Start with genuine route fit
Ask who underwrites the merchant, which acquiring relationship supports the route and whether the exact business model is within current appetite.
A technically compatible gateway is not enough if the underlying route cannot support the merchant.
Compare the same operating profile
Give each provider the same legal entity, industry description, customer markets, payment methods, volume, average ticket, currencies and processing history. Different inputs make quotes impossible to compare fairly.
Use a seven-part scorecard
Industry, entity, licences, customer countries and route ownership.
Cards, APMs, currencies, recurring needs, deposits and payouts where relevant.
Processing, fixed fees, FX, disputes, minimums and integration.
Settlement timing, reserves, caps and release conditions.
Fraud tools, authentication, reporting, disputes and monitoring.
Operational support, incident handling, route dependency and change management.
Term, notice, termination, limits and post-termination treatment.
Model the total economics
Combine the fees with the working-capital effect of settlement and reserves. A lower rate can be offset by FX costs, minimums or cash held for longer.
Use the detailed high-risk fees guide to compare the complete package.
Separate facts from assumptions
Record what is contractually confirmed, what depends on underwriting and what remains an estimate. Do not treat a sales conversation, indicative price or potential match as final approval.
Red flags in a provider discussion
- Approval promised before the profile is reviewed.
- The underlying acquirer or contracting entity is unclear.
- Pricing excludes material fees or reserve terms.
- Coverage claims are not tied to the merchant's exact setup.
- Termination and held-funds terms are vague.
- The application would require an inaccurate business description.
Shortlist, then underwrite
A comparison should produce a small number of relevant routes for proper assessment. Each provider still decides eligibility, pricing and terms through independent underwriting.
Build a provider-ready profile
Build a structured profile first. Provider availability, approval, pricing and terms remain subject to independent underwriting.
Clear answers
Frequently asked questions
What should I compare first?
Start with eligibility and acquiring fit for the exact business. Price only matters if the route is genuinely supportable.
How many quotes should I compare?
There is no universal number. Compare enough relevant routes to understand the trade-offs without making unfocused applications.
Is the lowest transaction rate the best offer?
Not necessarily. Include fixed fees, FX, reserves, settlement, disputes and operating constraints.
Does an indicative quote mean approval?
No. Final terms normally depend on underwriting and compliance review.
Should PSPs use the same framework?
The principles apply, but PSPs and MSBs must also assess acquiring partnership structure, merchant portfolio, MID needs and programme controls.
Evidence