In Greece, credit policy often comes down to the three “U’s”. The so called “koutourou” or… “whatever happens” approach. When the customer pays on time:“Everything is fine.” When payments start slowing down:“It’s just a temporary cash-flow issue.” When the overdue balance reaches 150 days:“I spoke to him. He’ll sort it out.” When payments stop altogether:“We […]
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Sell More. Control the Risk. It may sound contradictory, but in practice, this is where good commercial decisions are made. Because revenue without proper risk control is simply a problem that has not surfaced yet. We have all seen companies grow in a healthy and sustainable way. And we have seen others rush to increase […]
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In today’s business environment, success is often measured by growth, revenue, innovation, and market share. While these achievements are undoubtedly important, professionals involved in credit decisions understand that financial performance tells only part of the story. An entrepreneur may be highly capable, visionary, and exceptionally successful in building businesses. However, these qualities alone do not […]
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Financial credibility is rapidly becoming one of the most valuable assets for both individuals and businesses. It increasingly influences access to financing, commercial partnerships, investment opportunities, and long-term business growth. The recent announcement of the new “Tax Compliance Profile” by the Greek Independent Authority for Public Revenue (AADE) raises an important question: Is Greece entering […]
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Your client is shouting, the market is on fire, and you’ve lost sight of what really matters. A foreign company that had been operating successfully for 24 years recently collapsed. One of its Greek suppliers, insured under a trade credit insurance policy, called me immediately after the insolvency was confirmed. By that point, every commercial […]
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They require understanding the balance between risk and return, having the patience to assess the bigger picture, and the willingness to take calculated risks when others see only two options: “all in” or “stay away from risk altogether.” In the Greek market, reality is often far more complex than the numbers suggest—when the numbers are […]
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It usually starts with the one everyone believes is too strong to fail. Which supermarket chain could become tomorrow’s highest credit risk in the Greek retail market? I have an opinion. But I won’t name names. Because while many focus on size, I focus on the warning signs. When assessing a retail chain that: ● […]
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The acquisition of Nitsiakos is not only significant for the poultry industry. It matters to everyone who sells, buys, finances, or insures businesses in the Greek market. When a multinational group with multi-billion-euro revenues acquires one of Greece’s largest and most vertically integrated food producers, the balance of power across the entire supply chain changes. […]
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The best companies I know don’t avoid risk. They simply know which risks are worth taking. A few days ago, I was speaking with the CEO of a leading food company who said something that has stayed with me: “Kyriakos, we don’t buy Trade Credit Insurance because we want to be less afraid. We buy […]
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“The meeting room lock is broken!” The CEO exploded. Shouting. Threats. Completely disproportionate anger. A display of authority before the meeting had even begun. At that moment, I already knew how the meeting would unfold. When a CEO personally turns a broken meeting room lock into the company’s biggest issue of the day, it doesn’t […]
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