Start by establishing the other party's role
Ask about their actual business, customer types and team responsibilities, then verify the capabilities relevant to this engagement. Titles, photos and a large network alone do not establish market coverage.
If they need to introduce someone else, record the full chain of roles. Distinguish information from the actual operator from information passed on by intermediaries.
Bring product information that will survive being passed on
- The problem the product solves, suitable customers and explicit cases where it is unsuitable.
- Available specifications, capacity or lead-time information; flag anything not yet confirmed.
- Quotation inclusions and exclusions, after-sales and sample arrangements.
- The questions you want the other party to test, rather than an immediate demand for exclusivity or sales promises.
Six sets of questions to clarify
| Topic | Meeting question |
|---|---|
| Customers | What types of customers do you normally serve? Who is behind this particular requirement? |
| Coverage | How do you reach them? In which regions or sectors do you have verifiable experience? |
| Transactions | Who signs contracts, places orders, pays and receives payment? |
| Execution | Who handles imports, inventory, delivery and after-sales? |
| Fees | Who pays introduction fees, service fees or commissions, and how are they disclosed? |
| Verification | What specific information or validation can you provide next? |
Turn interest into a verification step
After hearing that a product has potential, ask for customer specifications, expected timing, the actual decision-maker or sample assessment requirements. If these are not yet available, record why and what to confirm next instead of assigning a deal value immediately.
Once the other party wants to proceed, check company identity, business identification number (NIB), relevant business classification (KBLI), required licences, contracting entity, payment account and actual team. Registration information establishes only part of the picture; it cannot replace checks on customer coverage, stock, after-sales and delivery capability.
Put evidence before exclusivity, credit terms and commissions
Focus the first discussion on a verification plan and responsibility list. Exclusive territories, minimum purchases, credit terms, guarantees, intellectual property and dispute provisions should be reviewed by suitable professionals after the commercial terms are clear.
An introduction is not a performance guarantee. Arclena can organise discussions, clarify the information each side needs and track next steps, but does not guarantee the other party's creditworthiness, agreement or purchasing outcome.