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The Six-Step Solution to the COVID-19 Credit Risk and Sales Challenge

Learn to define the analysis and actions required to control credit risk during the COVID-19 pandemic and lessen the impact it may have on your business.The COVID-19 economy will substantially depress sales volume for most companies. For many, that sales volume will be below breakeven. In response, companies will be tempted to sell to anyone, regardless of creditworthiness. In most cases, that will lead to inadequate cash flow and a huge bad debt exposure which can seriously threaten the future existence of the company. This topic will help you understand how serious the challenge is. You will also learn the actions required to protect your company and enable it to survive and emerge stronger. The material will explain how to forecast the sales, accounts receivable risk and cash flow under multiple scenarios. It will also help you acquire the knowledge to emerge as a leader and a key business partner to senior management in meeting this challenge.
Runtime: 56 minutes
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

The Challenge
  • Achieving Break-Even Sales Volume
  • Limiting Risk of Bad Debt and Extreme Slow Pay
  • Selling to Un-Creditworthy Customers on Credit
The Objective
The Solution
  • Attributes
  • The Six Steps
Sales Opportunities
  • Which Companies Can Capitalize on Sales Opportunities?
  • How to Capitalize on the Opportunities
Conclusion
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

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This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

John G. Salek

John G. Salek

Revenue Management Associates, LLC

  • President of Revenue Management Associates, LLC, a receivables and order to cash consultancy (www.optimizear.net)
  • Highly experienced financial professional with proven performance in the order to cash process, including order and contract processing, billing, dispute management, credit control, collections and cash application
  • Worked in a broad range of industries with more than 250 clients, including IBM, GE, Hewlett-Packard, Cardinal Health, Thomson Reuters, Starbucks, Honeywell and EMC
  • 32 years of consulting experience including a variety of engagements that have generated more than $800 million of increased cash flow, improved productivity and enhanced customer service
  • Author of Accounts Receivable Management Best Practices, published by John Wiley & Sons
  • Member of advisory board of The Accounts Receivable Network (TARN) and the IOFM
  • M.B.A. degree in finance, The Amos Tuck School of Business Administration at Dartmouth College; B.S. degree, University of Connecticut
  • Can be contacted at 203-231-8138 or [email protected]
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 407784
Published 2020
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