As the Principal of Harvest Consulting, which he founded in early 2007, Jim has extensive industry experience both as client, agency boss and consultant. Jim’s early career was in Unilever on brand management. Subsequently he organised a management buyout of Lonsdale Advertising which he built into a group before selling to the then publicly quoted company KLP , whose Head Office Jim was asked to join as Deputy Chairman of the Communications Division.
A spell as a Board Director of McCann followed where he was responsible for running all the promotional marketing and non-media advertising operations of the company. Jim then joined Results International as the 3rd member. Over a period of eleven years, 10 of them as MD, he helped build Results into the best known and largest marcomms consultancy and M&A practice in the UK. He has initiated and advised on many of the best known deals in the industry in recent years.
Well known as a conference speaker, writer and industry commentator Jim is now specialising at Harvest in corporate development, particularly all aspects of M&A, helping clients with growth strategies, grooming, exit planning and value realisation.


Special Things to Consider When Negotiating in China
Chinese people arrive on time for meetings and other occasions (and sometimes 5 or 10 minutes in advance). It is considered rude to arrive late for engagements of any kind. Traveling from one point to another in many cities in China can be extremely time-consuming due to traffic delays. Make sure you leave early enough to make it to your destination on time.
Take time to get to know your counterparts. You will need to establish a high level of trust in your partner. Business style in China relies on personal relationships based on trust rather than legalized, impersonal obligations. Don't rush things.
China is a developing country, but be prepared for prices which in some cases exceed those for comparable goods and services in your local place. Doing business in China is not cheap. Accommodation, meals, entertainment, rent, business services and other necessities are expensive. Look into the costs before you go.
Physical conditions in China cities can be difficult sometimes, with heat, cold, dust, crowding, noise, traffic, and their sheer size. Be prepared for this. China best foreign hotels afford a wonderful refuge from the stress of such an environment, as well as providing business centers with modern computer and communication facilities.
For serious transactions and information-gathering, you will require a guide or an interpreter. (These may be provided by your China hosts for sightseeing and shopping, but for business you should find your own.) China based consultants can help you in this respect. Local guides can also provide important cultural guidance on an on-going basis as they accompany you during your stay.
People from China use intermediaries to make personal introductions, to carry bad news and to settle disputes. It is possible to carry on an acrimonious argument without ever facing your opponent. Everything goes back and forth through a third party who communicates each side's position without displaying the unpleasant emotions that may be involved (though these emotions may be reported). Result: the hard feelings and embarrassment that accompany a dispute and even threaten the underlying relationship are mitigated. This is a highly civilized system - explore it.
Entertaining is a very important part of doing business in China. You should be prepared to spend more money on entertainment than would be normal at home. For your China counterpart, entertainment is an important step in getting to know you and in establishing good relations - long before a letter of intent or contract is signed. In China, this entertainment commonly involves banquets, speeches, whiskey from China (look out!) and karaoke.
Banquets are an integral part of deal-making in China. On these occasions, you can't go wrong by taking cues from your counterpart from China. Sit where your host suggests; try the food that is offered; make a reciprocal speech and toast. If karaoke is part of the evening, gather your courage and sing your favorite song. Your host will enjoy it! If you don't know any songs, learn the words to a couple of popular English songs before you leave for China. ('Red River Valley' is a great choice, since the melody is exactly the same as a very popular Chinese folksong. Your Chinese hosts will be stunned that you know Chinese folk-music, and in English translation to boot!).
Foreigners can expect a lot of goodwill from the Chinese. Your China friends may make disparaging remarks about China "backwardness", but don't take this as an invitation to add your own criticisms. If you can think of a positive thing to say on such occasions, it will be appreciated.
This article was researched and produced by Posicionarte for China Trading Company , 2007
Author Bio:
Eric Castro Mattas, is chief editor of Posicionarte researching and producing articles for China Trading Company. If you need products from China please visit www.chinatrading-company.com


A Chinese Computer
When did you think to have a Chinese computer? Well maybe you always had one, because it was built in China but it was under another brand name. But to have a 100% Chinese computer with parts, technology and brand name was something hard to imagine years ago, but in nowadays this is a true reality.
China will produce 98 million desktop and laptop computers in 2006, 58 million of which will be for export, this information was forecasted by the Ministry of Information Industry. This means that soon you can be owning a Chinese computer.

Computer producers from China have tried to manufacture products that supply to different tastes and likes of the consumers from China. According to an official of the Ministry of Information Industry, Chinese top home appliance maker Haier has entered into the computer market with a new laptop so the can compete against their rivals.
Other computer manufacturers are also promoting new models including the manufacturer Asus that has launched a new computer that can receive television and radio broadcasts.
In China domestic market, the computer makers are dropping their prices down. Dell launched to the market its low-cost laptop computers that cost between 5,999 yuan (746 U.S. dollars) to 6,999 yuan (871 U.S. dollars), while the other big computer firms, including Acer and HP, have also cut computer prices to 5,999 yuan.
On the global market, the average export price of desktop computers dropped from 644 dollars earlier in 2006 to 617 dollars. Statistics showed that laptop computers are increasing their market shares. In 2005, China produced 80.84 million computers, of which 45.65 million where laptops, a net increase of 18.15 million from 2004.
Who know if sooner or later you will be reading this article in a Chinese Computer.
This article was researched and produced by Posicionarte for China Trading Company , 2007
Author Bio:
Eric Castro Mattas, is chief editor of Posicionarte researching and producing articles for China Trading Company. If you need products from China please visit www.chinatrading-company.com