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Posts Tagged ‘Entrepreneurs’

Working with your spouse

Jill Coyle

Jill Coyle

While leading a talented group of female entrepreneurs at the Women in Business conference in September, I learned that 4 of the 6 entrepreneurs on the stage (myself included) worked with their spouses.

This led to some interesting discussion as one of the panelists shared that she’d actually had to “fire” her husband and tell him to go start his own business.

Here are some of the things we female entrepreneurs shared about the joys and challenges of working with our husbands.

Some of the challenges

Work doesn’t stop.

One panelist shared that she and her husband had a difficult time leaving work at the office. They continued to discuss work over dinner, during vacation, on Saturday, etc.

Home life can spill over into work

If a husband and wife are having a “discussion” (oh, alright, let’s call it a “fight”), we often find it challenging to not let that fight affect our relationship once we’re in the office.

Personality conflict

For some business/marriage partners, working together brought out the best in them – they balanced each other perfectly, offset each other’s weaknesses, etc. For some, it was a major clash of the titans -  they drove each other so crazy that they had to dissolve the partnership…or totally risk their marriage. As one woman so aptly put it, “I can be married to you – I just can’t be your business partner!”

The joys

Total trust

One great thing about being business partners with your spouse is that (most likely) you totally trust your spouse. I’ve heard so many horror-stories, especially in China, about “partners” running off and stealing the whole business. That’s a lot less likely to happen when you are married to your business partner.

Balance each other

For this group of women anyway, most of them talked about how they work so well with their spouse. One person handles the staff, the other the sales and output; their strengths go hand in hand. They’re able to build each other up – and soften some of the rough edges.

Sharing

One great thing about building a successful company with your spouse is that you do it together. It is something you accomplish together – you can put your arm around your business partner and say, “Wow, look what we are doing together!”

What about you? Do you work with your spouse (or have you done so in the past)? Share with us some of your stories.

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Posted in : Business Relationships, Entrepreneurs, Leadership

Intuition and the “gut feeling” that gets you out of trouble

Tanya Crossman

Tanya Crossman

Fashion Incubator is a great blog focussed on pattern making. We don’t often link to it as while it is fascinating to me it doesn’t generally overlap the topics we cover on Imports Oriental. Kathleen posted a really interested article the other week, however, which I wanted to bring to your attention.

She talks about intuition, and the importance of paying attention to it, especially in business. She tells a story about a time where investigating a gut feeling regarding a certain project enabled her to escape the worst of what could have been a very big mess.

In terms we typically define it, intuition is a gut level impression we get about a person or situation and for which we are at a loss to understand why… understanding the mechanisms of intuition allows me to move from indecision to informed understanding.

Kathleen talks about intuition as the “back brain” – the forebrain thinks logically, according to information obviously available, while the back brain deals with more subtle “cues”. Those cues may not be articulated as evidence of a problem, but are more like red flags – markers that “this” often means “that” is happening underneath. So the gut feeling isn’t saying “here is what’s wrong”; rather, it is part of you noticing a pattern that in other situations has been connected to a problem under the surface.

You go out to dinner with somebody you’re thinking of doing business with. They are pleasant enough, the details seem equitable but your intuition tells you something is amiss. Problem is, there’s nothing your fore brain can interpret as being a rational cause of discomfort but still, your dis-ease persists. I know what many people (most of them women) do, because you can’t articulate exactly what’s bugging you, you elect to give them the benefit of the doubt because that’s the only fair thing to do. Right? Well, maybe you shouldn’t. First you should try to pull cues from the situation which can help the back brain to communicate.

The next time you have a bad feeling, you need to map it. Clear your mind and write down any and every single misgiving you have no matter how stupid, trivial, childish or germane to the situation. Things like, do they salt their food before they even taste it? You don’t want to be involved in manufacturing or engineering with someone who does that, no way no how (long story). Many things may seem like emotional reactions that have nothing to do with business or being fair or open minded -you know, giving the benefit of the doubt in the absence of proofs. These are cues your inarticulate deep brain has put together in a pattern but does not have the means to tell your front brain. As you do this, more things will occur to you that you hadn’t recognized before. You won’t get too far into it before you realize that a pattern has emerged and your course of action is clearer.

