The company was over reliant on home country banks and worried that this would restrict their access to credit and thereby limit their growth.
We coached the treasurer on how best to deal with international banks and suggested a number of banks with which they were not familiar. We worked with the company to develop these new bank relationships in a sustainable manner by balancing credit and fee relationships, whilst helping the company to benefit from the often superior services available from international banks.
The company almost doubled its access to credit in value, and was also able to enjoy longer credit terms than previously. Building strong relationships with international banks brought further benefits in terms of better services, more knowledge of international markets, and better banking support for sales financing.