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Educational Breakout Sessions

 

#1 Reason to Attend: Unsurpassed Education Sessions

Credit Congress offers more than sixty compelling and relevant educational sessions from which you may choose. Ranging from the fundamentals to more sophisticated, challenging subjects, our breakout sessions present material in the following areas:

  • Business and Technical Skills
  • Credit Management: Core concepts to best practices, trends, practitioner experiences
  • Credit and Technology
  • Financial Analysis
  • International Credit Concepts: Global challenges, etiquette protocol, country-specific approaches
  • Leadership and Management
  • Legal Environment of Business Credit: Legal updates, new case opinions, due diligence expectations

Based on your experience, interests and goals, tailor a conference agenda that is most applicable and affords the greatest return to you and your company.

 

Session Pre-Registration

If you have already registered for the conference, please help us by indicating the sessions you think you may be attending. Using the link below, choose the sessions you currently plan to attend. You are not obligated to attend these sessions but session pre-registration does assist us in designating the appropriate rooms and seating arrangements for each session. We appreciate your help!

Pre-Register

 

Saturday, June 10

8:30am–5:00pm

Certificate Session Courses
The Business Credit Principles and Financial Statement Analysis 2 certificate courses are week-long classes, separate from all other educational break-out sessions. Participants must attend all five course segments (30 hours) of the course and must successfully complete the exam offered on the last day (Wednesday, June 14) to pass the course. A certificate course fee of $349 and the purchase of the course textbooks are required in addition to the Full Delegate registration fee.


25501-25505. Certificate Course: Business Credit Principles
Speaker: Toni Drake, CCE, TRM Financial Services, Inc.
3.0 Total CEUs
This is an intensive course, which offers a comprehensive look at the credit function. It is intended for those preparing for the Credit Business Associate (CBA) exam. Topics include: Credit in the Business World, Credit in the Company, Organizing the Credit Department, The Credit and Sales Partnership, The Legal Forms of Business, The Legal Environment of Credit, The Uniform Commercial Code, Credit Policy and Procedures, Credit Applications, Terms and Conditions of Sales, Credit Investigations, Business Credit Fraud, Making Credit Decisions, International Trade, Financing and Business Insurance, Negotiable Instruments, Bankruptcy Code Proceedings and Bankruptcy Alternatives. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CBA designation requirement. Preregistered attendees will receive a course outline and advance reading assignments. Participants are encouraged to purchase and review the textbook, Principles of Business Credit, from the NACM Bookstore in preparation for the class.


25511-25515. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment
Speaker: George Schnupp, CCE, Anixter, Inc.
3.0 Total CEUs
This intermediate financial analysis program has been designed for credit analysts and managers seeking comprehensive understanding of what’s behind the numbers in financial reports. It is designed to improve the credit professional’s ability to analyze and interpret financial statements leading to quality credit risk assessment. The program gives equal weight to the process of financial reporting, the analysis and interpretation of financial statements and the steps required to write a quality credit line recommendation. This course is an excellent preparatory class for the Certified Credit Executive (CCE) designation exam. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CCRA designation requirement. Preregistered attendees will receive a course outline and advance reading assignments.

Sunday, June 11

7:30am–12:45pm

25506. CCE Exam Review
.45 CEUs
This session assists examination candidates in identifying exam preparation strategies and also provides guidance on the exam format. Attendees are encouraged to purchase and review the suggested study textbooks for the CCE exam. Please visit the NACM Bookstore website to reference these books. A boxed lunch is provided for attendees. Preregistration and an additional fee required.

8:00am–11:00am

Exam Review Sessions:
Sessions 25507 and 25508 are valid for .30 CEUs.

25507. CBF Exam Review
An exam preparation strategy will be outlined during this session to help exam candidates formulate a plan of study. Attendees are encouraged to purchase and review the suggested textbooks listed on the NACM Bookstore website in preparation for the CBF exam. Pre-registration and an additional fee required.


25508. CBA Exam Review
This CBA review session covers the basic topics tested on the CBA exam. General information on the exam format is also provided for exam candidates. Attendees are encouraged to purchase and review the suggested textbooks listed on the NACM Bookstore website in preparation for the CBA exam. Preregistration and an additional fee required.

8:30am–4:00pm

25501-25505. Certificate Course: Business Credit Principles


25511-25515. Certificate Course: Financial Statement Analysis 2

1:30pm–2:30pm

25519. Overview & Introduction of FCIB Benefits and Resources
Come learn about the many benefits and resources available through NACM’s international division, Financial Credit & International Business (FCIB). FCIB provides everything the international credit professional needs for success, including publications, webinars, online courses, freshly investigated international credit reports, a professional certification program and much more. This session will share the opportunities and options just a click or call away to help credit professionals grow globally.

1:30pm–3:00pm

25509. An Introduction to the NACM Certification Program
NACM’s certification program has helped define and establish professional standards in this demanding and rapidly changing field, and fosters recognition of those individuals who possess special expertise. You’ll join a select group of individuals who have made the commitment to excellence in credit management, career advancement and an ongoing pursuit of knowledge. Learn how to get started on the path towards earning your CBA, CBF, CCE or the new CCRA.

3:00pm–3:45pm

25510. First-Time Attendee Welcome Gathering
Take the first step in maximizing on your Credit Congress attendance. Join other first-time conference attendees, as well as conference veterans, as the Credit Congress journey begins.

Monday, June 12

8:30am–10:45am

25516. General Session
Featured Speaker: Scott Stratten
Valid for .15 CEUs and CCE Recertification Points
Scott Stratten, the president of UnMarketing, Inc. is one of the leading speakers in the world when it comes to helping audiences embrace the age of disruption. Formerly a music industry marketer, national sales training manager and a professor at the Sheridan College School of Business, he ran one of the most successful viral video agencies in the world for nearly a decade. Scott has spoken to companies like PepsiCo, IBM, Microsoft, Saks Fifth Avenue, Deloitte and Fidelity Investments.

