China represents a huge potential market for Western GNSS companies, even though the country has a strong and growing GNSS capability of its own. Before booking a flight to Shanghai or Beijing, however, some careful preliminary research will likely pay off: looking for potential Chinese industry partners with whom you would jointly work to open a market niche. The key ingredient — a huge investment in developing personal relationships, two-way trust, and understanding — is the only way to really penetrate the Chinese market. This month’s columns recaps some of the highlights of our recent webinar on this topic, and explores further with questions from our audience and the answers from our panel of experience China businesspeople.