I was particularly struck by the comment about people who salt their food before eating. I often do that myself. Once I stopped to think what that might say about a person, I was stunned. Salting food before eating it means I’ve made an assumption that the food before me will not be to my liking before I’ve even tasted it! I also have a tendency to make assumptions about people and situations before investigating them properly. It’s clearly a flaw, and while I am capable of changing my quickly-made-up mind, I waste time and offend people in the process.

Back to the topic, though; I think this is great advice. Investigating a “bad feeling” may seem like  a bad idea. You’re under a deadline, and you have no logical reason to delay. However, if that investigation leads you to an early warning, it may save you big time in the future. Think of such thinking time as an investment in the future of the deal you’re working on.

The point is, if you have a gut reaction without rational reasons, your deep brain is trying to tell you it has put the cues together. Give it a chance to speak so you can move forward decisively without feeling guilty that you haven’t given someone the benefit of the doubt.

Read the full article on Fashion Incubator here.

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Posted in : Business Ethics, Entrepreneurs, Leadership

Cultural sensitivity for international business

Tanya Crossman

Tanya Crossman

There was a fantastic 3-part post on the China Law blog the other week. A new contributor, Jason Patent, gave advice based on the idea that knowing the Chinese culture is a huge help to anyone doing business here. All three posts were very well written and worthy of a careful read.

I’m going to go through the general idea of each post, with some of my own thoughts and a few quotes. If you find it interesting, do go and read Jason’s original posts.

In Part I, Jason shared a story in which an experienced businessman who had done his research blew a great opportunity in China through a lack of cultural preparation.

This is an important topic for anyone planning to do business in China, whether directly or through an intermediary. Things are DIFFERENT. Whoever is on the ground needs to be culturally aware, and whoever is managing them needs to leave space for the differences culture brings.

If you are using an intermediary for your China dealings, try to listen to their explanations of situations that come up – don’t expect it to fit in the box of business in your own culture. If you can accept that the Chinese way is not “wrong,” but simply different, it will help you be more relaxed and, in the long run, effective.

I particularly enjoyed this quote from the summing up at the end of the post:

Business is not just business, despite our American insistence to the contrary. The only way to succeed in China is with the curiosity to examine our own beliefs and practices, and the humility to see other ways of doing things as equally valid. And the good sense to spend a bit of time and money now to save, and make, much more down the line.

Part II focused on ethics, and in particular, the perception that Chinese are less ethical in business than westerners.

A favorite critique by Westerners of China is that “the Chinese are unethical.” It is claimed that Chinese deceive, don’t stick to contracts, deliberately cheat. While few would deny that China can be a frustrating place for Westerners to do business, and while unethical behavior certainly occurs in China, claims of unethical behavior are often exaggerated, and result from Westerners’ own failure to understand the different background assumptions held by the Chinese.

Jason includes a chart which compares some of the values emphasized in China/the West, and the implications of these mismatches to business. For example, we may see a person’s behavior and, misunderstanding the intention of this behavior, assume they are trying to cheat us in some way.

The rub is that we have no access to anyone else’s intentions. All we have to go on is behavior. We observe a behavior, and attribute an intention, whether it’s accurate or not. The result: we make a lot of mistakes, often assuming evil intent where intent was either good or, at worst, indifferent. Whether we like it or not, we are wired to judge those around us based only on their behaviors, while at the same time judging ourselves based mostly on our intentions. That’s a cold, hard reality — but a good one to know about.

I really enjoyed reading this discussion. As Jason himself says, it’s not new information, but it is very important to business (and life) in a cross-cultural environment. I know that, personally speaking, understanding that behavior which frustrates me may have a different intention than I would naturally ascribe to it helps me be more at peace.

Giving others the benefit of the doubt (assuming their intentions are good) and then trying to clarify the situation with careful, calm questions helps greatly. This is not just in dealing with suppliers or customers (external parties) but even within your own company. There have been several occasions in Imports Oriental where misunderstood intentions have created unnecessary tension – tension which dissolved almost immediately once there was clarification.

Part III focused on stereotypes that we carry, and how they affect our perspective. Jason lists 9 stereotypes many Westerners carry into business dealings in China.

