Strategic partnerships
You need a commercial partner and cannot tell who to trust. We find the company, check it, put the relationship on terms and stay to manage it after signature.
Start a conversation if you need a partner found and a deal structured. Explore partnership if you want to ally with HENOVERA itself.
What it is
A strategic partnership is a commercial relationship in which both sides put something in and both share the result. We arrange them, and we stay to make them work.
It usually takes one of three forms: an alliance, a joint venture or a licence. HENOVERA Partnerships finds the counterpart, checks that they are who they say they are, works out the structure with you and manages the relationship once it is signed.
Alliance
Two companies stay separate and agree to work together, usually to sell or distribute. It is the lightest structure and often the right first one.
Joint venture
Both sides own a new entity and share its control and its return. It is worth the structure when neither side should carry the commitment alone.
Licence
One side grants the other the right to make, sell or use something it owns, within an agreed territory and term. It suits brands and technology.
From day one
- Counterpart search and shortlisting in Nigeria and Malaysia
- First checks on the ownership and track record of each shortlisted counterpart
- Structuring of alliances, joint ventures and licences, alongside your legal counsel
- Negotiation support through to signature
- Relationship management after signature, including review meetings and reporting
Later
- Counterpart search in the UAE and the Middle East, the next region in our expansion sequence
- Partnerships in which HENOVERA itself takes a stake, through co-investment or venture creation
- A published partner network, named once each partner agrees to be listed
Who it is for
Companies that hold one half of a deal and need the other half. These four situations are typical.
You have a product and need someone to take it into a market.
You make a product or own a technology, and you will not build your own operation in Nigeria or Malaysia. You need a distributor or a licensee who will, on terms that protect what you own.
You have the customers and need something to sell them.
You are a distributor or operator with a network, looking for a principal or a product line to represent. You want exclusivity and support written into the agreement.
You have been approached by a firm you know nothing about.
The proposal comes from a country you do not operate in. You cannot judge who is behind it. We check the firm and the terms before you commit to either.
Your partnership is signed and not performing.
The agreement exists, the targets are being missed, and nobody on either side owns the relationship. We take over managing it, or help you renegotiate or exit.
Who it is not for
A company that only wants a list of names. An introduction with no structure behind it rarely survives the first disagreement, so we do not sell introductions on their own.
How an engagement runs
It starts with a written brief and ends with a relationship that someone is managing. One engagement lead stays with you through all five steps.
Agree the brief
We meet your leadership and write down what you want from a partner: what they must bring, what you will give, and what would rule a candidate out. You approve the brief before any search begins.
Search and shortlist
Our teams in Lagos and Kuala Lumpur identify and approach candidates, then check their standing. You receive a shortlist with our reasoning on each, including the ones we would not choose.
Meet the counterpart
We set up the first meetings and attend them. Both sides put their terms on the table early, so nobody spends months negotiating toward a deal that was never possible.
Structure and sign
We propose the form of the partnership and agree the terms with you and your counsel. The lawyers draft. We check the draft still says what was agreed.
Run the relationship
After signature we chair the reviews and track what each side committed to. Problems are dealt with while they are still small.
What we do
Find the candidates and check them. Prepare every meeting and attend it. Keep the commercial terms intact through negotiation, then manage the relationship after signature.
What you do
Approve the brief and the shortlist. Put a decision-maker in the room, instruct your own legal counsel, and sign.
What you have at the end
A partnership that exists on paper and in operation.
A signed agreement
Drafted by your counsel, on terms we helped you negotiate.
A counterpart you have checked
A written record of who they are, who owns them and why they were chosen over the others.
A review schedule
Regular reviews against agreed measures, with a named owner on each side.
A way out
Renewal and exit terms settled at the start, while both sides are still on good terms.
Who delivers it, and where
One founding operating company leads this work, in the two markets where we are present today.
Delivered by
HENOVERA Partnerships leads every partnership engagement and draws on HENOVERA Market Access for local knowledge in each market.
Where it sits in the SBPG Core Method™
Every engagement passes through all ten stages. Partnership work is heaviest at three of them: bringing the counterpart to the table, putting the relationship on terms, and renewing it when the term ends.
- 01Discover
- 02Diagnose
- 03Design
- 04Connect (core stage for this capability)
- 05Structure (core stage for this capability)
- 06Execute
- 07Measure
- 08Expand
- 09Institutionalize
- 10Renew (core stage for this capability)
Tell us who you need to find.
Describe the partner you need in a few lines. We will say plainly whether we can help.
Want to ally with HENOVERA itself?
Explore partnership
Assessing HENOVERA as an investor?
Request the investor brief