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Youre a project owner or developer with a fresh project generating valuable carbon credits under the Kyoto Protocol. Perhaps this is your first project, or maybe youve already established your track record in the market.
No matter what your prior experience level, you know that 2012 is fast approaching and you want to obtain the best possible terms for selling your carbon credits. This means locking in a great price before market prices dip farther south. But for some reason whenever you try having serious talks about your project with prospective buyers they give only noncommittal signals of interest.
What is happening? Why are your sales talks hitting road blocks this year, when last year was smooth sailing and you could take your pick of any number of interested buyers from just a few phone calls? Youve heard the market is getting tough as the 2012 Kyoto deadline approaches, but youve got a great project whose carbon credits should be easy to sell. Youre confused.
The recent lack of success may be due in part to your failure to show todays nervous buyers that you have pre-identified and addressed their main risk areas. This is becoming increasingly important in 2009, as the market seems to be swinging from a sellers to a buyers market. The pre-identification exercise not only allays investors fears, it also paints you in a highly positive light as an enlightened and responsible seller.
In order to achieve the best price and avoid painfully drawn out contract negotiations, you should be prepared to answer key questions from the very first serious discussion with a buyer. From the first phone call with a major bank, company or carbon fund, you should know how to respond to the 10 items below
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