Managing Middlemen in Nigerian Business: Navigating the "Chief" and the "Connector"

In this podcast, Tavershima Ayede explains how to handle middlemen in Nigerian business. He notes that many intermediaries hide their clients because they are afraid of losing their commission or looking unimportant.This "gatekeeping" often leads to mistakes and poor communication on projects.To manage this, Tavershima suggests these three strategies: * Honesty & Safety: Talk openly about money and commissions early on. Explain that you need direct access to the client only to ensure the job is done perfectly—which actually protects the middleman’s reputation. * Build Trust: Give the middleman constant updates so they don’t feel ignored or "bypassed." * Know Your Limits: Always remain professional and try to negotiate in person. However, if a middleman’s interference makes future jobs impossible or unprofitable, be ready to walk away.