China-bound technology companies, keen to protect their intellectual property (IP), sooner or later arrive at the question, “How do I know which Chinese counterparts I can trust?” This—and the companion question, “How will those counterparts know that they can trust me?”—bedevil executives in small-to-medium enterprises contemplating entry into China's burgeoning technology markets. With so much of their value riding on IP, yet so much promise in the Chinese market, companies are understandably cautious in selecting partners. John White argues that what they often overlook is the fact that Chinese companies are similarly cautious in selecting foreign partners. Then what is the secret of becoming the chosen one? John recently attended a Telecom Council symposium in San Diego, California, “Doing Business in China,” and shares insights from various Western firms that have been successful in the Chinese market.