As an international banker working in Hong Kong, Lim* is enlarging his firm’s business and expanding its presence in mainland China. Meeting his revenue goals depends on his ability to gain customers in markets awash with global financial giants and well-placed local players. Despite the fact that Lim’s employer is a relative latecomer to the market, Lim is doing well. The key to his success? His Chinese Malaysian ancestry. “Malaysian Chinese are increasingly coming to China to invest,” he explains. “They speak the local languages so they can deal with any bank. But they want to do business with someone who understands them — and for whom their Mandarin, Cantonese, or Hokkien is not accented but normal. They want to work with someone who understands their holidays, their food, their jokes. They want another Malaysian Chinese.”
Is Ethnicity a Barrier to Growth in Asia?
As an international banker working in Hong Kong, Lim* is enlarging his firm’s business and expanding its presence in mainland China. Meeting his revenue goals depends on his ability to gain customers in markets awash with global financial giants and well-placed local players. Despite the fact that Lim’s employer is a relative latecomer to the […]
August 06, 2012
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Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Attracting and Cultivating Talent. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Discover how to attract, hire, develop, and keep talented people who will grow and thrive throughout their employee journey.