Doing business in China.

Hierarchy and seniority carry real weight in Cambodian business culture. Senior individuals are addressed by title, and respect is shown through body language and formal speech as much as through words. Trust tends to build slowly, over repeated face-to-face meetings, shared meals and networking events rather than a single pitch. Business cards are exchanged with both hands, and a small, thoughtful gift is a welcome gesture.

Patience matters. Decisions are usually made by consensus, with group harmony weighed more heavily than speed or individual assertiveness, so negotiations can take longer than in more transactional business cultures.

The bureaucracy has historically been a challenge, but that’s changing. Company registration, once a months-long process, can now take weeks or even days in some cases, and online platforms for tax filing, business registration and customs have cut a lot of the friction out of day-to-day operations. Some formalities remain, and foreign investors are still best served by working with local consultants or legal professionals who know the current rules around licences, permits and compliance.

Communication tends to be indirect, with a strong emphasis on saving face and keeping relationships smooth. Open disagreement or direct criticism is rare, especially in front of a group, and tone, expression and body language often carry more meaning than the words themselves.

Khmer is the official language, though English is increasingly common, especially among younger professionals and in the cities. Providing documents in both languages is a small gesture that signals real commitment to the local market.

Understanding Chinese business culture matters for long-term success. Personal relationships, or guanxi, sit at the centre of how business gets done, and trust, respect and rapport usually need to be established before any significant commitment is made. Expect relationship-building to come before formal negotiation, often over repeated in-person meetings.

Exchanging business cards is something of a ceremony. Present and receive cards with both hands, with a slight nod as a mark of respect, and take a moment to look at the card before setting it down on the table or in a holder – never in a back pocket or wallet, which can come across as dismissive.

Foreign professionals should also keep China’s major holidays in mind: Chinese New Year (January or February, depending on the lunar calendar), Labour Day in May, and National Day Golden Week in October. These often mean week-long closures as people travel to be with family, and business more or less stops. It’s best to avoid scheduling meetings during these periods, or in the weeks around them.

Communication tends to be indirect, with harmony valued over confrontation. Open disagreement is rare, and tone or a pause can carry as much meaning as the words themselves – silence during a negotiation is often just someone thinking it through, not a signal of approval or rejection either way. English is increasingly common in the cities, but having materials translated into Mandarin still goes a long way toward showing respect for the local market.