We help you find the right partners in a new market, verify who they really are and structure relationships that serve your long-term position.
Executive overview
Identify, assess and secure the distributors, suppliers and strategic partners your entry model depends on.
In most markets, early performance depends on a small number of partners: a distributor who controls access to customers, a supplier who secures local inputs, or a strategic partner who brings licences, relationships or assets. Choosing them well is one of the most consequential decisions of the entry.
We map the local ecosystem, build long lists and short lists against explicit criteria, conduct business due diligence and support negotiations. Where contractual or regulatory questions arise, we work alongside your legal counsel rather than in place of them.
Business challenges addressed
- 01
Partners found through networks only
Candidates are introduced informally, without a systematic scan of the market or comparison against alternatives.
- 02
Opaque local ecosystems
Relationships between distributors, industry bodies, public stakeholders and service providers are hard to read from headquarters.
- 03
Integrity and capability risks
Ownership, financial strength, operational capacity and reputation of prospective partners are not verified before commitments are made.
- 04
Unbalanced agreements
Exclusivity, performance commitments and exit terms are conceded early, limiting future flexibility.
Services and solutions
- 01
Local partner identification
Define the partner profile your entry model requires and run a structured search to build a long list and a qualified short list.
- 02
Distributor and supplier identification
Identify distributors with the right coverage, customer access and service capability, and local suppliers able to meet your quality and continuity requirements.
- 03
Strategic partnership evaluation
Assess joint venture, alliance or co-investment opportunities on strategic fit, complementarity of contributions, governance and long-term alignment of interests.
- 04
Local ecosystem mapping
Map customers, intermediaries, industry associations, public stakeholders and service providers, and the relationships of influence between them.
- 05
Business partner due diligence
Review ownership, track record, financial standing, operational capacity and reputation, and flag issues that require review by legal or compliance specialists.
- 06
Negotiation support
Prepare negotiation positions on scope, exclusivity, performance commitments and exit terms, and support your team at the table alongside your legal counsel.
Typical engagement approach
- 01
Define
Translate the entry model into partner roles, selection criteria and non-negotiable requirements.
- 02
Map and search
Map the ecosystem and identify candidates through research, sector contacts and direct outreach.
- 03
Assess
Score candidates, conduct meetings and site visits, and complete business due diligence on the short list.
- 04
Secure
Prepare and support negotiations, and define the governance and performance review of each partnership.
Expected deliverables
- Partner profile and selection criteria
- Local ecosystem map
- Long list and scored short list of candidates
- Business due diligence reports
- Negotiation brief and key terms framework
- Partnership governance and performance review model
Outcomes you can target
- 01
A defensible partner shortlist built on evidence
- 02
Earlier identification of integrity and capability risks
- 03
Partnership terms that preserve future flexibility
- 04
A clearer understanding of who shapes the local market
Related expertise
More in Market Entry
- Market Entry StrategyAssess market opportunity, compare entry models and build a business case that gives leadership a clear go/no-go decision.
- Business Establishment & OrganizationDesign the target operating model, governance and processes of the new entity, in coordination with legal, tax and regulatory specialists.
- Market Launch & Operational SupportTurn the entry plan into an executed launch, then stabilize and improve local operations once the business is running.
Frequently asked questions
Is your due diligence a substitute for legal or compliance checks?
No. Our business due diligence covers commercial, operational and reputational aspects. Legal, regulatory and formal compliance screening is carried out by qualified specialists; we coordinate with them and integrate their findings into the partner decision.
Should we grant exclusivity to a first distributor?
It depends on what the distributor brings and what you give up. We help you weigh exclusivity against performance commitments, scope limits and review clauses, so any exclusivity is earned and conditional.
Do you take part in meetings with prospective partners?
Yes. We can organize and attend meetings and site visits, prepare your team beforehand and consolidate observations into a structured assessment.
Talk to an expert about Partner & Ecosystem Development
Tell us where you are today and what you need to achieve. We will propose the right scope for a first engagement.