We met one of our technological partners in Shanghai last week. It was a brain storming exercise to understand their sales organisation and strategy... a highly valuable meeting. Doing business in China is like doing business anywhere else. Yet there appear to be significant differences. One major difference seems to be that their culture demands that you build a personal relationship with your prospective client. But is that really so different? At Lanner, we have developed long term relationships with our customers. And, correct me if I am wrong, that would not be the case if we were just acting as a salesman... We usually involve ourselves personally and our business contacts often become friends.  So here is a question for you: would you sell WITNESS to someone whom you just met and who does not know anything about simulation? With no prior or future relationship, just as a money transaction...probably not!