Q5: What is the best way to develop ‘Guanxi’ relationships with doctors and others in the healthcare industry in China (3 minutes 52 seconds)?
• Empathy is the key to understanding opportunities to deliver 'value' to Chinese doctors to initiate reciprocity and develop closer 'Guanxi'
• It's NOT always about money. Doctors value 'knowledge' delivered via training and workshops
• Chinese Doctors value 'exposure' and opportunities to be published in medical journals
• Doctors, like most in China, value their 'reputation' or FACE
• Ask questions, be curious, and understand what motivates them. When someone answers your question, you have taken the first step towards developing 'Guanxi'
This question was asked during second webinar in the 'Mindset for China Business' series was held live on August 8, 2018.