In this guide:
Distributor identification sits upstream of a commercial relationship. This guide explains how to translate a route-to-market thesis into clear criteria, build a candidate universe, apply a five-lens screening method and produce a shortlist dossier that helps commercial teams decide which potential partners are worth approaching.
You’ll learn:
How to define product and category fit, customer segments, territory and exclusivity, commercial model, financial thresholds and portfolio conflicts; assess commercial fit, financial standing, beneficial ownership, sanctions screening and contactability; and agree the introduction and post-shortlist handoff before candidates are approached.
