Before the introduction, establish who is on the other side

A polished profile, a familiar company name and a confident intermediary can make an introduction feel well supported. None, alone, establishes that the person can represent the organisation or deliver the proposed role.

IFC’s integrity-diligence guidance offers institutional context for the importance of knowing business counterparties. At the origination stage, a proportionate verification process can prevent confusion from travelling further through a transaction.

Start with the legal entity and the person’s role. Establish what they are authorised to discuss and how that authority can be confirmed through an appropriate channel. Public information can support the enquiry, but a claimed mandate may require direct evidence.

Do not let the chain obscure responsibility

As more people become involved, descriptions can drift. A prospective buyer becomes a confirmed buyer. An introduction to a bank becomes a relationship with a credit decision-maker. The difference matters to everyone relying on the account.

Keep a clear record of what is verified, what has been stated by another party and what remains unconfirmed. Share information according to its status rather than the confidence with which it was presented.

Verification also protects sound relationships. It reduces the chance of bypassing an authorised adviser or approaching the wrong individual with assumptions about their involvement.

The aim is a credible route between actual counterparties. A useful introduction brings the right people into a conversation they are entitled to have, on a basis they can recognise. That creates a stronger foundation for future business than an impressive but poorly understood chain of connections.