【境外律师专访系列·越南篇】越南市场准入：中国战略投资的法律洞察

01.

洞见:越南商机

「Insight｜Business Opportunities in Vietnam 」

越南对于寻求海外扩张的中国企业而言，是一个充满活力且具有战略意义的目的地。其快速的经济增长、优惠的投资政策以及在区域供应链中的关键地位，都蕴藏着巨大的机遇。

Vietnam stands as a dynamic and strategic destination for Chinese enterprises seeking overseas expansion. Its rapid economic growth, favorable investment policies, and key position within regional supply chains present significant opportunities.

然而，进入越南市场需要应对复杂的监管框架、跨境交易结构以及独特的当地商业惯例，尤其是在制造业、科技和消费服务等行业。成功的关键在于获得关于外国投资、并购、合资企业及日常企业运营的明智法律指导。

However, entering this market involves navigating complex regulatory frameworks, cross-border transaction structures, and distinct local commercial practices, particularly in sectors like manufacturing, technology, and consumer services. Success requires informed legal guidance on foreign investment, mergers and acquisitions, joint ventures, and ongoing corporate operations.

我曾帮助一家中国公司收购了越南的一家大型工厂。土地转让非常复杂，但我们制定了清晰的法律路线图，与卖方和相关部门密切合作，最终在4个月内完成了交易。在另一个案例中，我为一家通过股权收购成立的合资企业提供咨询服务，该合资企业还涉及外债安排。

l helped a Chinese company buy a large factory in Vietnam. The land transfer was very complex, but we built a clear legal roadmap, worked closely with the seller and authorities, and finished in 4 months. In another case, l advised on a joint venture through a share purchase, which also involved foreign loan arrangements.

经常被忽视的风险包括：

1) 当地法律合规（劳动法、税法、环境法）；

2) 内部治理；

3) 监管机构和公众对公司的看法。

The risks often overlooked are:

(1) local legal compliance (labor, tax, environment);

(2) internal governance;

(3) how regulators and the public view the company.

我的建议是：

1) 始终聘请值得信赖的当地律师；

2) 建立健全的内部控制；

3) 不要走捷径：一定要遵守法律。

My advice:

(1) always hire trusted local lawyers;

(2) set up strong internal controls;

(3) don’t go shortcut – always comply with the law.

中国企业与越南合作伙伴或政府部门之间的误解主要源于文化差异：间接沟通与直接沟通、利用人脉关系与遵循正式程序、灵活的合同与严格的承诺、自上而下的管理与集体决策、快节奏的工作与工作生活平衡，以及敏感的历史或政治因素。如果中国企业花时间了解、适应并尊重越南的法律和文化，就能建立信任并开展长期合作。

Misunderstandings between Chinese companies and Vietnamese partners or authorities mostly come from cultural differences: indirect vs. direct communication, using personal connections vs. following formal procedures, flexible contracts vs. strict commitments, top-down management vs. collective decisions, fast work pace vs. work-life balance, and sensitive history or politics. If Chinese companies take time to understand, adapt, and respect Vietnam’s laws and culture, they can build trust and work together for the long term.

常见的问题是工作方式灵活，书面记录使用较少以及一些地方性做法。公司应该引进当地管理人员，并提供交叉培训，以弥合这些差距。

A common issue is the flexible style of work and less use of written records, plus some local practices. Companies should bring in local managers and provide cross-training to bridge these gaps.

每个国家都有这种情况。在越南，依赖“先签合同，后修改”的做法风险很大，因为法院以书面合同为准。付款条件和违约赔偿通常是谈判的重中之重。

Every country has them. In Vietnam, relying on “sign now, fix later” is risky because courts rely on written contracts. Payment terms and penalties are usually the top priority in negotiations.

在子公司设立合规部门，向总部和地方当局汇报。定期进行审计，并聘请独立顾问进行核查。

Set up a compliance unit at the subsidiary that reports both to HQ and local authorities. Do regular audits and use independent advisors for checks.

法律的难点不仅在于规则的差异，还在于思维方式的差异。团队应使用共同语言（通常是英语）、在线项目工具，并在中立时区安排会议时间。文化交流也有助于团队合作。

Law is difficult not only because of different rules but also different ways of thinking. Teams should use a common language (usually English), online project tools, and meeting times in a neutral time zone. Cultural exchanges also help teamwork.

一家公司无视零售许可证，以为投资许可证就足够了，结果被迫停止运营。另一家公司在取得许可证之前就租了一家餐厅并进行了装修，但由于该地点不在批准的区域范围内，因此也被勒令停业。

One company ignored the retail license, thinking the investment license was enough, and was forced to stop operations. Another rented and renovated a restaurant before getting the license, but the location was not in the approved zoning, so it was shut down.

目前大多数中国大型企业都遵守规则。但一些小型企业仍然违法，损害当地社区利益。这导致它们“不合规”的形象受损，监管机构和法院对其采取更严格的措施。

Most big Chinese companies follow the rules now. But some small ones still break the law and hurt local communities. This gives them a bad image of being ‘non-compliant’ and makes regulators and courts treat them more strictly.

我帮助一家中资企业从马来西亚一家国有企业手中收购了位于工业园区外的一家橡胶厂。我们成功保住了投资许可证 ---- 这非常困难，因为现在大多数制造业都必须设在工业园区内。我们制定了清晰的收购路线图，与各方密切合作，确保了交易的法律效力。

l helped a Chinese-invested company buy a rubber-factory outside an industrial park from a Malaysian state-owned firm. We managed to keep the investment license – very difficult, since most manufacturing now must be in industrial parks. We made a clear acquisition roadmap, worked closely with all parties, and kept the deal legally safe.