The word or Guanxi (pronounced gwan-she), describes the basic dynamic in the complex nature of China’s personalised networks of influence and social relationships. A central concept in Chinese society, Guanxi means ‘relationship and contacts’.This Guanxi network operates in everyday life as well as in business. In the UK we would describe it as a kind of ‘you scratch my back and I’ll scratch yours’ arrangement. Having Guanxi at the right place and right level can provide information and useful opportunities for business. In Western culture we say: ‘it’s not what you know, but who you know’. In China, the depth and importance of this is much greater, but it’s important to understand whether the claim is legitimate. One Chinese proverb is: ‘make friends first, do business next’. Chinese people do like to establish personal trust and regard before deciding to do business. XYZ Communications provides this cultural coaching to our clients. As all the members of our team in China are Chinese, they understand the importance of keeping within Chinese protocol and getting things right. This ensures that added value is at the heart of all the services we provide to our clients.