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The Underlying Truth of Doing Business in Indonesia: Why a Greeting from a Big Shot Works Better Than a Signed Contract?

Doing business in Indonesia, have you ever encountered such a strange situation: things that cannot be accomplished through formal procedures even after running around exhaustively get solved the next day after a local influential person puts in a good word? If you run a factory, lead a team, or do business in Indonesia, you are probably no stranger to this dilemma of "the contract is clear, but execution gets stuck." I am Wang Zhanggui, who has long been observing the Indonesian business environment. Today, I want to talk to you about a core logic hidden beneath the surface of Indonesian society—the patron-client relationship. Only by understanding it can you truly grasp the knack of doing business in Indonesia.