Reach the sponsor, not the front door
Large companies rarely buy from a cold form. A JDA needs an internal sponsor, usually in innovation, R&D or sustainability, who has a reason to care. I find that person through the buyer map, warm introductions and a short, specific first message about what the technology does for their product.
Make the first ask small
Ask for a short call, then a technical exchange, then a staged agreement. Each step has an easy yes. A JDA proposal that arrives after those steps is a formality for the people involved, not a leap.
Structure the agreement in stages
A good first JDA is modest and clear:
- A defined technical goal and a timeline for each stage.
- What each side contributes: materials, testing, data, people.
- How intellectual property created in the work is handled.
- A clear point where either side can stop, and what happens then.
Expect several people to decide
A JDA is approved by technical, legal, procurement and business people, each with a different worry. I write one set of materials that answers all of them, and I ask my sponsor early who else has to say yes.
Move faster than the process expects
Speed comes from preparation: the materials are ready, the questions are anticipated and the next step is always proposed in writing. That is how the first agreement at Reselo was reached in about three weeks, against months for many industrial processes.
Questions
What is a joint development agreement?
An agreement in which a company and a technology developer work together on a defined development goal, with agreed contributions, timelines and rules for intellectual property.
How long does a first JDA take?
It varies a lot. With a sponsor, ready materials and a staged proposal, the first one at Reselo took about three weeks from the first introduction. Many take months.
Do I need a lawyer before the first conversation?
No. You need one before you sign. The first conversations are about fit, and the legal text follows once there is a shared goal.
Want to talk it through?
Write me a few lines about the company and where it stands. If it helps, we can start with two hours on your own AI agent, which gives time back in the first week and shows how I work.
Write to me