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Question

I am in contact with a market-entry consultant who consults with international businesses about market entry strategies into a certain country. I am in a different part of the world and can push him at least three kinds of leads that might need to visit the country and do fact-finding or more engagement-related activities:

1. Business leads -- businesses interested in that market who need to visit and get information;

2. Educational and cultural delegation leads -- I can send him groups that want to explore the country through the culture and the arts.

How would I structure a legal agreement like this?

Glad to consider a phone call if you feel you can add strong value.

Thanks for any help ahead of time.

Strategic Consulting

Contract Negotiation

Answer

Andreas De Rosi answered

I would set up a simple referral fee agreement.
This could be 15% on the overall billing paid out the moment the client pays the market entry consultancy.
You may want to include a clause that all recurring business should also attract a referral fee. Consulting assignments with new clients normally start small and then grow bigger over time.