Getting China and India Right : Strategies for Leveraging the World's Fastest Growing Economies for Global Advantage

This book is the first strategic guide for multi-national corporations (MNCs)who are contemplating expanding into both China and India. Gupta and Wang explain how many MNCs view China and India solely from the lens of off-shoring and cost-reduction, and focusing their marketing strategies on only the top 5-10% of the population. This is a missed opportunity. China and India are the only two countries that constitute four realities that are strategically crucial for the global enterprise: Both provide mega-markets for almost every product and service Both have platforms that will dramatically reduce the company's global cost structure Both have platforms that will significantly boost the company's global technology and innovation base Both are springboards for the mergence of new fearsome global competitors. This book aims to shed light on the brutal competition for markets and resources in China and India as well as lays out the strategic action implications for those companies who want to emerge as the global players of tomorrow. Getting China and India Right: Strategies for Leveraging the World’s Fastest-Growing Economies for Global Advantage 7 Contents 9 Preface 11 Acknowledgments 17 Chapter 1: CHINA AND INDIA – FOUR STORIES ROLLED INTO ONE 21 Back to the Future: The Reemergence of China and India 24 Four Stories Rolled into One 29 Challenges for Multinationals 45 The Task Ahead 52 Chapter 2: THINK CHINA AND INDIA, NOT CHINA OR INDIA 59 China and India: Cousins, Not Twins 60 Growing Economic Integration Between China and India 67 Strategic Implication 1: Leverage the Scale of Both China and India 70 Strategic Implication 2: Leverage the Complementary Strengths of China and India 73 Strategic Implication 3: Transfer Learning from One Market to the Other 75 Strategic Implication 4: Leverage Dual Presence to Reduce Risks 79 Conclusion 81 Chapter 3: MEGAMARKETS AND MICROCUSTOMERS: Fighting for Local Market Dominance 83 Vast, Diverse, and Dynamic: Market Opportunities in China and India 85 Fighting for Local Market Dominance 94 Conclusion 114 Chapter 4: LEVERAGING CHINA AND INDIA FOR GLOBAL ADVANTAGE 117 A Look at the Opportunities 119 Realizing the Opportunities 127 Conclusion 157 Chapter 5: COMPETING WITH DRAGONS AND TIGERS ON THE GLOBAL STAGE 159 Strategic Logic and the Emergence of Global Champions 161 The Rise of Dragons and Tigers 171 Strategic Implications for Established Multinationals 183 Conclusion 193 Chapter 6: THE WAR FOR TALENT: Dealing with Scarcity in the Midst of Plenty 195 The War for Talent in China 196 The War for Talent in India 202 Winning the War for Talent 206 Conclusion 221 Chapter 7: GLOBAL ENTERPRISE 2020 223 Analytical Building Blocks 224 Rethinking Innovation 232 Rethinking Organization 237 Globalization of the Corporate Mindset 244 Notes 249 The Authors 259 Index 263

"A blueprint on how to best approach the two economies for the long term."
—Ratan N. Tata, chairman, Tata Group

"No global CEO can afford not to read this timely and insightful book."
—Jeffrey E. Garten, Juan Trippe Professor, Yale School of Management

"Incisive, well researched, and richly supported in-depth analysis."
—Narayana N.R. Murthy, chairman and chief mentor, Infosys Technologies

"Solid research, compelling and provocative, required reading for any CEO."

- Ronnie C. Chan, chairman, Hang Lung Group; vice-hairman, Asia Society

"The best source of insight available for executives. A real tour de force."
—Graham Mackay, CEO, SABMiller plc

"The best book by far to analyze how the rise of China and India will fundamentally reshape global strategies."
—Mark J. Penn, CEO, Burson Marsteller; author of Microtrends; adviser to Bill Clinton, Tony Blair, and Bill Gates

"Crisp. An insightful guide to survival and success in the new era."

- Wim Elfrink, EVP and chief globalization officer, Cisco Systems

"Will inspire every global CEO to re-examine their China and India strategy."
—William V. Hickey, CEO, Sealed Air Corporation

"Timely, comprehensive, insightful, richly documented, and a superb guide."

- Edwin D. Fuller, president, Marriott Lodging-International

"Forceful. Practical advice, illuminating evidence—a compelling read."
—Ravi Venkatesan, chairman, Microsoft India

"Very timely, extremely well researched, highly readable, and very practical."
—Kyung H. Yoon, vice-chairman, Heidrick & Struggles

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