The Client’s Challenge
An equipment company approached The Cohen Group (TCG) for help when the Iraqi government failed to pay for past purchases. The client had a contract to supply a large number of refurbished vehicles and other equipment to the Iraqi Ministry of Defense. The Iraqis had not paid the client for 40 days, and if five more days passed, the equipment would have been forcibly shipped by a third party and all leverage to recover the payment would have been lost. If the client had not been paid, its survival would have been jeopardized.
TCG Strategy
Based upon an intimate understanding of the Iraqi government’s goals and missions, TCG worked with the client to craft a compelling rationale for the Iraqi government to expeditiously fulfill its outstanding balance.
Execution
TCG identified and contacted mid-level officials at the Ministry of Defense to present the background of the matter as well as the client’s case for immediate payment.
Result
Within three days, TCG had convinced the Ministry to act and the client secured the $1.7 million it was owed.