Partnering with an operator (or anyone for that matter) just because they’re a big name or were introduced by a friend-of-a-friend is recipe for disappointment.

Brands that focus on executive skill and cultural fit usually build long-lasting relationships that stand the test of time (and China’s unrelenting intensity).

Instead of working at arm’s length, the relationship is like an extension of their own team. Because of this, there’s a deeper level of trust. And that kind of transparency and openness usually accelerates performance.

When everyone involved is comfortable enough to roll with the punches, correct mistakes as they happen (instead of standing on ceremony) and keep moving at a rapid pace the results speak for themselves.

Take communication. Seems obvious, but I’m always amazed at how many brands choose partners that don’t share their values, speak their language, understand what they are saying or ever plan to meet their expectation.

This happens more often than you think. Our current pipeline is 80% “take backs” and “do overs.”

(Yes, you read that right…4 out of 5.)

Knowing this, why not invest the time to get to know your potential partner beyond an RFP?

#China #PartnerSelection #Tmall #Taobao #Trust #Relationships