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Apr 01 2014
Power of the Promissory Note

One can hope that the Great Recession is finally behind us and we are on track for economic recovery. While in the midst of this recession, we found a greater need for help from a wide range of clients. Keeping in-line with my company's mission to "provide leadership that builds-up, connects, informs & celebrates Utah's communities & families," I needed to find a way to help these clients while maintaining a healthy accounts receivable.
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Apr 01 2014
Overruled!

Most likely, we've all been asked by upper management to sell to a customer we normally wouldn't approve. Hopefully, these types of situations don't happen often. But when they do, they can be frustrating and irritating. Sometimes we may be tempted to pout when our decisions are overruled, or we may secretly hope for the opportunity to say, "I told you so!" Although occasionally tempting, such reactions aren't going to help us or the company gain success. Instead, we need to figure out how to work as a team with upper management to ensure positive outcomes in difficult situations.
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Mar 01 2014
Not Just Body Language

The seminar was well attended (740 attendees) and was three full days of information not only on body language, but on simple things that you can do to step up to the next level both professionally and personally. This information was easy to understand and apply in almost every situation. In fact the information was so simply it made you wonder why you hadn't thought of it yourself!
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Mar 01 2014
Personal Workplace Emergency Preparedness

Do you ever feel like you're living at your office? Or like you spend more time at work than anywhere else? Well consider this: if there are 251 working days in 2014, and you work 8 hours a day, you'll spend 23% of 2014 at work. That's a significant amount of your time! Now, have you ever wondered what would happen if an emergency or disaster occurred while you were at work?
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Mar 01 2014
GSCFM - Worth the Effort

Years ago, I was contemplating going back to school to get an MBA degree. While attending a conference, I checked out the presenter's biography. Included was a degree from the NACM Graduate School of Credit and Financial Management. I was intrigued . . . The NACM Graduate school is an advanced Credit and Finance course put on by NACM every summer for two weeks each year. Held at Dartmouth College, it takes two consecutive summers to complete the course (Year 1 and Year 2 students). During the last week of the second year, you are given the option of taking the CCE Exam.
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Feb 01 2014
Selling To Native American Tribes

Does your company sell to foreign nations? Your company may be taking this risk and not even know it. If you sell to a Native American Tribe - with or without your knowledge of the tribal ownership of the company, then your company is selling to a Sovereign Nation and the normal credit rules don't apply. The risk - yes risk - your company is exposed to is increased. . . unless you are prepared.
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Feb 01 2014
Vision Board Success

If you want to achieve something different you have to start by thinking differently. A vision board is a tool to help your brain think differently. It helps you focus on things that are important to you rather than day to day chaos. Some simple steps to start your own vision board include:
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Feb 01 2014
5 Steps for Dealing with Mistakes at Work

We've all made mistakes at work, some more serious than others. Because the actions we take when mistakes are made speak loudly about our character and integrity, it is important to handle mistakes professionally and honestly. The way we deal with failure can often set us apart from others and lead to greater respect in the workplace. The following steps may be helpful in dealing with mistakes at work.
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Nov 01 2013
The Real Truth about Volunteer Service

When looking for the right fit in a volunteer opportunity, it is important to evaluate the amount of time you have to give and the commitment you're willing to make. You should also consider your passions and where you'd really like to make a difference. Consider who would you like to work with and if you prefer one-on-one or group settings. And consider what you'd like to gain from the experience.
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Nov 01 2013
ICEL Meeting Recap: What Your Body Language is Telling Others

Would you like to be more influential without even saying a single word? Ann Washburn, body language expert, trainer, and mentor taught us that by mastering body language secrets we can increase our results in a big way. We are sending messages all the time and, if we are aware of the message we are sending, our impact and influence will increase. Communication is the key in every important relationship that we have and reading body language is a skill to find both answers and solutions. Ann taught that to begin reading body language, we need to remove judgment and see movements as indicators. Once we see movement, the next step is to ask good questions.
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Nov 01 2013
Letters of Credit v. Security Deposits

