Andy Penn’s Tips for Doing Business in Asia

1. Be patient.
2. Focus on building relationships.
3. Get the right people and invest in them.
4. Have a high level of cultural sensitivity and awareness.
5. Diversify across Asian markets as the risks are higher.
6. Build a regional model with a distinct platform that can handle all different tax and regulatory environments.

Common Mistakes when Doing Business in Asia

1. Barriers to entry are very high, so don’t overestimate how long it will take to reach objectives.
2. Don’t underestimate the importance of relationships. Early discussions probably won’t focus on business but on areas such as family and interests.
3. Don’t underestimate cultural differences and how they can lead to a situation of being exploited or causing exploitation.
4. The rest of the world is not blind to the opportunities Asia represents. Competition is fierce and there is a higher risk of failure. Don’t go unprepared.

From BRW, April 14- 20, 2011, pp. 30-31   Biographical Information on Andy Penn