You’ve probably heard about the three most important factors in real estate: location, location, location. Communication plays the same role in credit risk management.<\/p>\n\n\n\n
Experience shows that regular contact with a business partner is the richest source of information. This information is also more up-to-date than financial data published retrospectively. Regular contact also helps to build trust and, consequently, to find win-win strategies.<\/p>\n\n\n\n
When payment delays occur, it is necessary to check what is behind them. Pay attention to explanations, agree on a plan of action for the future and follow up with the partner. If it is a long-term partner who has a history of always sticking to agreements, your level of alarm and action should be different from partners with a history of non-payment and a poor credit record.<\/p>\n\n\n\n
If the partner continues to fail to pay, a “stronger arsenal” should be brought in. This is the moment when the back office should take over the communication with the partner. You smell a “good cop, bad cop strategy” – that’s right, it is. This helps to maintain a good relationship between salespeople and customers, and you bring an unencumbered interlocutor into the process.<\/p>\n\n\n\n
The greatest art of this process is knowing when to move from one stage of communication to another.<\/p>\n\n\n\n
Your experience?<\/p>\n","protected":false},"excerpt":{"rendered":"
You’ve probably heard about the three most important factors in real estate: location, location, location. Communication plays the same role in credit risk management. Experience shows that regular contact with a business partner is the richest source of information. This information is also more up-to-date than financial data published retrospectively. Regular contact also helps to […]<\/p>\n","protected":false},"author":1,"featured_media":4486,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[63],"tags":[],"_links":{"self":[{"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/posts\/4274"}],"collection":[{"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/comments?post=4274"}],"version-history":[{"count":1,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/posts\/4274\/revisions"}],"predecessor-version":[{"id":4310,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/posts\/4274\/revisions\/4310"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/media\/4486"}],"wp:attachment":[{"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/media?parent=4274"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/categories?post=4274"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.allumen.si\/en\/wp-json\/wp\/v2\/tags?post=4274"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}