UK firms urged to co-create with China, not just export

Intralink has urged UK small and mid-sized companies to look beyond exports and pursue collaboration with Chinese firms, as a UK trade mission to China begins.

Stewart Randall, Deputy Managing Director of China at Intralink, said China offered opportunities for advanced manufacturers, specialist engineering businesses and technology companies. He said these opportunities extended to joint work with Chinese companies as co-creators.

Randall has worked in Shanghai for the past ten years. He speaks fluent Mandarin. "China is far more than an exciting export destination for UK multinationals," said Randall.

Trade mission

Randall set out his expectations for the trade mission as talks began in Beijing. He said the visit should shape how UK firms approach the market.

"I hope the mission will encourage many more UK companies to design products, supply chains and technology strategies with China in mind from the outset, rather than treating the market as an afterthought or a risk to be managed," said Randall.

He also called for visa-free access to China for UK passport holders. Randall linked easier travel to the needs of entrepreneurs and engineers and to the ability of mid-sized firms to spend time in the market.

"I hope the UK delegation recognises that commercial opportunities are not limited to exporting more UK products to China," said Randall.

Randall said companies needed a presence in the country. He pointed to local sales, research and development and support teams. He also cited local partnerships.

"From the many companies we've helped to expand in the country, we know that China rewards those that truly embed themselves in the market - through on-the-ground sales, R&D and support teams and local partnerships," said Randall.

Frontier areas

Randall highlighted "frontier tech" openings that he linked to demographic and operational pressures in China. He said demand for productivity-related tools was rising as the population aged.

"China's ageing population is driving high demand for productivity-enhancing technologies. Advanced automation will enable smart factories and speed manufacturing and construction processes. AI-enabled medical diagnostic tools will ease pressure on China's stretched healthcare professionals. Smart public services, delivered via AI-driven platforms, can streamline administrative functions. And these are all fields in which UK companies excel," said Randall.

He said that, beyond sales, operating in China could influence how companies develop products and compete. He described the environment as fast-moving and competitive.

"Operating in China instils invaluable resilience in companies that embrace the challenge. It's such a dynamic, fast-moving, competitive environment that ensures businesses iterate more quickly, price more aggressively and innovate in ways that are rarely required in western markets. If your business can succeed in China, it can thrive anywhere," said Randall.

Technology cooperation

Randall also addressed how the UK frames economic engagement with China. He referred to risk management, trade balances and the treatment of sensitive technologies.

"While the Prime Minister's visit will inevitably be framed around risk management and trade balances, a central question is whether UK companies are prepared to engage with China as it exists today - not as the low-cost factory of times past, but as a source of immense industrial innovation," said Randall.

He welcomed discussions about cooperation, while drawing a distinction between sensitive technologies and other areas. He listed sectors he said were moving quickly in China.

"It's encouraging that the UK Government is discussing tech cooperation. Caution around sensitive technologies is justified and a focus on 'safe' sectors is understandable. But there are many other areas where major opportunities exist, including applied industrial fields such as manufacturing AI, robotics, energy systems and software where China is moving fastest," said Randall.

He said UK interests included protecting strategic assets. He also said UK businesses and government should consider engagement with Chinese industrial development.

"I believe the UK's long-term interests lie not only in protecting its strategic assets but in operating at the frontier of industrial and technological innovation, much of which is now centred in China. The UK Government and businesses need to explore secure ways to tap into this," said Randall.

Travel access

Randall said the visa policy could shift during the visit. He referenced recent moves by China involving other countries.

"There's a possibility that China will offer visa-free access for UK passport holders during the visit, as it has recently for other European countries and Canada. If this happens, it will be more than symbolic: easier mobility will greatly benefit entrepreneurs, engineers, and mid-sized firms - precisely those who need to engage more deeply in China," said Randall.

Intralink said it was founded in 1990 and operates in 27 locations. The company said it works with businesses seeking customers, partners and investors overseas.

"We wish the trade mission every success and look forward to seeing what it achieves - both immediately and in the years to come," said Randall.