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As we all know the economy has recently taken a turn for the worst. A lot of small businesses have been asking how this will impact their business in both granting and receiving credit. Credit has become the way of American living. In part this has been the cause of today's economic condition. Those businesses who did not grant credit in the past, are now considering it. Making the right decision for your business is one that needs much thought and planning to ensure that it's also not the downfall of your business.
Granting credit can be a positive move when the right plan is put into place and a full understanding of the process and techniques are used to ensure your assets are protected. Granting credit does not need to be a negative thing. However, it's important to make sure that you are firm and consistent with customers regarding payment structure and ensuring they are on time. Some small businesses are more likely to allow their customers to run further beyond the terms agreed to out of fear they will lose the business. The further an account ages, the less likely it will be to collect it. The longer the account ages, the more disputes can arise; delayed tactics are deployed to further delay payment, and higher risk of bankruptcy. Calling a customer when they are still within the 1-30 days past due is very important and shows that you are efficient and makes them less likely to dispute the billing. If they do, this allows you more time to address those issues to continue to decrease your risk of losses.
Now that we have addressed the firmness of collections I will move forward to the consistency. I cannot express how important consistency is with customers. If you contact a customer regarding a late payment and the customer says they will mail the check on a specific day, be sure to contact them on the day after to ensure the check was mailed, unless you have received it in the process. This shows the customer again that you are organized and in control. Failing to follow up promptly with payment arrangements or promise to pay tells the customer that they can easily use further delay tactics. You are in control of the risk you take. Again, the longer you allow the invoice to age, the more risk you are taking. If you notice that a customer is using delay tactics, it's important to check their credit report to see if they are falling behind with other vendors as well. This can be a sign of financial stress. This is a good time to review your options for third party assistance. Do not be afraid this will hurt sales. It can also be turned into a sales call. The initial call can be placed to ensure that the customer received their invoice and see if they are in need of further services or the product you sell. I have seen sales increase by companies taking this approach. A good sales person always has a reason to contact a customer, even if that reason is past due obligations.
If you're a small business or global enterprise, collections always begin with the credit application. A credit application is not just a form used to get information about the company you plan to do business with. It's a key tool to protecting yourself. Having the right disclosures, agreements, and information is important to the credit application process. Even making sure that your credit application includes language of where suit should take place should the need arise. This can be a very important cost savings measure that is often overlooked. In today's economy, the government is taking measures to limit the ability to collect on debts owed by debtors, both business and consumer debts. Today, its most important to make sure that you keep a full understanding of how the new laws are going to affect your business and your industry. This will not only help you to stay ahead of the game in protecting yourself, but also stay competitive without as much of the risk.
William Kesman
Credit Services Plus, Inc.
Management and Consulting Services
5005 Rockside Road, Suite 600
Independence, OH 44131
(216) 573-3770
wkesman@creditservicesplus.com
http://www.creditservicesplus.com/