Why a clear role and written commercial terms matter before sharing a valuable business opportunity.
Know who is involved
Identify the legal entities, appropriate business contacts and the purpose of the proposed introduction. Confirm that sharing identifiable prospect information is appropriate before making the connection.
Define what an accepted lead means
Clarify how a potential customer is registered, how existing contacts are handled and who acknowledges acceptance. An introduction does not create a right to compensation by itself.
Put commercial terms in writing
Agree scope, responsibilities, the fee calculation, payment conditions and treatment of cancellations or termination. Where a proposed agreement has legal or tax implications, obtain suitable professional advice.
Keep delivery responsibilities clear
The party providing the goods or service should be responsible for its quotation, technical commitments and performance under its customer agreement. An intermediary should avoid making promises outside its authority.
This guide provides general introductory information. Technical, legal and commercial decisions require assessment of the specific circumstances.
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