IBSS hosts guest lecture on how Chinese companies go global and localise overseas

International Business School Suzhou (IBSS), part of Xi’an Jiaotong-Liverpool University recently welcomed Chris Pereira, Founder and CEO of iMpact, for a guest lecture exploring how Chinese companies achieve globalisation and localisation overseas.

Drawing on more than 20 years of experience in China and extensive work with Chinese firms expanding abroad, Chris encouraged students to look beyond the idea of “going global” as simply selling products overseas, and to think more carefully about what it takes for companies to establish a real presence in international markets.

A central theme of the lecture was that Chinese firms are entering a new phase of overseas expansion. In the past, many companies primarily focused on manufacturing products for foreign brands. Today, increasing numbers of Chinese firms are building their own brands, opening overseas offices, hiring local employees, and interacting directly with local governments, media, customers, investors, and communities.

As Chris explained through a series of practical examples, exporting a product is one thing; operating as a local business in cities such as New York, Berlin, or Mexico City is far more complex. It requires firms not only to compete, but also to adapt, communicate, and build credibilityin unfamiliar environments.

Chris Pereira in the guest lecture.

The lecture also highlighted that the foundation of successful international expansion is not simply efficiency or visibility, but trust. Chris framed localisation as the process through which firms earn the trust of local markets. He explained that “going global” may begin with entering a new market, but lasting success depends on understanding local stakeholders and building credible relationships with them. In this sense, international expansion is not only a business challenge, but also a communication and trust-building challenge.

To illustrate this point, Chris used several practical case studies. One example was Ropet, an AI pet brand presented at the Consumer Electronics Show (CES). Rather than leading with technical specifications or product features, the company’s  CEO introduced the product through a simple mission: to make the world less lonely. Chris explained that the human-centred message helped audiences connect emotionally with the brand, making it more memorable and trustworthy while also attracting string media attention.

Another example came from Canada, where a Chinese company supported by iMpact donated two snow-clearing robots to a long-established local NGO during the winter. The initiative received local media coverage and was attended by public officials, helping the company strengthen community relationships while increasing its visibility and credibility in the local market. Together, these examples helped students see that international business is not only about market entry, pricing, or distribution, but also about storytelling, trust-building,  and long-term local engagement.

Chris Pereira talking with students after the lecture.

The session was highly interactive and gave students a practical sense of where they may fit into this evolving landscape. With students from China as well as countries including South Korea, Indonesia, Thailand, Russia, Mexico, Canada, and Egypt in attendance, the discussion itself reflected the international and cross-cultural environment in which many future business careers will develop.

During the discussion, Chris encouraged students to see their cross-cultural experiences, international perspectives and language abilities as valuable strengths in a global business environment. His advice was simple but memorable: be bold, develop a global mindset, and build meaningful connections.

For IBSS students, the lecture offered not only insight into the realities of Chinese firms’ overseas expansion, but also a clearer understanding of how they themselves can contribute to bridging China and the world.

Moderated by Dr Shili Chen, Assistant Professor in the Department of Strategic Management and Organization at IBSS, the lecture reflected IBSS’ commitment to connecting classroom learning with business practice and  preparing students for careers shaped by internationalisation, localisation, and cross-cultural collaboration. The event also highlighted IBSS’ broader role in fostering dialogue between China and the world through internationally relevant, practice-oriented business education.