LEGATUS INTERNATIONAL
How we work
A considered commercial process, from the first discussion to an agreed mandate, buyer engagement and follow-through.
1. Establish the commercial fit
Start with the offering, its applications and your objectives for the UAE. We consider target customers, existing market commitments, supply readiness, available technical support and the role you want a local partner to perform.
A useful first discussion includes a company introduction, product information, shareable references and any known customer requirements. It should lead to a clear decision on whether a defined assignment is worthwhile.
2. Agree the mandate and terms
Set out the product scope, territory or accounts, responsibilities and limits of authority in writing. Address existing customers, competing lines, confidentiality, exclusivity where relevant, and who may approve pricing or contractual commitments.
Agree remuneration, business-development costs, approved expenses, payment triggers, review points and termination arrangements. The structure should reflect the work and the commercial risk each party accepts.
3. Prepare the market approach
Develop a focused account plan and a proposition suited to the buyer’s requirements. Identify the technical contacts, supporting documents, qualification steps and local capability needed.
Where relevant, use the principal’s home-market export resources, trade offices and chambers to inform preparation. Their services complement direct buyer work and remain subject to their own eligibility and terms.
4. Develop and qualify opportunities
Engage relevant buyers, arrange discussions and presentations, and establish the application, purchasing process, timetable and decision criteria. Coordinate technical answers and proposals with the principal.
Review what each discussion has established, the evidence still needed and the next action for each party. An enquiry, a qualified opportunity and a confirmed order are distinct stages.
5. Confirm the commercial and delivery arrangements
Before a commitment, clarify price approval, payment terms, contracting parties, delivery responsibilities, product acceptance and after-sales support. Where the project requires working capital, a letter of credit or a guarantee, identify the responsible party and the approvals required.
Bank finance and guarantees are assessed separately by the relevant institutions. Commercial discussions do not establish an available credit facility or authorise one party to bind another.
6. Keep the relationship accountable
Agree a reporting rhythm suited to the assignment. Review opportunities, buyer feedback, actions, approvals and changes to the offering or market. Maintain a clear record of material commercial decisions.
A change in scope, additional local capability or a new investment should follow an explicit commercial review and agreement between the parties.
PROFESSIONAL REFERENCES
Clear expectations on both sides.
Written agreements, defined responsibilities and open communication are established themes in professional representative guidance. These resources offer useful context when considering a principal–representative relationship.
Further reading: MANA: written agreements · IUCAB: professional conduct
CONTACT
Let’s discuss your next step.
Tell us about your company, the opportunity you see in the UAE and the role you would like LEGATUS to take.