We pushed back on Chinese guānxì (“关系”) as strategy as early as 1997. Even then—when relationships mattered more—it was clear: relationship-peddling in China had a shelf life. So, long before I founded Super 8 China— I built @apcoworldwide China around data-driven issue management. Helping MNCs navigate entry, scale, and complexity. That model held. Guanxi isn’t a strategy. It’s a bridge. APCO—and I as founding predecessor—are fortunate to have my friend @jamesLmcgregor, a leading China practitioner-strategist, now overseeing the China firm. Good take below by Chanez Guettab on LinkedIn, especially for how it reframes the role of relationships in China strategy. ——— “The biggest myth about doing business in China? “You need Guanxi.” 🇨🇳 For decades, Western companies believed that personal relationships were the secret key to success in China. Dinners. Gifts. Endless relationship-building. But after years of observation and analysis, I’ve started to see something different: Guanxi is no longer the real key to success in China. And a new reality is emerging. What changed? 1️⃣ China’s economy became professional Many Chinese companies today are: • Publicly listed • Managed by MBAs • Competing globally Decisions are increasingly based on data, performance, and ROI — not favors. ⸻ 2️⃣ Anti-corruption changed the rules The anti-corruption campaigns of the last decade reshaped business behavior. What used to be called “relationship maintenance” can now be seen as legal risk. Executives are far more cautious. ⸻ 3️⃣ A new generation arrived Young Chinese professionals grew up in a different world. Many studied abroad. They use global platforms like LinkedIn and WeChat. For them, constant favor-trading feels: • inefficient • outdated • unnecessary ⸻ So what replaces Guanxi? Something much simpler. Professional credibility. The new business relationships in China are increasingly based on: ✅ Competence ✅ Results ✅ Clear value ✅ Professional reputation Relationships still matter. But they are no longer the main currency. Performance is. ⸻ Guanxi might still open the door. But in modern China… Only competence keeps you in the room. ⸻ 💬 I’m curious about your experience: Is Guanxi still essential for doing business in China — or is it becoming outdated?” ⸻ #ChinaBusiness #Guanxi #BusinessStrategy #ChinaMarket #InternationalTrade #CrossCulturalLeadership