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Credit managers can sometimes take on too much responsibility—from handling customer disputes to managing collections. A balanced workload significantly improves team performance and efficiency. 

By delegating tasks, credit managers can ease their own workload while empowering team members to think independently, develop skills and take initiative—ultimately allowing them to solve problems before they escalate out of control. 

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Lien and bond rights are essential tools for protecting payments in the construction industry. Whether you’re a general contractor (GC), subcontractor or material supplier, these legal rights provide leverage when payments are delayed or withheld. However, these rights and the processes to enforce them vary significantly from state to state.

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In business-to-business (B2B) transactions, when customers aren’t satisfied with a product or service, they request a deduction—typically in the form of a short payment on an invoice or credit taken on a check. 

Customer deductions typically require approval from the credit department, as they directly affect collections and terms outlined in the contractual agreement. By managing deductions proactively, credit professionals can improve the order-to-cash process, prevent future losses and support strong customer relationships. 

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Gathering job information for a construction project is an important part of the work of a credit manager. Having pertinent details on the customer, contractors and the project itself help the credit manager understand what to expect when they embark on a project. 

While this process is closely tied to the credit manager’s role, the task of collecting the information often falls to the sales team. The joint effort between credit and sales could see different aspects of the task doled out between the two departments. 

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With the role of credit managers expanding each day with new responsibilities, outsourcing tasks within the credit department can be a key part of a risk mitigation strategy.  

Collections brings a lot of problems for credit managers, making it one of the first processes many departments decide to outsource. Third-party collections improves cash flow by having dedicated collectors pursuing a debt rather than overwhelming the credit department.  

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When most people think of a credit professional, they picture someone focused on collecting payments and monitoring customer balances or credit scores. In reality, the job extends far beyond credit and collections. 

The multi-faceted nature of the credit professional makes them an asset to the organization, facilitating communication, improving efficiency and mitigating risk. 

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The credit and sales departments both spend their days closely monitoring customers and transactions, albeit from different perspectives, making it easy for each department to recognize the needs of the other. 

As the credit team works to mitigate risk by carefully considering the possible ramifications of each transaction, they rely on the sales team to bring in customers. 

With the sales department often in a better position to advocate for new technology, buy-in from them on much-needed upgrades to the credit department can be immensely beneficial.  

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Join us for this special Industry Insight episode with Shane Norman, CCE, senior account executive with Handle, as he discusses his 20-plus years of credit experience, and shares his perspective, both managing credit risk and now working with hundreds of credit teams nationwide. 

Today we're talking about:

• Lessons learned as a credit manager
• The future of tech in the credit department
• Common habits for great credit teams

Tune in now and reshape your credit strategy! 

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Join us for this week's episode on the power of proper documentation!

Certain credit practices are grounded in the roots of the profession, unchanging in a dynamic field where change is constant. Documentation is one of these habits, with thorough records of even the simplest day-to-day credit decisions protecting credit departments from risk down the line. 

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The nature of credit and collections requires credit managers to always keep an eye out for risk on the horizon, whether it’s concern towards a customer’s persistent cash flow issues or a weariness towards extending credit in a country with growing political instability. 

Why it matters: During periods of economic uncertainty, customers may begin acting erratically, paying late or asking for extended terms. Recognizing economic trouble is one thing, but addressing the onslaught of delayed payments and requests for new terms that comes with it is a larger task.

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Sales and credit are two sides of the same coin, both aiming to grow the business, but from different perspectives. While sales focuses on closing deals, the credit team works to manage risk, ensuring customers are financially reliable and contract terms are sound. These different priorities can often lead to tension.  

When the sales team understands the “why” behind the fundamentals of credit, they can structure deals that not only close faster but also protect the company’s cash flow. 

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When a salesperson is pushing for a credit manager to finish their credit investigation and determine a credit line so they can close the sale, it is important that credit managers find a balance between speed and risk. Organizing the workflow within the credit department to accommodate these requests can help ease stress and take some pressure of credit managers. 

