Three Cups of Tea


The Book I wrote in a Hotel Room. The Lesson that changed how I work.

It was a rainy weekend. I was alone in my hotel room in Guangzhou, looking down on the sodden streets below. Nowhere to be and a lot on my mind.

I'd been thinking about the concept for years. Every meeting that went nowhere, every western executive frustrated that no one wanted to talk business. It was all pointing at the same thing. Across Asia, people don't separate the relationship from the deal. They never have.

I ordered room service and started writing.

The idea was simple. Before you can do business here, you have to earn it. Three cups of tea. A stranger becomes a friend. A friend becomes family. Only then does the deal happen. If it happens at all.

I first saw it clearly in China. But I've since watched it play out the same way from Manila to Cebu, Hong Kong to Ho Chi Minh City. The language changes. The food changes. The patience required doesn't.

The book is free. It's my best thinking, unfiltered. I'd love you to read it.

Download it here: www.davidthomas.asia/ebooks/3-cups-of-tea​

PS What's your three cups of tea story? Connect with me on LinkedIn: https://www.linkedin.com/in/davidthomas-asia/

Thanks for reading, and I’ll be back in your inbox soon. If you have any thoughts or comments, just hit "Reply" – I’d love to hear from you.

Best wishes,

David Thomas

Do you find this email insightful? Forward it to a friend.

Not subscribed yet? Subscribe to our newsletter!​

Think Global with David Thomas

I empower business leaders, entrepreneurs and investors to successfully invest, raise capital and/or do business in the Asia Pacific region. Subscribe to my newsletter to receive my regular updates, insights and commentary on what's happening in Asia and why it matters

Read more from Think Global with David Thomas

Marriott turns 100 next year. Asia should be taking notes. In Washington this month I stayed at the Marriott Hotel in Bethesda. It sits right next to the company's global headquarters, a tower of more than 20 storeys. I found myself wondering how a company ends up with a building like that. So I started reading. It started in 1927 as a root beer stand on 14th Street. Nine seats. J. Willard and Alice Marriott, newlyweds from Utah. When winter came and nobody wanted a cold drink, they added hot...

Washington behind us. Eleanor around the corner

What Washington taught me about the Asian Century. I arrived in Washington DC thinking Asia needed its own Franklin D Roosevelt. Four terms. The Depression, then the war. One leader who carried a country through its toughest years. Asia faces its own version between now and 2045, and I wanted to write about who might lead it. My brother Dan and I spent three days walking the city. He’s Chief of Communications for the UN Global Compact in New York, so naturally the conversation kept circling...

What The Best Family-Owned Businesses Already Know "What's your succession plan?" One Asian family asked it of another, across the table, before negotiating a joint venture. The answer was unexpected. "We have family who could be involved. But they'd have to be the best for the job - and that's unlikely. We need the best people running this business." No defensiveness. No pretence. They'd made peace with something that takes most founders a lifetime: the business matters more than the...