Build on solid ground with the right partner
This local market knowledge is just what we need.
Medical Protection Society | Director
Entering a new market, or expanding in an existing one, often means relying on a local ecosystem of suppliers, distributors, service providers and strategic partners. Finding the right one requires a combination of on-the-ground knowledge, informed assessment, and direct engagement.
A well thought-out partner sourcing exercise will guide you forward by providing information and tools to make the right decisions in line with your priorities. But first you need to adopt a partner sourcing approach that is rigorous enough to identify partners who will add value to your business, yet not so rigid that you miss unlooked-for opportunities.
Let’s talk about Partner Sourcing.
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GGM's approach to Partner Sourcing
When we help you find the right partner, we combine structured assessment with local engagement, to allow you to make fully-informed partnership decisions. We identify, screen, evaluate and connect you with potential partners who fit your strategic direction, business imperatives, operational requirements and – crucially – company culture.
First we establish a picture of the ‘ideal’ partner company in the context of your business objective, for example shortening the value chain by finding a local supplier, extending distribution coverage, or integrating downstream with a logistics partner.
We start usually with 5-10 ‘must-have’ attributes such as:
- Minimum size
- Product experience
- Market coverage
Then we add 10-20 more nuanced criteria such as:
- Technical know-how
- Service capability
- Standards compliance
- Management vision
- Company culture
The resulting set of quantitative and qualitative criteria form the basis of a weighted evaluation scorecard.
What you get
We build a list of potential partner companies meeting the minimum requirements, making sure we cast the net wide enough to catch outliers with innovative technologies or new approaches to old problems. Working together with our client, those with the best attributes or particular strengths are shortlisted for further evaluation.
One of our in-country consultants will then profile and visit the shortlisted companies – much that would otherwise remain hidden is revealed during a site visit. Both hard facts and more subjective insights are used to assess each company against the scorecard.
The output is a visual partner landscape map with our recommendations – backed by structured data – showing:
- Strategic fit
- Areas of strength and weakness
- Receptivity to partnering
We then introduce you to the best-fit target companies and facilitate initial conversations where needed, so you can begin meaningful commercial discussions. You can be confident that there is a potential match worth discussing, and interest on both sides.
