| Uh, in China, when you begin to develop a business or start a company, it is critical that you know, when you deal with other companies or government bodies, you must be certain that you’re dealing with the right person. In China, because traditionally, uh, [in] this kind of, uh, Communist system, finding the leader is extremely, extremely important. This leader, basically, you can find this person using a government organization chart. For example, the local government’s, for example, the mayor or the municipal party secretary. They, you can go talk to them for an hour. If they like your idea, uh, you’ll probably save a huge, huge amount of time.
If you go talk to subordinates, you could talk for probably a year without any results, [whereas] you could probably handle everything over a meal with this mayor. So, in China, finding the boss of a company is very, very important because in China, whether it’s a private company or, uh, I’m talking about Chi- Chinese companies, not joint ventures or foreign companies. In China, these, the opinions of leaders are very, very important.
Sometimes those mid-level cadres, they’ll only, uh, because they, 10 years ago, their, their opportunity for promotion, their livelihood, depended upon fathoming their leaders’ thinking. They’d do whatever their leaders said. So, in China, I think the most effective approach is to find someone you, you can, the person who makes decisions, the highest-ranking person, then it’s easy to get something taken, uh, taken care of. Uh, but, but at the same time you have to maintain, with other companies and other people, you have to be able to maintain contacts with companies and with the government at different levels. But finding the person in the highest position is really, really important because what he says, he can pretty much, uh, decide everything.
| 啊，在中国你开展做生意、开公司的时候，那么非常关键的是，你知道当你和一些其他公司或者是政府机构打交道的时候，你一定要保证你能找到正确的人。那么在中国呢，因为传统上呢，啊，这种，啊，共产主义的体系呢，那么找到领导是非常非常重要的。这个领导呢，基本上你可以在他的那种政府内结构图上去找到那个，譬如说当地政府的，譬如说举个例子，市长或者市委书记。他，你可能跟他们去谈一个小时，如果说他们喜欢你的主意的话，啊，你可能会节省非常非常多的时间。
你去跟其他下面一个部下去谈的话，可能谈一年都不会有结果，可能你跟这个市长吃一顿饭就可以解决。所以说在中国，这个找到一个公司的老板是非常非常重要，因为中国不管是私营企业还是，啊，我指的是中中国的企业，不是指那些合资公司和外资公司。在中国这些，领导们的这些意见是非常非常重要的。
有时候下面的那些中层的一些干部的话，他们只会去，啊，因为他们，十年以前，他们的，他们的提升的机会，他们的生存空间就是，就是在于怎么揣摩领导的意思，领导说什么他们就会干什么。所以说，在中国，我觉得，最有效的方式就是找到你，你能够就是那个决定这个人的最高级别的那个人，就很容易就可以把事情搞，啊，搞定。啊，但是，但是你同时要保持就是你其他公司，其他人，能够和公司啊，政府有个不同层次的接触。但是找到最高的这个职位的人是非常非常重要的，因为他说的，他几乎可以，啊，决定所有的事情。
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