Institute in Guangzhou. Having won the tender for the ring road, I was lucky that he was receptive to my way of doing business: to offer a good service, on or under bud get and an honest opinion about the quality of some of our competitors work In the process of meeting the targets for the ring road contract, our joint venture factory became more efficient, and production speeded up. In the process, the workers moved on to higher wages for their higher output; and the foreign joint venture partner became more accepted Our second major contract, Guan Yuan Lu, won the prize for the best motorway opened in China in 2000. I feel it was a well-deserved prize, as the quality is world lass My company is particularly keen to become involved in the many opportunities now opening up to develop the infrastructure in Western China. In seeking closer involvement, we are very conscious that we have to understand the incentive regime prevailing in this region, as well as the challenges of doing business here We hope to draw on our positive experiences in Eastern China; but are conscious that we are tackling a very different environment here I would like to mention some of my experience in Eastern China as relevant to dealing with the challenges now facing those developing Western China. The state bureaucracy is still very influential in Western China, both in the Soe and private sectors. An open and accepting attitude among the government to the needs of foreign investors is thus very important. In order to facilitate real progress, it is important that local senior government officials both understand, and are encouraged to adopt as government policy, the basic principles about which Nigel Clark talked yesterday; and which have underpinned development in the East. Announcements about Western development contain many interesting principles and incentives; but these need to embedded in wider structural and cultural change if the strategy is to achieve sustainable progress A helpful local bureaucracy can go a long way to assisting a potential investor to make a final decision about where to invest As china seeks to develop its private sector, increasingly it will be looking to attract smaller overseas businesses to invest here. Many larger companies have large staff to deal with the intricacies of doing business here many smaller ones dont, but their needs are just as important. Helpful points include having material published in3 Institute in Guangzhou. Having won the tender for the ring road, I was lucky that he was receptive to my way of doing business: to offer a good service, on or under budget and an honest opinion about the quality of some of our competitors’ work. In the process of meeting the targets for the ring road contract, our joint venture factory became more efficient, and production speeded up. In the process, the workers moved on to higher wages for their higher output; and the foreign joint venture partner became more accepted. Our second major contract, Guan Yuan Lu, won the prize for the best motorway opened in China in 2000. I feel it was a well-deserved prize, as the quality is world class. My company is particularly keen to become involved in the many opportunities now opening up to develop the infrastructure in Western China. In seeking closer involvement, we are very conscious that we have to understand the incentive regime prevailing in this region, as well as the challenges of doing business here. We hope to draw on our positive experiences in Eastern China; but are conscious that we are tackling a very different environment here. I would like to mention some of my experience in Eastern China as relevant to dealing with the challenges now facing those developing Western China. The state bureaucracy is still very influential in Western China, both in the SOE and private sectors. An open and accepting attitude among the government to the needs of foreign investors is thus very important. In order to facilitate real progress, it is important that local senior government officials both understand, and are encouraged to adopt as government policy, the basic principles about which Nigel Clark talked yesterday; and which have underpinned development in the East. Announcements about Western development contain many interesting principles and incentives; but these need to embedded in wider structural and cultural change if the strategy is to achieve sustainable progress. A helpful local bureaucracy can go a long way to assisting a potential investor to make a final decision about where to invest. As china seeks to develop its private sector, increasingly it will be looking to attract smaller overseas businesses to invest here. Many larger companies have large staff to deal with the intricacies of doing business here many smaller ones don’t, but their needs are just as important. Helpful points include having material published in