About the workshop
Navigating a world beyond Covid-19 presents its challenges. Seismic changes have taken place in the last two years: rising costs and inflation, the ‘great resignation’ has seen an influx of job moves and government intervention was quickly mobilised to reduce the impact on UK small businesses.
The economic shock of covid was perhaps less severe that first anticipated. However, small businesses have a significant challenge ahead as they seek to return to pre-pandemic levels and regain lost revenue. From the other side of the coin, Commercial credit professionals play a pivot role managing this - reducing risk-exposure, increasing operational performance, and identifying efficiencies in the order to cash process to maximise revenue for their own business. How do credit professionals meet these challenges as effectively as possible?
Join us for an interactive four-hour workshop split across two days where you’ll have the chance to work with senior credit peers to tackle leading industry challenges. After the event, you’ll receive a copy of the findings and recommendations to take forward in your own credit processes.
"Atradius, a trade credit insurer, has predicted insolvencies will be 33 per cent higher in 2022 than in 2019."
Source: Business Telegraph, 28 Dec '21
The workshop is split across two days. Attendees should attend both sessions.
Dates: Tuesday 15 March 2022 and Thursday 17 March 2022
Time: 10am to 12pm
Format: Both sessions will be held online. Registrants will be sent an email invitation with joining instructions.
Event agenda
The workshop is framed around 4 key break-out topics, facilitated by Chris Sanders and his team of expert industry facilitators.
Traditional approaches to Dunning can be highly static. Yet in an increasingly volatile world, your small business customers circumstances can change at pace. Decisions need to be made swiftly, driven by accurate and available data and slick internal processes. How do you:
- Develop efficient yet flexible collection journeys that the end user can control?
- Identify bottlenecks and solutions to improve DSO?
- Blend external and trended data to provide a 360° view of debtors and customers?
Organisations are increasingly looking towards digital transformation to increase productivity and reduce transactional unit costs within the O2C arena. Automation frees up resource previously spent on transactional or manual processes, redirected to focus on analysis, strategy or proactive account management. However, automation can fall short on judgment-based activities such as credit decisioning and strategic collections management. This session will explore:
- How can your automated processes be refined to work more effectively?
- How can accurate data and monitoring improve key O2C activities?
KPI strategies are a key, but sometimes overlooked, element of effective credit management. Understanding how you are trending against previous performance and against the market is critical in defining immediate and future strategy. We will explore:
- Are there metrics you would want to measure but struggle to report on currently?
- How often so you adapt your strategies to respond to change or functionally manage the insight and output?
- How readily available are the data and tools to access relevant KPIs?
Credit professionals are increasingly identified as enablers for revenue growth. With the right focus the Credit function can demonstrate increased revenue and loyalty from customers. This session will explore how the credit function can influence orders and in turn, revenue.
- How do you understand the value that customers are looking for in your market and how does that different by customer segment?
- How does ease of doing business influence orders and what role does the credit function play in smoothing this process?
- How can sales analytics be used by credit professionals to inform credit strategy?
Host and facilitator
Chris Sanders, FCICM
Executive Level International Billing & Credit Management Consultant
Principal, Sanders Consulting Associates Ltd
A Fellow of the Chartered Institute of Credit Management, Chris is well known in the credit industry with over 30 years’ experience including Director level roles in credit management, billing, operations and business transformation. He started his own niche credit management and billing consulting firm in 2005, now independent Chris focuses solely on order to cash and credit management leadership and performance improvement and has assisted blue chip client teams all over the world to improve standards and performance in credit management and working capital.
As an elected member of the Chartered Institute of Credit Management’s (CICM) Advisory Council since 2012 and having developed their quality accreditation programme (CICMQ), Chris was appointed Head of Accreditation-CICMQ by the CEO of the CICM in February 2012 and developed the Accreditation into a widely recognised and valuable best practice credit management standard in the industry. As the creator and facilitator of the CICMQ Best Practice Network, Improvement Scorecards, and organiser of the CICMQ Best Practice Conferences, Virtual Workshops and Cash Challenges and author of the ‘Covid 19 Credit Managers Playbook’, Chris won the CCRi ‘Contribution to Credit Management Award’ in 2015. His enthusiastic and informal style makes him a popular and sought after speaker, writer, facilitator and subject matter expert at credit management, billing and O2C events, conferences and workshops around the world.