Module 08 · The partnership deck~25s dwell · weight 10
The concrete ask
Scope the request down to a specific pilot with a timeline and named resourcing, not an open-ended partnership.
Reforge's BD templates recommend scoping the first ask down to a pilot; a16z's BD essays note deals stall when the first ask is open-ended.
Include
- Pilot scope: which accounts, which region, which feature set
- A specific timeline with a start date
- Exact resourcing needed from the partner: engineering hours, a directory slot, a co-marketing email
Cut
- Requests for a 'strategic partnership' with no defined scope
- Multi-year commitment asks at the first meeting
Red flags a reader notices
- The ask has no end date or success metric
- Resourcing needed from the partner is left unspecified
Pitfalls behind them
- Asking for more scope than a first pilot warrants
- Failing to name who on the partner side needs to approve or staff this
60-second self-test
- · Could the partner's team say yes to this specific ask in one meeting?
- · Is there a defined end date and a metric that ends the pilot?
Template
We're asking for a [duration] pilot with [scope], starting [date], requiring [specific partner resourcing].
Weak
"We'd love to explore a deep strategic partnership and see where things go."
Strong
"We're asking for a 90-day pilot listing Nimbus in the App Directory's HR & Finance category, starting June 1, requiring one directory review slot and a joint launch email to your 41%-overlap segment."
Specific duration, category, start date, and two named partner resources, not an open-ended exploration.
Quick quiz
Pick an answer. Nothing is graded, and correct answers stay hidden until you choose.
1. What should a first partnership ask look like?
2. Which detail is missing from a weak ask?