Scott has written four best-selling business books, including UnSelling: The New Customer Experience which was named Sales Book of the Year by 1-800 CEOREAD. He will share with us his staple concept, UnMarketing, from the third edition of his book, UnMarketing: Everything Has Changed & Nothing Is Different. He speaks passionately on the ever-changing world of sales and marketing and how they merge in the online and offline world. He recently appeared in the Wall Street Journal, Huffington Post, USA Today, Entrepreneur Magazine, CNN.com, Inc.com and Fast Company. Additionally, Scott was named one of America’s 10 Marketing Gurus by Business Review USA.

After the General Session, Scott will sign copies of his book in the NACM Expo booth.

1:00pm–5:00pm

25501-25505. Certificate Course: Business Credit Principles


25511-25515. Certificate Course: Financial Statement Analysis 2

2:00pm–3:15pm

Concurrent Sessions

Sessions 25520-25529 are valid for .125 CEUs & CCE Recertification Points.


25520. The Changing Face of Global Business Risk
Panel: Paul Kunzer, Divisional Executive-Trade Credit, AIG; Doug Collins, Regional Director Risk Services-Americas, Atradius; Ryan Cummings, Interim Head Short Term Multi-Buyer Trade Credit, Zurich Credit & Political Risk; and Amy Shinkman, Director – Trade Finance & Insurance Division, EXIM Bank
Moderator: JoAnn Malz, Director – Corporate Customer Financial Services, Pentair Management Company
Political and economic uncertainty abounds across the globe, propelled by governing party changes; undecided trade agreements or tariffs; and divergent monetary and interest rate policies. The unpredictability of trade flows and dramatic swings in currency valuations and interest rates make it extremely difficult to calculate the “true cost and risk premium” of future export transactions. A panel of business credit insurance issuers will share their insights about the global uncertainty and their view of future trends.


25521. Economic Outlook 2017
Speakers: Chris Kuehl, Ph.D., Armada Corporate Intelligence; and Amy Crews Cutts, Equifax
The world will soon get a sense of what the Trump administration’s priorities will be for the next four years. New issues will emerge onto the economic landscape amid expectations for higher interest rates and more inflation. Economists Chris Kuehl and Amy Crews Cutts will share what changes they see in store for the U.S. and global economies and where they believe the economies are headed.


25522. Supercharge Your Business with Mobile Corporate Payments—4 Key Business Drivers to be Successful
Speaker: Thomas Berdan, Dade Systems
Companies have begun to streamline the cash application processing to handle back office cash application processing. Some companies are extending to payment portals for their customers. And many more companies today are now learning about using mobile to capture corporate payments. Learn how one single enterprise solution can handle all payment processing requirements including mobile. In this session, participants will learn how mobile can expand payment collections and deliver four key business value propositions: better customer experience; faster deposits; reduced back office processing; and, compliance for credit terms.


25523. Credit Applications and Credit Terms: The First Line of Defense
Speakers: Matthew Jameson, Esq., Jameson and Dunagan, P.C
This session will provide an overview of credit applications and an explanation of common terms and conditions. The speaker will discuss what information needs to be in your credit applications and why you need it. The speaker will also provide easy-to-understand explanations of common credit terms and conditions and real life “war stories” of how your terms and conditions can save the day. Finally, this session will discuss personal guarantees, promissory notes and offer suggestions for improving your credit applications.


25524. Do’s and Don’ts of Being a Successful Credit Professional
Speaker: Ronald Sereika, CCE, CooperVision, Inc.
Now that you have landed a position in the credit profession has anyone ever explained the rules of what things you should do to advance in your career? Or more importantly has anyone ever sat down with you and explained the things you should never do in your company as they could derail your career? This interactive session will go into detail and explain what situations you must avoid at your workplace and how to best handle others in the areas of social media, promises made to your employees, how to understand your boss and change the relationship and also to better understand your corporate culture. It will explain all the opportunities you have to review your credit department’s functions and be proactive in upgrading your processes. It will assist you in how to set expectations for your staff, how to write their reviews and handle their raises. Participants will be shown examples of situations that have been experienced first-hand and how they were handled or could have been handled better.


25525. U.S. Supreme Court Update—Cases and Decisions That Could Impact Trade Creditors
Speakers: Wanda Borges, Esq., Borges & Associates, LLC; and Bruce Nathan, Esq., Lowenstein Sandler LLP
Your favorite speaker duo of Borges and Nathan will discuss decisions by and cases pending before the U.S. Supreme Court that could impact trade creditors. Among the cases that will be discussed are the Jevic case and the impact of the court’s decision on the availability of structured settlements that favor trade creditors; Midland Funding v. Johnson, that will address the impact of filing proofs of claim on indebtedness that is time barred by the passage of the statute of limitations; the implication of the court’s decision in the Husky case for non-dischargeability litigation; and the Tribune case dealing with the safe harbor for settlement payments and payments made in connection with securities contracts that could limit recovery on fraudulent conveyance claims. Time permitting, other cases that rise to the Supreme Court level will be discussed. The program will be lively and audience participation will be encouraged.


25526. How to Have an Honest Conversation
Speaker: Eric Papp, Agape Leadership, LLC
Most of our frustration comes from the fact that we are not honest in our conversations with ourselves and others. Practicing how to have an honest conversation is something that requires courage and patience. And, when one regularly engages in “straight talk,” they experience reduced frustration and an increase in personal power. How does not having honest conversations affect your relationship and performance with others? Participants will learn: a three-part system to having tough conversations, how being courageous in communication reduces consistent problems, the distinction between gently honest vs. brutally honest and how to neutralize emotions when things get heated.


