The brief
Half an hour to an hour, on a call. Your category, your stage and what you're really trying to pull off in China. A cross-border test. A domestic launch. The quiet replacement of a distributor who's stopped picking up the phone. Sometimes something we've never seen before, which is fine too.
The shortlist
We come back with a map of who actually operates in your space, plus three to five partners worth meeting. Each one with a short brief: strengths, weak spots and where to push when you sit down to negotiate.
The introductions
Most of these partners already know us. You walk in with a relationship behind you, which usually puts the A-team in the room rather than the pitch team.
