START-UP ADVICE

lobby, restaurants, ballrooms and in 350 suites. The
job took more than 50 days to complete.
So what are the complications in doing business with
China and what did it take to get a foothold there?
We have an excellent relationship with clients in
China over a long period. But it’s a market that
requires a lot of work in terms of building contacts
and respect. The rules can change a lot and it takes
perseverance. The Chinese place a lot of emphasis
on trust and once they trust you it could be the start
of a long working relationship.
Are some galleries and collectors still wary of
interacting with the Chinese market?
Perhaps. Things are gradually improving but China is
finding it difficult to shake of its historical reputation
for late payments at auctions and inconsistencies in
deliveries. But our global network and standardised
service has been a major factor in our growth in
the Far East as we have been able to offer Western
companies peace of mind when dealing with China.
As China embraces the international art market the
situation will necessarily change as it will need to
adopt standards and service ethos in line with the
expectations of global collectors in order to compete.
The will is certainly there to deal with them. The
recent visit by Chinese Premier Li Keqiang to London,
where he met the Queen and Prime Minister David
Cameron, underlines a desire in the UK in particular
to do business with China - and the art world is no
different.
When you consider Wang Jianlin, China’s wealthiest
individual, bought a $28m Picasso at auction at
Christie’s in New York last year, it is a market that
cannot be ignored.
57