25527. Credit and Sales: Working Together for Profit
Speakers: David Feigenbaum, CCE, Kichler Lighting; and Scott Blakeley, Esq., Blakeley LLP
This presentation will focus on the relationship between sales and credit. Participants will learn their respective functions and ways for credit to enhance sales as well as the legal responsibilities of each party. The primary perspective of this presentation is from that of a practicing credit executive who has succeeded in helping to increase sales while decreasing past dues.


25528. Executive Exchange: Building and Construction
Moderator: Chris Ring, NACM’s Secured Transaction Services
Panel: Len Brown, Ferguson; Karen Hart, Bell Nunnally & Martin LLP; and Tom Sather, Watsco
Join this open peer exchange as credit and finance-related building and construction issues, challenges, resources and solutions are discussed. Attendees are encouraged to participate by posing questions, adding insights, sharing experiences and proposing solutions. A moderator will help keep the conversation flowing and productive to maximize the time available. A panel of experts will also be present to provide specialized expertise, information and guidance.


25529. The Role of Corporate Credit Ratings
Speakers: Paul Hsi, S&P Global Market Intelligence; and Michael Weaver, Fitch Ratings
With the emergence of BIG DATA, there are many tools and resources available to assist credit professionals with qualifying and quantifying the risk associated with their portfolios. In this session, the role that a corporate credit rating can play in the risk decision process will be explored along with an explanation of how a credit rating differs from a credit score. Join representatives from the leading ratings companies to learn about how and what data they use to generate a credit rating for a company or country and how this industry is changing to improve their models.

3:45pm–5:00pm

Concurrent Sessions

Sessions 25530-25538 are valid for .125 CEUs & CCE Recertification Points.


25530. Five Nations That Matter to the U.S.
Speaker: Chris Kuehl, Ph.D., Armada Corporate Intelligence
The United States does business all over the world, but some states play a far greater role than others as export destinations, import sources, political enemies or as allies. Understanding U.S. relationships with Canada, China, India, Mexico and the United Kingdom will go a long way in understanding the U.S.’s economic future.


25531. Executive Exchange: Performance Metrics
Moderator: Wanda Borges, Esq., Borges & Associates, LLC
Speakers: Dawn Dickert, Lehigh Hanson, Inc.; Dave Feigenbaum, CCE, Kichler Lighting; and James Hushka, Warren Distribution, Inc.
Join this open peer exchange as performance metrics topics, challenges, resources and solutions are discussed. Attendees are encouraged to participate by posing questions, adding insights, sharing experiences and proposing solutions. A moderator will help keep the conversation flowing and productive to maximize on the time available. A panel of experts will also be present to provide specialized expertise, information and guidance.


25532. Live to Work or Work to Live: A Discussion on Work Life Balance
Speaker: Kevin Stinner, CCE, CCRA, Crop Production Services
It seems that in today’s modern business world doing more with less is a common theme. As we try to work with a higher workload and a smaller staff the question arises, how do I balance my workload with my personal life? This session will look at several aspects of the work life balance, including prioritization, organization, stress management and trying to squeeze another five minutes out of your schedule.


25533. The Psychology of the Debtor: What is Going on in Their Head?
Speakers: Chris Jameson, Esq., Jameson & Dunagan, PC; and Kelly Jameson, Ph.D.
This presentation explores motivators that can positively or negatively affect whether your customer will pay their past due account. We will discuss a variety of emotional barriers and provide strategies on how to handle the most challenging personality types to achieve positive results.


25534. Importance of Generating Cash
Speaker: Ronald Sereika, CCE, CooperVision, Inc.
In your company I am positive that “Cash is King.” Most organizations only look to see their sales growth and how much money they made. However, a company can have increased sales and show a profit year-over-year and still go bankrupt. This session will explain the importance of generating cash and teach you how to analyze a statement of cash flows. Additionally, learn how you can forecast your monthly cash flow and allow you to be within five percent each month of your targeted number. Participants will find out how to tie out the cash flow statement to the cash account and stress the importance of why a company must generate cash from operations, not investing or financing. Also, a way to forecast cash for their company by following the three-step process that the speaker has devised will be explained. The method will be broken down step-by-step to be taken back to your jobs and see immediate improvements in cash forecasting.


25535. Best Practices for Documenting the Deal and Customer Disputes
Speakers: Karen Hart, Esq., Bell Nunnally & Martin LLP
In this session, we will cover why you should “Dance Like No One is Watching and Email Like It May One Day Be Read Aloud in a Deposition.” We will delve into best practices for papering client and internal communications as well as documenting disputes with customers, particularly in light of the litigious business environment in which all credit managers are operating. We will address the importance of documenting the agreement reached for any given transaction and entering a sufficient written contract with your customer. We will highlight how failure to properly document the deal can lead to business and legal trouble, and we will address the essential agreements, such as credit applications and guarantees and important terms for each.


25536. The Paralyzing Relationship of Failure
Speaker: Eric Papp, Agape Leadership, LLC
Learn to fail fast, hold no attachment and take new action. A “fail fast” environment creates the flow of ideas and innovation and brings a much-needed levity to the organization. This strategy is vital in surviving disruptive technology or economic uncertainty. Most people take action based on what is safe and reasonable, and have a mindset of surviving without making a mistake (i.e., How will I look? vs. What’s possible?) Participants will learn in this session: how the perceptions of others shape their actions, the distinction between I failed vs. my actions failed, three proven strategies to overcome the fear of failure and how to manage uncertainty.


25538. Advanced Collection Strategies
Speakers: Val Venable, CCE, Ascend Performance Materials; and Lynnette Warman, Esq., Culhane Meadows PLLC
Dealing with distressed customers is a challenge. Learn to use remedies available under the UCC and state law to maximize your recoveries. Learn best practices about how to identify distressed customers early, how to use state law and UCC remedies to protect your shipments and how to maximize recoveries from affiliates and guarantors.

