PR News
Linda Li

Telum Talks To: Linda Li from Beijing China Advocate Consulting

Amid a shifting global economy, the China International Import Expo (CIIE) continues to attract businesses from around the world looking to increase their footprint in the world’s second-largest economy. 

Now in its eighth edition, the import-themed trade fair is set to take place from 5th to 10th November this year. Since its launch in 2018, the event has served as a platform for foreign companies to understand trends in China’s domestic market and explore opportunities amid shifting consumer demand. 

Linda Li, Co-founder & DGM from Beijing China Advocate Consulting, shared with Telum Media her insights on the PR value of CIIE participation, how to stand out in a crowded media landscape, and communications advice for first-time exhibitors.    

 
What can brands do to strategically leverage CIIE to enhance reputation, strengthen credibility, and shape long-term awareness in the Chinese market? 
CIIE has evolved into a pivotal platform for global collaboration, offering significant value for brand reputation in today’s dynamic marketplace. Beyond a traditional trade exhibition, CIIE provides a unique opportunity for foreign enterprises to demonstrate their adaptability to the Chinese market and their ability to operationalise innovations locally. 
 
This year’s expanded participation, featuring over 50 countries and 170 enterprises returning for the eighth consecutive year, creates a robust business ecosystem. The presence of high-level government delegations and local government representatives at CIIE further enhances the exposure of participating companies to key industry stakeholders and government officials. This increased visibility is crucial for building long-term relationships and strategic partnerships, rather than just facilitating trade. 
 
Moreover, special exhibition zones, including sustainable technologies, intelligent manufacturing, and the medical sector, attract targeted media and stakeholder attention, making CIIE a powerful platform for both B2B and B2C engagement. 
 
CIIE provides great opportunities to connect with the media. How can companies make the most of their media relations strategy at CIIE, and what types of narratives tend to resonate with the media? 
A successful CIIE media strategy rests on three pillars: strategic timing, thematic relevance, and accessible storytelling. Given the intense competition for attention, it is crucial to start planning at least 10 –12 weeks before the event, aligning with key milestones such as official countdowns, highlights previews, and the opening ceremony. The most critical period is the two weeks leading up to and during CIIE. 
 
As always, this year’s media coverage is expected to be driven by narratives that align with the government's macro agenda and industry focal points, such as high-quality development, high-level openness, sustainable development, AI applications, and silver economy.

For example, a company might highlight how its green technology supports decarbonisation goals, or how its AI tools enhance global efficiency. 
 
Engaging with state-owned media, which are the core force in CIIE media coverage, is essential. Additionally, leveraging new media channels, including the state-owned media's digital platforms, as well as influencer and blogger visits, can significantly increase reach.

One of our clients' offerings became a trending topic on Douyin following a short video report by a state-owned media on its Douyin channel. This requires meticulous preparation, encompassing a variety of promotional content from written pieces and images to video clips, and ensuring an interactive and visually appealing booth design to encourage social sharing and media interest. 
 
How have evolving trade dynamics affected the CIIE and your clients’ comms strategy this year? 
The evolving trade dynamics in 2025 have underscored CIIE’s role as a stable platform for international business collaboration.

For many exhibitors, the Chinese market is now both a launch pad for regional growth and a collaborative hub for innovation. This has prompted communications teams to focus on how their participation strengthens supply chain resilience, accelerates technology exchange, and supports sustainable development - rather than simply announcing product availability. 
 
For example, a leading consumer company can use CIIE to announce its expanded R&D or manufacturing investments in Mainland China, demonstrating its commitment to the market.

Similarly, a pharmaceutical company can highlight its collaboration with local partners, highlighting how CIIE facilitates industry cooperation and the development of innovation ecosystems. By focusing on solutions and long-term value, brands can turn complex trade discussions into compelling, media-friendly narratives, positioning themselves as proactive contributors to the evolving global Chinese business ecosystem. 
 
Lastly, what comms advice would you give first-time exhibitors participating in CIIE? 
For first-time exhibitors, CIIE should be seen as a strategic communications platform, not just an exhibition. Start by aligning your core message with CIIE’s key themes, such as sustainability, digital innovation, and inclusive trade. Utilise official New Product Launch events to gain additional visibility. 

Given the intense competition for media attention, it’s also important to craft media materials prudently, especially those submitted to the organisers, as these are circulated to major outlets, which potentially leads to significant coverage.

Thoughtful and clear content can help attract attention from prominent state-owned media. Focus on a few standout features rather than trying to gain coverage on everything. Highlight your unique and relevant offerings, and present them through multiple channels and dimensions.

Aligning these highlights with current industry and societal buzz topics, such as weight management or robotics, can boost your chances of breaking through the noise. 

Previous story

Telum Media announces senior appointment for key markets

Next story

James Larsson commences as Head of Government Relations & Comms

You might also enjoy

Nicole
Industry update

Nicole Reaney to head IPREX, Asia Pacific

Global communications group, IPREX, has named Nicole Reaney as its new Asia Pacific President. She succeeds Anu Gupta of APRW in Singapore.

This announcement comes as part of a series of leadership changes to the group's global board, which includes the recent appointments of Heidi Otway as IPREX Global President and David Rudd as Americas Regional President.

Nicole, who is also CEO of InsideOut PR, will continue in her role, adding the IPREX leadership remit to her portfolio.

Nicole said: "I'm thrilled to take on this role and help strengthen APAC region's visibility on a global front." 

The Earned View

The hidden cost of seeing risk everywhere

There is a particular psychological condition that develops in senior communications leaders over time, and nobody talks about it because it looks too much like competence.

It rarely appears in job descriptions or competency frameworks. But it quietly shapes how organisations think, behave, make decisions, as well as how we think about ourselves.

