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May 01 2015
Credit . . . No Clear Black or White Solution

Being a credit manager is not a glamorous position, and it is hard work that many, including some credit managers, see as undesirable. The hardest part of the job is making decisions that do not have a clear black or white solution. What we do greatly affects our customers, their credit scores and their ability to
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Apr 01 2015
ICEL Recap: John Bytheway

It was hard to find a seat at this year's ICEL Executive Appreciation Luncheon which was entitled "Oh, That's Bad - No, That's Good!" Why? It meant that it was attended in record numbers! Extra tables were set up and the adjoining conference room was opened to accommodate our ICEL membership and their esteemed guests. Which was good, right? No, this too was bad because as I
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Apr 01 2015
Credit Professionalism

Imagine if a large group of NACM members from various industries got together to discuss and debate the most important issues facing them in their profession - would the most critical issues brought to light be those that pertain to actual credit processes, procedures, or other aspects of fulfilling their credit duties; or would they center more on questions of ethics, image, and perceived
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Apr 01 2015
Synergy and Change

Meetings. Counseling sessions. Annual reviews. Many reading this are most likely conjuring negative images in their minds by simply having read these three forms of collaboration. Each plays a different role in both our personal and professional lives and, unfortunately, some, if not all, are not viewed favorably.
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Mar 01 2015
Are You Dependable?

Are you dependable? Can managers, co-workers, friends and family count on you to get things done? What is your reputation for follow-through? When someone asks you to do something, do you do it?
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Mar 01 2015
ICEL - Compassionate Civility in the Workplace

She voiced concern that civility has become eroded in our society. It has deteriorated in our interactions in government, in our businesses, in the media, and in our schools. In general, this lack of civility is a major problem in the world we live in and examples of incivility continue to plague our society more and more each day.
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Feb 01 2015
What Makes a Great Credit Manager?

What characteristics are needed for the "ideal" credit manager? What traits separate the so-so credit managers from the great credit managers? I recently reviewed several articles which claimed to have the secret. They each discussed several important and valuable qualities that make great credit managers . . .
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Feb 01 2015
Ethical Decision Making

As I was doing some reading this week for a Business Ethics class that I am taking at UVU, I was thinking about some of the situations in my career when I have been faced with an ethical dilemma. I have been a Corporate Credit Manager for the last 28 years, and can think of several instances when I have had to make an ethical decision. I think at some point everyone in an organization will be faced with an issue that will require ethical decision making. That is certainly true of top management positions, but is also true of every worker in an organization.
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Feb 01 2015
The Power of Listening

How often have you been in a conversation when the individual you are conversing with seems more interested in getting the next word or thought inserted rather than truly listening to what you have to say? If you are like me, such experiences can be frustrating because two-way communication is not being achieved. Your comments are nothing more than a springboard for someone else to add his or her commentary. Such exchanges demonstrate that no effort is being made to truly understand what you have to say.
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Jan 01 2015
Life is Worth Planning

A new year. A clean slate. A new beginning. All different spins on an event that is commemorated across the globe with fanfare and reflection. Why the fuss? So we moved from one year to another. What is the big deal?
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Jan 01 2015
Kick Start The New Year With Collection Techniques That Really Work

I start with running an aging and a lien report every morning so I can see where I am on each account and which accounts paid the previous day. I then send friendly email reminders about a week before an account rolls past due, reminding them month end is coming up and there will be a finance charge if not paid. I attach a copy of their aging.
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Jan 01 2015
Ethics & Standards Help Make Good Decisions

For many of us January is a time of reflection and resolution both personally and professionally. It's a time when we take stock of what is working and what isn't, where we are and where we would like to be. As professionals, we should all strive to be the best that we can be. Luckily, we have been provided with national Ethics & Standards that can help us be just that every day.
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Dec 01 2014
Credit Confessions: E-Mail Roulette

Sadly, I helped this one go the wrong direction. As a national company, I deal with companies all over the U.S. One particular out-of-state construction company is a stickler for making us abide by their rules and regulations. So I'm just as adamant that they stick to these same rules and regulations. The other day, they were pushing all the wrong buttons so I pushed right back . . .
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Dec 01 2014
ICEL Meeting Recap: Goal Getting

95% of Americans don't set goals. There are 3 types of people who attend workshops: - Prisoners (Those forced to go) - Vacationers (Go to get out of the office) - Learners (They want to enhance skills) I think all who attended this workshop were learners.
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Nov 01 2014
To Sell or Not to Sell . . .

You have lost money on a customer which could have happened in many ways: they went out of business; they sold their business and the new owners won't take responsibility, they went out of business; or they filed bankruptcy. It doesn't really matter, because at the end of the day your company took a financial loss.
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Nov 01 2014
A Blessing Called . . . Work

"Work is four letter word." "Back to the salt mine." "Back to the ole grind." We've heard them all before - phrases that communicate the drudgery of work. Most likely, you have caught yourself uttering one of these phrases or similar phrases from time-to-time. Hey, we're all human. Such phrases only become of concern when they are used frequently and reflect an all-consuming negative slant on work.
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Nov 01 2014
Your Perceived Value

The great basketball coach, John Wooden once said, "It's what you learn after you know it all that counts." And isn't that true of all of us. In our professions, no matter where we are in our skill-set or years of experience, that we sometimes believe that we know all there is to know in order to do our jobs each day. I'm a big fan of Davy Tyburski, founder of CREDITandSALES.com who is well known for saying, "It doesn't matter where you are at today. What matters is what are you doing from today forward to increase your perceived value within your organization?"
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Oct 01 2014
ICEL Meeting Recap: Credit Metrics

In September, Shane Norman, CCE from Wheeler Machinery, provided us with some valuable information regarding the use of Credit Metrics and reasons why and how they are tracked. Whether we were seasoned veterans or new to credit, each of us left the meeting inspired to do something more to ensure we are doing all we can to protect our companies' largest asset, the receivables.
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Oct 01 2014
Setting Proper Credit Limits

How many of us have had to deal with customers going over, doubling or tripling their credit limits? Yep, that's what I thought, all of us. How can we make sure that we have realistic expectations of credit limits per customer? Do we simply go off what they request on the credit application? How often is that even close to what they do? A few things we can do to make sure our customers' credit limits are where they need to be are as follows:
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Oct 01 2014
Make the Banging Stop!

As credit professionals, we face a never ending battle of making the best out of a bad situation. Whether it is a good customer on a poor job and a poor customer on a good job, it is our responsibility to make sure that our companies are protected and they get paid for the work they do. Having the support of sales and management on your side helps in winning that battle. I have been able to develop a strong relationship with my sales force - they know that I am just as invested in them getting sales as they are and now I get a "Heads Up" and even a "Thank You" from time to time
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