Tuesday, June 13

8:30am–5:00pm

25501-25505. Certificate Course: Business Credit Principles


25511-25515. Certificate Course: Financial Statement Analysis 2

9:00am–10:30am

Concurrent Sessions

Sessions 25540-25547 are valid for .15 CEUs & CCE Recertification Points.


25540. The Predictive Markers of Corporate Failures
Speakers: Dr. Donald van Deventer, Kamakura Corporation; and Timothy Bastian, ICCE, Western Oilfields Supply Company
A plethora of factors make it extremely difficult to understand or predict corporate failures. Factors run the gamut from declines in GDPs, shifts in the valuation of assets, changes in export volumes, ups and downs in outputs and demands for oil, rises in interest rates, and fluctuations in currency values. As a result, tried-and-true models to decipher solvency risks no longer seem reliable; this session will explore best practices given the ever-changing environment and how to avoid discrepancies.


25541. Securing Credit Sales in Mexico
Speakers: Romelio Hernandez, HMH Legal; and Darrell Horton, CICP, Aristocrat Technologies
When credit professionals conduct business in Mexico, it’s important to evaluate, assess and implement options or strategies that make transactions more secure. Creditors who attend this session will learn about the most common security devices and contracts available in Mexico and how to identify challenges and opportunities in each of these devices as well as how to prepare a cost-effective plan to implement them on future sales. The discussion will include title retentions, pledges, mortgages, guarantee trusts, consignments and pagarés.


25542. The Dynamic Duo: Credit and Sales and a Look at Best Practices in the Relationship
This session is repeated in #25562.
Speakers: Tami Behner, CCE, American Tile & Stone; Sabrina Perez, CCE, CICP, AMETEK Programmable Power; and Stacey Varuolo, CCE, CICP, PolyOne Corporation
This presentation explores a topic relevant to all credit professionals, the credit and sales relationship. We will evaluate the current state of the credit/sales relationship and then dive into how to drive efficiency into the relationship. Additionally, this session will help everyone discover ways to improve the relationship for the sake of the organization’s success. We will delve into how to implement functional credit policy into the relationship to stay on track.


25543. Analyzing a Customer’s Liquidity Using the Cash Conversion Cycle
Speaker: David Osburn, Osburn & Associates, LLC
What is the Cash Conversion Cycle? How do you calculate it? What does it really mean in regards to a company’s liquidity position? Attend this session and learn how credit managers should calculate and interpret the Cash Conversion Cycle formula to see its direct impact on the company’s liquidity. Included in the formula will be an assessment of acquiring inventory, collecting accounts receivable efficiently and paying the account payables in a “judicious” manner. Additionally, the session will cover inventory accounting “costing methods,” financing inventory and controlling inventory costs. The effective collection of receivables will also be reviewed including negotiating “reasonable” terms. Furthermore, the timing of paying the payables will be explored including the impact of taking “discounts.” The concepts of the Cash Conversion Cycle will be illustrated through a case study.


25544. When Worlds Collide
Speakers: Kenny Wine, CCE, Joseph T Ryerson & Son, Inc.; and Lynnette Warman, Esq., Culhane Meadows PLLC
The worlds of business and law often collide when a customer becomes distressed and collecting from them gets tough. Often the business solution seems to be at odds with the law. Join us to discuss best practices that can bring the two worlds together and perhaps get you paid at the same time.


25545. Credit Card Surcharge Rules, Legal Implications & Fee Reductions—Will You Change the Way You Do Business?
Speakers: Wanda Borges, Esq., Borges & Associates, LLC; and Matt Fluegge, Vantiv
B2B merchants continue to evaluate their payment acceptance programs and the fees associated with card acceptance. Some merchants have implemented surcharging, while others have not surcharged and consider card acceptance as one of many costs of doing business. Some merchants are considering “convenience fees.” This presentation will provide 1. details regarding the credit card network surcharge rules, 2. how state laws, current Circuit Court decisions and the Supreme Court may impact B2B surcharging, and 3. how merchants can better control and manage their interchange and card acceptance costs while remaining legally compliant.


25546. New Tools and Features of the National Trade Credit Report
Speakers: Gina Calabrese Sylvester, CMP, CGA, NACM Tampa; and Phil Lattanzio, CCE, CGA, NACM Connect
The products and services, made available to full file contributors to the NACM National Trade Credit Report (NTCR), continue to expand to meet the needs of the credit community. Join us as we explore the new Industry Analysis Report enabling users to see how their companies compare to others within the same industry. The Portfolio Risk Analysis (PRA) tool continues to be a valuable asset to NACM members from coast-to-coast. During the session, we’ll take a look at two new extracts providing users with more data elements for benchmarking purposes. Take advantage of the Account Monitor Service (AMS) and Non-Member Credit Reference tools review to ensure you’re getting the most out of both.


25547. Strategic Networking Skills
Speaker: Dennis Gilbert, CSP, Appreciative Strategies
You came to the conference with the intent to learn, grow and build relationships. Do you have a plan for how you will network? Are you prepared? Networking more strategically at conferences or other social events is critical for building your network. This session will invite you to explore your readiness, discover your strategic direction, refresh your elevator pitch, consider who you should know and set specific goals for success. After attending this session, you will be able to: understand your level of networking readiness, explain how being more strategic will influence your direction, create or revise an effective elevator pitch, describe your target and analyze who to know, and set and discuss your goals for networking success.

2:00pm–5:00pm

Concurrent Sessions

Sessions 25550-25557 are valid for .25 CEUs & CCE Recertification Points.


25550. Global Hotspots: How to Do Business in Challenging Countries
Speakers: Donna Foy, CCE, ICCE, Advanced Drainage Systems, Inc.; Lizbeth Rodriguez-Johnson, Esq., Holland & Hart LLP; John Molli, Marsh LLC; Luis M. Noriega, ICCE, Wells Fargo; and Carolyne Spackman, AIG
Credit professionals face numerous challenges as they position their companies to do business globally. Working through the top list of the toughest countries to do business in, a group of panelists will provide a 360-degree view of what to expect. The session will provide insights from a banker, an economist, a credit insurance broker and a U.S. compliance and regulations expert as credit executives guide the conversation about the challenges they face as they manage corporate credit portfolios.


