Identifying a partner Finding a capable partner is your first important step toward forming a joint venture. Many resources are available for locating and helping you evaluate potential partners. Birkfeld notes that government departments and agencies can be very helpful. In the U.S., the Department of Commerce and its Foreign and Commercial Service are excellent starting points. Talk to Agriculture if you're looking for a partner for a food show, the FAA if you're planning an aerospace event, and so on.
Trade associations are critically important.
In most industries, there are comparable trade associations all over the world. You want to know a potential partner's strong points, shortcomings, track record, reputation and political clout. When you begin to hold discussions with potential partners, you want to learn their expectations. Identifying the right partner takes time and money. When you're ready to put together a deal for an overseas show, you'll need a lot more legal assistance than you would for a domestic one.