Research Article
Jun 1981
Arranging Financing to Win Overseas Business
Publication: Journal of the Construction Division
Volume 107, Issue 2
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.
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Information
Published In
Journal of the Construction Division
Volume 107 • Issue 2 • June 1981
Pages: 337 - 347
Copyright
© 1981 American Society of Civil Engineers.
History
Published in print: Jun 1981
Published online: Feb 11, 2021
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Authors
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Delio E. Gianturco
Pres., First Washington Associates, International Consultants, 1776 G Street, NW, Washington, D.C., 20006
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