Step One - Know Who You are Selling It would seem pretty simple that we should know who is buying or selling our product or service. But, many would be surprised at how often credit managers overlook this first detail on doing business. |
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Only Company Officers May Sign Credit Applications should always be signed by an authorized officer of the company that you are extending credit. Accounts payable managers, buyers and salesmen and women are most likely not officers of the company. It's happened many times that invoices become past due and calls are made to the company seeking payment, only to be told that the person who's signature on the credit application had no authority to enter into a contract on behalf of the company. Yes, you may have a case against them, but it is much easier to simply check and verify the exact title on the application when it is originally submitted. |
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Who are you again? Be very careful of HOW people sign their names to contracts. If the signature on the credit application reads, John Smith, Jr., be certain that all subsequent documents also indicate the suffix "Jr." at the end. Believe it of not, if you must go to court, one of the arguments that a debtors attorney may raise is that there is a distinct difference between John Smith and John Smith, Jr. . While it may seem to be like an inconvenience, you may also wish to get the social security number of the person that is signing the application (and other legal documents) so that there can be no disagreement in a court of law later. Again, this may seem like asking too much, but it's far better to be prepared for problems, than having to pay thousands more in legal fees when your debtor's attorney's defense is that you never knew who you were giving credit to in the first place. |
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But I've known them for years It's often been said that extending credit is a matter of "man's confidence in man". But, as credit professionals often joke, "Oh yeah. The old confidence scheme". Just because you know the customer and have had a good working relationship for many years, you should still ask for a fully completed credit application with ink signatures by an officer of the company. When a business fails, they often must seek the advice of an attorney. And, the attorney they hire will generally only know one way of doing things - their way. Your long time business friend, whom you had given a generous line of credit, is no longer in the driver's seat. In fact, in bankruptcy proceedings, it's against the law for creditors to have contact directly with the debtor; all matters must be settled through the attorneys and the courts. |
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But do we really want to insult our customers? Sometimes good businesses are driven into bankruptcy for no good reason. They may become victims of expensive lawsuits themselves. When that happens, they would want you to be a secured lender and get paid first. And let's not forget. For the small business owner, the failure of a single large customer could mean a severe strain on cash flow. You may be proud of your own payment record with your suppliers, but if a major customer is suddenly unable to pay you, you may find yourself in a proverbial cash pinch. Do you really want to do that to your suppliers? Have to tell them that you can't pay them on time? |
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Learn from the past We need only look as far as this internet to see how other large companies, that should have known better, had allowed billions of dollars of capital to be lost. In the late 1990s, many hardware suppliers to dot.com businesses were extending credit to accounts without getting the much needed corporate guarantees. Business was booming! When the bust finally came, many traditional brick and mortar companies also had to show significant losses because they were unable to collect on their unsecured accounts receivables. The result? Lost revenue, massive layoffs, and in some cases, bankruptcy. |
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To summarize Know who you are selling to. Get the correct signatures, in ink, in full, on the correct documents that are legible. If possible, get as much security as your customer is willing to give. It's much easier and far cheaper to get things done the right way the first time. Simple solutions? You bet! But if you look at the most successful business people in our society, they are generally average people that understand that simple solutions work the best. |
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