The primary factor that contributes to this quandary is the complexity associated with managing receivables.
The biggest barrier to managing receivables is the need to provide terms to non-credit-worthy companies to stay competitive within the industry. The unestablished credit policies, coupled with poor communication between the sales department and AR departments, create disaster for businesses.
“Some companies that offer unsecured terms often allow the sales department to dictate these terms with minimal to no underwriting,” says Joe Noland, president of Debt Recovery Resources.
When the AR department tries to manage accounts of non-credit-worthy customers along with the company’s entire accounting portfolio, they get lost in the mix. Businesses have a hard time deciphering the good from the bad at that point. This becomes especially problematic for understaffed departments. Executives tend to blur the lines between an AR effort and a collections effort and place insurmountable pressure on the receivables department.
Our goal is to provide individuals with an opportunity to thrive in a new industry
As a company that provides clients with individualized, cost-effective collection solutions, Debt Recovery Resources uses proven techniques to help build financial profiles and circumvent reasons for non-payment, resulting in higher rates of recovery and faster liquidation turnaround times. It enables commercial agencies to gain a full understanding of a debtor’s financial picture before starting their collection efforts. Debt Recovery’s seasoned collection professionals utilize this information to prevent a distressed business from being forced to close its doors or move into bankruptcy protection.
“Our teams constantly face the challenge of utilizing available resources to make clients’ unpaid invoices a top priority. They do it without applying too much pressure, which could result in a distressed business filing,” says Noland.
Debt Recovery allows debtors to come to the table with a suitable option for resolution before going through the steps of escalation. The company acts as a conduit between debtors and the companies they represent. It conveys clients’ intentions of further escalation if debtors refuse to take responsibility for the debt they knowingly incurred. For this, Debt Recovery employs highly trained, experienced staff capable of navigating these waters.
“Our company has the most highly trained, experienced collections and sales representatives in the industry. Our sales reps are experts in conveying to our clientele the importance of maintaining strict in-house systems designed to reduce DSO, ultimately revealing true non-payers,” states Noland. “By taking this approach, we ensure clients are turning over accounts that need a true collection effort before it’s too late.”
Debt Recovery has had many successes over the years in helping clients build internal controls that resulted in lower delinquency rates. One example is a multi-billion-dollar company that utilized its collections services.
The client faced many new challenges during the pandemic and turned to Debt Recovery to build systems and alleviate the mounting pressure. After weeks of communication and in-depth analysis, the company proposed a top to bottom revamp of their credit and receivables departments—everything from new policies to front-end documentation, including reworked contracts and credit applications and in-depth background checks for new credit seekers. This was done in conjunction with a full-scale collection effort, including an early-out program, soft audit, and a heightened collection effort for seriously delinquent files. Debt Recovery Resources enacted this approach with a twofold effort of re-establishing long-term relationships between the client and those that had fallen delinquent.
So far, Debt Recovery has collected millions in receivables, reduced clients’ DSO, and re-established relationships for countless debtors who otherwise would have had to seek services with the client’s competitors.
Intensity and Relentlessness
Debt Recovery Resources stands out for its sales representatives, who are highly trained in the art of communication. Most collections issues occur due to missteps clients have made along the way—offering credit to those that are not worthy, not properly vetting credit seekers, allowing long-standing customers to take advantage of credit policy, and the biggest factor; simply waiting too long to act.
“We describe our work culture with two words: intensity and relentlessness. Our culture exposes and corrects any inconsistencies with our primary focus,” says Matt Turner, COO at Debt Recovery Resources.
The management team at Debt Recovery also has an in-depth understanding of the company’s mission and identity.
Our teams constantly face the challenge of utilizing available resources to make clients’ unpaid invoices a top priority. They do it without applying too much pressure, which could result in a distressed business filing for bankruptcy
As they develop systems, this identity is woven into the fabric. The team is tasked with conveying the company’s message and reporting the process of implementation and performance to upper management.
Pursuit to Develop Highly Trained Sales and Collections Professionals
Debt Recovery is in the process of revamping its entire phone system and collection software. These updates will allow the agency to be more f lexible and efficient. They aim to increase productivity and establish a platform to help scale the agency. With new ways to optimize schedules, communicate internally, and track agents’ progress, Debt Recovery envisions providing its reps with more opportunities to establish contact with debtors and build relationships with clients.
Debt Recovery plans to double its staff and open a second location in 24 months. They are also striving to manage portfolios more efficiently and design customized collection software that integrates state-of-the-art payment automations and modernized communication tools. The company’s marketing team is researching the future of communications through social media and integrating new forms of communication into the marketing platform.
“Making predictions is never easy, but I expect as inf lation continues to grow, and unemployment continues to grow, employment opportunity in this space will grow. Our goal is to provide individuals with an opportunity to thrive in a new industry,” says Noland.