1. The Chinese are out to cheat me.
2. The Chinese think they’re superior.
3. The Chinese lie.
4. The Chinese go back on their word.
5. The Chinese are always stalling for time.
6. The Chinese are stingy.
7. The Chinese don’t care about quality.
8. The Chinese don’t care about their environment.
9. The Chinese hate Westerners.

Jason goes through each of the 9 and gives perspective on each – how these stereotypes can come about and explaining a bit of what can be behind them. There are unethical people in every culture, but labeling all Chinese as dishonest or liars is not the solution. I’ll end with a quote from Jason’s summary:

Categories can be useful. Reasoned, informed judgment can be useful. Stereotypes have zero business value. Get savvy about your own stereotypes and re-frame them. Not only will you feel better and get along better, but your business will do better.

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Posted in : Business Ethics, Business in China, Entrepreneurs, International Business, Leadership

Insights on doing Business (and life) in China

Tanya Crossman

Tanya Crossman

Foreign Entrepreneurs in China is a blog we highlighted a few weeks back in our “best blogs” post. Last week there was an interesting post featuring Kevin Lai, Asia General Manager for New Zealand multinational Actronic Technologies.

I’m the China baby of the Imports Oriental team, having spent a mere 7 years here; I was impressed by some of the insights Kevin had to share from only 3 years in China. The whole set are worth taking a look at (you can read them here) but I’ve chosen a few to highlight and add my own thoughts on.

1. Language Barrier: It’s not the Only One.
Lots of companies do not appreciate how different China is. They assume language is the barrier but there is a lot more to it. Culture, taste and behaviour add to the difficulty to interpret what is going on. And the value system is so completely different that at times you don’t know whether to react outraged or ignore a situation.

That last line really speaks to me. I still find that on occasion I have no idea what the correct response to a situation is. I know what is going on, and how I feel about it, but I don’t know how to convey my feelings appropriately. Sometimes I simply have no idea if what I am feeling has anything to do with what the other person intended to convey!

I don’t think there’s much of a shortcut to learning this stuff, but my best suggestion is to ask questions of local friends and expats who have spent more time in Chinese circles than you have. Listen to their advice and insights, even if it doesn’t seem applicable to you; sometimes it won’t make sense to you until you’re in a similar situation.

5. Statistics are Good but Don’t Let them Fool You.
Statistics may provide you with a good overview, but don’t forget they’re just an average and they hide a lot of information.

A friend of mine once said “everything you’ve ever heard about China is true….somewhere”. I still quote this as I find it very apt. China is a very big place; it’s not uniform throughout. Assuming that you know every place in China just because you know one place (and so on) is problematic. It’s  good to remember that no matter how long you’ve been here, you don’t know it all.

6. Market Research & Reports: Be Ware of Polite or Aspirational Answers
Reading market reports is good, but you need to understand what you are reading. You may be asking somebody: Would you go to New Zealand? And they will say yes, but it is more their aspiration than a reality. Same goes for polite answers. Some people would be embarrassed to say no.

This point actually got me thinking on a different track. There are significant differences between the English words “will”, “want to” and “can” and their Chinese counterparts. The word yao could be translated “will” or “want to” depending on context; the same word can indicate an aspiration or a concrete plan. I think this leads to ambiguities in understanding the intent behind a person’s words, regardless of what language you’re speaking.

7. “Do It Yourself” … Not Worthy Here (for entrepreneurs)
You need to seek help in order to settle here so that you can focus on the core business. Helps is available for free. Just ask!  Contact your own country’s expat networks, your Government Agencies.

A good thing for all new expats to keep in mind! People have done this before – so there’s no need to reinvent the wheel. Most expats who’ve been around a while are more than happy to share some tips. Trying to go it alone and work it all out yourself is a waste of your time and energy – and adjusting to a new place will take enough of that as it is.

10. Trust- not just an Empty Word. Once you Gain Trust lots of Doors Open.
The value of trust is not a China myth. Chinese people are very caring when it comes to their families, friends and network. They will ignore you if you are not in the circle, but once you make it, once you gain their trust and become part of their network they will start caring about you in a very personal way.

