Purchasing Training: Successful Purchasing in China

Success Factors and Challenges

Successful Purchasing in China: Training Objective

Those aiming to source cost-effectively still focus on successful purchasing in China. It is striking yet plausible that without China, Germany could hardly maintain its export leadership. The cost advantages achieved through sourcing in China enable competitive pricing of many German products worldwide. China has established itself as a key sourcing base for both local operations and global sourcing strategies. With ongoing restructuring and increasing technological capabilities, China’s sourcing market is gaining strategic importance.

Many German companies are willing to leverage these advantages. However, not all succeed.
What are the reasons behind this?

A study by Boston Consulting Group shows that intercultural competence is a major challenge, alongside low market transparency.

In this seminar, the trainer works with participants to identify culture-related factors influencing purchasing success in China.
At the same time, participants are sensitized to economic challenges in this market. Participants develop practical structures enabling confident and culturally appropriate purchasing activities in China.

Successful Purchasing in China: Target Group

This seminar is designed for professionals managing purchasing activities with Chinese business partners.
It addresses those aiming to optimize sourcing processes in China.

Successful Purchasing in China: Training Content

• Professional and modern business etiquette
• Chinese cultural standards with practical relevance
• Indirect communication styles
• Relationship orientation and strong social dynamics in business (Guanxi)
• Information gathering and analysis in low-transparency markets
• Supplier identification, audits, and selection Supplier qualification, development, and management (maintaining Guanxi)
• Development of supplier networks including local and home-based suppliers
• Dynamic sourcing landscape in China
• Do’s and Don’ts in procurement processes
• Cost calculation and Total Cost of Ownership (TCO)
• Personal trust versus legal contracts
• Price and contract negotiations with suppliers
• Contract management
• Quality standards, fluctuations, and assurance
• Delivery reliability and scheduling control
• Monitoring of contract and process implementation
• Crisis and change management
• Training and development of local sourcing staff
• Protection of know-how and intellectual property
• Legal enforcement

Successful Purchasing in China: Training Methodology

• Case studies with video clips
• Experience sharing and discussion
• Role plays with Chinese trainers
• Individual and group exercises
• Knowledge checks
• Short presentations and interactive discussions
• Intercultural background input
• Comprehensive seminar materials
• Limited number of participants
• Two-day open seminar