Interchamber Seminar: Navigating the human side of procurement in China - with McKinsey, March 13, 2019 . Shanghai

Dear Members and Friends,

The China- Italy Chamber of Commerce is glad to invite you to a breakfast seminar on Procurement in China, organized by BenCham Shanghai together with McKinsey & Company, and partners from Austam, CanCham, CICC and FBCS.

China is no longer on the list of countries for best cost sourcing for many products and materials, particularly if you are only comparing quotations and specifications between suppliers and products. However, it could still be on the list of countries that provide the greatest value to your organization if you know how to navigate the "Chain of Influence" - the invisible, but pervasive network of relationships, preferences, and informal agreements between internal and external stakeholders that influence the outcome of many procurement processes.

The rise of internet giants such as Alibaba has made it easier to search for qualified suppliers in China and provides much greater transparency on supplier pricing. New digital and connectivity technologies may have changed the way we source in China, but it has not changed the way Chinese people make decisions.

Join us and the expert speaker, Mr. James Wong, as we explain the Human Side of Procurement in China and discuss the following topics:

• The "Spec-in Release": How suppliers position themselves as the single-source option, and how to level the playing field.
• The "Transparency Paradox": How to uncover hidden sources of value, without destroying them in the process.
• The "Reverse Cleansheet": How both parties can win in open-book negotiations.
• The "Discretionary Factor": Why mindsets are more important than policies and how to engineer healthy belief systems.

We are looking forward to welcoming you on the 13th of March for this interesting breakfast seminar. Register now!

Kind regards,

CICC Team