Why Relationships Still Matter in Global Commodity Trading

In the commoditised world of energy trading, relationships are often viewed as secondary to speed, pricing, and systems. But Montfort is proving that in the right hands, relationships are a growth strategy, and not just a nice-to-have.

In markets marked by volatility, standardised solutions are no longer enough. Trading now demands more, and that includes a greater understanding of regional requirements, more tailored financing, and faster deal structuring. This is where Montfort stands apart.

Rather than offering rigid, off-the-shelf deals, the company is building its business around flexibility, local insight, and close client engagement. This often means not selling a standard product, but instead investing time in understanding the customer’s real needs before designing a tailored solution.

Custom Solutions for Complex Markets

Such a philosophy has helped Montfort scale in East and Southern Africa, and now it's guiding the team’s next frontier: West Africa.

While the region is dominated by established players, the company sees meaningful space for new entrants willing to do the hard work. That includes navigating complex environments, building relationships with regional buyers and regulators, and crafting financing solutions that unlock trade flows where others see obstacles.

As Ikechukwu George Mordi, who oversees business development at Montfort, notes: “Emerging markets aren’t easy, but they’re not inaccessible. If you’re creative, if you work with the right partners, and if you understand the local landscape, there are opportunities.”

At Montfort, this doesn’t mean taking unnecessary risks. It means being deliberate. In markets where financing needs are more specialised, Montfort works closely with its trade finance teams to customise structures that make trade viable and possible. This includes tailoring payment terms, adapting to local ecosystems, and ensuring every deal remains within strong internal compliance frameworks.

Moving past rigid policies or standard terms, Montfort maintains an entrepreneurial, nimble and agile framework that enables it to be proactive and responsive.

Montfort’s approach is built on adaptability, starting with uncovering a client’s real challenge — which may be timing, regulatory approvals, or access to credit rather than foreign exchange — and then designing a solution that addresses it directly.

Winning Through Nimbleness, Not Scale

That agility is a differentiator in a space where speed matters, especially in emerging regions where timelines are uncertain and systems can be complex. Montfort’s approach, deal-by-deal, relationship-led, is strategic business.

This mindset extends across Montfort Trading’s workstreams as well. In crude oil trading, for instance, Montfort is a relatively new entrant. However, its model is the same: enter markets with humility, listen carefully, and build upwards from the base.

“Crude is a commoditised business, and it’s dominated by long-standing players,” says Magnus Nylen, who leads Montfort’s crude oil desk. “But we’ve seen that being the ‘new kid’ has its advantages, especially when you combine fresh thinking with decades of experience.”

For Montfort, entry into a new market isn’t about chasing volume, but more on making the right connections, finding the right fit, and positioning for long-term relevance.

And timing matters. As Nylen explains: “We’re not looking to be everywhere overnight. Right now, success for us is about steady progress. We’re building foundations to stand on.”

That strategy is already gaining ground. From opening discussions with counterparts across the value chain to exploring structured investments in emerging markets, Montfort is making moves, thoughtfully and carefully.

And through it all, the company is doubling down on its biggest asset: trust.

In commodities’ trading, execution is everything. And execution depends on trust, relationships, and the ability to deliver - consistently.