Trade credit: policy, underwriting and collections
For the people who extend credit: how to write a policy, underwrite risk, monitor the portfolio, collect what is owed and stop fraud.
Credit Reporting, Liens and When to Escalate a Past-Due Account
The escalation options in B2B collections — trade reporting, mechanics liens, UCC enforcement, demand letters and agency placement — with costs, timing and selection criteria.
3 min read For credit teams · CollectionsHow to Build a Dunning Process: From Reminder to Legal
How to structure a B2B dunning process: stages by days past due, channels, tone at each contact, when to hold shipments and when to escalate.
4 min read For credit teams · CollectionsLitigation or Third-Party Collections: How to Decide
Criteria for choosing between agency placement and litigation: cost, timeline, recovery odds, minimum viable balance, and what to do when a customer files bankruptcy.
3 min read For credit teams · CollectionsNegotiating Past-Due B2B Accounts Without Losing the Customer
How to negotiate past-due balances with business customers: preparation, reading real ability to pay, which concessions to make first and how to document the settlement.
4 min read For credit teams · CollectionsPayment Plans That Actually Get Paid
How to structure a B2B payment plan: down payment, number of installments, interest, essential clauses, security and how to monitor performance.
3 min read For credit teams · CollectionsPreventive Collections: Cutting Delinquency Before the Due Date
How to run preventive collections in B2B: invoice accuracy checks, delivery confirmation, mapping the customer's payment calendar, reminders and the metrics to track.
4 min read For credit teams · CollectionsThe True Cost of Bad Debt
How to calculate the full cost of bad debt: direct loss, carrying cost of late payment, collection cost, opportunity cost, and how much you must sell to replace it.
3 min read For credit teams · FraudBuilding a Credit Fraud Prevention Policy
How to build a fraud prevention policy for a credit operation: governance, detection rules, the suspicion handling workflow, an internal case file and metrics.
4 min read For credit teams · FraudThe Fraudulent Purchase Order Scam: How to Protect Trade Credit
How purchase order impersonation fraud works in B2B sales, the common variants, checkpoints before shipping, and controls that limit exposure.
4 min read For credit teams · FraudHow to Verify a Business Is Real
A step-by-step process to confirm a company exists and operates: registry checks, operational consistency, address verification, ownership review and reputation trail.
4 min read For credit teams · FraudIdentity Fraud in Credit Applications: How to Spot It
How identity fraud works in credit applications, the most common types, warning signs in the application file, and controls that reduce risk without killing sales.
4 min read For credit teams · FraudIdentity Verification in Credit Onboarding
How to use document verification, facial biometrics and liveness checks in credit onboarding: what each control solves, where to apply it, and how to balance friction and risk.
3 min read For credit teams · Fraud20 Red Flags in Credit Applications
A checklist of fraud warning signs in B2B credit applications — file data, buyer behavior, documentation and ordering patterns — and what to do about each.
3 min read For credit teams · FraudShell Companies and Straw Buyers: How to Spot Them
How to identify shell companies and straw buyers in credit underwriting: file signals, address checks, ownership review and operational consistency.
3 min read For credit teams · MonitoringAllowance for Doubtful Accounts: What It Is and How to Calculate It
What the allowance for doubtful accounts is, methods to calculate it by aging and by expected loss, its effect on results, and the difference between reserve and write-off.
4 min read For credit teams · MonitoringBehavior Scoring for Credit Limit Reviews
What behavior scoring is, which internal variables go into it, and how to use the score to increase, hold or cut a customer's credit limit.
4 min read For credit teams · MonitoringCredit and Collections KPIs That Matter
The core credit and collections metrics — delinquency, aging, DSO, roll rate, recovery rate, exception rate — with formulas and how to read each one.
3 min read For credit teams · MonitoringCredit Portfolio Monitoring: What to Track
How to monitor a trade credit portfolio after approval: customer signals, portfolio metrics, cohort analysis, alert frequency and the limit review routine.
3 min read For credit teams · MonitoringEarly Warning Signs of Customer Credit Risk
How to build a credit risk alert system: external events, internal behavior signals, severity levels and the action attached to each trigger.
