Credit On The Go

Welcome to Credit on the Go, where trade credit, treasury, and finance leaders come to sharpen their edge. If your company sells B2B on credit terms, you know that once invoices age past expectations, the challenges shift quickly, from routine follow-up to disputes, escalations, and tough internal decisions.

In this episode, TCLM’s Bob Shultz sits down with Matthew Bicik, Director of Commercial Sales at Ryan & Jacobs, to unpack the full lifecycle of third-party B2B collections. The conversation covers how collection agencies evaluate accounts, the differences between contingency and fee-based models, and what actually happens when an account is placed, from initial outreach through potential legal escalation. They also dig into how disputes are handled, how documentation and backup impact recoverability, and how regulatory and compliance requirements shape agency behavior. Along the way, we explore how agencies assess account viability, communicate with debtors, and report performance back to credit and finance teams.

If you’re responsible for credit, AR, treasury, or working capital at a company that extends trade credit, this episode provides clear visibility into a critical, but often opaque, stage of the receivables process.

If you’ve enjoyed listening to this podcast, please consider sharing it with your staff and colleagues.

Editorial Opportunities:

Have insights to share? Get featured in TCLM. Contact us about contributing!

Advertising Opportunities:

Your audience is here: thousands of corporate trade credit, treasury, and finance professionals. TCLM is where quote-to-cash decision-makers engage with the latest trends and insights. Put your brand in front of the right people at the right time. Advertise with us!

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

If your credit team is running flat out yet DSO keeps creeping up, and cash flow is lagging, this conversation is for you.

In this episode of Credit on the Go’s “war stories” podcast series, veteran practitioners Bob Shultz and Dave Schmidt unpack what really happens inside credit and collections organizations after growth, acquisitions, system changes, and slow-motion mission creep undercut the original operating model. They walk through practical techniques—like whiteboarding every task in the department, categorizing work into true priorities versus “why are we even doing this?”, and running time studies and AR segmentation—to expose hidden bottlenecks, reclaim capacity, and restore earlier gains in DSO and cash flow.

You’ll hear candid examples of departments that lost a 15–20% DSO improvement after a merger, and how reorganizing work around people’s strengths, rebalancing workloads, and tightening the quote‑to‑cash process not only recovered the lost performance but improved morale by reducing stress, busywork, and turnover. Along the way, Bob and Dave make a strong case for listening to front-line staff, “managing by walking around” (or its virtual equivalent), and using people, process, and technology together—not once and done, but as an ongoing discipline—to build a resilient, high-performing trade credit function.

If you’ve enjoyed listening to this podcast, please consider sharing it with your colleagues.

Editorial Opportunities:

Have insights to share? Get featured in TCLM. Contact us about contributing!

Advertising Opportunities:

Your audience is here: thousands of corporate trade credit, treasury, and finance professionals. TCLM is where quote-to-cash decision-makers engage with the latest trends and insights. Put your brand in front of the right people at the right time. Advertise with us!

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

In this episode of the Credit on the Go podcast, host Bob Shultz sits down with veteran order-to-cash leader Ian Thompson, founder of Clear Cycle Advisors, to unpack what really gets in the way of turning quotes and contracts into cash in the bank. Ian explains how fragmented, siloed processes, poor data, and outdated behaviors silently erode working capital, drive up disputes, and slow down collections. He breaks the end-to-end cycle into data, process, systems, and culture, and shows how weaknesses in any one of these can bog down everything from billing accuracy to cash application and reconciliation.

Listeners will also hear concrete examples of how misaligned AP and AR practices can create unnecessary borrowing needs, as well as how better coordination between the quote‑to‑cash process and payables can improve cash flow and reduce financing costs. Ian and Bob also discuss how to use KPIs such as DSO, delinquency, bad debt, write‑offs, and invoice first‑pass yield (percent accurate) as a practical “ROI dashboard” for transformation investments.

Beyond metrics and technology, the discussion dives into the people side of change: how to win buy‑in from both senior management and long‑tenured staff who may feel threatened by automation. They outline communication strategies, cross‑functional collaboration, and “co‑opting” front‑line teams so that process improvements become a team objective rather than a top‑down mandate.

If you own or influence AR, credit, treasury, or broader quote‑to‑cash operations in a mid‑market or growing enterprise, this episode offers actionable ideas you can take straight into your next cash‑flow meeting or transformation business case. From quick wins like better AR–billing alignment to longer‑term automation and process mining, you will come away with a clearer view of how to unlock trapped cash and build a more resilient, customer‑centric cash conversion engine.

If you’ve enjoyed listening to this podcast, please consider sharing it with your colleagues.

Editorial Opportunities:

Have insights to share? Get featured in TCLM. Contact us about contributing!

Advertising Opportunities:

Your audience is here: thousands of corporate trade credit, treasury, and finance professionals. TCLM is where quote-to-cash decision-makers engage with the latest trends and insights. Put your brand in front of the right people at the right time. Advertise with us!

