Experienced bilingual professionals are rare commodities in China. It is simple: There are simply not many out there. For the same reason, they are typically not on the job market. If you want to build a strong local team, how would you get them? And even if you hire a headhunter to cold call them, how would the headhunter get their attention as they get such calls almost every week promising them better opportunities?
When we search for senior level bilingual executives or very unique professionals, we usually go to our connections with high influence, such as officers of professional associations, presidents at training firms, and leaders from special interest groups (SIGs). These people usually have significant influence in the profession as typically they are very successful professionals themselves, and therefore can refer very high quality candidates to us.
For example, we contacted 10 such connections 2 months ago when searching a GM/VP level supply chain executive, and were able to get a short list of candidates in just 2 weeks. Among such candidates are mostly former VPs or directors from Fortune 500 companies. They are all bilingual, grew up in Greater China and spent over 15 years working at MNCs. Then we spent another 2 weeks arranging interviews with our client, and the client was ready to make an offer at the end of interviews.
Any head hunters know the importance of such highly influential professionals and call them for referrals. How would you make sure they take your request seriously and help? It depends on the relationships which takes time to build. For us at CSCS International, it was around 10 years of effort. As a bilingual professional, I leveraged my strength to help the professional organizations succeed. For example, I have bridged the communications between ISM and its counterpart China Logistics and Purchasing Federation (CFLP), and met with their officers numerous times. We have also been helping ISM localize its CPSM certification program in China, which further improves CSCS' relationship with both ISM and their partner CFLP. Whenever CFLP compiles its chronicles on purchasing and supply management, I usually contribute a well written case study or article. When they need speakers at their conferences, I go and speak. And when their officers visit the U.S., I am their translator. So when I give their president a call and ask if he knows a senior executive to fill a VP position for Low Cost Region Sourcing, the possibility is high that he will point me to a right person.
Again, it takes time. Anybody with a telephone can start a head hunting business, but very few have invested as much as we have, and have the network we have. That's why we are the best in getting the right bilingual professional to run MNCs' China related supply chains.
About the Author
Bob Liu, C.P.M., CPIM, is Managing Director of CSCS International. He is stationed in Silicon Valley and travels frequently to Greater China to help clients build their local supply chain organizations. Bob got his MBA in supply chain management, and has been managing global supply chains for over 10 years in the U.S. and China. He can be reached at bob.liu#ChinaSCservices.com (substitute # with @).
Bob Liu, C.P.M., CPIM, is Managing Director of CSCS International. He is stationed in Silicon Valley and travels frequently to Greater China to help clients build their local supply chain organizations. Bob got his MBA in supply chain management, and has been managing global supply chains for over 10 years in the U.S. and China. He can be reached at bob.liu#ChinaSCservices.com (substitute # with @).
