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By Anthony Goh and Matthew Sullivan

In coming years, China will face major environmental challenges in the water sector while also attempting to maintain rapid economic growth. These challenges will create a growing market for advanced water technologies, products, and equipments which can assist China deal with this environmental crisis. However, even though there are great opportunities for water companies in China, Chinese business culture is unlike it is anywhere else in the world. To thrive in this market international water companies need to have an understanding of the major practical challenges they will face in China.

With over a decade of experience managing and executing marketing and sales for small- and medium-sized (SME) water product, technology, and equipment companies in China, US-Pacific Rim International, Inc. (USPRI) has come to understand what some of the greatest problems are for these companies here. Below we offer what we consider the five biggest practical challenges for international water SMEs in this market and how to address them.