25551. The Electronic World of Credit
Speakers: Randy Lindley, Esq., Bell Nunnally & Martin LLP
The electronic world of credit continues to expand! As businesses move toward “paperless” operations, we must adapt to changing times. Creating electronic documents that are enforceable in court is the next mandate facing credit managers. In this session, you will learn practical tips on how to: create user-friendly electronic credit applications/account agreements, set up e-signature platforms for electronic documents, create electronic guarantees, link the individual guarantor to the electronic guarantee, and convince management of the importance of electronic documents. Additionally, this session will address protecting the confidentiality of your customer’s electronic information, effectively gathering information from the internet to support credit decisions and how to quickly complete NACM’s electronic Credit Manager’s Index. Also, this session discusses cutting-edge case law on topics such as: terms and conditions on a website link held enforceable, the latest cases on e-signature enforceability, e-contract formation and the latest on interpreting the E-SIGN and UETA laws.


25552. Best Practices in Construction Credit
Moderator: Chris Ring, NACM Secured Transaction Services
Panel: David Groom, CCE, Allied Building Products Corp.; Shaun Papperman, CCE, CCRA, CICP, Baltimore Aircoil Company; and Sam Smith, Crescent Electric Supply Company
This interactive session paneled by experienced credit managers from various trades is designed to showcase best practices in various tasks associated with effectively managing construction credit. Be on hand to learn how some of these best practices can help protect you and your company. Although not all trades manage construction credit in the same way, the goal of this session is to identify and explore the core competencies common to construction credit and contrast the issues that are unique to certain trades. Invite your salespeople to attend this session with you; it promises to deliver some critical insights and suggest some strategies to help guide companies through the complex world of construction credit.


25553. Advanced Cash Flow Analysis for the Credit Manager
Speaker: David Osburn, Osburn & Associates, LLC
This training session will provide credit managers, both business and personal (business owner), cash flow analyses. The business cash flow section will include “traditional” EBITDA cash flow, Fixed-Charge Coverage (FCC), Free Cash Flow (FCF), Cash Basis Cash Flow and the UCA Cash Flow (using the Moody’s Risk Analyst software spreadsheet). The personal cash flow section will detail the cash flow analysis of the “business owner” using the 1040 tax return and personal financial statement. Additionally, the Global Cash Flow or the combined “business and personal” cash flow model will be displayed.


25554. Bankruptcy: A 360° View
Moderator: Wanda Borges, Esq., Borges & Associates, LLC
Speakers: Matias Garcia, Barnett & Garcia, PLLC; Abby Odneal, CAE, NACM Southwest; Gary Weiner, Weiner Law Firm P.C.; Stephen Sather, Esq., Barron & Newburger, P.C; and Kenny Wine, CCE, Joseph T Ryerson & Son, Inc.
Learn from the diverse forces brought together by the commercial bankruptcy process—the trustee, the commercial trade creditor, the creditors’ rights attorney, the bankruptcy practitioner, and an adjustment expert—as they share their “behind the scenes” thoughts, challenges and experiences. Learn the facets a trade creditor must consider in deciding whether or not to take a seat on a creditors’ committee, what to do with an ongoing contract, whether or not to sell to a Chapter 11 debtor and how to keep the line of communication open. Gain an understanding of what issues confront the creditors’ rights attorney who needs to protect his commercial client when a bankruptcy hits. Learn from an experienced bankruptcy practitioner what some of the more complex issues are that must be dealt with in a Chapter 11 proceeding. Understand some of the avenues a trustee must pursue either in a Chapter 11 proceeding or in a Chapter 7 proceeding. What does that trustee do with assets, receivables or claims against creditors or insiders? Discover how an adjustment expert can work with a trustee in liquidating the assets, or how an adjustment expert can be utilized in the first place to liquidate the assets to the best interests of creditors.


25555. Credit and Conflict Resolution
Speaker: Jeff Jones, Twisted X, Inc.
Conflict and the importance of resolving conflict are present in every facet of our society. The business environment is a constant arena for conflict and the credit function is a hotbed of continual conflict between the finance and sales functions. Learning how to see conflict as an opportunity to grow and knowing the key steps to resolution will help everyone find ways to collaborate for greater success. 1. Understanding differences in viewpoint and personality. 2. Learning to go “below the line” to seek greater understanding. 3. Viewing conflict from “the balcony” to see the bigger picture and seek collaborative results.


25556. Fraud Protections: The Best Defense is a Good Offense
Speakers: Thomas Fawkes, Esq. and Brian Jackiw, Esq., Goldstein & McClintock LLLP; and Bradley Sargent, The Sargent Consulting Group
Corporate fraud, in its various forms, is a persistent—and costly—burden that almost every company faces. It has been estimated that fraud creates a net loss of 5% of global business revenues, or $3.7 trillion, annually. Frauds affect every department in a company, including the credit department. The rise of technology has given fraudsters many new outlets for taking advantage of unsuspecting credit professionals, and among other things, engaging in subterfuge in order to obtain goods or trade credit that they never intend to repay. While fraud can never be stopped altogether, by adopting an aggressive, proactive approach, credit professionals can often identify potential fraud before it causes damage, and can institute policies designed to deter the would-be fraudster. During this presentation, we will examine the legal standards for the two most common types of fraud affecting the credit function—common law fraud and fraudulent transfers, the warning signs of fraud that credit managers should be aware of, and steps that can be taken by credit departments to stop fraud before it starts. This presentation will provide a unique perspective from both a legal and forensic perspective, and will feature a leading forensic accountant that has been involved in the investigation and prosecution of multiple high-profile corporate fraud cases.


