The Foreign Service Journal, January 2003

he U.S.-China relationship is one of the most critical and complex in the world. Numerous groups — from members of Congress to human rights and non-govern- mental organizations, to politi- cal appointees in the adminis- tration — all have strong and sometimes contentious views on issues affecting the U.S.- China relationship. The commer- cial connection with China is often the adhesive that sees the relation- ship through difficult periods, says Embassy Beijing’s senior commer- cial officer, Thomas L. “Lee” Boam. The job of the senior commer- cial officer in China is highly visi- ble, and Lee must often deliver highly political messages through commercial channels. China’s economy is booming and countless U.S. firms are seeking opportunities there. U.S. business represen- tatives often come to China excited about the poten- tial market of 1.3 billion people, but without a basic understanding of the realities of working there. Issues of language, distance from the U.S., cultural differences, lack of transparency, and the peculiari- ties of local provincial markets make doing business in China one of the most unique and difficult, but potentially rewarding, challenges for U.S. business in the world. A key part of the commercial officer’s job in China and elsewhere is to help shepherd U.S. companies — which are the “clients” of the Foreign Commercial Service — through the maze of difficulties faced when trying to do business in the host country, and to help these companies strengthen their market position. Each company has different goals, and the commercial officer tailors assistance to the individual needs of each company. Commercial assistance in China ranges from conducting market research and identifying potential partners to advocating on a company’s behalf with a government ministry and introducing company representa- tives to the right Chinese govern- ment officials. Aside from helping U.S. com- panies, the commercial officer in China must work to further U.S. trade policies and ensure compliance with existing trade commitments; monitor World Trade Organization compliance; identify and report on industry trends; and conduct negotiations on such issues as intellectual property protection, antidump- ing, and export controls. The Foreign Commercial Service also represents the Export-Import Bank of the United States as well as the Trade Development Agency, two independent government agencies that offer financing and trade assistance to U.S. companies. The Department of Commerce has been the home base for commercial officers since 1980, when they were moved from the State Department. The work did not change, and commercial officers still make up a small but key element of the Foreign Service team at T HE C OMMERCIAL O FFICE AT E MBASSY B EIJING IS THE LARGEST IN THE WORLD . M EET THE FSO WHO RUNS IT . B Y S HAWN D ORMAN J A N U A R Y 2 0 0 3 / F O R E I G N S E R V I C E J O U R N A L 51 F O C U S O N F C S T L EE B OAM : T HE F OREIGN C OMMERCIAL S ERVICE IN A CTION Shawn Dorman, a former FSO and current Foreign Service Journal staff member, is the editor of the 2003 edi- tion of Inside a U.S. Embassy: How the Foreign Service Works for America , published by AFSA. The Lee Boam profile, 22 other Foreign Service profiles, and Foreign Service tales from around the world can be found in the book.