Here’s the premise: Good questions directly lead to greater success in life and career; Most people ask bad questions (myself included). We are constantly solving problems on the job, including making the sale. We need to collect information to solve these problems. How we ask questions greatly influences the answers and our eventual success. Better … Read more
The Kaplan Group, Inc. is pleased to announce that the Kaplan Group Annual Scholarship of $1,000 has been awarded to Stephen Lyons, a first year graduate student at the University of Georgia and a candidate for a Master of Accountancy. A main goal of the scholarship was to expose students to career opportunities in credit … Read more
Write Offs Can Be Part Of A Profit Maximization Strategy No one wants bad debt. Everyone hates it when you do not get paid. But, is it possible that never having had a bad debt is a sign of a problem? Absolutely! Over the last few weeks, I’ve heard these comments from a few CFOs: … Read more
My son graduates from UCSB in 20 days under a black cloud. He knew 2 of the six students killed by gunfire on Friday, and at least one of the hospitalized. What should be a joyous time for our son and family is now filled with enormous sadness as we think about those who lost … Read more
Michael Lewis’s latest bestseller ‘Flash Boys, A Wall Street Revolt’ is a non-fiction tale of Wall Street intrigue, unfairness, and salvation. The story itself has nothing to do with credit and collections, and yet it highlights the traits that make some people great at managing credit risk or successful debt collection when things go wrong. … Read more
Article by: Bertrand Mazuir Any commercial relationship based on mutual commitments shared between the seller and the buyer. The buyer undertakes to pay the price of the service or equipment delivered on the date specified in the contract and invoices. However, he frequently has a high propensity to forget, at least temporarily, this commitment. Several … Read more
You have been calling your customer about a past due invoice for the last month. After a couple excuses and a couple broken promises, now no one answers the phone or returns messages when you call repeatedly. What does this mean? Have they closed? Has office staff been reduced to the point there is no … Read more
Last week I read an article on LinkedIn on how to be more productive. I’m always looking to learn and try new things. The one productivity tip that resonated the most for me was this: Before you go home today, write down the top 6 things you want to accomplish tomorrow; Cross out the bottom 5; … Read more
“You’ll Get Paid When We Get Paid” This is one of the most common ‘explanations’ we get while providing commercial collection services. How the debt collector responds to this assertion can have a big impact on understanding what is really going on and figuring out how to get paid even if they don’t get … Read more
How One Credit Manager’s Creativity Made The Big Sale Possible Most credit managers have been in this situation: the company wants to make the big sale, the buyer is ready, but their credit situation doesn’t make a standard transaction possible. Bud Rule, who has 40 years of credit experience, recently shared this story of a … Read more
