Clarify what exclusivity covers

Ask whether the proposal concerns a geography, customer segment, product or distribution channel. Broad language can conceal very different commercial expectations. Build a plain-language operating summary for discussion with qualified advisers, including which existing customer relationships and inbound enquiries require special treatment.

Connect rights to performance

Evaluate whether the partner can maintain service coverage and demonstrate a dependable acquisition process. Discuss review points and evidence requirements before accepting ambitious volume promises. Minimum commitments should be assessed alongside the resources available to meet them, rather than treated as proof that demand exists.

Model the alternative route

Compare the proposed arrangement with non-exclusive distributors, direct sales and a smaller pilot territory. Include management time, support load and customer experience in the comparison. The best arrangement is the one that serves a clear operating strategy; the largest headline commitment need not be the most useful. Ask how underserved customer segments would be handled if the exclusive partner concentrates on only one city or industry. The answer helps reveal whether the proposed scope reflects real coverage or simply reserves opportunities that the partner may never develop.

Imagine this

Illustrative operating example

A hypothetical exclusive partner forecasts 20,000 customers, while two non-exclusive pilots together demonstrate 800 activations. The forecast and the observed result are different evidence types. Compare their assumptions rather than presenting them as equivalent sales pipelines.

Make it practical.

Use this checklist as you read. Checks are not stored.

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