City Council, and has served both the Longsight and Burnage ward for many years. The Manchester Evening News states that Kath “has been instrumental in providing sport facilities and art centres for youngsters, and was a leading figure in the push to renovate council houses in the area.” What many might not know is that Kath is also a key figure in development the relationship between Manchester and China, particularly with Wuhan. Later this year, the new British Consulate in Wuhan will officially be open for business, there has not been a better time to discuss with Kath how to build successful relationships in China.
BH: Hi Kath, many businesses who works with or sell to China are aware of the importance of Guanxi (Relationship) but lately, Dan Harris from Forbes commented that China Guanxi is Overrated. With decades of experience you have, at both business and political, do you think that relationship is important in China and why?
KR: For me this is the most important question.
In the past when I have been advising business delegations going to China, especially for the first time, I always stress the importance of building strong relationships and that that will take time. All relationships whether business or personal take time as the mutual parties get to know and learn about each other, trust is a very easy word to use but it takes time to build and demonstrate that trust is real and substantial. In my opinion, in China this takes a little longer so bear that in mind when embarking on doing business in China.
BH: Can you tell us about your first visit to China and what was China like then?
KR: It was amazing to visit China at that time 1986, more than 12 million bicycles in Beijing and elsewhere, very few cars, hardly anyone wearing European dress apart from a few officials, the Great Wall, the Yangtze … all bigger and greater than my brain had ever possibly imagined. It was a great privilege to be there as the sleeping dragon was beginning to open up to the West, hoping that as the journey began it would bring mutual benefit to all concerned and in learning from each other, both East and West would protect and share the very best of their cultures.
BH: I believe that the concept of Guanxi in modern China is very much about win-win so that both side can benefit from one another. What do you think?
KR: I believe the concept of Guanxi has always been about win-win, if a business deal is not about mutual benefit then it will not succeed.
In 1986, the signing of the Friendship agreement between Wuhan and the City of Manchester was based on mutual agreement, that is why it is not a Twinning agreement.
It was brought about by the collaboration of the Chinese Community in Manchester, the City Council, the Chamber of Commerce and the then UMIST (University of Manchester Science and Technology.) It was signed on the basis of building a relationship between higher education and business to the mutual benefit of both Cities.
It was understood from the outset that this would take a number of years possibly ten but the outcome would be worth it.
Every discussion I led whether here or in China with businesses and officials of both Cities was always based on mutual benefit. It makes sense.
BH: Are there any advice you can give to businesses (especially SMEs) on building great lasting relationship with their Chinese counterparts?
KR: Guanxi, is, always has been and always will be the most important.
1. Learn about your counterparts
Learn about your counterparts. Culture and in some instances status are very important, so conduct and seating at first meeting is paramount, your first meeting is the rock on which you start to build a lasting relationship.
2. Don’t be afraid to share information to mutual benefit.
As I alluded to above, a good long last relationship is about trust so don’t be afraid to share information when it is appropriate.
3. Enjoy Chinese people’s great sense of humour
Chinese people have a great sense of humour so enjoy it but be careful nothing is lost or misunderstood in the translation when reciprocating.
A former Lord Mayor once told me that he took a sharp intake of breath after he had said “Don’t hide your light under a bushel”, “I suddenly thought of your advice Kath and wondered how it was going to translate. Fortunately on this occasion, it was Ok.”
BH: These are great advice Kath and sometimes a good Chinese interpreter knows just when to make certain words ‘lost in translation’. Haha. Adding towhat you said, I think that the following are worth considering too.
4. Be mindful of gift giving
A few years back, many consultants advised their clients to prepare an extensive list of gifts. These days, we need to be mindful of gift giving as you don’t want to breach the Anti Bribery Act and Chinese businesses and government officials are extremely sensitive about gifts these days. However, a few unique confectionery or quintessential English souvenirs certainly wouldn’t harm.
5. Be open-minded but maintain your integrity
There are a lot of myths about Chinese business culture, but as Chinese business people are becoming more and more sophisticated, I don’t think anyone will be so offended to the point of not doing business with you just because you refuse to eat fish eye-balls! Be who you are is the key to building good Guanxi in my opinion.
BH: Of the many trips and trade missions you have been to China, are there any interesting anecdotes you can share with us?
KR: Obviously over the years there have been many, so here are a few.
