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connections, right?
Respondent: yes. Be honestly, in our area, most of the projects are from the business connection or our school mates. Because architecture design is kind of service instead of the specific product, old customers recommendation is very important. On the other hand, architecture is kind of professional specialty compared to management or marketing disciplines, our classmates or school mates are all engaged in the same field. They are all our relationship resources. For example, some of my classmate work for Realty Company, and then we have a lot of opportunity to collaborate. And through prior working experience, we also accumulate business relations.
Interviewer: these two overseas projects are from your business connection?
Respondent: yes.
Interviewer: then do you have any plan to go global, I mean, just as you said, in your professional area, your contracts mostly due to network, right? But what you do if you compete in the international market. You have limited or scarce relationship in the international market.
Respondent: on one hand, we actively take part in the international contest. This is the first way to compete with other country’s design counterparts. Nowadays, some of the design firms in china got international project through this way, like M.A.D., which the founder is my ex-colleague’s undergraduate classmate. We try to through this way because we think it is a good way to prove your design capability. And another way is as we did before, go global follow our customer or cooperation partner. A lot of Chinese realty companies invest foreign market and construction companies started accept foreign construction project. Then as the architecture design firm, we can work in the international market too.
Interviewer: Does internationalization benefit your company? Which aspect?
Respondent: yes, we’ve collaborated with foreign design firm from 2004. Through cooperation or working in foreign country, we saw the gap between western and Chinese design company. We felt that the most valuable thing we’ve learnt is that the advanced design concept and standardized processing control. Besides that, our international project experience is very useful to build up our firm’s image. Some domestic customers have blind faith in foreign firms. So the international working experience to a great extent promotes our firm’s image.
Interviewer: What’s the advantage or disadvantage you have in the international market?
Respondent: from the perspective of Chinese firms, the disadvantage is obvious in design concept and standardized processing control aspects. And the advantage of Chinese design firm is that we are Chinese company, we know Chinese market best. China is one of biggest market for architecture Design Company all over the world. A lot of project which lead by government really attracted foreign designers to take part in. so for us, I think we need to improve our competence through international market. And our ultimate target market is China.
Interviewer: During your internationalization process, whether government (including nation, local governments such as villages and towns region and county level) in policy and operation aspect has the promotion effects? In which aspects?
Respondent: Nothing special. But there’s one thing is good for Chinese firms. According to Chinese construction regulation, foreign architecture companies which are involved in construction projects in China