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How did you become so famous in China?

By James Jao (China Daily)
Updated: 2010-03-03 11:23

My talented in-house design manager, Dennis, asked me this question while we were traveling in Ningbo, Zhejiang province. Although it was a simple question, I think it was a good one and particularly one of interest to many foreigners who would like to find success in China. Therefore, I am writing my answers down. I hope it will inspire others.

First of all, be proactive - treat yourself like one of the locals, not as an alien in the community.

Second, work hard to join the inner circle in your field.

How did you become so famous in China?

I don't know about others, but I have always hated being an outsider. Outsiders don't get a fair shot, regardless of how important you are.

The biggest market is the local market, not the minority one. So becoming a member of the inner circle is crucial to becoming an even more-trusted member.

That's why I worked hard while I was in the United States to be treated like a member of the community there. I avoided isolation. I volunteered, and got involved. I didn't live in areas where Chinese people congregate. I perfected my language skills so I could mingle with the locals.

As many of you know I did not grow up in China. Therefore, when I came to China, I deployed the same strategy. I chose not to live in an all-American enclave, focus on foreign-based business or to attend expatriate-only functions.

The mainstream is, and will always be, the "locals". Because of differences in lifestyles and culture, it is never easy mixing in, but one must try.

It took me 10 years in the US to not be treated as an interloper, and it has taken me five years here in China.

Yes, being ethnically Chinese helped. But with my big nose, I did not look Chinese to them. Many of my old friends here can attest to you that my Chinese was not good when I first came here.

My vocabulary was limited and I had to mix many English words in my conversations. But I did not make excuses. I knew China would be my biggest market, so I have learned to adapt to the local environment and acquired local social skills.

These days, I am indeed very happy whenever I hear someone say that "James Jao has few friends in China but a lot of buddies." It is always true that no matter where you are and who you are, you will reap the benefits once you have become a member of the inner circle.

Third, make sure that the government likes you.

The Chinese system works from the top down. Subsequently, getting the necessary governmental recognition is important.

Since the early 1990s, I have written many papers to be recognized as a certified foreign expert by the authorities. I am now a consultant to more than 30 provinces and municipalities, and have won more than 108 awards in China. I have written two books on planning and life in general.

My personal blog has been rated among the 10 most influential blogs in China over the last three years.

I am especially privileged to have helped found the China Real Estate Design League, the largest non-governmental organization of design professionals in China. I was elected as the second CEO in 2008.

Fourth, you cannot pretend. You must be good at what you do.

Chinese people know they are behind in the world. They ask you to teach and to show them the trend. Being a rule maker and yielding profit is always the best position, no matter where you are in the world. On top of that, the world is a small place and people know each other.

Many people have a misconception that China is a big place with 1.3 billion people, and you can get away with anything. Not true. It is a big country, all right, but it is still a small community on the top of the pyramid. In the end, everyone knows each other.

Therefore, don't think you can get away with anything. Be sincere and honest to your friends, clients and colleagues. Your true knowledge and know-how lasts.

Furthermore, you will be respected and you will be given a fair share. After all, respect must be earned.

Fifth, You must like China and believe in its future.

No matter where you are, the host always hates those who have come to their house to eat yet complain a lot.

Like it or not, China is on its way to becoming a top country and business opportunities abound. It must pay attention to its natural resources and the environment.

But like any new student in school, he or she needs coaches and counselors, rather than critics.

Americans don't like it when I complain about their problems. The same holds true in China. Chinese people don't like to hear you complain about them all the time. If you don't like Chinese money, get out of the country.

Finally, one must work hard to succeed.

As a young immigrant in New York, I had to work my butt off to become who I am. I have always believed in the old proverb that "working hard does not necessarily guarantee success, but not working hard will guarantee failure". So, put in the hours and sweat it out.

During the Chinese Year of the Tiger, I'd like to wish to those of you who have a will to be in China to find your way here.

The writer is CEO of Longon Group.