One of the most valuable professional relationships I have developed has been with colleagues in our Sales Department. I noticed that bank guarantee costs were becoming an increasing expense for the company. Our contracts often required advance payment, performance and warranty guarantees, and the costs of these guarantees increased with the contract value. However, these costs were not always discussed with clients during negotiations, leaving the company responsible for them.

After identifying this pattern through our monthly expense reports, I initiated a meeting with the management, Finance and Sales teams. Rather than simply pointing out the problem, I focused on creating a common understanding between the departments. Using a sample contract, I explained which financial conditions Sales colleagues should consider and discuss with clients before finalising an agreement. I also shared the financial impact of these terms from the accounting perspective.

This helped us develop a stronger working relationship based on mutual understanding. The Sales team became more attentive to these details during negotiations, while I gained a better understanding of the commercial side of the business. As a result, the company was able to reduce unnecessary guarantee-related expenses.

This experience taught me that strong professional networks are built by creating value for others and sharing knowledge. At Chevening, I will apply the same approach by actively exchanging knowledge with scholars from different sectors, learning from their perspectives and maintaining these relationships beyond the programme.