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.
