Doing Business in China

The Doing Business in China course seeks to present the features of China´s business environment. Discussions over the best approach to enter into the Chinese market to tap a vast rising consumption market or to become a platform for production and export to other will be addressed during this course. Subjects usually discussed but poorly understood such as the importance of Guanxi, how to enter the market (legal enter mode), different customers, different regions, different preferences, supply chain and human resources management should be addressed properly when planning to establish a plant, a Representative Office or outsourcing in China.

Concepts and topics to be presented:

  • Which China? China: Different Consumers, Different Regions (Many Chinas)
  • Where? Analysis of the North-East, South-East, Central and Central West regions (consumption levels, wages, infra-structure, natural resources, etc)
  • Guanxi: Why is it so important? Cultural (Confucianism) and Historically (transition economy)
  • Chinese Government: Different levels
  • For What? Exports or Domestic Market
  • How to enter? Legal Enter Mode: Agent, RepOffice, Outsourcing, Wholly Foreign Company, Joint Venture, headquarter in Hong Kong, tax on dividends remittance
  • Choice of Partners: Criteria and Risks
  • Supply Management
  • Distributors Management - FIGHT FOR THE MIDDLE
  • Human Resources
  • Headquarters’ View
  • Local Financing (RMB denominated loan) and Buyer´s Credit (China Eximbank)

03 hours



More than 30 years of experience in the international financial market
Dumas has worked with several FIs such as Citigroup, Lloyds Bank, UBS and Itaú BBA. From 2007 to 2011, he was the Chief Representative of Banco Itaú BBA in Shanghai and during 2016 he played an important role at the New Development Bank (BRICs bank) helping to implement the credit risk policy of the bank;

Dumas holds a Master’s degree in Chinese Economy from FUDAN University (China) and a Master in Economics from the University of Birmingham (UK), bachelor in Business Administration from Fundação Getúlio Vargas (FGV) and Specialization Course in BA from Fundação Getúlio Vargas (FGV). Dumas is also a Chartered Financial Analyst Charterholder (CFA) by the ICFA (USA)

Professor of many business school such as INSPER, IBMEC – SP, FIA/USP and Saint Paul. While in Shanghai, Dumas had the privilege to be an invited professor at CEIBS (China Europe International Business School (CEIBS) and Fudan University.

Writer of the books Economia Chinesa (CHINESE ECONOMY): Transformações, Rumos e Necessidade de Rebalanceamento do Modelo Econômico da China, and Crises Econômicas Internacionais (INTERNATIONAL ECONOMIC CRISES)

He has given lectures and speeches for more than 30 years for companies and financial institutions such as Santander, CPFL, Banco do Brasil, Evonik Industries, Prologis Logistics Real Estate & Supply Chain, General Motors do Brasil, Delphi Automotive, Ford Motor Company do Brasil, Revestcar, Porto Sudeste, etc.

Would you like to have further information about our courses and seminars?

All of our courses are in company.

+55 11 9-6267-8256 e 11 9-9153-7071

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