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

This is our second podcast where we discuss collection performance. In Part 1: Dealing with the Time Bomb, we examined the various issues that divert time from your collection efforts, including distractions and inefficiencies. In this segment, the conversation focuses on making your collection calls as effective as possible, covering everything from being prepared to setting the tone of the call, and from deflecting excuses to negotiating an acceptable outcome. Even experienced collectors will find a lot of gems listening to Bob and Dave, who combined have over 80 years of experience in trade credit and collections.

If you’ve enjoyed listening to this podcast, please consider sharing it with your staff and your colleagues.

Editorial opportunities:

Have insights to share? Get featured in TCLM. Contact us to learn more.

Advertising opportunities:

Your audience is here: corporate trade credit, treasury, and finance professionals. TCLM is where quote-to-cash decision-makers engage with the latest trends. Put your brand in front of the right people at the right time. Advertise with us!

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

New Visa rules are quietly rewriting the economics of B2B card acceptance, and your team cannot afford to ignore them. In this episode of the Credit on the Go podcast, host Bob Shultz sits down with Nuvei’s Vice President of B2B Technical Solutions, Paul Breault, to unpack Visa’s new Commercial Enhanced Data Program (CEDP) and what it really means for corporate trade credit, treasury, and finance leaders.

Why this episode matters

CEDP replaces traditional Level 2 and Level 3 interchange programs, tying your interchange costs directly to the quality and completeness of the data you submit on commercial, corporate, and purchasing card transactions. For organizations processing large B2B card volumes, that shift can translate into roughly 30 percent savings on interchange when done right, or materially higher costs if you stay with “business as usual.”

What you will learn

* How CEDP works, why Visa created it, and why “good data” is now the gateway to preferred interchange rates rather than a box-checking exercise.

* The operational reality: why many virtual terminals and legacy processors simply cannot capture the 20+ required data fields, and how ERP-integrated payment solutions change that equation.

* The risk lens: how richer transaction data not only earns discounts but also strengthens fraud prevention and transaction legitimacy at a time when cyber and payment fraud are rising sharply.

Who should listen

If you lead or influence trade credit, AR, treasury, or corporate finance and are responsible for card acceptance strategy, working capital, or fraud risk, this conversation is designed for you. You will come away with concrete questions to challenge your current processor, a clearer view of the ROI case for CEDP compliance, and a practical roadmap for aligning credit, treasury, IT, and the C‑suite around the changes ahead.

More Resources About CEDP:

Visa’s CEDP explained: What you need to know to stay verified

If you’ve enjoyed listening to this episode of the Credit on the Go podcast, please share it with your colleagues.

Editorial Opportunities:

Have insights to share? Get featured in TCLM. Contact us about contributing!

Advertising Opportunities

Your audience is here: thousands of corporate trade credit, treasury, and finance professionals. TCLM is where quote-to-cash decision-makers engage with the latest trends and insights. Put your brand in front of the right people at the right time. Advertise with us!

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

Developing a high-performing credit function is tough enough; doing it while locked in a tug-of-war with sales can feel impossible. This episode of the Credit on the Go podcast dives into real-world “war stories” of turning adversarial sales relationships into powerful partnerships that drive profitable growth instead of friction.

During the conversation, Bob Schultz and Dave Schmidt share their experiences and practical strategies for shifting from a narrow credit lens to a full “business person” perspective. In many organizations, the credit function is still seen as the “department of no,” but the real opportunity is to operate as business people first and credit specialists second.

By adopting a broader business mindset, focused on growth, profitability, risk, and customer experience, you can transform the relationship with sales from adversarial to truly collaborative. Bob and Dave discuss how joining sales reps on customer visits, attending sales meetings to understand the sales plan, meeting regularly with the head of sales, and shifting from “order-to-cash” to a true “quote-to-cash” mindset that supports sales strategy from the very first proposal creates powerful alignment and trust between the two functions.

If you are responsible for trade credit, finance, or treasury, and especially if your sales partners still see credit as the “stop sales department,” this conversation offers actionable ideas you can apply immediately to build trust, improve performance, and strengthen your company’s overall commercial engine. Listeners will receive concrete, real-world advice for repositioning credit as a value-creating partner that helps win profitable business while protecting the company’s bottom line.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

In this episode of the Credit on the Go podcast, host Bob Schultz sits down with Brian Suthoff, founder of Truverto, to unpack what “modern credit decisioning” really looks like for B2B organizations that are increasingly under pressure to protect cash while still fueling growth. If your team is still relying on intermittent bureau pulls, siloed systems, and incomplete customer data, this conversation will challenge how you think about risk, revenue, and the role of credit in enterprise performance.

Brian comes from a data and analytics background, not traditional credit management, and shares how small and mid-sized companies can turn messy, incomplete data into cleaner, automated decisioning that improves performance across credit, sales, finance, and customer success. The discussion explores why “good enough” data is no longer sufficient when AI, real-time metrics, and revenue operations (RevOps) are reshaping how organizations evaluate customers and allocate capital.

Key Themes You’ll Hear

* How data quality and completeness directly impact the accuracy and value of credit decisions, from line-setting to ongoing portfolio monitoring.