Our profession trains us to anticipate failure. We are taught, often implicitly and through hard experience, to read the room before the room knows it has a temperature. To feel the tremor before the quake. But the organisations we serve still need us to be capable of belief, momentum and possibility, and somewhere in the gap between those two truths, a lot of us have quietly lost our footing.

The competency nobody questions

Modern communications leadership has always revolved around institutional threat interpretation.

  • What if this leaks?

  • What if this offends people?

  • What if activists organise around it?

  • What if the media reframes it in ways we cannot control?

For senior communicators, this kind of thinking is not paranoia. It is a core competence, and in many ways, it has rightly been rewarded as such.

But there is a point at which healthy vigilance begins to distort institutional behaviour in ways that are difficult to see from the inside, because from the inside it still looks like diligence.

 

Spun out

Institutional trust was already eroding before many of us arrived at the table. The scepticism was real, the scrutiny was justified, and the pressure on organisations to protect themselves from an increasingly unforgiving public environment was entirely understandable. But as the Edelman Trust Barometer continues its steady annual decline, I sometimes wonder how much of that erosion we have since built ourselves. Whether the old art of spin has, quietly and over time, spun the web we now find ourselves increasingly caught in.

 

We are what we rehearse

Ultimately, organisations become what they rehearse. And organisations that rehearse fear long enough eventually struggle to distinguish discomfort from danger, criticism from crisis, and the raised eyebrow from the burning building.

I want to be honest here: I don’t have clean answers to this, and I’m not writing from the outside looking in. I have been and continue to be rewarded for exactly this kind of thinking, incentivised to find the risk, name the threat, and walk into rooms as the person who could see what others couldn’t. I understand its seductiveness, because it works. It earns us a seat at the table in a way that few other professional postures do, and that feeling of being genuinely useful to leaders navigating real pressure is one of the main reasons I get up to go to work.

Which is perhaps why it is so difficult to notice when the thing that made us valuable has begun to make us and the organisations we serve, smaller.


 

The case for genuine accountability

When avoiding exposure becomes the primary organisational reflex, accountability starts to erode. Not through any conscious decision to evade responsibility, but because genuine accountability requires a willingness to be clearly and publicly wrong, and clarity has become precisely what these organisations fear most.

What emerges instead is the language of accountability without its substance: acknowledgement without admission, review without consequence, apology without change.

Into that vacuum our profession has enthusiastically poured the concept of authenticity. We have advised organisations to be more human, more genuine, more real. And they have listened, briefed agencies, approved strategies, and published content that performs authenticity with considerable production value while remaining perfectly, carefully, and strategically safe. Which is not authenticity at all. It is its most sophisticated impersonation, and audiences know the difference in their bones even when they struggle to articulate it.

The result is not dramatic scandal. It is something slower and more damaging: campaigns that lose their personality through endless risk management until what remains is technically inoffensive and completely forgettable, public statements nobody inside actually believes and nobody outside actually trusts, and organisations so focused on avoiding negative attention that they have been stripped of the distinctiveness that made them worth paying attention to in the first place.

It doesn’t happen often, and most leaders we work with are genuinely trying to do the right thing in genuinely difficult environments. But we recognise it when it does. Those moments when the organisation is so focused on managing the perception of a decision that the decision itself becomes secondary, and we are brought in to help bridge that gap rather than to challenge it. It is a role that can flatter our craft while quietly diminishing our purpose, and most of us who have been in this profession long enough have felt that tension from the inside.


Us at our best

Our role is not to eliminate risk from institutions. That is impossible, and the pursuit of it is its own kind of damage. Our role is to help organisations navigate uncertainty without becoming psychologically captive to it, and sometimes that means being the person in the room who says that the greater risk is not the one everyone is currently afraid of.

That takes judgement, perspective and the kind of confidence that comes not from certainty, but from experience. And it is, I think, the most valuable thing our profession has to offer when we are at our best.

An organisation that optimises exclusively for reputational safety may well protect itself from backlash.

But it will also, quietly and incrementally, protect itself from relevance.


Matthew (Matt) Thomas is Founder and Chief Catalyst at Stake: The Reputation Company, a Melbourne-based consultancy working across brand, reputation, communications, and public affairs. He has advised some of Australia’s largest private companies and has worked extensively with global organisations localising their storytelling and narratives for Australian audiences. His experience spans consumer, government, health, infrastructure, technology, and corporate reputation, including advisory work at all levels of government in Australia.

Matt’s work sits at the intersection of communications, behaviour change, and institutional strategy. He is also a contributor to the The Oxford Handbook of Social Purpose, writing on reputation, legitimacy, and the growing gap between organisational messaging and operational reality.

Read more from our columnists in The Earned View

Welcome
The Earned View

Welcome to The Earned View

Telum Media is all about creating connections between journalists and PR / comms practitioners. Key to that are the connections we forge with media outlets and newsroom leaders on the ground in each of our markets, and with PR leaders and industry bodies.

Today we launch The Earned View - a curated collection of senior industry figures, sharp operators, and KOLs from across the Middle East and Asia Pacific, who have earned the right to pen regular columns on their chosen areas of expertise.

From Acorn Strategy’s Kate Midttun in Dubai to The Savage Company’s Chris Savage in Australia, Ashbury CommunicationsAdam Harper in Singapore to PRINZ CEO Susanne Martin in New Zealand, each of our 12 columnists will bring a thought-provoking mix of analysis, opinion, and practical advice to Telum Media’s PR News pages.

We kick things off with Matt Thomas, Founder and Chief Catalyst of Stake: The Reputation Company, writing on the hidden cost of risk in his strategic communications and reputation column.