Growth that depends on parties you don't control.
Companies that grow internationally through distributors and agents stake their growth on parties they do not control — and discover the consequences when a relationship sours, a territory underperforms, or termination proves far harder and costlier than they assumed.
This programme equips commercial leaders to design and govern distribution networks deliberately. It covers the distributor-agent-subsidiary choice, exclusivity and territory design, performance and termination clauses, channel-conflict management, and the law of ending a relationship badly.
It is delivered by distribution lawyers, international sales directors, and channel strategists.
The trade-offs in control, cost, and risk.
Designing exclusivity, territory, and performance obligations.
Performance clauses, termination rights, and the law of ending relationships.
Managing conflict across channels and geographies.
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