3 min read For credit teams · MonitoringPeriodic Credit Limit Reviews: How to Structure Them
How to run credit limit reviews: frequency by exposure, what to analyze, objective triggers for increases and reductions, and how to communicate a cut.
3 min read For credit teams · MonitoringVintage Analysis: Measuring the Quality of Credit You Granted
What vintage analysis is in credit, how to build the cohort matrix, how to read the delinquency curve by cohort and what to do with the result.
3 min read For credit teams · ProspectingUsing Business Credit Data for Prospecting
How to use business credit data in B2B prospecting: building target lists, filtering by size and risk, enriching your own database, and the legal limits on permissible use.
4 min read For credit teams · ProspectingUsing Business Credit Scores to Prioritize Prospects
How to use business credit scores to rank a prospecting pipeline, size commercial effort by risk band, and stop spending time on accounts that will fail underwriting.
3 min read For credit teams · ProspectingData Enrichment for B2B Prospecting and Credit
What data enrichment is, which fields are worth refreshing, how to measure database quality, and the impact on both prospecting and credit decisions.
3 min read For credit teams · ProspectingHow to Estimate a B2B Customer's Purchase Potential
Methods to estimate how much a business customer could buy — by revenue, by operational proxy and by comparable accounts — and how the number informs the credit limit.
3 min read For credit teams · ProspectingIdeal Customer Profile for Trade Credit
How to build an ICP that accounts for credit risk: size and industry criteria, payment behavior, and profitability net of expected loss and collection cost.
3 min read For credit teams · ProspectingPreapproved Credit as a Sales Tool
How to use preapproved credit lines to shorten the B2B sales cycle: calculation, validity period, how to communicate it, and how to keep it from becoming a broken promise.
3 min read For credit teams · ProspectingHow to Qualify Business Customers Before Offering Credit
A pre-sale qualification checklist for B2B accounts: entity data, risk flags, buying potential and how to prioritize the pipeline before anyone makes a proposal.
3 min read For credit teams · UnderwritingAutomated Credit Decisioning: What to Automate and What to Keep Manual
How to design an automated credit decisioning workflow: stages, decision rules, what should escalate to a human, and the metrics that show whether it works.
4 min read For credit teams · UnderwritingBusiness Credit Analysis: Step by Step
How to underwrite a business customer: entity verification, public records, financial ratios, payment behavior, industry context and how to write the credit memo.
4 min read For credit teams · UnderwritingCollateral and Guarantees in Trade Credit
Types of security in B2B credit — personal guarantee, UCC filing, purchase money security interest, letters of credit and trade credit insurance — and when to require each.
4 min read For credit teams · UnderwritingCredit Approval Authority: How to Set Sign-Off Levels
What credit approval authority is, how to build the sign-off matrix by dollar amount and risk, and how to keep the credit committee from becoming a sales bottleneck.
4 min read For credit teams · UnderwritingThe 5 C's of Credit: How to Apply Them in Real Underwriting
Character, capacity, capital, collateral and conditions — what each of the 5 C's of credit means in practice and how to turn them into objective underwriting criteria.
4 min read For credit teams · UnderwritingHow Credit Scoring Models Work
How a credit scoring model is built: variables, weights, cutoff bands, calibration, and the difference between a bureau score and an internal behavior score.
3 min read For credit teams · UnderwritingHow to Set a Customer Credit Limit: 4 Methods
Four methods to calculate a B2B credit limit — percentage of revenue, ability to pay, portfolio concentration cap and score-based tiers — with formulas and when to use each.
4 min read For credit teams · UnderwritingHow to Write a Credit Policy: A Step-by-Step Guide
How to write your company's credit policy: risk appetite, customer segments, underwriting criteria, credit limits, approval authority, exceptions and review. With a document outline.
5 min read For credit teams · UnderwritingReading Financial Statements for Credit Decisions
How to read a balance sheet and income statement for credit: liquidity, leverage, profitability and the cash conversion cycle, with reference ranges and red flags.
3 min read