Illustration : Thierry Cap de Coume
When it comes to developing trade relations with China, European SMEs generally suffer from a lack of resources. That’s why the European Commission decided to provide support in the form of the Managers Exchange and Training Programme (METP), which offers executives from SMEs the chance to work and study in China for a period of 10 months (see box). The programme gives European firms the opportunity of providing their executives with a thorough training which will enable them to use their newly acquired expertise and contacts to develop relations with local players in the Chinese market. “Due to a shortfall in the kind of resources required to develop a knowledge of the country, most SMEs trying to get a foothold in the Chinese market without external aid find the going tough,” says Stefan Hell, head of the METP in Beijing. “This is where the METP, which focuses on SME executives, can help by providing them with the means to become experts on China.”
Set up in 2006, the METP is a 4 year inter-governmental cooperation programme jointly organised by the European Commission and the Chinese government. Co-funded by the two bodies, it has a total budget of 23 million euros and 320 people have graduated from the programme since it was set up. Applicants must be citizens of the European Union, preferably between 26 and 40 years of age, and have 5 years work, 2 years as a manager or in a post in human resources, strategy or finance. They must also speak good English but, since the course places such an emphasis language-learning, little or no knowledge of Chinese. “The selection process is based primarily on the quality of candidates’ projects,” says Mr Hell. “The European Commission examines the reasons for and against accepting candidates within the framework of its Chinese programme.” Candidates are also provided with a monthly grant of 1,000 euros to cover the cost of living expenses. “Immersion in the Chinese language and in Chinese business culture, which is the cornerstone of the programme, provides successful candidates with a unique opportunity to further their careers,” says Mr Hell. “Meanwhile, the METP gives businesses the opportunity to arm their employees with the knowledge needed to open up markets in one of the world’s most dynamic countries, thus directly benefiting their firms.” Such knowledge is vital since China’s business culture is very different from Europe’s.
“Do you invite a client for lunch or to your office the first time you meet them?” asks Mr Hell. “How should you behave with a supplier? The METP provides answers to these questions. It’s a kind of survival kit for doing business in China. By the end of the programme, participants have acquired the expertise – language, culture, practical aspects and contacts – required to do business successfully.”
The diversity of candidates attests to the programme’s efficacy. “We have
observed that there are three main candidate profiles,” says Mr Hell. “Firstly, executives sent to us by a European firm so that they can become experts on China and, on their return home, manage the firm’s business contacts with the country.
Secondly, managers who want to acquire the expertise needed to head a factory
or subsidiary in China. And, thirdly, entrepreneurs who don’t have the support of any particular company but who have a project centred on China and, in some cases, the necessary financial support to give it a chance of succeeding.” This summer, the European Commission and the Chinese government took a joint decision to extend the METP’s remit by a year.
The 5th edition is set to commence in May 2010. “The number of candidates, from
all over Europe, has increased continually since the inception of the programme,” says Mr Hell. “This demonstrates that a significant number of managers are fascinated by the potential of the Chinese market for European firms.”
Managers Exchange and Training Programme (METP)
Objective: To provide executives from European SMEs with the opportunity of acquiring an extensive knowledge of China, thus affording them the possibility of developing relations between their firm and the Asian giant.
Content: An intensive 2-week course (held in Europe) on China and its business culture; an intensive 7-month language course in business Chinese (with seminars and visits to local councils, administrative centres and companies); and, lastly, a 3-month internship at a Chinese firm.
Target: Executives from European SMEs with an average or above average level of experience.
Duration: A 2-week course 10-month course in China.
Next session: From May 17, 2010.
Deadline for applications: January 7, 2010.
Contact : www.metp.net.cn
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