As the UK seeks to redefine its global trading relationships in an increasingly fragmented world, China remains one of the most complex – and potentially rewarding – markets for British businesses. Political caution, regulatory scrutiny and geopolitical tension have all reshaped how engagement with China is discussed in Westminster and boardrooms alike. Yet for companies prepared to move beyond outdated assumptions, the opportunities remain vast. Few people are better placed to assess where those opportunities truly lie than Stewart Randall, Deputy Managing Director for China at Intralink.

Having lived and worked in Shanghai for a decade, Randall has spent years helping British and international companies enter, scale and succeed across China and wider Asian markets. His on the-ground experience offers a grounded counterpoint to the often abstract debate around UK–China trade. With the Prime Minister’s trade mission to China putting renewed focus on commercial engagement, Randall believes the conversation must move beyond simple export volumes and headline agreements, and instead focus on how UK companies can embed themselves more deeply into one of the world’s most advanced and competitive economies.

“I’d like to see tangible outcomes from the trade mission – and I hope the delegation recognises that commercial opportunities are not limited to simply exporting more UK products to the country. China rewards UK companies with success if they truly embed themselves in the country through on-the-ground sales, R&D and support teams and local partnerships, especially when it comes to tech innovations.”

China’s evolution from a manufacturing-led economy into a global innovation powerhouse has been rapid. UK firms that still view it primarily as a low-cost production base risk missing where the real demand is now emerging. Randall points to some of China’s biggest structural challenges as areas where British expertise aligns closely with domestic need.

“China’s ageing population, for example, is driving demand for productivity-enhancing technologies. Advanced automation will create smart factories and speed manufacturing and construction processes. AI-enabled medical diagnostic tools will reduce the pressure on China’s stretched healthcare professionals, while robot carers can provide companionship and assistance to elderly patients. Smart public services can be delivered by AI-driven platforms, streamlining administrative functions as the Chinese workforce shrinks. These are all fields in which the UK excels.”

What makes this opportunity especially compelling, he argues, is not just the scale of the market but the potential for joint innovation rather than one-way trade.
“When you combine this with the sheer scale of the Chinese market, the opportunity is clear for UK tech firms not just to sell to but collaborate with Chinese businesses as co-creators.”

Balancing Risk and Reward
Any discussion of China inevitably raises questions of risk – political, regulatory and reputational. Randall acknowledges that this reality will frame much of the Prime Minister’s visit, but warns against letting risk management become paralysis.

“The PM’s visit will inevitably be framed around risk management and trade balances. A central question is whether UK companies are prepared to engage with China as it exists today – not viewing it as the low-cost factory of times past, but as a source of industrial scale and innovation.”

This shift in perspective is critical. China’s industrial ecosystem now operates at a speed and scale that few other markets can match, particularly in applied technologies. While sensitive sectors rightly remain tightly controlled, Randall sees significant room for pragmatic cooperation. “It’s certainly encouraging that the UK Government is talking about tech cooperation with China. Understandably, most of the focus is on ‘safe’ sectors, and the Government is right to be cautious about sensitive technologies. But major opportunities also lie in in applied industrial areas like manufacturing AI, robotics, energy systems and software – precisely where China is moving fastest.”

For Randall, the strategic challenge for the UK is to protect national interests while remaining present at the frontier of global innovation. “The UK’s long-term interests lie not only in protecting its strategic assets but in operating at the frontier of industrial and technological competition, much of which is now centred in China. The UK’s Government and business community need to explore secure ways to tap into this.”

The Untapped Potential of Mid-Sized UK Firms
While much attention is focused on large UK multinationals, Randall believes the real growth opportunity lies elsewhere. “The UK’s engagement with China revolves primarily around big UK multinationals today but the real untapped potential lies with mid-sized firms such as advanced manufacturers, specialist engineering businesses and software companies.”

These firms often possess highly specialised expertise and globally competitive products but lack the internal infrastructure to manage market entry alone. “They could treat China as a second core market, but they need structured, on-the-ground support to help them do this.”

Being Active in China Increases Resilience
Beyond revenue growth, Randall highlights a less obvious benefit of operating in China: resilience. “While its sheer scale makes China a market that few can afford to ignore, operating in the country also instills invaluable resilience in companies that embrace the challenge.”
China’s business environment is unforgiving, forcing companies to adapt rapidly.

“It’s such a dynamic, fast-moving and competitive environment, you have to iterate faster, price more aggressively and innovate in ways you simply don’t in western markets.”
The result, he says, is strength that travels. “If your business can succeed in China, it will thrive everywhere else as well.”

Visa-Free Access Will Greatly Help Entrepreneurs
Practical barriers also shape how deeply companies engage with China, particularly around mobility. “There’s been speculation about China agreeing to give visa-free access to UK passport holders, following similar moves for other European countries and Canada.”
Randall believes the implications would be significant.

“If this happens, it would be more than a symbolic gesture: easier mobility will greatly benefit entrepreneurs, engineers and mid-sized firms – precisely those who need to be engaging more deeply with in China for the commercial opportunities on offer.”

Ultimate Measure of Success
In the short term, trade missions are often judged by announcements and agreements, but Randall argues that the real test comes later. “We’ll know if the PM’s visit is a success, not just by the number of memoranda signed this week, but ultimately by whether in a few years’ time, more

UK companies are designing products, supply chains and technology strategies with China in mind from the outset – rather than treating the market as an afterthought or a necessary risk to be managed.” For him, that shift in mindset would be the clearest signal of progress.
“This is something I’m certainly looking forward to seeing.”