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🕵️‍♀️ Scene 1: The Case File

Did you hear that? A company’s accounts receivable (AR) suddenly spiked. Collections slowed, and cash reserves dropped. The Chief Financial Officer (CFO) smells trouble. Soon after, you’re brought in to investigate the scene of the crime. You’re left wondering...was it overdue invoices? Was it an ineffective collection? Are they just difficult or unresponsive customers? Of all the mysteries credit professionals encounter, nothing compares to the mystery of disappearing cash flow. 

Credit managers act as a company’s true financial detectives, solving the mysteries behind customers’ cash flow issues.

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Artificial intelligence (AI) has transformed how the world operates, integrating itself into nearly every facet of business. For credit departments, AI is being used to enhance email communication, draft demand letters, review contracts and even predict collection trends. 

Despite its rapid advancement, AI presents significant challenges, particularly regarding accuracy and reliability of information and data privacy and security. Implementing clear, refined policies and procedures within the credit department can help mitigate these concerns and ensure AI is applied ethically and effectively. 

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As a credit manager, you’re no stranger to difficult customers. Whether there is a disagreement over a late payment or a clash over company policies, conflict can pop up anywhere in a credit manager’s day to day work. Mastering emotional intelligence can help credit professionals de-escalate conflict and ease tensions. 

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This week we are talking about building relationships outside of the credit department!

The last decade has seen tremendous evolutions within the business credit field, with advancing technology transforming the credit management profession. With technology’s growing importance in modern credit processes, the relationship between credit and IT departments is more important than ever.  

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We’re diving into one of the most valuable tools available to global credit managers—the FCIB Credit & Collections Survey.

The monthly survey serves as a global pulse check on real-world credit conditions. It gathers input from credit professionals across key international markets, on things like payment behavior, risk levels, and economic confidence. The Credit and Collections Survey’s insights help you stay informed, benchmark your practices, and even support your internal reporting.

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The construction industry is a layered ecosystem where giants and startups share the same job site, each with unique risks and rules. In a highly competitive industry, the Disadvantaged Business Enterprise (DBE) Program provides marginalized businesses with a fair opportunity to compete and thrive. 

However, rising fraud, such as firms posing as DBEs or using certified DBEs as pass-throughs, undermines the program’s purpose.  

To protect the integrity of the program and avoid serious penalties, it’s essential that credit managers to double check and verify if the DBE is legitimate and it’s performing the work it’s contracted to do 

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The CMI documents trends in accounts receivables that could help credit professionals anticipate and prepare for changes. By taking the time to complete the CMI each month, credit managers are able to give back to the profession by strengthening an economic indicator that is central to so many credit professionals risk mitigation strategy. 

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During turbulent economic times, it is challenging for businesses to maintain stability. With heightened risk, traditional lending often tightens leading more companies to seek financing from private sources.

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Automation is changing the way credit managers do business across industries. For construction credit professionals, efficiency and accuracy is vital, and new technology might be able to help make tough credit decisions faster. 

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This week, NACM hosted its 129th Credit Congress & Expo in Cleveland, Ohio—and things kicked off strong. 

The opening general session featured keynote speaker Brant Menswar, who delivered a powerful message on staying focused and hitting your goals, even when things feel uncertain. 

We caught up with a few attendees to hear what their biggest takeaways were from Credit Congress. Here’s what they had to say. 

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Credit professionals are often focused on supporting others—customers, colleagues and businesses—but they can sometimes forget to take time to care for themselves. In today’s shaky economy, many are facing growing challenges, which can lead to stress and a need for self-care.  

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When it comes to hiring new credit managers, it can be hard to choose which candidate will be the best fit at your company. From the technical skills on their resume to their professional presence during a job interview, there is a lot to consider when hiring for a role a multi-faceted as credit manager. 

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It’s no secret that companies across industries are grappling with the ripple effects of shifting supply chains, severe weather events, rising costs and mounting tariffs. 

By developing a crisis management plan, credit professionals can shift from a reactive approach to a proactive one, helping to minimize risk and improve decision making. 

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