Although you will have to allow for the exclusionary nature of guanxi, there are strategies you can use to build goodwill during the time you are developing connections of your own, which will eventually turn the cultural reality of guanxi to your advantage.

Foster Your Relationships…

Carefully cultivating your immediate relationships with your Chinese counterparts and partners means ensuring that trust and camaraderie become firmly established. Having a friendly drink or meal, doing a favour for a Chinese colleague or a member of their family, and making a sincere effort to see things ‘the Chinese way’ will go far. In many instances, being modest, circumspect, and accepting good naturedly any admonishment for having done things the ‘wrong way’ is all that is expected.

…And (Usually) Reap the Rewards

These small efforts can create a strong sense of obligation in your Chinese counterparts to reciprocate – by being up front with you in business dealings, keeping you informed of important political/social changes that might affect your business, etc. However, when the going get tough there are no guarantees that your Chinese counterparts will not go their own way, despite the best relationship between you. Nevertheless, establishing and maintaining goodwill is well worth your time and effort, especially if you never become very well-connected on your own merit.