Money is a medium of exchange with an established value that is accepted in
return for goods and services. The dominant form of money is currency which
is issued, controlled and limited by governments.

An alternative to money is credit and no government printing presses or
controls are required.  Credit allows for the value of a product or service
to be assessed and for profitable sales to happen based on payment at some
later date. Credit terms, i.e. IOUs, like money are a medium of exchange.

• 90% or more of B2B (business to business) sales are made on the basis of payment at a later date; that is credit is extended.
• A/R, accounts receivable ...short term money due from the sale of a product or service based on payment at a later date is often one of if not the largest the largest asset a business has...on average 40% or more of total assets.
• Next to cash on hand the A/R is the closest thing to money in the bank being but one step removed...it's a very liquid asset.
• The area of business responsible for creating and managing A/R is often mistakenly thought of as Credit and Collection and  is  misunderstood by many senior business managers and is underutilized  by most companies.
• Companies most often think that the goal of Credit and Collections is low DSO (days sales outstanding), the turn time on the A/R,  and  low  bad debt losses and write offs.
• Most often this area of business is thought to be a cost center, a negative, a necessary evil and as one company CEO put it " the ugly stepchild  of accounting ".
• Efficiency is about being effective, powerful in effect with little waste of effort, and in business efficiency is measured by the return on the investment. Use of DSO and % bad debt to measure performance for the Credit and Collection area of business  adversely  effects both short and long term profitability.

This 3 hour program establishes a new profit understanding and direction for this critical function of business and a proven methodology leading to:

Subject Tracks

Audience Types

Relevance to Attendees

The Credit and A/R Management area of business is responsible for creating and managing one of the largest and most liquid assets of a business. On average the A/R is 40% or more of the total assets of a company. In addition, during the process of approving new customer credit and then dealing with past due customers this area of business interfaces with customers, sales, operations, vendors/suppliers, finance/accounting and other internal and external aspects of business. It is in an ideal position to contribute to profit enhancement in a variety of ways but all too often is relegated to a minor role.

This program teaches how a perceived cost center can and should be a profit center.

Attendees will learn a new credit reality and how it can best contribute to profit enhancement.

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This program can be adapted to a 6 hour format with greater content detail and more indepth discussion.