Posted by Joe Pennell, Scott F. Young, and Jon McPherson, Mayer Brown LLP, on
Thursday, October 31, 2024
Well-established companies thrive by accumulating capabilities, including by partnering with start-up companies. In those partnering arrangements, the established company often has greater capabilities, market access, technology capital and management skill in all areas but one. But, the startup is among the best in the world at that one area. That one area may, for example, be an emerging technology, an innovative product or a loyal customer base. The deal, then, is for the established company and the startup to share, in some ways, the risks and rewards of attempting to grow a business in the startup’s area using the established company’s capabilities.
In this chapter, we provide suggestions for both established companies and startups to facilitate these deals. These suggestions include, for the established company, understanding the value proposition of the deal, using approval processes to the established company’s advantage, and using contract provisions to mitigate the risk of a startup’s financial failure. For the startup, these suggestions include establishing clear objectives and communication (including around capability gaps), educating the established company about the startup’s characteristics and being efficient in contract negotiation and drafting.
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