PARTNERSHIP EVALUATION CHECKLIST

Name of Potential Partner Evaluated by Evaluated on

S/N Areas to consider

: : :
Considered (Yes/No) If No, Why?

PART A: 1.

Objectives and Strategy

What are you looking for? - Technology, products or market access, manufacturing capabilities or distribution channels? Are there any implications to existing partners? (eg. are you forging too many partnership at the same time and consequently overlooking critical issues and problems that may disrupt the relationships)

2.

3. 4.

Have you considered other potential partners? Have you considered the alternative partnership arrangement available to both parties? (eg. reseller arrangement compared to distributor)

5.

Have you considered the implications of not getting this partnership? (eg. will they partner with our competitor)

6.

Have you considered the potential partners other potential contribution to the partnership? Have you considered the strengths and weaknesses of the potential partner? Are you aware of their strategy in partnering?

7.

8.

PARTNERSHIP EVALUATION CHECKLIST

S/N

Areas to consider Compatibility, Capability and Commitment

Considered (Y/N)

If no, why

PART B: 1.

Have you considered whether the potential partner has any other strength that might benefit our organisation as a whole? Have you considered the willingness of the potential partner to contribute the resources and skills that are necessary to make the partnership a success? Does the partnership have high impact to both organisations? Does the partnership view the following as important to both parties:- long term partnership - mutual benefits Have you considered the organisation obligations in the event of a termination or expiry of the partnership? Are the benefits to both parties equitable? (eg. monetary, reputation etc)

2.

3.

4.

5.

6.

7.

How critical is this partnership to the potential partner? (eg. are they desperate for this partnership)

PART C: 1.

Existing Partnership Network

Does the potential partner have or likely to have partnering arrangement with your competitors? If so, is it a vulnerable area? Can you live with the situation? Are there mechanisms in place to prevent proprietary data and trade secrets shared by the two of you from spilling over to the competitors? (eg. Non-disclosure agreement)

2.

3.

Is the potential partners other alliance connections hindering growth of the relationship for a wider coverage? (eg. more products or better pricing)

PART D: 1.

Track Record

Does the potential partner have a bad partnership record?

PARTNERSHIP EVALUATION CHECKLIST

S/N

Areas to consider

Considered (Y/N)

If no, why

PART E: 1.

Business Support

Is the decision making process in the potential partners organisation centralised or decentralised? (e.g. can they make decisions quickly)

2.

Have you considered their flexibility and commitment to overcome potential conflicts?

PART F: 1.

Marketing, Distribution and Product

Have you considered whether their distributors are your competitors? Have you analysed the market share and sales growth of the potential partner? Have you considered the image of the potential partner as projected in home/regional /global markets Market perceptions of a potential partners product in terms of quality, image and pricing. Have you done a technology assessment of the product? Have you considered whether the product is in line with the overall strategy of the organisation, i.e. does it fit into the product matrix?

2.

3.

4.

5. 6.

PART G: 1.

Financial Strength

Have you considered the financial strength and currency management of both parties? Have you considered the willingness and ability of the potential partner to devote additional resources to the partnership subsequently? (e.g. capital, human, technologies, time)

2.

PART H: 1. 2.

Product Support Commitments from Organisation

Have you considered the initial setup cost? Have you considered the cost of ongoing product support (e.g. training, staffing)