Made in China

An on-the-ground playbook for competing successfully against China’s best-in-class entrepreneurs—for Westerners and local Chinese businesses alike—and for importing their strategies and principles for use in any unpredictable business environment. China's 7-8% annual growth and steady march towards capitalism has helped it to rival America as one of the best places to seek success and wealth. But China is also one of the riskiest markets to operate it. In spite of these risks, some Chinese companies have managed not only to survive, but to thrive during the country’s most turbulent period. This book introduces managers to some of China’s hottest entrepreneurs, reveals the success strategies that have enabled them to compete so effectively, and codifies these strategies into a small set of principles for managing in China or any turbulent environment. This is the guide no manager considering—or already conducting—business in China can afford to be without.

American entrepreneurs from Henry Ford to Bill Gates are legendary for their roles in driving the U.S. economy. Yet we know little about the trailblazers reshaping the world's second largest economy: China. Throughout the turbulence of the past decade - which has included shifting regulation, sporadic access to capital, and the entry of multinationals - a few homegrown firms have achieved extraordinary success in China, even as hundreds of rivals have failed. How did these elite firms do it? And what lessons can Western managers learn from them about competing in China or any unpredictable market?
In Made in China, Donald N. Sull profiles eight of these formidable Chinese ventures to reveal the secrets behind their surprising success. Sull argues that in uncertain markets, successful companies consistently responded more quickly and effectively to shocks that threatened their very survival and forced less successful competitors out of business. They quickly seized major opportunities that positioned them well for the future. During periods of relative calm, they employed a dynamic approach to strategy - "active waiting" - by constantly anticipating and responding to evolving threats and opportunities faster than competitors.

Based on extensive research and illustrated through detailed case studies of firms such as home appliance leader Haier and Internet portal pioneer Sina Corporation, Made in China distills a set of winning strategies for managing in any unpredictable market.

An on the ground playbook for competing successfully against China's best-in-class entrepreneurs - for Western and local Chinese businesses alike - and for importing their strategies and principles for use in any unpredictable business environment.

Book Dimension
Height (mm) 236 　　　　　　　　　　　　　　　 Width (mm) 162

Donald N.Sull is an Associate Professor of Management Practice at London Business Scholl.Previously an Assistant Professor of Business Administration at Harvard Business School Sull was also a consultant at Mckinsey & Company Inc He advises Multinational firms and new ven tures in several countries.

1 Meet the players 　　　　　　　　　　　　　　　　　　　　1
2 Acknowledge the fog of the future 　　　　　　　　　　　　25
3 Conduct reconnaissance into the future 　　　　　　　　　49
4 Outcycle the competition 　　　　　　　　　　　　　　　　73
5 Develop a flexible hierarchy 　　　　　　　　　　　　　　97
6 Manage relationships dynamically 　　　　　　　　　　　123
7 Go for the gold 　　　　　　　　　　　　　　　　　　　　145
8 Get big right 　　　　　　　　　　　　　　　　　　　　　　167
9 Leading in an unpredictable world 　　　　　　　　　　　191