2017 Business Forecasts Impact Portfolios

Each year around this time, the media reviews last year’s business trends and forecasts into the future. We found a mix of articles highlighting 2016 and 2017 business trends that can impact business value and profits. Like the recent Presidential election, these trends will defy traditional market assumptions.   Underestimated Millennials On the older end… Continue reading>

Risk Management – Business Trends and the Economy

Is risk management a concern for your portfolio companies? Value can erode due to inefficient or noncompliant collections practices, cyber risks and lack of controls in staffing. The following articles address larger risks with regard to business trends and the economy. They can serve as background to justify porfolio company operational improvements while times are… Continue reading>

Best Private Equity Firms of the Future

What will private equity look like in the future? We reviewed some recent articles that show a strong emphasis not only on sourcing, but also skills at executing transactions and adding value post-close. One primary value-add is a strong accounts receivables solution for your portfolio companies. Ask The Credit Department about services to improve the… Continue reading>

Latest News on Private Equity Asset Management

The Credit Department has reviewed the headlines regarding portfolio company profitability. Ask us how a solid accounts receivables strategy for underperforming companies can be your foundation to leverage the opportunities outlined in these articles.   Disruption: A Seismic Shift in the Private Equity Industry Ernst & Young, in collaboration with Private Equity International, presents the… Continue reading>

Private Equity Firms: Connect Portfolio Companies to Your Network

How can your private equity firm provide additional value to portfolio companies? A recent Forbes article covers this topic, specifically discussing leveraging partner networks. In the article Connecting For Results: Private Equity Firms Assisting Their Portfolio Companies, a Grant Thornton survey found that four out of five of 162 middle-market private equity firms “are looking… Continue reading>

Who Needs to Know?

I've had a number of conversations with financial people who are fearful about asking their customers for financial information. They're afraid of the responses back from the customers: "Why do you need this information?" "What will you be doing with it?" Credit Managers need to remind the customers that they're providing hundreds of thousands, even… Continue reading>

Who is Your Customer? Are you Sure?

Customer concentration is a huge risk for all size companies, but especially small businesses. Not only does concentration give too much power to the big customer in negotiating, but it usually results in lower margins. In the case where the customer isn't an "A+" credit, that concentration can be deadly. Companies sometimes fail to fully… Continue reading>

Fear of the “Money Talk”

When finding solutions for clients to improve cash flow, we find a common theme in most organizations: the crazy fear of talking to their customers about money. Sales trainers will say that the fear of "The Money Talk" causes many sales people to fail. If the customer doesn't have a budget, can't afford what you're… Continue reading>

Creating a Low Risk Credit Portfolio

Many mid-sized businesses can name their top ten customers by sales volume but have no simple way to determine their top ten biggest credit risks. If you’re in one of these companies, you may feel it’s inevitable that you’ll have to write off a certain percentage of sales as bad debt. Mind if I shock… Continue reading>