25557. Navigating a Multigenerational Workforce
Speaker: Dennis Gilbert, CSP, Appreciative Strategies
This session will help you unlock the code for working and communicating across the five generations that are currently active in the workforce. Often your ability to understand how other generations have values and belief systems that are different from your own will help you improve communication and achieve better results. This fast-paced interactive session will help you understand the framework for each generation, explore factors that influence communicating across the generations, how leadership impacts engagement, and why building an appropriate vision and strategy is critical for success. After attending this session, you will be able to: describe the framework of five generations active in our workforce, explain factors that influence our communication across the generations, recognize how leadership and role modeling creates a focus on commonalities describe best practices for ensuring cross-generational respect, and discuss the importance of vision and strategy for future success.

Wednesday Morning, June 14

8:30am–5:00pm

25501-25505. Certificate Course: Business Credit Principles


25511-25515. Certificate Course: Financial Statement Analysis 2

8:30am–10:00am

Concurrent Sessions

Sessions 25560-25568 are valid for .15 CEUs & CCE Recertification Points.


25560. Emerging Payment Systems and Disruptive Innovations in Financial Services
Speakers: Braden More and Luis M. Noriega, ICCE, Wells Fargo
Financial systems infrastructure is undergoing rapid change. What are the key emerging technologies that will enable greater speed, convenience and transparency in payments and in the broader financial services in our economy? Will they reduce risk and increase security in transactions? Is the information around money as important as the money itself? What is the speed of this transformation? In addition to artificial intelligence and predictive analytics initiatives already in adoption today, R&D efforts by banks and other market participants are revolving around innovations such as distributed ledger technology (DLT or blockchain) and internet of things (IOT), which may provide a foundation for future commercial services. Join our roundtable discussion on the future of our financial systems!


25561. Blast Away Procrastination: Get It Done Now
This session is repeated in #25571.
Speaker: Rita Emmett, Emmett Enterprises
Are you overwhelmed with all that you’ve been putting off? Is it almost impossible to get yourself going? Do you know what you need to do in order to be successful at work, in a relationship, with your life—but you just put off doing it? Many people are constantly tired because of what they DO, but putting off what-you-know-you-should-do is usually more exhausting, more debilitating than hard work, right? If you can’t find the time for this session, perhaps THIS is the session you need.


25562. The Dynamic Duo: Credit and Sales and a Look at Best Practices in the Relationship
This is an encore of session #25542.
Speakers: Tami Behner, CCE, American Tile & Stone; Sabrina Perez, CCE, CICP, AMETEK Programmable Power; and Stacey Varuolo, CCE, CICP, PolyOne Corporation
This presentation explores a topic relevant to all credit professionals: the credit and sales relationship. We will evaluate the current state of the credit/sales relationship and then dive into how to drive efficiency into the relationship. Additionally, this session will help everyone discover ways to improve the relationship for the sake of the organization’s success. We will delve into how to implement functional credit policy into the relationship to stay on track.


25563. Differences in Risk Evaluation for Public and Private Companies
Moderator: Bill Danner, CreditRiskMonitor
Panelists: Camilo Gomez, PhD, CreditRiskMonitor; Lee Tompkins, MPW Industrial Services; Larry O’Brien, PotashCorp; and Larry Parker, Clariant Corporation

The nature, behavior and risk of public and private companies are very different. The way they are evaluated should also be. To begin with, public and private companies exhibit very different behavior in how they file for bankruptcy, public companies predominantly filing Chapter 11 with private companies filing mostly Chapter 7. These two types of bankruptcy strategies reflect very different behavior as companies get into financial distress. The risk associated with public companies is best evaluated with models that take into account information that is uniquely available for these companies. Research indicates that models incorporating data from financial statements, stock market, agency ratings, and internet crowd sourced behavior, provide superior early warning on the risk of bankruptcy for these companies. Research finds that credit models dependent on the payment behavior of public companies can be a misleading indicator of a company’s financial health. The internet crowd sourced behavior component incorporated into these types of models is a new source of data and sample applications will be discussed. The risk associated with private companies is more difficult to evaluate and often times we have to depend on models that are heavily influenced by payment behavior. This panel presentation will explore the differences in behavior and best practices in evaluating risk for both types of businesses. The panel will include industry experts discussing how they evaluate risk for both types of companies.


25564. The Collection Conversation…
This session is repeated in #25574.
Speaker: Kevin Stinner, CCE, CCRA, Crop Production Services
The collections call is seldom a thrilling experience; unfortunately, sometimes it is quite the opposite, even referred to as a “necessary evil.” There are many theories on the best way to perform collections; however, most of them don’t focus on collections as a conversation between two people. This session will focus on the steps of having that conversation, and in doing so do multiple things, including establishing trust, authority, agreement, and finally getting the customer to agree to pay. This will be an informative, interactive session, allowing attendees to share their experiences and what works in some situations and what does not work in others. There will also be engaging activities to help attendees to discover new ways to use human nature to be more successful in their collection endeavors.


25565. Construction Credit Curveballs: Hitting a Homerun
Speaker: Rebecca Hicks, Esq., Hicks Law Group PLLC
Credit in the construction industry is a whole different ballgame compared to other industries. This session will cover the unique aspects of construction credit, including: the latest in mechanic’s lien and bond claim case law—learn from these mistakes!; what is a P3 and how does it impact lien and bond claim rights; application of construction trust fund statutes, use them to your advantage; and, what you need to know about DBE, MWBE, HUB goals in public and private projects.


