Let's make this more concrete with an example from our practice. This client would like to remain anonymous, which we obviously respect. They did, of course, agree to share the journey and the solutions we offered. And they were solutions the client had not expected! We came to the table to discuss credit insurance. It soon became clear that, on the contrary, she did not want more insurance. In fact, there was less and less credit risk because more deliveries were made against prepayment and the number of deliveries to the government had increased. Clear story.
Finding the question behind the question
But as said, we are happy to ask further. There appeared to be a clear need to free up more working capital, in connection with a recapitalisation at the head office. And there was a clear request whether Xolv could arrange a guarantee for one of the foreign branches that had just gone through three difficult years. So you see, there is always a question behind the question, the trick is to be able to figure it out.
Arrange it!
We made a thorough report on the past years, worked out a good cash flow forecast and a secured a guarantee from the parent company. We approached the market to issue a guarantee and found an insurer who could. The result? A satisfied customer, who initially thought they needed nothing at all. So it's not always about a product, but rather the solution. And thus the return for our customers!