I am often surprised by the strength and shown to me by long-term Chinese acquaintances. These aren’t my close friends (that isn’t so surprising) but rather people I have known for years in a more casual way. For example, drivers I would hire to drive me back and forth between Langfang and Beijing, or a landlady I only saw often enough to pay rent, or the manager of a nail salon I visited regularly for years. In many cases I sense a difference when I am “promoted” to a closer circle, rather than being merely a client/customer etc.

As with one of my previous comments, I’m not sure there’s a shortcut here. The important thing is simply to recognize that this is how things work. It’s worth investing time in building relationships – not just in a personal context (with friendships) but with vendors, services and the like. Once that trust is built up, by virtue of continued association, things change. You can’t necessarily anticipate that change – when it will happen and what it will look like – but it will be a pleasant surprise when it happens.

12. Hire Somebody you Can Trust.
Lots of companies send people here who don’t speak the language so they’re completely relying on their Chinese employees. It’s quite common to hear stories about people hiring a local manager who initially performs really well but turns into a bad story.

This is a point that comes up over and over in discussions about China. I suspect this is true in any context where you are dependent on an employee for translation and cultural understanding. The counterpoint to needing to find people you can trust is to not be dependent on any one person. When you get in that sort of situation, either you are wrecked when that one person leaves, or keeping that person becomes such a high priority you can be blinded to other things.

14. Keeping your Employees… You may need to pay for it.
In general people like to work for big companies. It gives them status and security. So when you are part of a small/medium business you may need to pay above the average when you hire your local employees.

I agree with the principle of this – in general, people do like the status and security of working for big companies. So when you try to recruit top quality employees to a small business, you need to have something else of value to offer them. I don’t believe that need necessarily be a high salary – there are other ways to make your company attractive. Perhaps it is flexible working hours, greater access to training and personal development, or a manager who cares about them as a person.

For example, when hiring an administrative assistant for our head office in Langfang, we were interviewing several shortlisted candidates. One candidate was particularly attractive to us, but seemed put off by the salary – she had clearly expected more. The Chinese employee conducting the interview with me had a discussion with her about the other benefits of working for our company -such as insurance coverage, more personal holidays and sick leave than mandated by local labor laws, and a nice lunch provided every day. That short discussion totally changed the candidate’s attitude toward the position. I think that a particular strength of our company is that employees feel cared for as individuals, and therefore also want to care for their employers by doing their best for the company.

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Posted in : Business in China, Entrepreneurs

Best blogs about sourcing in China


Tanya Crossman

Tanya Crossman

A few weeks ago Imports Oriental was named as one of the best blogs for sourcing in China on Quality Inspection Tips blog (original post here). Here’s a quote from the article:

Imports Oriental Blog – I like Danny’s angle on some unique “Chinese cultural things”, and Tanya does a great job of spotting the best content from other blogs.

Other blogs Renaud listed include Silk Road International and China Law Blog – two excellent blogs that we also read regularly, and have linked to numerous times in the past. It’s humbling to be listed in such illustrious company!

We thought we’d let you in on some other sources we look to:

Foreign Entrepreneurs in China has a somewhat specific focus, but one that resonates deeply with us, obviously! Lots of helpful hints for those starting out or growing a business in China.

Chinese Negotiation is a top notch blog with great insights into how Chinese culture affects the way business works here. We regularly read posts by Andrew that connect very well with our own experiences and/or give us new ideas.

All Roads Lead To China contains a good blend of business and personal insights for the expat businessperson in China.

And, of course,

Silk Road International
China Law Blog
and
Quality Inspection Tips

So that’s 6 of our favorites. How about you? What sources do you go to for information on business in China?

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Posted in : Business in China, Community, Entrepreneurs

What impact did becoming a working Mom have on your career?

Jill Coyle

Jill Coyle

Several times in the past we have mentioned the benefits of belonging to a business community, especially if you are an entrepreneur. If you work in a corporate environment, there are built in connections that an entrepreneur does not have access to. The Women in Business network here in Beijing has been a great networking and relationship building group for us.

If meeting with a group in person is difficult for you, there are always online options. LinkedIn is an online community with myriad opportunities to connect with and learn from others. The Women in Business LinkedIn group has a lot of great conversations about the issues that affect working women, especially in China.

