Selecting the right local partner can accelerate market access—but it can also create long-term dependency if misaligned. Many organizations underestimate how early relationship dynamics, contract terms, and informal expectations shape future leverage. This session provides a structured framework for evaluating partners, designing balanced agreements, and managing collaboration without compromising independence.
Participants explore how to assess credibility beyond surface reputation, define roles and responsibilities clearly, and anticipate how financial, legal, and cultural factors influence partnership outcomes. The focus is on building relationships that work in practice and hold up under stress, not just on paper.
Duration: 45–60 minutes · Virtual or in-person options available
How to evaluate potential partners’ reliability, incentives, and influence
Practical due diligence steps tailored to informal or opaque markets
How to draft agreements that protect autonomy while encouraging cooperation
Early warning signs of misaligned or deteriorating partnerships
Methods to exit or renegotiate relationships constructively when needed
Founders and executives entering new markets or joint ventures
Chambers of commerce and trade organizations supporting partnership development
Investors and accelerators advising portfolio companies on local engagement
Organizations expanding regionally and seeking structured approaches to collaboration
John Cobb is an advisor and founder of Pholus Advisory, a firm that supports organizations operating in complex or rapidly changing environments. His work focuses on governance, decision-making under uncertainty, and market-entry strategy across Latin America, Africa, and emerging markets worldwide. Parkstone Associates coordinates access to his sessions for qualified organizations.
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