Leveraging Uncle Sam: getting the threat of the IRS behind your collection effort.(credit column)(United States. Internal Revenue Service)(Column)

In the quest for successful collection efforts, credit professionals must strike a balance between being likeable and being firm. The old, widely relied-on adage that "people pay who they like" is certainly true, but after collection letters go unanswered and calls start losing their flair, it can be extremely difficult to maintain a veneer of goodwill for even the most softhearted credit professional. In a number of instances, many debtors won't understand anything but the long arm of the law and legal action is necessary to force them into discussion regarding the money in question. Other debtors will respond better to a third party, like an NACM affiliate, which can ...