Perhaps the key determinant of success in an European or West-Africa venture will be the quality of the partner.
We assist our clients to identify and select suitable partners, using selection criteria that ensure that only a partner with the appropriate attributes is selected whether customer, distributor or JV partner. Our experience indicates that the best partners require to be courted assiduously before they agree to enter into substantive discussions.
Having formulated selection criteria, we conduct desk research to identify partners to include in a long list, measure them against the agreed criteria and draw up a short list. The types of selection criteria include:
-Equipment and facilities
Companies approaching Europe and the West Africa for the first time should bear in mind that these are very large regions and, depending upon your product, it can comprise several, or even many, discrete markets. We would then normally accompany the client to Europe & West Africa to visit the short listed candidates and assist them to make the decision concerning a suitable partner.