8 Ways to Manage a Pro-Sales Credit and Collections Department
Robert Shultz Overview:
Credit and collections is an integral piece of a company’s working capital, managing one of the largest assets of any company. Working with Sales to facilitate the company’s business objectives is a key element in the department’s success. This session will cover detailed actions managers of the credit, collections, dispute management, and cash administration functions can take to improve negative perceptions and overall performance.
Why you should Attend:
The credit and collections department’s primary goal is to facilitate the company’s sales and financial goals with managed risk. Sales may have the perception that the credit collections department is out of sync with Sales objectives.
This session will cover the role of an effective credit and collections department, how to change negative perceptions, and how to team with Sales to meet company objectives as a partner.
Areas Covered in the Session:
- Achieving company sales and financial objectives, the role of the credit collections department
- The value the credit collections department brings to the company
- Overcoming negative perceptions (Sales, Senior Management, Customers)
- Credit Management is sales, ways to sell decisions, new processes and policies effectively
- Credit as a product
- Ways to gain the trust and support of the Sales team
- How to make customer outreach a team effort
- Managing upward with effective goal setting and performance reporting
Who Will Benefit:
- This Topic Applies to Managers in Credit, Collections, Treasury or Sales
Speaker Profile
Robert S. Shultz has had a forty-year career as a credit and financial executive and consultant working with mid-size to large global corporations in numerous industries and countries.
In his last corporate role, he was the Corporate Vice President of Credit and Customer Finance for Sony Pictures Entertainment, (SPE) He had responsibility for all order-to-cash activities, including billing, credit, collections, and accounts receivable management. This encompassed all business units globally.
In 2001 he became a Founding Partner of Quote to Cash Solutions (Q2C) LLC, a consulting firm that focuses on quote-to-cash cycle improvements, skill training, education, and expert witness support in credit and bankruptcy cases.
Robert has proven results in helping clients improve their quote to cash processes, and policies, leading to increased liquidity, reductions in accounts receivable dilution, and effective deployment of automation, outsourcing, and the internal support organization.
Robert is a frequent speaker, writer, and trainer on in all aspects of the quote-to-cash process and related management roles.
As a member of the Editorial Board of the Credit Today Newsletter he has been a regular content provider.
He serves on the UCLA Extension Advisory Board which established the Credit Analysis and Management Certificate program. He is an Instructor for two of the classes, Credit Analysis, and Portfolio Risk Analysis.
Robert is currently the Chairman of the Financial Executive Networking Group (FENG) Credit Management Special Interest Group.
He is a past Chairman of the Board of Directors of the Credit Management Association (CMA) and later served on the Board’s Advisory Committee. In addition to that role, he was an active volunteer for the National Association of Credit Management (NACM) and Credit Research Foundation (CRF) activities and was a member of the Dun and Bradstreet National Advisory Group.