When bad things happen to good customers. (Selected Topic).

Introduction

There are countless articles and other sources of information about the early warning signs of a customer's financial distress. But often, credit managers find themselves in the difficult position of finding out, too late and after the fact, that a valued customer is experiencing financial problems. Such problems present a classic dilemma in credit management, which threatens both the collectibility of the existing account, as well as future sales and profits from that customer. Credit managers have long been charged with balancing pressure from their company's sales and marketing organizations with their basic mission of controlling the extension of ...