One issue close to the hearts of many working women is, of course, how to combine your career with raising children. This topic really got me thinking, so I’m sharing my response to it here as well.

I think being a working mum is one of the toughest jobs out there – trying to constantly balance the growing demands of both kids and work. For me, just when I think I’ve got everything “balanced” – things change again (a kid needs more help with homework, a special work project needs extra attention, etc). And the balancing act starts again….

I find this a great challenge.

Many women’s “career phases” correlate with “life phases” (life phases – single, married, pregnant, maternity leave, new baby, nursing, toddler, etc) – and it’s taken a long time for companies to “catch up” with the idea that their company is losing a great deal when they write mothers off (for taking leave, for working part-time when kids are small, etc).

I believe every woman needs to decide for herself what her priorities are – what is best for herself, for her children, for her family; I realize, however, that some women don’t have a choice – they have to go back to work.

For me, I decided early on that I wanted to be a part of raising my children, especially when they were small (my two girls are 5 and 2). I am extremely fortunate in being an entrepreneur, so I have more flexibility in my working hours. Several mornings a week, I spend dedicated time with my two girls (and I usually take on extra work in the evenings to make up for lost time). My staff know that I am not always in the office. It is not always easy to keep to this schedule, but this is what works for me, based on my priorities and life decisions.

I would love to hear your thoughts on balancing motherhood and career.
What do YOU do?

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Posted in : Community, Entrepreneurs

The 2 Kinds of “Yes”

Danny Coyle

Danny Coyle

I recently found myself in a position where I need to make a quick decision to suspend operations in a department.  I spoke with some of my mentors about it, and they said it was a good idea.  I was not in a place to have a physical meeting with my top leaders, so I sent them an e-mail detailing the decision that needed to be made.

We all decided to suspend the operation for the time-being and go ahead with the plan.  With the decision made and plans moving forward, I was surprised when two of my top leaders came to me later. They asked questions indicating insecurity regarding the decision we had made together.

I then realized I had not received the “yes” I had expected.

When leading a team, beware of the 2 kinds of “yes”.

Before I describe the two kinds of “yes”, there are two components to engaging a team of leaders in a decision.  These components are Heart and Mind.

When making key decisions, your team needs to say “yes” with their minds. They need to think through all the positive and negative outcomes of the decision, along with resource consumption, potential output, etc. Those questions must be asked and answered in a rational way. A good decision will not be made without engaging the Mind.

You also need to engage the Heart. Your team needs to feel that the rational decision is the best one – to have that “gut feeling” that what is logical is also right overall. Even if your team has thought through the plan and engaged with the Mind, unless they also engage with the Heart, they will be prone to uncertainty. When you can engage their hearts beforehand, a new venture has a much better chance at success.

That said, here are the 2 kinds of yes.

The ‘We are with you’ Yes

Sometimes a leader connects with his team in a way that brings the team on board 100%. The team is behind the leader, supporting the new direction, convinced that it is the best way forward. This happens when the leader engages both the Minds and Hearts of the team. When a team is engaged like this, they are willing to fight to bring about the vision; they will jump through rings of fire to make it happen.

The ‘No one will get killed’ yes

Sometimes a team will go along with new direction while remaining unconvinced that it is the best way forward. They say “yes,” but what they really mean is “not no”. This happens when the leader fails to engage his team on a Heart level; the decision making is happening on a purely Mind level. The team can’t find a logical reason to say “no,” can’t find anything to say that will dissuade the strong leader from going forward with the plan. Team members not engaged on a Heart level are not sold on the decision they have made. Later, when facing the consequences of the decision, they will not strongly support the new direction, and may try to wiggle out of their part in it.

The second type of yes happens when the leader does not do a good job of engaging his team and winning their hearts for the decision. This lack is compounded when the leader doesn’t stop to check whether the team is engaged during the decision-making process. The team may be saying yes on a practical level, without it ever being a whole-hearted, “we are with you!” sort of yes. A good decision is of course a rational decision, but the heart is a critical component of the “yes” you need from your team. They must be fully engaged both in Mind and Heart in order for a new venture to fully succeed.

Most of the time, people don’t have the vocabulary or courage to explain that a leader has not engaged their hearts.  It is up to the leader to determine if the heart of the team is engaged or not.  This is a challenging task, and worthy of another post.

