If I want to do business with some Chinese business associates, how could I best to find such a party?
The best way to make contact with potential Chinese business associates is to have a mutual friend serve as an intermediary and introducer. Finding such a third party may be as simple as asking an overseas Chinese if he or she has any family members in China who could be potential associates. Besides, anyone who has worked in China or who has cooperated with Chinese authorities in the past could be a key source of business contacts. There are also many business consultants who can provide assistance for a fee. Chambers of commerce, small business associates and Chinese international trade offices may help you to find contacts too.
If I cannot find a third party for introductions to the potential Chinese associates, what other ways may I try?
If finding a third party for introductions proves impossible, you may consider making a fact-finding trip to China and Hong Kong. Try to schedule your trip when there is a trade show that allows you to display goods or services and to evaluate your business prospects. Alternatively, you can simply spend your time meeting potential contacts in your area of business. Before leaving for China, fax businesses there in which you are interested and try to arrange a visit. Chinese companies are expecting foreign investment, trade and cooperation, so chances are good that some companies will be happy to meet you. There are hundreds of branch offices of China companies in Hong Kong, so that may be the first place to visit.
