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WEDF 2015:B2B Preparation Workshop
A presentation by: Torek Farhadi, Senior Advisor at ITCDate: 26 August 2015
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Who is ITC?
• Created in 1964
• The joint technical cooperation agency of the World Trade Organization
(WTO) and the United Nations (UN), for business aspects of trade
development
• 100% Trade Related Technical Assistance (TRTA)
• Private sector focused
Sou
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Source: ITC
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B2B meetings @ WEDF
• B2B meetings will be conducted as part of ITC’s World Export
Development Forum (WEDF)
• The 15th edition of WEDF will be held in Doha, Qatar from 20-21 October
2015
• The event will be centered around the theme ‘Sustainable trade:
Innovate, invest, internationalize’
• WEDF is designed for policymakers and business executives who are
charged with driving innovation and internationalization
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Responses so far from Qatar and the rest of the world…
Qatari International
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Qatari Response
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Qatari Response
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International Response
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How to prepare a B2B
Clarify your own objectives: What are you seeking out of the B2B?
• Who do you want to meet?
• Do you know the business of your meeting partner?
• Are you ready to present your own business?
• What do you want to achieve during the meeting?
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Joint Venture
What are the legal ramifications?
• How well do you know the Qatari laws relating to Joint Ventures?
• Will the Joint Venture consist of a partnership agreement?
• Who will own what is created via this Joint Venture?
• What will each side provide?
• Who will be liable?
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Link up with a technology partner
What are the Intellectual Property (IP) ramifications for your company?
• Who owns the IP relating to the technology?
• Who owns the IP before and after the partnership?
• What are the responsibilities of each partner?
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Franchise Agreement
What are the legal obligations for your company if you become a
Franchisee?
• Which franchise system to choose (e.g. a single-unit or multi-unit
franchise)?
• Leasing or owning?
• Entering into a franchise agreement as an individual, partnership,
company or trust?
• Which licenses do I need as a Franchisee?
• Which operational controls will be imposed on me as a Franchisee?
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Partnership for expanding into other markets
What are your target markets? Why?
Source: http://w
ww
.qatarairways.com
/rs/sr/route-map.page
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B2B candidates you would like to meet
What are your minimum requirements?
• Size?
• Financial strength?
• Product mix?
• Geographic outreach?
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Financial Disclosure
How much financial disclosure are you willing to provide?
• Do you have an idea of the level of financial investment in this
partnership?
• Can you bring Bank or Venture Capital financing to the table?
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Meeting with management
Should the initial B2B meeting go well…
• … are you willing to introduce your B2B counterpart to other levels of
management?
• … are you willing to conduct a plant visit?
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QUESTIONS?