In my case, the decision to temporarily shut down the operation in question for a time was the right decision, and we reaped the rewards for this decision. I learned a valuable lesson without paying a big price in negative consequences – dodged a bullet with that one! On the other hand, I missed an opportunity to engage the hearts of my team. If I were to do it again, I would give more scrutiny to the position of their hearts before making, and moving forward with, the decision.

Next time we make a big decision like this, I know that I’ll be looking for them to say yes with their not only minds, but with their hearts as well.

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Posted in : Business Relationships, Leadership

Interview with Jill Coyle on “Expat Women” website

Jill Coyle was recently interviewed by Expat Women for the business ideas section of their website. The interview is now live on the site; you can read it here

Jill Coyle

Jill Coyle

Here’s a sneak peek – Jill’s 5 tips for women starting a business abroad:

1) Find support in all phases of your business

2) Take charge of your leadership development

3) “Do it afraid”

4) Create a plan that will make time for you

5) Discover your strength zone

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Posted in : Business in China, Entrepreneurs, International Business

Jill Coyle speaking at Women in Business Conference 2010

Jill Coyle

Jill Coyle

Jill Coyle will be one of 30 speakers participating in this year’s Women in Business Conference in Beijing next Thursday, September 16th.

This, the 3rd annual conference, will have a range of sessions with topics such as “Two Jobs at Once: the Working Mother” and “Leading Change through Innovation and Creativity”.

Jill, winner of the 2010 WiB People’s Choice Entrepreneur of the Year award, will be moderating the panel on “The Entrepreneur’s Leadership Challenge: Quality Teams”.

Click here to register for the conference.

Jill poses with other award winners

Jill poses with other award winners

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Posted in : Business in China, Entrepreneurs

Online Networking for Entrepreneurs

Tanya Crossman

Tanya Crossman

Something we often talk about in connection with good entrepreneurship is the need for connecting with other businesspeople. That’s what networking is all about – connecting with others for mutual benefit.

Talking to others can help in a variety of ways. Sharing your problems with others can help change your perspective. Connecting to someone with more experience can lend crucial insights that change your direction.

Crucially, as an entrepreneur there is no corporate system to support you. You are in charge of your own leadership development. Networking gives you access to resources, support, and advice that you can’t find within your own company.

In our digital age, entrepreneurs can and do work from just about anywhere. This geographic isolation does not, however, have to limit the opportunity to gain from networking – just take it online! While meeting with people  in person is of course beneficial, when your opportunities to do so are limited, online business communities can be a great source of support, advice, and idea-sharing.

LinkedIn is a tool we use for connecting with other businesspeople in our area. There are many groups that facilitate discussion about topics that affect everyone in the group.

As an example of the sort of quality discussions you can get involved in via this sort of online community, here’s some comments Jill made this week in a Women in Business LinkedIn group discussion on motivating staff:

Jill Coyle

Jill Coyle

I have seen several things work with different staff. For some, they flounder in their job description until they figure out how it fits in with the bigger picture (value motivates them). For others, seeing where this project is taking them (and the company) is highly motivating (the path is motivating). Sometimes, it takes “ownership” of a special project for the employee to really come alive in their job.

One of the things I’ve learned, however, is that each person is INDIVIDUAL – the “rules” don’t work in the same way with everybody. Some people are motivated by the pressure of a deadline, others by the safe structure of a nice little job description, some by having something “new” to do every day, etc. This shouldn’t be a surprise (but to a lot of employers, it IS) – people are all wired in unique ways…it should go without saying that motivation is unique, too.

Here are two ideas that can help motivate – but remember that the application needs to be individualized to your staff’s personality.

1. Think win-win.
Motivate your staff by showing them how “doing X” (what you want) will benefit them (growth, efficiency, career growth, higher pay grade, bonus, opportunity, etc).

2. Show them the way.
Show them that career growth is a path…and that taking small “growth” steps every day will lead to a career that grows. Show them that you are on their side and want to help them grow. This attitude should help them to understand that when you want them to do something, you are helping both them AND the company.

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Posted in : Business Relationships, Business in China, Entrepreneurs

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