In today’s volatile economic landscape, navigating B2B accounts receivable requires more than just standard “book learning”; it requires practical, real-world strategies to manage credit risk and ensure liquidity. This panel discussion, presented by the Trade Credit and Liquidity Management (TCLM) newsletter, brings together three industry experts to provide actionable insights for financial professionals facing these challenges.
Joining our host Bob Shultz, Cofounder and Publisher of TCLM, are the following three panelists.
Christopher E Ng, Esq., is the Managing Partner of Gibbs Giden. An attorney specializing in construction and real estate law, he provides a deep dive into the legal complexities of defaults and enforceable contracts.
Ian Thompson is the Founder of Clear Cycle Advisors, a consulting firm helping companies optimize and de-risk their Order-to-Cash (O2C) operations to drive growth and improve cash flow. He’s a former Fortune 500 practitioner with extensive experience in global O2C operations.
Joe Batie is the President and Chief Commercial Officer of global collection agency Caine & Weiner. He offers a unique perspective on payment trends and the effectiveness of third-party recovery.
Throughout this panel discussion, you will explore current trends in distressed industries, from high failure rates in food service to rising defaults in the construction sector. The experts discuss why a robust “quote-to-cash” process is essential, emphasizing that “tightening the front end” of your credit application and contract process is the most effective way to avoid expensive legal battles later.
Key topics covered include:
Strategic Risk Evaluation: Moving beyond just looking at your customer to understanding your “customer’s customer” and the broader implications of portfolio concentration.
The Art of the Handoff: Determining the optimal timing to transition an account to a collection agency or legal counsel, and how to choose the right partners who are licensed, bonded, and easy to collaborate with.
Leveraging Security Tools: A realistic look at the effectiveness of personal guarantees, UCC filings, Purchase Money Security Instruments (PMSIs), and letters of credit in securing payment.
Whether you are looking to improve your DSO, train your customers for more consistent payments, or understand when to “pull the trigger” on litigation, this video offers a comprehensive roadmap for protecting your company’s cash flow.
