Mattia, creating value for the Middle Kingdom
"After just three months in China, fresh ex-pats think they already understand the Chinese people; after the first year, they feel quite confident to write a book about the country; but when the fifth year rolls around, they finally realize that they haven't understood anything, because this country is truly different," explains Mattia Marino, the CEO of Ambrosetti (Beijing) Consulting.
He became involved with China in 1999, when he was a student at Bocconi. While receiving vocational guidance from Professor Stefania Saviolo, Marino was encouraged to give his CV a touch of distinction by getting some experience in China. After doing an internship in Shanghai, Mattia Marino returned to Italy and enrolled in an evening Chinese language and literature course at the ISIAO in Milan, and in 2001 he completed the Economics of International Companies program at Bocconi. Less than fifteen days before receiving his degree, Marino was chosen by The European House – Ambrosetti consulting house for an internship involving an important project for the Swedish government. Then, in 2005 there was a major turning point in Marino's life: he was sent to China with a part-time contract for two years, to support Ambrosetti's activity in that country and perfect his Mandarin at the East China Normal University. The goal was to first master the language, and then take over management of the Shanghai branch, of which he has been CEO since 2010. "Strategic consulting involves knowledge, skill, and experience. Mastering the language is a required tool, as it allows you to form your own, independent viewpoint which isn't filtered by Chinese colleagues or interpreters. This is the only way that you can create value for a client," explained Marino, who also emphasized that knowing the language well is just one tool.
Understanding Chinese culture is also essential to interpreting people's behavior and reactions, and to helping businesses launch and position their products in the local market. Marino's work thus consists of supporting foreign companies as they enter the market, start to grow, and manage problems – cross-cultural issues, for example. "Negotiating with and having one's contract honored by a state-owned enterprise or Chinese administration is like dancing the tango with a partner who is always ready to slip from your arms. Signing an agreement is just the start, and not the end: it's the beginning of constant negotiating which requires a certain skill in deciphering the new context, anticipating the counterpart's moves, and identifying counter measures – all without changing the original contract too much."
Mattia Marino is one of the over 500 Bocconi alumni present in China - where on March 11, in Shanghai, will be held the 4th edition of the Bocconi Alumni Global Conference.
Click here to learn more about the Bocconi community in China and read the stories of other alumni living there