Our Point of View

Our Point of View on identifying overseas partners is straightforward: long-list and short-list candidate screening call for very different screening ‘lenses’, the most important of which manufacturers often overlook – intangible risks.

Water-treatment equipment manufacturers with overseas business interests generally prequalify candidate overseas sales, sourcing, or manufacturing partners using technical, operational, and cultural ‘lenses’ to screen long-list candidates, and they are generally able to effectively narrow the list down.  Sometimes they hire outside help to support this prequalification phase, or sometimes they conduct their own high-level screening. However, once a short-list of finalist candidates is in hand, Cornerstone has found that manufacturers proceeding on their own often lack the necessary screening tools for the all-important screening of intangible risks, namely:

1) Partner under-performance;

2) Partner mis-representation; and,

3) Partner fraud

Cornerstone is able to support the prequalification or (long-list) screening phase, but we also offer a second set of ‘lenses’ to support the finalist candidate screening (or, short-list) phase – which investigates intangible risks.

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