A platform may meet an asset owner through an advisor, partner or direct enquiry. Other parties may later help develop the transaction. ALFA Digital's B2B agreements should distinguish introduction, preparation and any permitted distribution activity, with compensation and responsibilities defined through appropriate professional review.
Describe the service being rewarded
An introduction provides access to a relationship. It does not automatically include assessment, negotiation or a right to influence admission. The agreement should identify the party, opportunity and activity concerned. More extensive services may require a different scope and regulatory analysis. The commercial team should avoid assuming that a referral label resolves those questions. A clear description helps the platform understand what it is paying for and prevents a partner from reading a limited introduction arrangement as authority to make broader commitments on the business's behalf.
Agree when attribution begins and ends
The parties should identify how a referral is submitted, confirmed and recorded. Existing relationships and duplicate introductions need a fair process. In a hypothetical case, an advisor may introduce an owner already discussing a different asset with the platform. The commercial agreement should explain whether the new opportunity is covered and who decides. Duration and any later transactions should be explicit. These questions are easier to resolve before a deal advances than after several parties each claim that their contribution created the successful outcome.
Keep remuneration separate from approval
A commercial relationship should not allow an introducer to promise acceptance, pricing or financing. The proposed admission process needs independent judgment appropriate to the decision. Any fee should have a defined base, trigger and disclosure treatment under the relevant advice and agreements. The asset owner should receive an accurate description of the parties' roles. BVI FSC guidance makes activity and operating arrangements relevant to the assessment of an in-scope business. The platform must determine its actual model rather than use a referral contract to obscure the service being performed.
Retain a concise relationship record
The file should show the agreed opportunity, terms, material communications and the event supporting any payment. Disputes need an identified commercial owner and a route to resolution. The design principle is to make collaboration administerable. Clear attribution allows the business to value useful introductions while preserving accurate client communication, independent review and an intelligible account of how several contributors participate in a transaction without each assuming authority over the whole relationship. The arrangement should identify who may use the platform’s brand in communications, preventing a paid introduction from becoming an implied endorsement of an unassessed asset or product.
