International Yacht Brokerage - Yachts Brokerage - catalog December 2011
Brokerage Events in the Partnership Process .
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Transcript of Brokerage Events in the Partnership Process .
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Brokerage Events in the Partnership Process
http://www.youtube.com/watch?v=3v7uIdegF1s&list=UUQpx-DoK9tMgxv32EzGmkfA&index=7
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Click here
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More information: Intranet homepage >> Partnership Tools >> Partnership Process
Guide to the Partnership
Process
= Subpages dedicated to each of the six steps, including links and
useful docs
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ParPro General FlowchartPROMOTION
COMPANY ASSESSMENT
PARTNERSHIP PROFILES
BROKERAGE EVENTS (BE)/
COMPANY MISSIONS (CE)
EXPRESSION OF INTEREST (EoI)
ASSISTANCE IN NEGOTIATION
PARTNERSHIP AGREEMENT
EXIT STRATEGYCAPACITY BUILDINGF
OLLOW
UP
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ParPro: Step 1PROMOTION
COMPANY ASSESSMENT
PARTNERSHIP PROFILES
BROKERAGE EVENTS (BE)/
COMPANY MISSIONS (CE)
EXPRESSION OF INTEREST (EoI)
ASSISTANCE IN NEGOTIATION
PARTNERSHIP AGREEMENT
EXIT STRATEGYCAPACITY BUILDINGF
OLLOW
UP
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Company Assessment
• Personal meeting• Build relationships• Understand needs
and expectations• Clarify commitment• Follow up
First Contact
Preparation of Visit
Company Visit
Company Assessment
Commitment
Exit StrategyCapacity Building
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More information:Intranet homepage >> Network Operations >> Working Groups >> Internationalisation
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More information:Intranet homepage >> Network Operations >> Working Groups >>
Intellectual Property
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More information:Intranet homepage >> Business services>> Network Library
>> Services >> Guidelines for Company Visit
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More information:Intranet homepage >> Business Services >> FP7 >> FP7 Check tool
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ParPro: Step 2PROMOTION
COMPANY ASSESSMENT
PARTNERSHIP PROFILES
BROKERAGE EVENTS (BE)/
COMPANY MISSIONS (CE)
EXPRESSION OF INTEREST (EoI)
ASSISTANCE IN NEGOTIATION
PARTNERSHIP AGREEMENT
EXIT STRATEGYCAPACITY BUILDINGF
OLLOW
UP
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Partnership Profiles
• Distinguish between
publishing & receiving• High quality profiles• Search matching
profiles• Disseminate• Follow up
CLIENTS
1. Qualify client’s project & needs
2. Create a profile
Send exisiting profiles
3. Promote & disseminate
existing profiles
and / or
Validation by the EACI
4.Manage the profile
Review, Archive, Delete, etc.
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Web address
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More information:Intranet homepage >> Partnership Tools >> Access them now
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More information:Intranet homepage >> Partnership Tools >> Access them now >> BBS
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More information:Intranet homepage >> Partnership Tools >> Documentation
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ParPro: Step 3PROMOTION
COMPANY ASSESSMENT
PARTNERSHIP PROFILES
BROKERAGE EVENTS (BE)/
COMPANY MISSIONS (CE)
EXPRESSION OF INTEREST (EoI)
ASSISTANCE IN NEGOTIATION
PARTNERSHIP AGREEMENT
EXIT STRATEGYCAPACITY BUILDINGF
OLLOW
UP
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Brokerage Events
The value of personal meetings between SMEs:• Builds trust for future partnership agreements• Can stop a mismatch at an early stage
Recommendations:• Fewer events;• Plan ahead;• Sector Group endorsement;• Work with reliable and committed partners;• Follow-up.
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More information: Intranet homepage >> Sector Groups
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Brokerage Events (BE)
• Series of prearranged transnational meetings between companies, often in combination with a fair, a conference or other events.
• Two or more Network partners agree on selecting client companies, which may find the right matchmaking, and accompany them.
• Based on partnership profiles (e.g. a catalogue of profiles on the
internet).
• Integrated internet based tools can be used for the organisation of
meetings.
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More information:Intranet homepage >> Partnership Tools >> Access them now
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BE: Preparation & Management
8. Follow-up
YES
7. BE-Day
6. Preparation before BE-Day
5. Matching Process
4. Recruit Participants &
Build Catalogue
3. Logistics
NO Pull outSufficient Interest & Critical Mass?
YES
2. Partners and Project Plan
1. Concept Development
Consultation
YES
Sector Group Endorsement
Commitment to Proceed
Added-Value
Confirmed
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ParPro: Step 4PROMOTION
COMPANY ASSESSMENT
PARTNERSHIP PROFILES
BROKERAGE EVENTS (BE)/
COMPANY MISSIONS (CE)
EXPRESSION OF INTEREST (EoI)
ASSISTANCE IN NEGOTIATION
PARTNERSHIP AGREEMENT
EXIT STRATEGYCAPACITY BUILDINGF
OLLOW
UP
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Expression of Interest (EoI)
• EoI-phase: essential to establish first contacts between companies
• Do not underestimate!• Expectations from Network Partners:
• great attention• time availability• high commitment
• Treat other Network Partners the same way you wish to be treated yourself!!!!
• Never decide for your partnership profile clients and EoI-clients if not agreed upon in advance
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ParPro: Step 5 & 6PROMOTION
COMPANY ASSESSMENT
PARTNERSHIP PROFILES
BROKERAGE EVENTS (BE)/
COMPANY MISSIONS (CE)
EXPRESSION OF INTEREST (EoI)
ASSISTANCE IN NEGOTIATION
PARTNERSHIP AGREEMENT
EXIT STRATEGYCAPACITY BUILDINGF
OLLOW
UP
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More information:Intranet homepage >> Partnership Tools >> Documentation
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Thank you for your attention!