02 — Partnership Development
Strategic partnership development for B2B businesses
The right partnerships can give a business access to customers, markets and capabilities it could not reach alone. The wrong ones absorb time without producing results.
Forward & Found helps businesses identify, approach and develop partnerships that make commercial sense for both sides.
Who it’s for
- Software and technology vendors building reseller or referral channels
- Agencies and consultancies seeking complementary partners
- Print and packaging businesses looking for technology or supply partnerships
- Companies with partner programmes that are not producing opportunities
Problems it helps address
- Partnerships that were signed but never generated business
- No clear criteria for which partners are worth pursuing
- Referral relationships that rely on goodwill rather than structure
- Difficulty getting attention from larger potential partners
How Forward & Found can help
Partner identification
Mapping the businesses whose customers, services or technology complement yours.
Value proposition
Defining what each side gains so conversations start from mutual benefit.
Introductions and outreach
Relationship-led approaches to potential partners.
Programme structure
Practical referral terms, enablement and review points so partnerships stay active.
What an engagement may involve
- 1.Discovery conversation about your growth goals
- 2.Review of existing relationships and partnership opportunities
- 3.Shortlist of priority partners and approach plan
- 4.Support with outreach, meetings and agreements
- 5.Ongoing review of partner activity and results
Relevant experience
Partnership development and long-term commercial relationships have been a consistent part of Antonia's 20-year career across software, technology and print.
About AntoniaFrequently asked questions
How can a B2B company build strategic partnerships?
Start by defining which customers you want to reach and which businesses already serve them. Prioritise partners where there is clear mutual value, agree simple terms, make it easy for partners to explain what you do, and review activity regularly. Partnerships succeed when both sides can see a commercial reason to keep investing in them.
What is the difference between a referral partner and a channel partner?
A referral partner typically introduces opportunities and may receive a fee, while you handle the sale. A channel partner, such as a reseller, usually sells and sometimes supports your product directly to their customers.
Related services
Let’s talk
Discuss your growth plans.
Tell us about your business and what you’d like to achieve with partnership development.
Let’s talk