Improving the Role of Eximbanks/ECAs in the OIC Member States
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o Seek client input and feedback: Many of the most effective ECAs have a two-way
relationship with clients. Clients are promised specific response times to their queries or
applications. On the other hand, clients’ feedback is regularly sought to understand their
evolving needs and as well as to obtain feedback on the ECA’s performance. Directly
surveying clients on the type, quality and effectiveness of product offerings and
incorporating this feedback into design and operational aspects is another tool that ECAs
should use to ensure the needs of their clients are being met. There is no substitution for
regular surveying and customer feedback.
o Continuously review and improve internal technical and management systems:
ECAs are designed to take risks, usually beyond what the private sector sources of
finance and risk mitigation can do. Hence, these entities must ensure that they exercise
their mandate – which mainly focuses on supporting exporters and contributing to the
growth of the export sector – while simultaneously instituting sound risk management
systems and frameworks to govern their operations in accordance with good governance
principles and financial sustainability. In addition to an up-to-date risk management
framework, ECAs need to ensure an effective organization structure, a talent
management system capable of attracting and keeping a well-trained and motivated
work force, and an efficient and up-to-date IT system.
o As a financial institution, ensure financial sustainability through risk management
and robust planning processes: ECAs are, above all, financial institutions with balance
sheets that must be preserved and enhanced. As with any financial institution, the
drivers of costs and revenues must be managed with great care and discipline. ECAs
must price to risk, which is in itself a significant challenge, but also – as a public policy
tool – be aware and sensitive to the impact of its pricing on exporters’ competitiveness.
6.4. Applying Key Lessons To The Establishment Of New ECAs
There are a number of important stages which should be completed before any new schemes or
institutions are announced.
1. Conduct research and undertake stakeholder consultations: An important early
platform of facts and figures on which to build future work is required to review the
level and composition of exports, both past and present and best estimates of future
trends. This should include not only the categories/components of goods and services
being exported but also the buyers and markets/countries to which they are being sold.
It is also important to collect data on the companies making the exports by size, status
and location within the exporting country. Also important is to try to assemble
information on prospects for increasing the various categories of exports and on
potential restraints and impediments on achieving any increases.
Another vital research area relates to financing, e.g. the payment terms most commonly
used (cash or credit and, if credit, what lengths of credit) and what methods of payment