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SELLING TO THE SMALL AND MEDIUM SIZED BUSINESS: CREDIT, FINANCIAL AND LEGAL ISSUES FOR THE CREDIT TE


Presented by: Scott Blakeley, Esq

Free Webinar

August 22, 2017
11:00 AM to 12:00 PM PST


WEBINAR

***


Price: Free Webinar


 

Description

For many suppliers, the small to medium sized business customer (SMB) is a source of substantial revenue. But selling the SMB poses a number of unique credit, financial and legal issues for the credit and finance team. In this webcast, Ron Sereika, director of credit for CooperVision, Susan Archibeque, CCE, director of credit at Nicholas and Company, Inc., and I will discuss: 

• What is a SMB?

Annual sales

Funding sources

The capital structure

The life cycle of an SMB

• Understanding the Customer's Business 

Creating transparency through customer financials and third party providers

Loan structure

Management

Industry trends

• New Account Set Up 

Startup or established

Documenting the sale with T&C's 

Gathering credit and financial information

Credit scoring

Credit enhancements

Financing, including traditional, venture capital and emerging financing alternatives

• Selling on Terms

Maintaining the relationship - balancing risk and collection practices

Cash flow

Payment channel

Antitrust issues

• Customer has not Paid

Managing A/R risk

Managing preference risk

Alternative payment forms

Repayment agreement

• Into Insolvency

Survivability of an out of court workout

Small business chapter 11

 



Presenter Bio:

Scott Blakeley is a founder of Blakeley LLP, where he advises companies around the United States and Canada regarding creditors’ rights, commercial law, e-commerce and bankruptcy law. He was selected as one of the 50 most influential people in commercial credit by Credit Today. He is contributing editor for NACM’s Credit Manual of Commercial Law, contributing editor for American Bankruptcy Institute’s Manual of Reclamation Laws, and author of A History of Bankruptcy Preference Law, published by ABI. Credit Research Foundation has published his manuals entitled The Credit Professional’s Guide to BankruptcyServing On A Creditors’ Committee and Commencing An Involuntary Bankruptcy Petition. Scott has published dozens of articles and manuals in the area of creditors’ rights, commercial law, e-commerce and bankruptcy in such publications as Business Credit, Managing Credit, Receivables & Collections, Norton’s Bankruptcy Review and the Practicing Law Institute, and speaks frequently to credit industry groups regarding these topics throughout the country. He is a member on the board of editors for the California Bankruptcy Journal, and is co-chair of the sub-committee of unsecured creditors’ Committee of the ABI. Scott holds an B.S. from Pepperdine University, an M.B.A. from Loyola University and a law degree from Southwestern University. He served as law clerk to Bankruptcy Judge John J. Wilson. He is admitted to the Bar of California.



For More Information Contact:
Lisa Wong (951) 6720581-0 lwong@emailcma.org
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