Appendix D. Partner or JV Evaluation Template

Partner/JV evaluation scorecard (fill in per partner)

1. Commercial reach
   
   

• What you must learn: beachhead account access; proof selling similar offers; pipeline quality
  
  
• Weight: ____%
  
  
• Score (1–5): ____
  
  
• Evidence: __________________________________________
  
  

1. Delivery capability
   
   

• What you must learn: service footprint; certifications; SLAs; exception handling; scalability
  
  
• Weight: ____%
  
  
• Score: ____
  
  
• Evidence: __________________________________________
  
  

1. Financial capacity
   
   

• What you must learn: working capital; credit discipline; ability to fund inventory/field teams
  
  
• Weight: ____%
  
  
• Score: ____
  
  
• Evidence: __________________________________________
  
  

1. Governance
   
   

• What you must learn: data sharing; reporting; audit rights; conflict rules; termination readiness
  
  
• Weight: ____%
  
  
• Score: ____
  
  
• Evidence: __________________________________________
  
  

1. Integrity risk
   
   

• What you must learn: ownership transparency; third-party usage; government touchpoints; ethics posture
  
  
• Weight: ____%
  
  
• Score: ____
  
  
• Evidence: __________________________________________
  
  

1. Strategic alignment
   
   

• What you must learn: priority of your offer; conflicts; competitor ties; investment appetite
  
  
• Weight: ____%
  
  
• Score: ____
  
  
• Evidence: __________________________________________
  
  

Decision and conditions

• Decision: ☐ Proceed to pilot ☐ Proceed non-exclusive ☐ Hold ☐ Drop
  
  
• Key conditions (must-haves to proceed): __________________________________________
  
  
• Deal breakers (automatic stop): __________________________________________
  
  

Pressure-test pilot requirements

• Joint account plans: top 20 targets, named owners, weekly progress review
  
  
• Enablement completion: product, messaging, pricing corridor, compliance training (documented)
  
  
• Reporting: shared pipeline stages, price realization, service outcomes; no “black box” deals
  
  
• Behavior checks: objection handling; discounting pattern; escalation discipline; adherence to terms
  
  

Contract terms checklist (don’t sign without clear answers)

• Customer ownership: who owns relationship, renewals, and support communications
  
  
• Data rights: access to customer master data, pipeline data, pricing, performance reporting
  
  
• Price integrity: who can discount; floors; approvals; give-get rules
  
  
• Audit rights: compliance and performance audits; right to review subcontractors
  
  
• Exclusivity: if any, time-boxed with performance thresholds; termination for underperformance
  
  
• Termination: clear exit + transition assistance; customer handover + data export
  
  

Diligence request list (minimum)

• Corporate: ownership/beneficial owners; registrations; affiliates; litigation history
  
  
• Financial: 2–3 years statements; cash/credit position; customer concentration; aging reports
  
  
• Compliance: anti-corruption policy; sanctions screening process; past investigations; key third parties
  
  
• Commercial: customer list in target segments; references; competitor relationships; pricing norms
  
  
• Operations: service locations; certifications; subcontractors; SLA performance data (if available)
  
  
• Systems/data: CRM/reporting capability; security posture; willingness to share required data fields
  
  
• For JVs, add governance diligence: reserved matters; board composition; deadlock resolution; related-party controls; dividend policy; IP ownership; exit provisions