A local partner can support distribution, delivery or service. Suitability becomes easier to assess when the assignment and expectations for collaboration have been described beforehand.
What support is needed?
- Distribution: customer access, market knowledge and sales activities.
- Delivery: installation, rollout or local project work.
- Service: training, support and after-sales care.
- Cooperation: joint development, knowledge exchange or complementary capabilities.
Start with a concrete brief
Describe the territory, customers, expected results and your company’s contribution. Specify which capabilities the partner must bring and what support you will provide. This makes conversations with different candidates comparable.
Assess the working relationship
- Verify capabilities, references and available capacity.
- Name contacts and owners of customer communication.
- Agree information sharing and joint decision processes.
- Define first results and how collaboration will be reviewed.
- Use the relevant specialists for commercial, legal and financial checks.
Where the search can begin
The AHK network and national bodies such as Uruguay XXI or REDIEX provide routes to local contacts. Country and sector research helps narrow the search.
Practical guidance
An introduction or directory listing is a starting point. Check actual suitability and, where possible, begin with a limited joint assignment. This reveals working practices and handovers before making a larger commitment.