Navigating the human side of procurement in China - with McKinsey

China is no longer on the list of countries for best cost sourcing for many products and materials, particularly if you are only comparing quotations and specifications between suppliers and products. However, it could still be on the list of countries that provide the greatest value to your organization if you know how to navigate the "Chain of Influence" - the invisible, but pervasive network of relationships, preferences, and informal agreements between internal and external stakeholders that influence the outcome of many procurement processes.

The rise of internet giants such as Alibaba has made it easier to search for qualified suppliers in China and provides much greater transparency on supplier pricing. New digital and connectivity technologies may have changed the way we source in China, but it has not changed the way Chinese people make decisions.

Join us and our expert speaker, Mr. James Wong, as we explain the Human Side of Procurement in China and discuss the following topics:

  1. The "Spec-in Release": How suppliers position themselves as the single-source option, and how to level the playing field.
  2. The "Transparency Paradox": How to uncover hidden sources of value, without destroying them in the process.
  3. The "Reverse Cleansheet": How both parties can win in open-book negotiations.
  4. The "Discretionary Factor": Why mindsets are more important than policies and how to engineer healthy belief systems.

BenCham Shanghai is looking forward to welcoming you on the 13th of March for this interesting breakfast seminar. Register now!

PRICE: Participation Fee for this event is 220 RMB for Members and 350 RMB for Non-Members.

REGISTRATION: Registration is required to confirm a seat. You may register by replying to fbcs@fbcs.fi until Monday, March 11, 2019 or as long as there are seats available. Registration is binding and no-shows will be charged RMB 200 unless cancelled before the end-of-day of the final registration date.

ELIGIBILITY: All of the employees of FBCS member companies can participate at our events with Membership privileges (discounted price, access to member only events). Please do not hesitate to forward this event invitation to your colleagues.


8 AM - 8:30 AM
8:30 AM - 10 AM
Presentations followed by Q&A


  • James Wong (Senior Vice President at McKinsey)

    James Wong

    Senior Vice President at McKinsey

    James Wong is a Senior Vice President in McKinsey Transformation. He is a trusted advisor to many CEOs of local and multinationals operating in China and is often appointed as the interim CPO for organizations who struggle to maximize procurement value. James has worked extensively in 50+ organizations across 15 countries with a special focus on operations and workforce psychology.

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Event Registration for Members

Registration confirmation for Members

Member Price RMB 220
Event Registration for Non-Members

Registration confirmation for Non-Members

Standard Price RMB 350


REGAL International East Asia Hotel

Hengshan road 516, near Wuxing Road, Shanghai, China,

Shanghai, China

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