By International Credit Reports
Ask about observed experience, with its limits
A trade reference describes one business’s experience with another. It is more useful when the response includes the period, type of trade, payment terms, and relevance to your proposed account. ‘They pay well’ leaves most of those questions unanswered.
References selected by the customer are a partial view. Follow your organization’s permission and information-handling process, establish that you are contacting the intended reference business, and ask only for information it can appropriately share. A refusal to disclose commercially sensitive details should remain a limitation of the enquiry, rather than a negative payment finding.
Questions for a useful reference conversation
Use the same core questions across references, while allowing ‘unknown’ or ‘not disclosed’ responses. Record the respondent’s role and the date of the conversation alongside the answers.
| Question | Why it helps |
|---|---|
| Which legal entity have you traded with? | Checks that the experience concerns the intended customer |
| When did trading begin, and when was the latest transaction? | Distinguishes recent experience from an old relationship |
| What payment terms applied? | Puts payment timing into context |
| What approximate scale of business can you discuss? | Helps compare the reference with the proposed account |
| Were there overdue invoices or disputed amounts? | Separates payment timing from the reason for a delay |
| Did terms or payment behavior change during the relationship? | Adds context that a single summary may omit |
| Which details cannot you confirm? | Keeps uncertainty explicit in the research file |
Example: a strong reference with little comparable exposure
Imagine a reference reports prompt payment for several small prepaid orders. That supports a narrow statement about those transactions. It does not establish how the same customer would handle a much larger account on extended payment terms. Record the difference instead of labeling the reference simply positive.
Another reference may describe an invoice paid late because quantities were disputed. Keep the due date, payment date, explanation, and whether the matter was resolved distinct. Do not silently turn a commercial dispute into a general conclusion about inability to pay, or assume the explanation eliminates every concern.
Combine references with other evidence
Compare the references with your customer’s application, available company information, and proposed trading pattern. If they concern a parent or earlier business rather than the customer being assessed, label that distinction. A shared brand is not enough to transfer the history.
Your final note should state what was observed, how recent it is, how comparable it is, and what could not be confirmed. A report may contain other payment information where obtainable, but it should also be read with its source and coverage limits. Neither a reference nor a report guarantees future payment.
Compare references with a company report
Use the sample reports to see how company and payment information can be presented, then check the options for the customer’s country.