Made In China: What Western Managers Can Learn from Trailblazing Chinese Entrepreneurs

by Donald N. Sull, Yong Wang

Executives worldwide have studied and emulated U.S. entrepreneurs from Bill Gates to Michael Dell. Yet, we know next to nothing about the pioneers who are reshaping the world's second largest China. In the face of murky ownership structures, inconsistent access to capital, shifting industrial policy, and other obstacles, an elite few Chinese firms have thrived during the turbulence of the last decade. In Made in China, Donald N. Sull profiles eight of these formidable ventures to reveal the secrets behind their surprising success. Based on extensive research, including in-depth interviews and access to corporate archives, Made in China explores these entrepreneurs' winning strategies, from how they anticipate and maneuver through emerging threats and opportunities ("active waiting") to how they manage risks and how they consistently out-execute rivals. Taken together, these principles represent a comprehensive model for managing in unpredictable environments worldwide. An insider's look at the playbook of some of the world's savviest and most resilient entrepreneurs, Made in China is essential reading for companies operating in China or in any volatile industry or market. Sull is an associate professor of management practice at London Business School. Previously an assistant professor of business administration at Harvard Business School, Sull was also a consultant at McKinsey & Co., Inc. He advises both multinational firms and new ventures in several countries.

Genres: Business, China, Management

231 pages, Hardcover

First published January 1, 2005

Reviews

[Khalid Bin Hamad]

الكتاب اصدر في عام ٢٠٠٤ وهو عباره عن بحث مصغر لبروفيسور في جامعة هارفرد ، وفكرة الكتاب إن القراء في الغرب ما يعرفون اي شي عن الي يحتلون الصدارة في تنظيم المشروعات والاعمال الصناعية والتجاريه في ثاني اضخم اقتصاد في العالم ( الصين ) ومن بداية الاصلاحات الاقتصادية الي صارت في الصين في اواخر السبعينات كان النمو الاقتصادي للصين مذهل جداً ، فمن منظور الكاتب ان رواد الاعمال الصينيين يعطون دروس قيمة ومفيده في كيفية إدارة الامور في الاسواق الي لا يمكن التنبؤ بأبعادها، فالكتاب عباره عن دراسه فعليه ومقابلات مع مؤسسين شركات صينية ضخمه سيطرت على السوق المحلي الصيني والعالمي وكثير من هالشركات نشوفها الحين والبعض منها ما كنت متخيل ان بداياتها كانت كذا وواجهت مصاعب كثيره وبعضها غيرت اسمائها حتى ، كتاب ممتع جداً ولكن يعيبه ان كان في عام ٢٠٠٤ ، الامور الحين تغيرت للافضل حسب توقع الكاتب وخلال هالسنوات الى الحين الصين قفزت اضعاف مضاعفه ، ولكن هذا ما يعني ان الكتاب مفيد جداً لمعرفة كيفية دراسة الاسواق الي ما يمكن التنبؤ فيها وكيف هالشركات تعاملت مع هالاسواق ونجحت

[Dewey Norton]

As you would expect from anything published by the Harvard Business School, this is a rather insightful analysis. Sull spent a lot of time anayzing the careers of leading entrepreneurs in China and had some impressive help with this. He has developed a summary of the principles they follow that is summarized well in his chapter headings:
1. Conduct reconnaissance into the Future
2. Outcycle the competition
3. Develop a Flexible Hierarchy
4. Manage Relationships Dynamically
5. Go for the Gold
6. Get Big Right
The meaning of each is uniquely Chinese, unique to the current era and continues to evolve. This analysis is quite a contrast to the way western companies are managed, although much of the book is about how Chinese entrepreneurs adapted principles learned in Silicon Valley and elsewhere.

[Ezra]

Main lesson you can adopt as an western entrepreneur or manager: do not waste anything in your company: goods, money and time.

[Phil Fox]

Of all the books that exist on the Chinese market, I'm not sure this one is any more memorable than the next.