Selling technology to any foreign government can be challenging due to national security concerns and the bias to support the local industry. This is especially the case in China, where heightened international tensions and protectionist policies in the West have caused China to look for ways to reduce its reliance on foreign technology.Despite these challenges, the Chinese government remains an attractive target for many foreign technology vendors, because it is a major technology consumer that relies on foreign suppliers to meet many of its needs.This article explores key challenges foreign tech vendors face when selling to the Chinese government. And for companies up to the challenge, it investigates important considerations and tactics for succeeding in government sales.

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