Overview
Entering a new market alone carried more risk than the business could absorb. A partnership was the path in — but only if the terms shared upside without importing the downside.
Challenge
Asymmetric information, misaligned incentives, and real exposure if the expansion stalled. The deal had to protect against failure while still being attractive enough to sign.
Approach
Modelled the risk under several scenarios, then structured terms that tied each party's reward to the outcomes it actually controlled. Sequenced commitments so early milestones de-risked the later ones.
Outcome
A signed partnership that opened the new market with shared incentives and staged exposure — expansion became a series of small, reversible bets instead of one large one.
By the numbers
[PLACEHOLDER — swap in real figures]
Deliverables
- Deal structure & term sheet
- Risk scenario model
- Milestone schedule
Tools & Methods