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

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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?