In the Dark, by Michael C. Dennis

Your company’s pricing is predicated on certain assumptions about risk mitigation, payment delinquencies and bad debt write offs. Even with customer financial statements in hand, the credit decision can be complicated and the answer may be unclear. Without customer financial statements, you are truly in the dark about the amount of credit risk you are accepting.

We all recognize how limited a credit evaluation must necessarily be without customer financial statements to evaluate.  I am not suggesting that you should never make decisions in the absence of customer financial statements. Instead, I’m suggesting that if you must go into the dark, do so with your eyes wide open.

CMA offers some tools that can help “shed some light” on that amount of risk.  By utilizing the reporting services that CMA offers, such as those by D&B, Experian and Equifax, plus its own anscersX reports, anscers RFI service, and industry credit groups, you will get a more complete picture of the factors that could affect the amount of risk your company would want to take on.

I never like to fly blind. How about you?

As always, I welcome your feedback.

Michael is the author of the Encyclopedia of Credit (, a free, fast, internet resource for credit and collection professionals.  He is a consultant, and the author of “Credit and Collection Forms and Procedures Manual” as well as a frequent instructor at CMA-sponsored educational events.  He can be contacted at 949-584-9685.

Announcing Our Fall Online Courses

Time away from the office these days is extremely difficult, so we’re bringing the training to your desktop!Benefits of on-line learning include:

  • Exposure to Instructors knowledge that can’t be taught in books Increased
  • Instructor Lead Lectures held weekly via webinar format
  • No travel involved
  • Course material accessible 24 hours a day 7 days a week
  • skills in web-based technology
  • Facilitates team learning by offering Discussion Chat Forums
  • No geographic barriers

All of our courses combine the learning experience of a live lecture with the convenience of online participation. This is not a self-study program — get live, personal attention from an experienced, qualified instructor and learn from your classmates.

*Approved for the National Association of Credit Management Certification Program. However, these course does not meet the requirement for the CAP/ACAP Certificate.

Business Credit Priciples Course Presented by Paul Beretz, CICE

Upon successful completion of this course, you should understand the role of credit in financial management, the components of effective credit department systems and procedures, specific government regulations that pertain to business credit, credit and policy procedures, selling terms, negotiable instruments, the Uniform Commercial Code, credit investigations, financing and insurance, business credit fraud, factors associated with credit limits, out-of-court settlements, and bankruptcy.

Course begins: Monday, September 12, 2011
Course Ends: Monday, November 14, 2011
Live lecture every Monday evening from 4 – 5 pm (PT) 10 weeks of lectures

Mandatory Orientation:
Wednesday, September 7, 2011
from 4:00 pm-4:30 pm (PT)
Attendee must have simultaneous access to the internet and a telephone connection.

Course fee: $899 (includes text)

Successful completion of this class is one of three in a series that qualifies you to sit for your CBA.

Financial Statement Analysis Online Course – Presented by Paul Beretz, CICE

Financial Statement Analysis (FSAI) is a method of interpreting accounting data in an effort to understand the current financial performance of an entity and project its future health. FSAI keeps the evaluation process simple, but requires a working knowledge of basic accounting principles. The emphasis of the course is on analyzing financial statements issued by companies using fundamental ratio analysis techniques and analysis of the statement of cash flows. These evaluations can be used to determine the operating efficiency, profitability and financial risk of a firm.

Course begins Tuesday, September 13, 2011
Course ends: Tuesday, October 18, 2011
Live online lecture Tuesdays from 4 – 5 pm (PT)
Course is 6 weeks (not including Orientation)

Mandatory Course Orientation:
Tuesday, September 6, 2011 at 4:00-4:30 pm (PT)

Course fee: $899 (includes text)

Successful completion of this class is one of three in a series that qualifies you to sit for your CBA.

Interpretation and Credit Risk Assessment Course – Presented by Jim Menard, CCE

This course provides students with an intermediate level understanding of how to interpret financial statements issued by corporations and recommend credit lines.

Program to include:
*Introduction to financial reporting
*Introduction to financial statements and other financial reporting tools
*Balance Sheet
*Income Statement
*Basic Analysis
*Statement of Cash Flows
*Cash Analysis Using an Excel program on an actual company


Orientation and Mandatory Online Lab
Thursday, September29, 2011
3:30 pm-5:00 pm
Thursday, Octboer 6, 2011
3:30 pm-5:00 pm

Lectures begins: Thursday, October 13, 2011
Course ends: Thursday, December8, 2011
Live lectures Thursday from 4 – 5 pm (PT)
1 Labs (3 hours)
8 sessions of lecture (8 hours)
No session the week of Thanksgiving
Attendee must have simultaneous access to the internet and a telephone connection.

Course fee: $899 (includes text)

Successful completion of this class is one of three in a series that qualifies you to sit for your CBF.

Log into anscers to register for courses.

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