Upcoming Webcasts

Below are the upcoming webcasts for Blakeley LLP:

Credit and Sales: Working Together for Profit (Best Practices and Legal Considerations)

Thursday, February 22, 2018

11:00 am pacific time/ 2:00 pm eastern time
Duration: 60 minutes


Scott Blakeley









The relationship between the credit and sales teams continues to evolve ever closer, especially as the role of the credit team moves to a more customer relationship builder than gate keeper. Management may view the teams working in harmony, seeking to achieve the objectives of meeting sale goals while minimizing credit risk. However, credit and sales too often are antagonists, accusing the other of impeding their objectives. How to bridge the gap? In this webcast Robert Shultz, Managing Partner of Cutting Edge Business Resources & Solutions (CEBRS), Amber Tallmadge, Corporate Credit Manager of Central States Manufacturing, Inc., and I will discuss:

    • Understanding the relationship: know the respective functions and goals of credit and sales;
    • Streamlining the relationship: suggestions to eliminate discord between credit and sales;
    • Strengthening the relationship: information and role-sharing to bridge the gap between credit and sales;
    • Capitalizing on the relationship: steps the teams can take to maximize sales, while limiting credit risk;
    • Credit as a Product: examples of how credit and sales can work together to turn credit policies in to a tangible competitive advantage.

    We will also consider:

    • Revisiting the credit and collections policy and the role of credit and sales under the policy;
    • Compensation and incentives for credit and sales teams’ members: claw back commission when a customer fails to pay;
    • The Sarbanes-Oxley Act and the sales team’s pledge of no ancillary agreements with customers; and
    • Complying with the antitrust laws
      • Sharing industry group information
      • New account set up and gathering customer information
      • Customer credit terms pushback
      • Working with the delinquent account
Your sales team is welcome to join the webcast. We will host a webcast of this topic on Thursday, February 22nd, at 11:00 a.m. pst / 2:00 p.m. est for 60 minutes. During the webcast, you may post questions, which we will respond to in real time.

To test your system’s capabilities in advance of the webcast, please click here to visit our test page.