A Leap of Faith in China: A Viewpoint

by Nils D. Olsson, Sr. Vice Pres.; Lo Buono, Armstrong & Associates, Tampa, FL, USA,

Serial Information: Worldwide Projects, 1993, Vol. 1, Issue 3, Pg. 23-27

Document Type: Feature article

Abstract: The author, a senior vice president of LoBuono, Armstrong & Associates in Tampa, Florida, says that evaluating projects in the difficult but lucrative China market means looking beyond the proforma numbers. Intangibles include the Chinese emphasis on personal relationships between parties to a contract, and a Western firm's ability to envision, for example, the benefits of a transportation project beyond those apparent in the traffic/revenue studies: the ripple effects from greater shipping volumes, private travel and service businesses. To varying degrees, Western governments help their companies win work in China, but the U.S. falls short of its competitors in assisting its engineering and construction firms, whether projects are financed after detailed proforma or not.

Subject Headings: International development | China | Social factors |

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