Doing Business in China

Wednesday, November 7, 2012 - 8:00am-4:00pm

Department of Resources and Economic Development, 172 Pembroke Road, Concord, NH 03301

Our expert speakers will discuss many of the aspects companies need to know when looking to expand into this large, but sometimes difficult, market. As one of New Hampshire’s largest trading partners, China presents many opportunities for American companies to grow, but gaining more insight on the nuances of this market, the obstacles and the strategies can help prepare your business for success.






Welcome & Introductions



  • Finding and managing distributors, agents, or your China representative
  • Quoting and getting paid in China
  • Obtaining reliable market information
  • Negotiating with customers and partners in China
  • Managing the risks of intellectual property theft

Dr. James Chan

Asia Marketing Management





  • U.S. export controls to China
  • Export Compliance Opportunities and Challenges in China
  • Deemed Export Control
  • Technology and Product Controls

Paula Newton

Evolutions in Business





  • Overview of the Foreign Corrupt Practices Act for China

Bob Cheney

Sheehan Phinney Bass + Green





  • Overview of intellectual property protection for China

Doug Verge

Sheehan Phinney Bass + Green


Open Discussion/Questions


Cost: $75 per person

Register online by clicking <here>.

Please note you can pay by credit card or by check. If you pay by credit card, please be sure to pick the correct seminar, “Doing Business in China - $75” from the drop down menu.

Speakers include:

Dr. Chan is the founder of Asia Marketing Management. In 1996, the American Management Association (AMA) commissioned Dr. Chan to create and lead its first three-day course titled "Business Skills for the China Market" for executives, managers, and technical professionals of various Fortune 1000 companies.

An animated public speaker in three languages - English, Mandarin Chinese (putonghua) and Cantonese – Dr. Chan received his Ph.D. from the University of Michigan in 1977, M.A. from the University of Chicago in 1973, and B.A. from the University of Hong Kong in 1970. He is the author of the book Spare Room Tycoon, Succeeding Independently: The 70 Lessons of Sane Self-Employment.

Karen E. Klein of Bloomberg BusinessWeek interviewed James Chan in her article “How to Sell To China Now” published on December 30, 2011, which has been posted by Forbes Special Reports and other media worldwide. Additionally, Dr. Chan was interviewed by “Money Matters TV” in Philadelphia on September 5, 2012 about his experience exporting to China. Dr. Chan has also written articles on “Tips for Travelers to China” and “Protecting IP in China.”

The “C.H.I.N.A. Formula,” is an acronym coined by Dr. Chan to help U.S. exporters fine tune their sales and marketing strategy in China. The acronym stands for:

  • Confidence (C)
  • Hunger (H)
  • Insiders (I)
  • No (N)
  • Acceptance (A)

Dr. Chan is eager to share practical knowledge that he has gained from 31 years of marketing American-made products and services to China and Asia.

While Associate Attorney General, Bob also served as general counsel to the Pease Development Authority (PDA) and Pease Redevelopment Commission (PRC). Since coming to Sheehan Phinney Bass + Green, Bob’s practice has focused on regulatory matters, primarily relating to environmental, governmental affairs, international and HIPAA regulation and compliance.

Among many undertakings, Bob serves as special legal counsel to the Pease Development Authority, and the PDA’s Division of Ports and Harbors and has represented management in an internal company investigation of compliance with the Bureau of Industry and Security and Treasury Department regulations governing U.S. exports and re-exports.

Bob is a 2004 recipient of the New Hampshire Business and Industry Association’s Above and Beyond Award. He also has been recognized by The Best Lawyers in America in the environmental law category for over fifteen years, and was named the 2011 Concord Lawyer of the Year in Environmental Law. Bob is recognized in Chambers USA as one of the most notable environmental lawyers in New Hampshire, and has been named a New England Super Lawyer in environmental law.

Paula joined Evolutions in Business in 2010. Prior to that, she was an International Trade Specialist for the New Hampshire Office of International Commerce/New Hampshire International Trade Resource Center. Paula was responsible for assisting New Hampshire companies seeking international trade opportunities, as well as companies requiring assistance with export logistics and documentation issues.

Paula worked closely with the International Training Manager and other professional staff at the ITRC to develop and conduct training seminars in all areas of international trade from the very basics, to industry and country specific subjects. She and some of the early staff served as mentors to participants in their highly regarded and first of its kind International Trace Certificate course. Paula also managed the NH International Trade Resource Center Resource Library.

Check back soon for more information on our additional speakers!

If you have any questions, please contact:

Tina Kasim

State of New Hampshire Office of International Commerce

NH International Trade Resource Center

T: 603.271.8444


Taylor Little

U.S. Department of Commerce

U.S. Commercial Service

NH Export Assistance Center

T: 603.953.0211


  Notice to Visitors!

  The link you have chosen will take you to a non-U.S. Government website.

  If the page does not appear in 5 seconds, please click this: outside web site is managed by the International Trade Administration and external links are covered by its website  disclaimer statement.

  Notice to Visitors!

  The link you have chosen will take you to a non-U.S. Government website.

  If the page does not appear in 5 seconds, please click this: outside web site is managed by the International Trade Administration and external links are covered by its website disclaimer statement.