The current Leader of Manchester City Council, Sir Richard Leese, was on the first delegation and somewhat of a novelty in Chinese circles because of his youth, everywhere we went people referred to him as the young boy. This is one of the experiences he recalls from that time.
When I told our Chinese hosts that I am a Roman Catholic and expressed my desire to attend Sunday Mass in Beijing, our hosts were so eager to make this happen so they arranged a minibus for me at 5 am, on a cold very wet morning. Unfortunately, for the rest of the delegation, because I was the Leader they were expected to accompany me irrespective of their own religious persuasion. Young boy was not happy.
On another occasion, I was in Wuhan for a very short time to assist a Manchester company to complete the details on a Joint Venture. The airline had lost my luggage in Beijing and promised to send it to Wuhan asap. I had to go into a meeting so asked that the hotel staff would take charge of my luggage and notify me as soon as it arrived.
I was annoyed when at the conclusion of my meeting, the luggage still hadn’t arrived. I rang the airline who said that they had sent it but the hotel refused to take it and had been very angry that they had sent the wrong luggage. On speaking to the hotel staff I discovered that the initial of my middle name was on the luggage label so they thought it wasn’t mine and were anxious to get my luggage asap so sent the guy away with a flea in his ear.
So be careful what you ask for. Chinese hosts are always eager and helpful but translation really is important.
BH: The UK and Chinese government have been working together on the Wuhan consulate for a few years now, isn’t it great to see this finally happening.
KR: I am so thrilled that there is to be a British Consulate in Wuhan, it can only be to mutual benefit and a great fillip to Sino British relations.
It has truly been an honour to interview Kath. Despite retiring from politics a few years ago, she is as energetic, as engaged as ever. With a full diary filled with events and meetings, both in the UK and internationally, Kath is really an inspiration.
If you are a British business based in the Northwest and what to learn more about trading with China, follow @UKTI_NW on Twitter or join the Linkedin Group UKTI North West.
Connect with Kath Robinson on Linkedin
Follow me on Twitter @Benny_Hui or visit my website
Read my interview with Stephen Phillips on Opportunities from China in 2015
It is a great pleasure to meet with Kath Robinson and talk about relationship building. Kath is the former Deputy Leader of Manchester City Council, and has served both the Longsight and Burnage ward for many years. The Manchester Evening News states that Kath “has been instrumental in providing sport facilities and art centres for youngsters, and was a leading figure in the push to renovate council houses in the area.” What many might not know is that Kath is also a key figure in development the relationship between Manchester and China, particularly with Wuhan. Later this year, the new British Consulate in Wuhan will officially be open for business, there has not been a better time to discuss with Kath how to build successful relationships in China.
BH: Hi Kath, many businesses who works with or sell to China are aware of the importance of Guanxi (Relationship) but lately, Dan Harris from Forbes commented that China Guanxi is Overrated. With decades of experience you have, at both business and political, do you think that relationship is important in China and why?
KR: For me this is the most important question.
In the past when I have been advising business delegations going to China, especially for the first time, I always stress the importance of building strong relationships and that that will take time. All relationships whether business or personal take time as the mutual parties get to know and learn about each other, trust is a very easy word to use but it takes time to build and demonstrate that trust is real and substantial. In my opinion, in China this takes a little longer so bear that in mind when embarking on doing business in China.
BH: Can you tell us about your first visit to China and what was China like then?
KR: It was amazing to visit China at that time 1986, more than 12 million bicycles in Beijing and elsewhere, very few cars, hardly anyone wearing European dress apart from a few officials, the Great Wall, the Yangtze … all bigger and greater than my brain had ever possibly imagined. It was a great privilege to be there as the sleeping dragon was beginning to open up to the West, hoping that as the journey began it would bring mutual benefit to all concerned and in learning from each other, both East and West would protect and share the very best of their cultures.
BH: I believe that the concept of Guanxi in modern China is very much about win-win so that both side can benefit from one another. What do you think?
KR: I believe the concept of Guanxi has always been about win-win, if a business deal is not about mutual benefit then it will not succeed.
In 1986, the signing of the Friendship agreement between Wuhan and the City of Manchester was based on mutual agreement, that is why it is not a Twinning agreement.