25566. Reality-Based Rules of the Workplace—Know What Boosts Your Value and Will Make You Happier at Work
This session is repeated in #25576.
Speaker: Alex Dorr, Cy Wakeman, Inc.
The employed have never been less satisfied with their lot. Tough economic times have left fewer people to do the same amount of work. Jobs that employees used to love have become overwhelming; jobs employees never loved have become intolerable. Employees have come to believe that suffering is now part of working life, and they are suffering more than ever. In this session, Alex introduces Cy Wakeman’s Reality-Based Rules of the Workplace and shows employees mind-shifting strategies to move themselves from feeling dejected and undervalued, even hopeless, to an entirely new perspective and a whole different way of approaching their reality to become calm, creative, results-driven and reality-based.


25567. Using Risk Mitigation Tools to Say Yes When Unsecured Open Account Terms Are Too Risky
Speakers: Bruce Nathan, Esq., Lowenstein Sandler LLP; and JC Barone, JP Morgan
This session discusses credit insurance, accounts receivable puts, letters of credit, purchase money and other security interests, consignments and setoff rights as risk mitigation tools that could be used to allow a credit executive to say yes when confronted with a financially distressed customer at risk of filing bankruptcy. The speakers will address how each of these tools work, the requirements and right terms that make them effective risk mitigation tools, how secured lenders could defeat certain trade creditor rights, like setoff and the grant of consignment and purchase money security interest status, and the key issues that creditors need to be aware of when using these tools in order to maximize the likelihood of recovery on their claims. There will also be a discussion of the impact of not following all of the requirements for certain of these tools, like consignments, which could result in loss of protection, using the experience of consignment creditors in the recent Sports Authority case as an example.


25568. Export Compliance: Sanctions, Embargos, Denied Parties
Speaker: Lizbeth Rodriguez-Johnson, Esq., Holland & Hart LLP
Businesses in the U.S. must comply with Office of Foreign Asset Controls (OFAC) regulations. The U.S. Department of the Treasury, through OFAC, administers and enforces economic and trade sanctions based on U.S. foreign policy and national security goals. Enforcement actions are taken against foreign countries and regimes, terrorists, international narcotics traffickers and those engaged in activities that threaten the national security, foreign policy or the economy of the United States. Learn how sanctions and embargos are imposed and enforced based on specific U.S. foreign policy and national security goals. Get guidance and learn about the due diligence steps necessary to avoid costly violations and/or imprisonment. It is recommended that you also attend session #25578 - Compliance: End Users, Due Diligence, Documentation & Best Practices.

10:30am–Noon

Concurrent Sessions

Sessions 25570-25578 are valid for .15 CEUs & CCE Recertification Points.


25570. Derivatives 101: Risk Mitigation and Liquidity in Markets
Speakers: David Gopal, Luis M. Noriega, ICCE, and Ramon Espinosa, Wells Fargo
Risk professionals can appreciate not only the credit risk of their counterparties, but increasingly the market risk affecting underlying transactions. The use of derivatives (forwards, futures, swaps, etc) can mitigate price volatility in currencies, interest rates, credit and commodities. This roundtable discussion with active market practitioners will guide attendees through the basics of derivatives and their role in risk mitigation and liquidity; outline the primary exchanges involved; and explain key regulatory changes in the markets. Although the session is suitable for beginners and intermediate members, advanced members will find refreshed information on the dynamic changes that affect these instruments.


25571. Blast Away Procrastination: Get It Done Now
This is an encore of session #25561.
Speaker: Rita Emmett, Emmett Enterprises
Are you overwhelmed with all that you’ve been putting off? Is it almost impossible to get yourself going? Do you know what you need to do in order to be successful at work, in a relationship, with your life—but you just put off doing it? Many people are constantly tired because of what they DO, but putting off what-you-know-you-should-do is usually more exhausting, more debilitating than hard work, right? If you can’t find the time for this session, perhaps THIS is the session you need.


25572. Integrated Relationships with Master Data: Modern Best Practices for Finance
Speakers: Scott Taylor and Robert Kirk, Dun & Bradstreet
Credit professionals understand the importance of having quality, consistent data on customers, suppliers, partners and prospects. Yet the structure that keeps the data in place may be blocking your view of where you, as a finance professional, can drive the greatest value. How do you best extract truth and meaning from your financial data to fuel sales and add a new dimension of value to your credit role? This presentation will provide guidance to deepen your knowledge and discover the value of interconnected business relationships, due to M&A, reorganizations and consolidations as well as how you can make the best credit decisions and find new growth opportunities for your organization. It will also explain how to standardize your data structure and connect your internal financial data with other data sources to create an enterprise-wide common view of all the entities with which you have relationships. Learn to elevate finance’s role by embedding commercial insight into your decision-making process by leveraging modern technology platforms. During this session, you will also gain a better understanding of how to assess your master data maturity and business-use cases, understand the value of pre-mastered commercial content delivered or streamed into your workflows, and show you how you can leverage industry best practices to elevate finance’s role and contribution to the organization.


25573. How to Determine the Proper Risk and Exposure without Financial Information
Speaker: Ed Bell, Ph.D., CBA, ICCE, W.W. Grainger, Inc.
We have all had situations where we need to determine the proper risk and exposure we are prepared to offer a customer without the benefit of having financials. This session explores the options and tools that are available to help you determine the appropriate credit limit to successfully manage your risk and exposure. The main points of the presentation are: the credit review process including what information is needed, the sources of the information and the steps to complete the review.


25574. The Collection Conversation…
This is an encore of session #25564.
Speaker: Kevin Stinner, CCE, CCRA, Crop Production Services
The collections call is seldom a thrilling experience; unfortunately, sometimes it is quite the opposite, even referred to as a “necessary evil.” There are many theories on the best way to perform collections; however, most of them don’t focus on collections as a conversation between two people. This session will focus on the steps of having that conversation, and in doing so do multiple things, including establishing trust, authority, agreement, and finally to get the customer to agree to pay. This will be an informative, interactive session, allowing attendees to share their experiences and what works in some situations and what does not work in others. There will also be engaging activities to help attendees to discover new ways to use human nature to be more successful in their collection endeavors.


