Arranging Financing to Win Overseas Business

by Delio E. Gianturco, Pres.; First Washington Associates, International Consultants, 1776 G Street, NW, Washington, D.C. 20006,


Serial Information: Journal of the Construction Division, 1981, Vol. 107, Issue 2, Pg. 337-347


Document Type: Journal Paper

Abstract: To compete successfully for construction contracts in foreign countries, the contractor often must arrange a financing package for the buyer. This exercise, if performed effectively, requires that the contractor have access to significant, specialized financial expertise. By observing a firm's character and capacity, financing institutions sometimes develop special confidence in a contractor, which can lead to a mutually valuable relationship. Buyers have individual priorities regarding the variable financial elements of financing packages. Contractors can ascertain these priorities, and improve competitiveness of their financing arrangements, by negotiating them with regard to the buyers' preferences. Several areas of significant risk to contractors, including possible delays in receipt of payment and uncertain coverage of cost overruns, can be minimized by planning.

Subject Headings: Contractors and subcontractors | Financing | Negotiation | Risk management | Project delay

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