I always ask my interviewees what is their customer profile. Often they would like to have better access to Chinese clients but seem to be getting mainly foreign companies. Vladimir Djurovic owns LabBrand, a company providing naming, research and branding services. This is how he explains this fact:
“Multinationals are our best customer because they understand what we do, we do not need to convince them from scratch. It is not easy to get Chinese clients. They are more concerned about size and reputation because they have less knowledge of what they are purchasing. They will go for the big safe choice”
That conversation made me wonder if entrepreneurs and SMEs providing this type of services (branding, research, consulting…) in China are having the same issues. What is your experience out there?