Partner Profile Tool.xls

Partner Profile Weighting Tool This tool is courtesy of: www.nordicinnovation.org

This tool is designed to help you determine and weight important criteria against which you will eveluate potential market partners. It is intended as a guide and should be tailored to your specific business Step 1: Identify evaluation criteria that is important to your business. Use the Core Criteria and Questions sheet to assist you. Step 2: Give each criteria a weighting based on the following: 3 = Crucial ("must have") 2 = Important ("preferably) 1 = Favourable ("nice to have") Step 3: Create a list of questions that you will use when interviewing partners to determine whether they meet your criteria. Step 4: Transfer criteria to the Partner Evaluation Tool for ranking.

Disclaimer: This tool is only intended as a general guide. We recommend you seek independent professional advice on any matter related to the specific use of the tool for your company.

Partner Profile Weighting Tool ORGANIZATION eg - Quality of management (professional management) - Quality of sales staff - Quality of after sales service - Company reputation - Complementary products in existing portefolio (fit) - Willingness to keep a stock of products - Market coverage - Should have a fair position in the market / with in relevant sector - Familiar with import / proper import handling - Not a manufacturer of similar products (risk of copying) - Service organization

(1-3) Weight

FINANCIAL BACKGROUND - Ability to finance market development / obtain funding - Sufficient financial strength to develop the market - Ability and willingness to invest in advertising - Sound financial status according to credit reports

Weight

PRODUCT KNOWLEDGE eg. - Sector / industry knowledge - Product knowledge - Ability to provide product advisory - Ability to install products - Product portfolio / "fit" (no competing products in existing portfolio) - Technical skills

Weight

MARKETING RESOURCES - Prior experience with target segment / potential customers - Ability to develop and sell branded product / high quality product (not price focused sales) - Geographical coverage - Marketing staff - Dedicated marketing & sales staff - Willingness to participate in exhibitions - Membership of industry associations / relevant networks - Ability to implement a marketing plan over 2-3 years - Willingness to prioritize company X's products as part of total portfolio (economic dependency) - Sales channels / sub-dealer network?

Weight

COMMITMENT Eg. - Willingness to invest in sales training - Willingness to guarantee minimum sales - Willingness to build stock - Willingness to allocate funds for advertising - willingness to skip competing products - Size of future joint business matters - Interest in developing a long term cooperation / invest and build up the brand

Weight

COMMUNICATION, COOPERATION & SOFT VALUES Eg - Relevant network within industry / sector - Staff proficient in English (both oral and written) - Prior experience with distributor sales - Loyalty and trustworthiness

Weight

Ranking 3 = Crucial criteria ("Need to have") 2 = Important criteria (preferably) 1 = Favourable factor ("nice to have")