Entering the Indian market offers a great opportunity for international companies. However, this vast and complex market requires a structured approach—especially when it comes to choosing the right local partner. Here are five key steps to help you secure the right partnership and set your project up for success.
Before even starting your partner search, it’s essential to assess whether the Indian market is truly relevant for your business. This initial evaluation should include demand potential, local competition, distribution channels, and any regulatory hurdles. A more in-depth market study can follow to fine-tune your entry strategy.
Don’t limit yourself to existing contacts. Explore broader networks: trade fairs, industry associations, chambers of commerce, B2B platforms… A good consultant can support this phase by building a longlist of qualified potential partners.
At Expandys, we leverage our local networks and sector expertise to create a tailored list of potential partners based on your specific criteria.
Once potential partners have been identified, it’s crucial to gather detailed information and ensure you're speaking with the right people. Direct contact with senior decision-makers helps ensure your proposal is taken seriously—minimizing delays and avoiding communication gaps. It also signals your commitment to building a strong, long-term relationship.
In India, business is built on trust and human connection. Long-term partnerships depend on personal rapport, transparency, and mutual respect. Invest in the relationship: travel to meet partners, attend local events, and show genuine commitment. Even a modest physical presence can make a big difference in how your company is perceived.
Negotiations in India can take longer than in the West. That’s part of the process. However, to keep things on track, it’s important to set clear milestones and timelines from the beginning. This helps maintain momentum and ensures mutual alignment throughout the negotiation.
Contact us today to discuss your project.