Safe Guidance Investments Clients §03
The positions a mandate starts from.
The scope of a mandate is set by which end of the route the client is starting from: the offering, the demand, or the partner that is missing.
- 01 Companies seeking new markets
- 02 Companies sourcing suppliers or partners
- 03 Distributors and channel partners
- 04 Companies entering a new market
- 05 Companies assessing an opportunity
Companies seeking new markets
Context
The company has production, services or execution capacity available, but revenue depends on a small number of customers or on a single market. There is no data on where else demand exists for what it offers, or how the client is reached there.
First stage
A description of the offering, the capacity available and the price or rate. From these come a first market shortlist and an estimate of final cost.
Stages covered
- Selection of markets with real potential, on demand and price data
- Verification of the price level the offering can sustain
- Identification of buyers, distributors and channel partners
- Certification, licensing or qualification requirements in each market
- Introductions to the shortlisted partners, and follow-up
- An entry timetable, ordered by priority market
Companies sourcing suppliers or partners
Context
Demand is identified and the customer exists, but the source is missing or is no longer competitive: the current partner cannot hold the volume, the capacity, the price or the specification required.
First stage
The specification sought, the estimated volume or capacity and the target price. The first stage establishes whether that price is reachable, and from which markets.
Stages covered
- Definition of the specification, the volume or capacity, and the target price
- Identification of the markets relevant to the kind of offering sought
- Selection of partners and verification of real capacity
- Comparison of commercial terms across the shortlist
- Final cost, calculated in full for each option
- Introductions and support through to a first order
Distributors and channel partners
Context
The commercial network exists and works, but the portfolio needs new offerings — on comparable terms and from partners that can be relied on.
First stage
The categories in view and the commercial terms the network already works to. Partner selection is built from those.
Stages covered
- Identification of categories with unmet demand
- Selection of suppliers and partners in the relevant markets
- Verification of capacity, certification and continuity of supply
- Comparison of commercial terms and final cost
- Contracting, licensing and documentation requirements
- Introductions to the shortlisted suppliers
Companies entering a new market
Context
Activity is stable in the home market and expansion into another country or region follows. What is missing is knowledge of the local channels, the competition and the entry requirements.
First stage
The market or region in view and the commercial objective. The first stage tests whether entry is viable before resources are committed.
Stages covered
- Analysis of local demand, competition and price levels
- Structure of the distribution channels and the terms of each
- Regulatory, certification and labelling requirements
- Identification of suitable local partners
- Pricing structure and the delivery model into the market
- An entry plan with stages, timeline and risks
Companies assessing an opportunity
Context
A specific commercial idea exists — a product, a market, a possible partner — but no verification of it. The decision to commit capital or capacity would otherwise be taken without data.
First stage
A description of the opportunity in whatever form it exists. The first stage establishes what has to be verified, and in what order.
Stages covered
- Verification of demand and price level in the market considered
- Existing competition and substitutable products
- Barriers to entry: tariffs, standards, local requirements
- Estimate of final cost and of the break-even point
- Whether partners exist through whom the opportunity can be realised
- A written conclusion: viable, conditionally viable, or not recommended
The initial assessment carries no cost and no commitment.
Describe what you offer, or the market you are interested in. The reply includes a first read on demand, on the channels available, and on the stages we would propose.