It was brought about by the collaboration of the Chinese Community in Manchester, the City Council, the Chamber of Commerce and the then UMIST (University of Manchester Science and Technology.) It was signed on the basis of building a relationship between higher education and business to the mutual benefit of both Cities.
It was understood from the outset that this would take a number of years possibly ten but the outcome would be worth it.
Every discussion I led whether here or in China with businesses and officials of both Cities was always based on mutual benefit. It makes sense.
BH: Are there any advice you can give to businesses (especially SMEs) on building great lasting relationship with their Chinese counterparts?
KR: Guanxi, is, always has been and always will be the most important.
1. Learn about your counterparts
Learn about your counterparts. Culture and in some instances status are very important, so conduct and seating at first meeting is paramount, your first meeting is the rock on which you start to build a lasting relationship.
2. Don’t be afraid to share information to mutual benefit.
As I alluded to above, a good long last relationship is about trust so don’t be afraid to share information when it is appropriate.
3. Enjoy Chinese people’s great sense of humour
Chinese people have a great sense of humour so enjoy it but be careful nothing is lost or misunderstood in the translation when reciprocating.
A former Lord Mayor once told me that he took a sharp intake of breath after he had said “Don’t hide your light under a bushel”, “I suddenly thought of your advice Kath and wondered how it was going to translate. Fortunately on this occasion, it was Ok.”
BH: These are great advice Kath and sometimes a good Chinese interpreter knows just when to make certain words ‘lost in translation’. Haha. Adding towhat you said, I think that the following are worth considering too.
4. Be mindful of gift giving
A few years back, many consultants advised their clients to prepare an extensive list of gifts. These days, we need to be mindful of gift giving as you don’t want to breach the Anti Bribery Act and Chinese businesses and government officials are extremely sensitive about gifts these days. However, a few unique confectionery or quintessential English souvenirs certainly wouldn’t harm.
5. Be open-minded but maintain your integrity
There are a lot of myths about Chinese business culture, but as Chinese business people are becoming more and more sophisticated, I don’t think anyone will be so offended to the point of not doing business with you just because you refuse to eat fish eye-balls! Be who you are is the key to building good Guanxi in my opinion.
BH: Of the many trips and trade missions you have been to China, are there any interesting anecdotes you can share with us?
KR: Obviously over the years there have been many, so here are a few.
The current Leader of Manchester City Council, Sir Richard Leese, was on the first delegation and somewhat of a novelty in Chinese circles because of his youth, everywhere we went people referred to him as the young boy. This is one of the experiences he recalls from that time.
When I told our Chinese hosts that I am a Roman Catholic and expressed my desire to attend Sunday Mass in Beijing, our hosts were so eager to make this happen so they arranged a minibus for me at 5 am, on a cold very wet morning. Unfortunately, for the rest of the delegation, because I was the Leader they were expected to accompany me irrespective of their own religious persuasion. Young boy was not happy.
On another occasion, I was in Wuhan for a very short time to assist a Manchester company to complete the details on a Joint Venture. The airline had lost my luggage in Beijing and promised to send it to Wuhan asap. I had to go into a meeting so asked that the hotel staff would take charge of my luggage and notify me as soon as it arrived.
I was annoyed when at the conclusion of my meeting, the luggage still hadn’t arrived. I rang the airline who said that they had sent it but the hotel refused to take it and had been very angry that they had sent the wrong luggage. On speaking to the hotel staff I discovered that the initial of my middle name was on the luggage label so they thought it wasn’t mine and were anxious to get my luggage asap so sent the guy away with a flea in his ear.
So be careful what you ask for. Chinese hosts are always eager and helpful but translation really is important.
BH: The UK and Chinese government have been working together on the Wuhan consulate for a few years now, isn’t it great to see this finally happening.
KR: I am so thrilled that there is to be a British Consulate in Wuhan, it can only be to mutual benefit and a great fillip to Sino British relations.
It has truly been an honour to interview Kath. Despite retiring from politics a few years ago, she is as energetic, as engaged as ever. With a full diary filled with events and meetings, both in the UK and internationally, Kath is really an inspiration.
If you are a British business based in the Northwest and what to learn more about trading with China, follow @UKTI_NW on Twitter or join the Linkedin Group UKTI North West.
Connect with Kath Robinson on Linkedin
Follow me on Twitter @Benny_Hui or visit my website
Read my interview with Stephen Phillips on Opportunities from China in 2015