Buyers often use agents, sourcing consultants or business development partners to reach Taiwanese suppliers. The value of these intermediaries varies widely. A list of company names saves little time; a qualified introduction can save months.
This article sets out what a buyer should expect an introduction to include.
A list is not an introduction
Names and contact details are easy to obtain. What buyers need is evidence that the supplier fits the requirement and is willing and able to engage.
What a qualified introduction contains
A useful introduction gives the buyer enough to decide whether to invest engineering time.
- Verified entity and production site
- Relevant process capability and comparable parts
- Supplier interest, capacity and timing
- Named technical and commercial contacts
- Known gaps in certification or documentation
Questions to ask the intermediary
How was the supplier identified and verified? Has the supplier seen the requirement? Who pays the intermediary, and are there commissions on orders? Transparency about incentives matters.
Keep the relationship direct
Once a supplier is qualified, buyers usually benefit from direct technical communication with the supplier. Clarify the intermediary's role after introduction.
Measuring value
Judge intermediaries by how many introductions become qualified suppliers, not by the number of names provided.
The takeaway
Ask intermediaries for verified, interested and evidenced suppliers, and be clear about their incentives and ongoing role.