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Jan 01 2017
Insurance Certificates: Some Hints

For many of us it is the time of year when our insurance policies renew, along with many other updates that take place at the first of the year. Most of our companies need and use insurance certificates. Some only need to provide an insurance certificate to lenders or customers. Others need to collect insurance certificates from customers to cover rented/leased machinery. Many of us do both
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Dec 01 2016
Know Your Customer

There are a number of steps that can be taken in order to get to fully know your customers. The best way to start this practice could be by having a proper credit investigation process in place. The credit investigation is best to establish new
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Dec 01 2016
The Importance of a Payment Bond

The Payment Bond is an important document that can often be overlooked; It is a supremely effective collection tool for credit & AR managers in construction. The Payment Bond is a document that has a value issued to it and can be truly invaluable
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Dec 01 2016
Resolution Solution

Entering a New Year for some of us means going through the age old process of putting together our list of New Year's Resolutions; those great ideas that come to mind each year and that we always stick to and achieve success at, right?
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Nov 01 2016
Making the Most of Technology

Technology helps credit professionals perform many of their day-to-day job functions. Beyond the typical hardware or software programs such as enterprise resource planning (ERP) software found in a credit department, credit managers
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Nov 01 2016
ICEL Recap: Truly Understanding Customer with

Jeff Simpson gave a great presentation about innovation and job focusing. He based his ideas from the "Jobs-To-Be-Done" framework introduced by Tony Ulwick and made popular by Clayton Christensen. The basis of the "Jobs-To-Be-Done" framework is to
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Nov 01 2016
Plan B - Promissory Notes

Your collection Plan A isn't working. Do you have a viable Plan B? That plan could be to convert that account receivable into a note receivable. There is perhaps a subtle nuance in syntax but there is a significant difference in the actual framework that could
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Oct 01 2016
A Little Compassion, Please!

Finally, after speaking with my customer two or three times with no resolution, I called her late one afternoon. I had very little faith that the call would resolve anything. I let her talk about her gripes that I had heard before. I listened to all the
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Oct 01 2016
Are You On Cruise Control?

When driving on the freeway to Southern Utah, I use my cruise control. If I'm not careful I can bore myself to death by falling asleep at the wheel as driving this way is easy, comfortable, and requires little effort on my part. After years at our jobs
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Oct 01 2016
Effective Credit Committees

I was a session speaker at the NACM Annual Credit Congress in June, 2016. In the session: The Challenge Of Overridden Credit Decisions, I shared with the audience some of the changes we made at Nicholas and Company that I believe
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Sep 01 2016
Coloring Your Success - The Power of Persuasion

One of the sessions I attended at Credit Congress in Vegas was a presentation by Diana Crowe entitled, "Coloring Your Success - The Power of Persuasion." When I read the synopsis of the session I thought to myself, "Why can't everyone think
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Sep 01 2016
Emailing? Texting? You Are Being Judged!

As much as we hate to admit it, judgments are made about an individual simply by looking at how they present themselves. Those who acknowledge this fact of life usually confirm they try to make a favorable impression.
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Sep 01 2016
ICEL Recap: Understanding Gender Differences When Negotiating

Professor James Holbrook and Adjunct Professor Stacy Roberts, instructors of negotiation at the University Of Utah S.J. Quinney Law School, drew our attention to the difference between how the male and female brains are hardwired to
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Aug 01 2016
A Newbie's Look into Commercial Credit

During my 15 year accounting career, I've been tasked with collecting accounts receivable. It wasn't until last year that I gained a broader understanding of how that task can affect the entire company as a whole. During the last year, while
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Aug 01 2016
Best Practices of Great Leaders

NACM Credit Congress 2016 was filled with conversation, food, fun and great educational classes. As the credit management field continues to change, it is necessary that we stay up to date with what is new and what will help us build a
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Aug 01 2016
We're OK, We Have Their Check

Let's face it! . . . Bounced checks that are COD counter checks or taken on site are tough collections. Customer applies for credit ... we decline open credit and offer cash terms (CIA - COD) - so - we're OK, we have the check . . . OR . . .
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Jul 01 2016
Always Learning in Credit

Everyone has different ways to remember the five C's, but for me, the easiest way was as a stick figure. Each of his points (head, arms and legs) represent one of the five C's. First the head is
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Jul 01 2016
The Awful Six Letter Word

Change. No one lives for it yet, without it, we are progress is impossible. Quite the contradiction. The mere mention of the word can send shudders up our spine. Few individuals enjoy change yet, the reality of today's world, both business and
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Jul 01 2016
Breaking News: Education and Networking . . .

Breaking News: Education and Networking a huge value at the 120th Credit Congress. Where - Las Vegas, Nevada, Caesar's Palace Convention Center - a fabulous venue for the expansion of our minds and bellies (or maybe that was just this reporter.) Next year
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Jun 01 2016
Extending Credit - Art or Science?

By working in a credit department, decisions are made every day that impact the profitability of your business and could create a loss for your business. The basic function of the credit department is to maximize profits while mitigating risks. This is established through the company's credit policy. The policy can be administered in a variety of ways by establishing a
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