* Practical ways to unlock the “gold mine” of first-party data already sitting in your accounts receivable, ERP, and invoicing systems for benchmarking, early-warning signals, and portfolio segmentation.

* Why revenue operations thinking matters for credit and treasury, and how shared, cross-functional metrics can align sales, finance, and customer success around both growth and cash flow.

* How to go beyond traditional bureau reports by tapping into collaborative trade credit exchanges and automated data flows that continuously enrich your view of customer performance.

Who should listen

This episode is a must-listen for corporate credit leaders, finance executives, and treasury professionals who want to tighten working capital, reduce borrowing costs, and still support commercial growth with smarter, faster credit decisions. Are you rethinking your risk policy, metric design, or tech stack to enhance decision-making? This discussion will give you concrete ideas and examples you can take back to your organization.

For more from Brian Suthoff, check out:

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

Welcome to the latest episode of the Credit on the Go podcast, a must-listen for B2B finance, credit, and treasury professionals navigating today’s complex risk landscape. In this installment, hosts Bob Schultz and Dave Schmidt draw on deep industry experience to dissect one of the most pressing questions facing credit leaders: What actions should you take when a customer shows clear signs of deteriorating financial health and could be on the path to bankruptcy or default?

Episode Highlights

* Early Warning Signs: The discussion kicks off with practical advice on recognizing early warning indicators such as cash burn rates, deteriorating payment trends, major account losses, or loan

* covenant issues; all critical for timely risk assessment and strategic decision making.

* Mitigation Strategies: Bob and Dave delve into concrete steps to take when risk accelerates, including the move to cash-in-advance terms, leveraging credit insurance, and reworking repayment through promissory notes or standby letters of credit to minimize exposure and preserve cash flow.

* Team-Based Crisis Response: The hosts emphasize that handling distressed customers is a “team sport” requiring active coordination across credit, sales, legal, and executive leadership to build effective, customized action plans.

* Legal and Practical Protections: Get essential insights into defending against preference claims, maximizing recovery in bankruptcy, utilizing cross-corporate guarantees, and the pivotal role of counsel in navigating legal nuances.

* Real-World War Stories: Throughout, Bob and Dave share vivid, real-world examples, including tales of successfully reclaiming inventory, leveraging credit insurance, and unlocking sometimes unexpected risks embedded in cross-corporate guarantees, making the conversation as instructive as it is engaging.

Whether you’re safeguarding portfolio value or seeking fresh, actionable tactics for your team, this episode delivers strategies and war stories you can immediately apply. Stay connected with Bob and Dave for more expert content designed to help you optimize risk and opportunity in every market cycle.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

Today’s episode of the Credit on the Go podcast takes a deep dive into the evolving landscape of B2B corporate credit and finance. Joining Bob Shultz is Sarah McCauley, widely recognized as the “revenue storyteller.” Her career spans every facet of the order-to-cash process, with a focus on billing operations, credit, and accounts receivable. As the founder of Effetech Solutions, Sarah now partners with growth-minded businesses to unravel the causes of cash flow delays, spotlight hidden revenue leaks, and transform the perception of AR and credit from cost centers to frontline drivers of revenue intelligence.

Finance leaders, credit managers, and treasury professionals will find actionable insights as the discussion uncovers the real sources of cash flow challenges—often operational gaps, not just late payments—and spotlights the critical need for cross-functional accountability, data-driven process improvement, and a proactive culture. Sarah shares practical frameworks for shifting AR from reactive “triage mode” to strategic, preventative leadership, along with hands-on examples from SaaS and other fast-growing sectors.

Listeners will also hear fresh perspectives on bridging the perennial divide between sales and credit, strategies for embedding accountability across the revenue chain, and authentic advice for embracing AI and automation, while never losing sight of the business relationships and judgment at the heart of every transaction. Whether you drive finance transformation, are an AR or treasury change leader, manage credit and collections, or simply want to optimize working capital, this episode delivers real-world solutions and executive-level expertise you can act on today.

Editor’s Note: For more from Sarah McCauley, check out The Role of Dispute Management in Accounts Receivable

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe

Welcome to another Credit on the Go episode brought to you by the Trade Credit and Liquidity Management newsletter. In today’s discussion, you’ll hear authentic, in-the-trenches experiences from credit veterans Bob Shultz and Dave Schmidt as they wrestle with a dilemma every credit professional knows too well: when sales pushes for a big, urgent deal with a new customer whose credit doesn’t make the grade. You’ll get field-tested advice and stories on balancing the pressure to close sales with the need for due diligence, protecting your company from unnecessary risk while still supporting growth.

This episode goes beyond the textbook, offering real-world lessons in risk mitigation, strategic thinking, and fostering strong, proactive relationships with your sales teams. Whether it’s creative ways to structure deals, insights into evaluating high-risk customers, or tips on building mutual respect and communication with sales, Bob and Dave show how thoughtful credit management can turn even the most urgent, risky opportunity into profitable, sustainable business. Tune in for hard-won wisdom, specific case stories, and actionable approaches every credit, finance, and treasury professional can put to work today.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe