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Leadership is often associated with job titles or years of experience, but the truth is, most people demonstrate leadership long before they even receive a promotion. 

Credit professionals, in particular, go beyond account management—making decisions that influence cash flow, customer relationships, risk management and cross-departmental collaboration. 

Taking the initiative not only sets them apart, but it also strengthens their team and contributes to positive change within their company.  

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Noticing your customers troubling habits is one thing, but finding the root cause of the issue and a long-term solution that protects your company’s interest while maintaining a strong customer relationship takes time and dedication. Root cause analysis is the process of researching a problem to identify and treat the underlying cause, rather than simply addressing symptoms.  

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Effective negotiation goes beyond “winning” an argument; it’s about reaching a mutually beneficial agreement. No matter how conflicting each party’s interests may seem, the right negotiation tactics help credit professionals increase the likelihood of finding a resolution while also mitigating risk and preserving the relationship. 

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Artificial intelligence (AI) is rapidly emerging as a powerful catalyst for growth, enabling organizations to innovate faster, operate more efficiently and unlock new opportunities across almost every part of business. As the expert system evolves, more credit professionals are looking to adapt, or at least explore, what it is capable of.

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Everything in life is a balance—an even distribution of weight that allows someone or something to remain upright and steady. Without balance, even the strongest structures falter. In credit management, the same principle applies. 

For credit professionals, major decisions are not driven solely by numbers or intuition, but by careful equilibrium between data-driven analysis and critical thinking.

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Working in credit management requires a keen eye for strange customer behavior, whether it’s a customer whose payments have slowed or a company you’ve had an increasingly hard time getting on the phone. But even the most eagle-eyed credit professional will have customers abruptly shut down without warning. Your first instinct may be to panic, but it’s important to remember there are steps to take when a customer shuts down to protect your company from major losses.

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No aspect of credit management epitomizes the give-and-take nature of your relationship with your customer quite like disputes and deductions. Whether it’s a complaint about an erroneous charge on a bill or items left unaccounted in your order, deductions and disputes can consume a lot of your time as a credit manager, which can leave you frazzled if your credit department doesn’t have a solid protocol in place.  

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Credit professionals are wired for change, always adapting to new technologies and innovations. With so many options available, finding the right product or service can be overwhelming. 

Those who have a clear strategy and a willingness to learn can more effectively narrow their choices, and the Credit Congress Expo Hall is an invaluable resource, giving them a front row seat at the best show!

Check out our upcoming webinar, Tariffs as A Driver of Financial Distress and of Value on December 15th.

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Not every customer has a perfect credit score or strong balance sheet, but that doesn’t mean they aren’t worth doing business with. Marginal customers often stand in a gray area: high potential, but higher risk. 

The challenge is to identify whether open, unsecured credit can be extended to a marginal customer or whether other tools must be used to create guardrails around the transaction.

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As day-to-day communication shifts to largely online, it is critical that credit professionals make the most of every conversation, whether it is in-person or virtual. From facial expressions to tone to body language, there is a lot to keep in mind in conversation to ensure that you are not only making your point clearly but effectively.

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