checking on them from time to time to provide information or to just listen to their thoughts and concerns can make a world of difference.
Don’ts ■ Don’t be afraid to walk away. You might think that this
would be a no- brainer, but there are many companies who, in their desire to penetrate the Asia-Pacific market, have negotiated themselves into a corner. It is important to clearly communicate your expectations early on, even to Asian-Pacific clients who many think dislike being direct. When it becomes apparent that an offer cannot meet your bottom line, it is important to be able to walk away from a losing deal instead of being seduced by the prospect of future profit. A worthy project should allow its participants to cover their bases every step of the way.
■Don’t give away work for free. I am sure you have heard at least one story about a company that offered something for free only to find that someone else was hired and the “free” ideas were being incorporated into the project. Western firms are sometimes asked to provide initial scopes of work as a good faith investment in securing future contracts. Many developers also hold paid competitions in which a token amount is offered to a company in return for ideas. Not all of these requests have a nefarious intent, but it is important to protect your interest and maintain a healthy skepticism. Again, a consultant can be crucial in helping you “sniff out” developers and avoid unfortunate situations.
■ Don’t take things personally. When doing business in Asia pacific, it is important to keep in mind that business protocol and decorum in this region is quite different to that in the west. For instance, a potential client may engage in behaviors during meetings that would be considered extremely rude in the west. If you are kept waiting for a long scheduled meeting, if the potential client talks on the phone while in a meeting, if your emails go unanswered, or conversations are held in the local language and you get a one line summation of the conversation, it is best not to be offended and understand that you are not in Kansas anymore. Get a guide who can explain the local decorum and help you communicate.
There is no doubt about it, the Asia-Pacific market poses
significant challenges for companies in the visitor experience industry. However, for those companies who truly commit to adapting there are great rewards. It just takes patience, a willingness to learn, a flexible approach, an on-going commitment and a knowledgeable guide. Good luck!
Dawn Tong is CEO of 321 Experience Consulting LLC, a US based international visitor experience consulting firm focused exclusively on connecting western design, product, service and management firms with developers in Asia. The company is focused on developments in the Asia- Pacific region, especially China. For more information visit
www.321experience.com
S K Y L O O P
52m 170ft.
www.maurer-rides.com MUNICH / GERMANY
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