ZhilianhaiChoosing a Consortium Partner
What to weigh
| Dimension | Questions to ask |
|---|---|
| Capability gap | What can they do that you cannot |
| Track record | Have they delivered with you or alongside you |
| Culture | Do both sides escalate problems the same way |
| Financial weight | Can they carry their share of the cash flow |
| Reputation | How do their past clients describe them |
Where partnerships go wrong
- Choosing a partner to satisfy an eligibility criterion rather than to deliver.
- Leaving the commercial split to be settled after the award.
- Assuming verbal commitments survive a change of personnel.
Selection is a commercial decision. Set the terms before the bid, not after it.