Business Practices
It may seem that adding a travel budget for your Credit Manager is nothing more than an added expense. But done right, visits to major customers could change the entire ballgame. Each visit will benefit from a plan. Compile pertinent … Read More »
To create the culture you wish to create takes time. It takes hiring the right persons and then training them to move in the direction you envision for your business. There are no corners you can cut. Your collection staff … Read More »
How do you know who is the keeper? In the work of commercial collections, careful attention to the customer’s story is the key to appropriate resolution to any debt. The reason the story is so important is because it can … Read More »
We all know that the words we choose and the tone in which we use them can make or break a collection call. From the outset, a customer receiving a collection call is already on the defensive. How do we … Read More »
Negotiation is an art It takes a boatload of finesse to negotiate successfully. Not only do you require a result in your favor, but you want to be fair to your customer, as well. When everybody wins, you’ve negotiated masterfully. … Read More »