Some creditors find that maintaining security deposits for marginal customers is a convenient method to protect against default. However, security deposits are still considered to be the property of your customer and if the customer files bankruptcy the bankruptcy trustee has the authority to take the security deposit. Therefore, as an alternative to the security deposit, you can use a letter of credit. If your customer has enough money to give you to hold as a security deposit, then they could also deposit that money with the bank in exchange for a letter of credit.
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Oct 01 2013
To Kiss or Not to Kiss

Pop Quiz (True or False): 1. Eating with the left hand is taboo in Saudi Arabia. 2. In Japan you should always present a business card with both hands. 3. When being introduced to a group in Finland, you should shake hands with women first. 4. Eating while walking or standing on the street is considered bad form in Canada. 5. To point in China, use an open palm, not your index finger. 6. In the United Kingdom, it is acceptable to put away a business card with only a cursory glance.
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Oct 01 2013
Could the Pick Up in the Economy Mean the End of the Rope for Some Companies?

Could the Pick Up in the Economy Mean the End of the Rope for Some Companies? The United States economy is finally picking up, but unfortunately, for many businesses this may mean the end of the rope. Many of these companies barely survived through the downturn. During the economic tough times, they used up all of their cash reserves, sold all of their equipment, laid-off most of their employees, and reached the limit of their borrowing power. As the economy begins to . . .
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Oct 01 2013
ICEL Meeting Recap: Credit Law 101

We need to know what type of business we are selling to. Make sure we understand the differences between all the different business types; i.e. sole proprietorship, LLC, S-Corp, etc. Credit managers need to understand how they are going to receive payment for goods/services. Is there a contract in place with a personal guarantee? Are the principles who they say they are? Ensure that the person signing the agreement has authorization to do so. The credit application is one of the most, if not the most, important tool we can use to collect. If you . . .
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Sep 01 2013
ICEL August RECAP: In the Trenches

Speakers: Jo Anne Mills, CBF, Deseret Book; Ryan Palmer, CBA, ProBuild; Mark Jones, Geneva Rock In our August ICEL meeting we found ourselves deep "In the Trenches" with three outstanding credit professionals. Each brought a unique insight from being on the front-line keeping us enthralled with their experiences and lessons learned. Joanne Mills found that after 15 years working in accounting dotting "i's" and crossing "T's" that when she got into the trenches of credit matters, procedures weren't as clear and meticulous. Moving to the front-line proved to be a precarious place where 'attacks' from customers can seem personal.
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Sep 01 2013
The Agony and the Ecstasy

On August 12th, I received the news that I had finally become a CCE. I was thrilled and so relieved! This was the joyful end of a journey that has encompassed over four years. I had finally done it! Like so many others, I never expected to work in the credit field. In fact, . . .
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Aug 01 2013
ICEL Recap - Test Your Credit Knowledge

Many would disagree with the possibility of putting the words "fun", "games" and "credit" in the same sentence. But, leave it to ICEL to find a way to not only defy reason, but to prove that its members can make games and have fun with the credit profession. ICEL members continued their annual tradition of celebrating summer at
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Aug 01 2013
Cooperation and Fairness When Dealing with Debtors

The NACM Canons of Business Credit Ethics state that "Cooperation, fairness and honesty must dominate in all insolvent debtor proceedings." Further, the Canons state that "Creditors must render all possible assistance to honest debtors who become insolvent." As credit professionals, do we ever struggle with this pledge? Do we occasionally want debtors to pay, and not just
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Aug 01 2013
The Power of Attitude

One of the classes I attended at Credit Congress addressed this very topic. Do you realize that your self-esteem-meter goes up and down daily? If you connect with people it goes up. If you compare yourself to others, it goes down. When we compare ourselves to others, it is usually in these three areas: Appearance (looks) Status (wealth) Performance The power of attitude, or how you think, predicts your success
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Jul 01 2013
NACM Nat'l Instructor of the Year: Doug Darrington, CCE

The National Association of Credit Management (NACM National) announced its Honors & Awards Program recipients during the General Session of its 117th Credit Congress and Exposition in Las Vegas on May 20. The 2013 Instructor of the Year Award was presented to Douglas Darrington, CCE, Credit Manager, Kilgore Companies, Magna, Utah.
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