How to Prepare for Partnership Meetings
Prepd
Sales Research
Partnerships can accelerate growth, but they require careful preparation. Whether you're exploring a technology integration, channel partnership, or strategic alliance, this guide shows you how to prepare for meetings that lead to successful partnerships.
1Research Their Business Model Deeply
Understand how the potential partner makes money, who their customers are, and what challenges they face. This knowledge helps you identify genuine synergies rather than forcing a fit. Review their financial performance, strategy announcements, and competitive positioning.
Key Takeaways
- Understand their revenue model and margins
- Identify their target customers
- Note their competitive challenges
- Research their strategic priorities
2Identify Mutual Value
The best partnerships create value for both sides. Before your meeting, map out specifically how each party benefits. What do you bring that they need? What do they offer that accelerates your goals? Be honest about whether there's real mutual value or if this is a one-sided pitch.
Key Takeaways
- List what you bring to the partnership
- Identify what they bring
- Quantify potential value for both sides
- Find complementary strengths
3Study Their Existing Partnerships
Research their current partnership ecosystem. Who do they already work with? How are those partnerships structured? This context helps you understand their partnership philosophy and identify potential conflicts or complementary relationships.
Key Takeaways
- Review existing partnerships and integrations
- Note partnership structures and models
- Identify potential competitive conflicts
- Look for success patterns to follow
4Prepare Partnership Models to Discuss
Come to the meeting with specific partnership models to propose. Whether it's a revenue share, referral arrangement, technical integration, or co-marketing agreement, having concrete options accelerates the conversation and shows serious intent.
Key Takeaways
- Prepare 2-3 partnership model options
- Know the economics of each model
- Anticipate their likely preferences
- Have a preferred model but stay flexible
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