In March 2018, the new business development manager of the international trade department of M/S Padhy Leather Ltd. was trying to find a way to balance her key responsibilities. The manufacturing start-up, located in New Town, India, was in the business of exporting leather garments and was promoted by two young, first generation entrepreneurs. The company had started its export business with a few clients in the United States. The manager’s key responsibilities were exploring new markets and clients. Her immediate target was the United States, after which she would expand the business into Canada. She was concerned with how to minimize the commercial risks (non-payment risks such as transport and country risk) from new and untested clients while developing business and improving profitability.
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