I hear a version of this constantly from exporters. It sounds backwards, but it’s not-growth eats cash. You’re financing production, shipping, and 60-90 day payment terms on a new US contract, all before that invoice ever gets paid.A client of mine, a packaging supplier exporting into the US, was in exactly this spot. Their bank was hesitant to extend the operating line further – cross-border receivables read as higher risk on paper, event hough the client’s payment history was clean. Rather than trying to convince the bank totake on more risk alone, we brought in a guarantee that let the bank share that risk with a federal partner. Same bank, same relationship manager, but now backed by a guarantee on the incremental exposure.
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