"Advanced International Business Strategies for Entrepreneurs" was presented by Martijn Steger on January 26, 2012, for the Fisher College of Business at The Ohio State University. Martijn provided attendees with important points that global business professionals should consider to be successful.

1. Advanced International Business
Strategies for Entrepreneurs
January 26, 2012
Fisher College of Business
presented by Martijn Steger
Kegler, Brown, Hill & Ritter, L.P.A.

2. 1. Be Desperate To Do The Deal
• Do not negotiate points that are important to you if
you think that your partner will not agree to them.
Otherwise, the deal might never happen.
• Most of the time, keep your contract language
ambiguous. That way, after the contract is signed,
your lawyer can argue that you really meant one
thing when your partner thought you meant
something else.

3. 2. Be In A Hurry To Sign
• Don’t bother to learn about the trustworthiness of
your potential partner. It will slow you down.
Instead, count on your lawyer to protect you with
contract language and the threat of lawsuits.
• Call your lawyer at the last minute and tell her that
you need the contract drafted and signed yesterday.
That way, she’ll charge you less because she won’t
have time to think about the issues.

4. 3. Ignore Cultural Differences
• Do not consider whether your partner views
contracts in the same way that you do.
• For example, do you agree whether the contract will
be enforced, or instead re-negotiated, if
circumstances change?

5. 4. Obsessively Focus On Only What Is
Important To You
• Do not consider whether your partner also needs to
have her objectives achieved via the contract’s
terms.
• Tell your lawyer to prepare your global contracts so
that you reap the vast majority of the financial and
other benefits.

6. 5. Commit Quickly To The Long Term
In One Market Only
• Decide to enter into a long-term partnership after
meeting someone at a trade show.
• Do not diversify. Only focus on one country or
region, so that you minimize your risks and costs.

7. • Insist that your global contracts contain the same
terms as your domestic contracts.
• Assume that U.S. laws do not apply outside the U.S.
What about the Foreign Corrupt Practices Act?
6. Assume You Know What Works Best
In Another Legal System

8. • Do not take the time to consider how or where any
dispute will be resolved.
• Do not consider whether your IP or other valuable
assets will be protected in global markets.
• Do not think about an exit strategy at the start of the
relationship.
7. Ignore All Those “Boilerplate” Terms
At The End Of The Contract

9. Thank You
S. Martijn Steger
Chair, International Law and Business
Kegler, Brown, Hill & Ritter Co., L.P.A.
65 E. State Street, Suite 1800
Columbus, Ohio 43215, USA
Direct Dial: 1 614 462 5495
Fax: 1 614 464 2634
Email: msteger@keglerbrown.com
Firm Web page: http://www.keglerbrown.com
Global Business page: http://www.keglerbrownglobal.com

10. • This presentation is designed to provide an overview of a
number of legal principles and considerations
• As each legal issue is fact dependent, this presentation should
not be used or viewed as legal advice, and your legal counsel
should be consulted on the application of your particular
factual situation to the current law
• Copyright: 2012 Kegler, Brown, Hill & Ritter
Legal Advice