Access to trade finance can make or break a deal. Yet, many businesses approach financing with a mindset shaped by their internal needs, rather than the expectations of those who actually provide the funding. This disconnect often leads to delays, rejections, or inefficient structures that limit growth and increase exposure to risk.
Having spent years working closely with both financiers and trading companies, I've seen firsthand how vital it is to align operational realities with banking expectations. Trade finance is not just about instruments like Letters of Credit or SBLCs - it’s about risk, transparency, and confidence.
Understanding the Financier's Perspective
Banks and financial institutions are not just "cash providers." They are risk managers. Their decision to support a transaction is based on specific indicators:
- Quality and completeness of documentation (invoices, contracts, shipping documents)
- Clarity and traceability of the transaction flow
- Credibility of the counterparties
- Security and recourse options (collateral, guarantees, insurance)
When companies focus only on speed, volume, or operational urgency - without packaging the transaction in a way that addresses these risk indicators - they often face rejection or delayed funding.
Three Practical Steps to Align with Financiers
- Think Like a Risk Officer Before submitting a financing request, assess your transaction as if you were the one taking the credit risk. Ask: Would I lend money on this deal? If not, why?
- Invest in Pre-Transaction Structuring Preparing solid contracts, clear Incoterms, proper delivery schedules, and insurance coverage in advance gives confidence to banks and reduces questions at the last minute.
- Speak Their Language When you approach a financier, present your need in financial terms, not just commercial ones. Show working capital impact, cash flow alignment, and risk mitigants in place.
Structure Builds Confidence
In Trade Finance, perception is reality. The more your transaction looks clean, traceable, and secured, the more likely it is to be financed - quickly, and at better conditions.
As an independent advisor, I help companies bridge the gap between what they need to get done, and what financiers require to support them.
If you're struggling with delayed payments, rejected financing, or unclear structuring, let's talk.
"Each door has a key"
Mourad Nait-Atmane - Founder, Tilelli Consulting Ltd
Read 
Read
Read
Read
Read
