WEDF 2015: B2B Preparation Workshop A presentation by: Torek Farhadi, Senior Advisor at ITC Date: 26 August 2015

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 2 Source: en.wikipedia.org Source: ITC

B2B 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 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 3

Responses so far from Qatar and the rest of the world… 4 QatariInternational

Qatari Response 5

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International Response 7

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? 8

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? 9

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? 10

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? 11

Partnership for expanding into other markets What are your target markets? Why? 12 Source:

B2B candidates you would like to meet What are your minimum requirements? Size? Financial strength? Product mix? Geographic outreach? 13

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? 14

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? 15

QUESTIONS? 16