Doing business in Asia-Pacific
Dawn Tong, founder of 321 Experience Consulting LLC, provides some helpful hints on doing business in what is currently one of the most exciting regions of the world for the theme park and attractions industry
OVER the last decade, Asia-Pacific has been one of the most exciting markets for the visitor experience industry as the region has aggressively moved forward with the planning, design and implementation of a variety of high-quality theme parks, museums, expos and mixed- use developments. These developments have created a situation in which a concentrated number of large- scale projects in the visitor experience industry are in this region. The importance of the Asian-Pacific market to the visitor
experience industry and the tremendous opportunity that projects in this region represent make it imperative that companies pursuing contracts in this region are prepared for the inherent challenges of doing business in Asia-Pacific. The most effective way to approach the Asia-Pacific
market is to contract an “Asian Guide.” 321 Experience Consulting LLC is an example of an “Asian Guide.” Formed in 2008, 321’s mission is to bring together qualified Asia- Pacific developers and service providers in the visitor experience industry. As a seasoned visitor experience industry consultant, 321 is able to bridge the cultural gap and offer valuable guidance to doing business in the Asia- Pacific region. The following is a short list of what 321 considers are
some of the vital things to do and not do as you pursue projects in this region.
Dos ■ Make a shift in mentality. This is perhaps the most crucial
awareness that a company can have when entering the Asia-Pacific market. Many times companies find that the knowledge and strategies that have been employed over many years working in the industry don’t seem to work as they approach the Asian- Pacific market. This can be extremely frustrating and, therefore, it becomes all too easy
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to blame the client for their naiveté and for not doing things the “right” way. In order to succeed, it is critical to understand that cultural differences are very real and thus the styles of conducting business can be vastly different. It is important to realise that flexibility is a necessity when dealing with Asia-Pacific clients. Remember that in most cases it is easier to adapt to the host country’s modus operand than to impose western styles of business on the client. 321 has found that maintaining flexibility is one of the most important points for western companies to remember when doing business in Asia-Pacific.
■ Get a guide. If you were heading into the Sahara, you wouldn’t try and go it alone, right? You would hire a guide who speaks the language to help navigate the unfamiliar terrain and avoid pitfalls. The Asia-Pacific market is no different. When developing an approach to pursuing projects in the region it is best to consult with someone who speaks local languages and knows the local visitor experience market. According to 321, a consultant who has a vast network locally can help introduce qualified developers and help to avoid costly wild goose chases. Furthermore, when it comes to negotiating contracts and managing the project, a consultant can be instrumental in navigating impasses and misunderstandings.
■ Foster the relationship. One of the most underestimated aspects of doing business in Asia-Pacific is the value of maintaining an ongoing personal relationship with your client throughout the duration of the project. Keeping the client happy has a lot to do with the work you are providing them, but not entirely. Western firms often overlook this crucial aspect because we believe that if we do our work the client should be happy and we should be paid on time. Conversely, your Asian competitors will spend more time “courting the client” even after the contract is signed - to ensure that the ongoing work process continues to go smoothly, which will hopefully result in getting paid, and in a timely manner. This does not mean that you have to take your client out to dinner every month or call every week. But
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