13 Key Points to Know About the Business Finder Agreement

At Rétines, we have implemented a structured program to collaborate with business introducers. It’s a lever we use with precision to activate certain networks, open targeted opportunities, or develop channels we couldn’t cover on our own.

For this relationship to work, however, it must be clear, structured, and balanced. The contract is the fundamental tool for establishing this framework. It’s not an accessory document; it guarantees a healthy collaboration, preventing misunderstandings and misinterpretations. Here are the 13 essential points to know before signing (or proposing) a business introducer agreement.

1. A contract is mandatory as soon as there is remuneration

As soon as a company pays a commission to an introducer, a written contract is essential. Without a clear document, the risk of disputes or reclassification is high.

2. It grants no sales mandate

The introducer does not negotiate, sell, or legally represent the company. The contract must explicitly state this limitation to avoid confusion with a commercial agent.

3.The remuneration clause must be precise

The contract should detail the form (fixed, percentage, or mixed), the calculation basis (excluding or including taxes), exclusions (discounts, fees), and, most importantly, the trigger for payment (signature, payment receipt, client validation, etc.).

4. Define the validity period of the introduction

It’s important to specify how long a referral is eligible for commission. Common practice ranges from 6 to 12 months. Beyond that, no payment is due if the sale occurs later.

5. Include a confidentiality clause

The introducer may access sensitive business information. A clause should regulate the protection of this data during and after the collaboration.

6. The company retains the right to refuse an introduction

An introduction does not equal commitment. The contract can specify that the company remains free to accept or reject a proposed client without justification or obligation to pay a commission.

7. Provide for potential tiers or bonuses

Some contracts include incentives: progressive commission rates, volume bonuses, or sector-specific premiums. These must be clear, measurable, and aligned with the company’s strategy.

8. Mention the introducer’s tax obligations

The introducer must be able to issue a valid invoice. Below a certain threshold (about €265 gross per year), no formal status is required, but above that, registration is necessary. The contract should remind them of this to avoid shared liability.

9. Anticipate the end of the contract

It’s recommended to define termination conditions (notice period, commissions due, ongoing introductions). This prevents disputes when ending the collaboration.

10. This contract will be your sole reference in case of disputes

In case of disagreement, the contract is the decisive reference. It must therefore be precise, signed, and cover all scenarios: exceptions, delays, indirect introductions, etc.

11. Clearly define the scope of action

Sector, products, geographic area, and client types: the contract must specify where the introducer’s mission ends. This avoids conflicts with other partners or the internal sales team.

12. Regulate proof of an introduction

The contract should indicate what constitutes proof of a referral: email, form, written agreement. Without formal proof, the company can refuse commission payment.

13. Add a non-compete or non-solicitation clause if necessary

In certain sensitive or competitive sectors, it can be useful to include a clause preventing the introducer from working with competitors or approaching the company’s clients. This clause must be time-limited and justified.

Conclusion

A business introducer agreement is not just an administrative document. It defines a framework, sets the rules, protects both parties, and streamlines the collaboration. At Rétines, we believe that a well-drafted contract is far better than an ambiguous verbal agreement. It’s not about distrust—it’s about method. Whether you are a company or an introducer, these 13 points provide a solid foundation to avoid grey areas and build an effective, fair, and lasting business relationship.