25575. Bankruptcy Mediation: Why Do You Care?
Speaker: Robert Fishman, Esq., Shaw Fishman Glantz & Towbin LLC
The presentation will discuss the process of using mediation to address bankruptcy disputes, focusing on cost, timing and efficiencies. It will also address the key role that the client plays in such mediation, both with respect to their opponent and their own counsel. Lastly, it will cover the basics of the structure and methodology of mediation.


25576. Reality-Based Rules of the Workplace—Know What Boosts Your Value and Will Make You Happier at Work
This is encore of session #25566.
Speaker: Alex Dorr, Cy Wakeman, Inc.
The employed have never been less satisfied with their lot. Tough economic times have left fewer people to do the same amount of work. Jobs that employees used to love have become overwhelming; jobs employees never loved have become intolerable. Employees have come to believe that suffering is now part of working life, and they are suffering more than ever. In this session, Alex introduces Cy Wakeman’s Reality-Based Rules of the Workplace and shows employees mind-shifting strategies to move themselves from feeling dejected and undervalued, even hopeless, to an entirely new perspective and a whole different way of approaching their reality to become calm, creative, results-driven and reality-based.


25577. Spotting and Reacting to Warning Signs of Financially Distressed Customers: Dodging the Bankruptcy Bullet
Speaker: Bruce Nathan, Esq., Lowenstein Sandler LLP
Credit executives often deal with financially distressed customers at risk of bankruptcy sometime in the future and grapple with when they should be taking steps to manage and reduce exposure. This is particularly the case now with the risk of increased interest rates and when significant sectors of the U.S. economy, such as energy, retail, health care, for profit colleges, paper and segments of the steel industry are facing financial distress. Commodity price pressure and volatility are increasing the risk of bankruptcy filings. This program will first cover the early warning signs characterizing troubled companies at risk of a future bankruptcy filing and the available sources of information from which credit executives can learn of these warning signs. Numerous examples will be discussed and recent case studies will be presented to show how all these warning signs accumulate and point toward the inevitable. There will also be a review of the questions to ask and information to obtain from what might be financially distressed private companies. Credit executives will then learn how they can use this information to negotiate for protection from the risk of nonpayment or otherwise utilize the multiple available legal and risk mitigation tools that would enable them to reduce or terminate terms and enhance the likelihood of payment of claims from struggling customers.


25578. Export Compliance: End Users, Due Diligence, Documentation & Best Practices
Speaker: Lizbeth Rodriguez-Johnson, Esq., Holland & Hart LLP
Learn about the authority of the Office of Foreign Asset Controls (OFAC), as well as authority granted by specific legislation, to impose controls on transactions and freeze foreign assets under U.S. jurisdiction. Many sanctions are based on United Nations and other international mandates, are multilateral in scope and involve close cooperation with allied governments. Learn about the best practices of maintaining documentation in the event of an audit or an enforcement action that may involve a supplier or a customer. It is recommended that you also attend session #25568 - Export Compliance: Sanctions, Embargos, Denied Parties. However, attendees do not have to attend one in order to attend the other.

Wednesday Afternoon, June 14

2:00pm–3:00pm

Concurrent Sessions

Sessions 25580-25588 are valid for .1 CEUs & CCE Recertification Points.


25580. Export Letters of Credit: The Basics
Speaker: Louis Tierno, Fulton Financial Corporation
Export letters of credit (LCs) are an efficient means of payment and a reliable means of credit assurance. However, noncompliant documents can substantially delay payment. This session will explore the details of unconfirmed LCs, confirmed LCs and standby LCs and will assist in sharpening your understanding of letters of credit. Learning objectives for this session include: how to accelerate cash flow and streamline trade, the nuts and bolts of the LC process, how to avoid discrepancies and how to make LCs an effective payment mechanism.


25581. The Future of U.S. Trade Deals
Speaker: Kimberley Claman, Citi
President Donald Trump campaigned for better trade agreements, but for which agreements and with whom? The Trans-Pacific Partnership will likely not advance, while the North American Free Trade Agreement could get a rewrite. And what will happen regarding economic restrictions and sanctions against Cuba, Iran or Russia? Will Trump’s administration address currency manipulation, especially against countries such as China? This session will explore key issues and likely scenarios that could affect the future of trade for the United States.


25582. Excel Training: Manipulating Data
Speaker: Marlene Groh, CCE, ICCE, Carrier Enterprise LLC
This session will walk attendees through manipulating an aging report using macros to format the data the way you want it to look. The session will cover how to use the vlookup function to add information that may be missing from the aging report or merge information from two separate reports into one. We will cover advanced sorting functions and shortcuts that will make working with excel easier for you. Other functions that will be covered include length formula, left formula, sum formulas, copy and paste values and conditional formatting.


25583. Reality-Based Leadership™: Ditch the Drama, Restore Sanity to the Workplace and Turn Excuses into Results
This session is repeated in #25593.
Speaker: Alex Dorr, Cy Wakeman, Inc.
These are challenging times in our businesses today. In leadership, we must become willing to admit that the ways in which we have taught leaders to lead over the years is simply not working. These times are calling for a new type of leader, one who can bring peace, sanity and results back to the workplace! In this session, Alex rocks audiences as he teaches the key principles of Cy Wakeman’s new wave of Reality-Based Leadership™.


25584. Unclaimed Property in the Credit Department
Speaker: Will King, KPMG
After reviewing unclaimed property compliance fundamentals, this presentation will focus on sharing the strategies and tactics credit professionals need to implement to minimize their department’s unclaimed property liabilities. Attendees will learn how to identify potential unclaimed property, best practices to keep the property in the customer account and record retention and tracing practices to defend decisions in the audit environment. The presentation will end with a discussion about the trends in unclaimed property compliance and enforcement that are impacting credit departments.


25585. Lead with Credibility
Speaker: Jeff Jones, Twisted X, Inc.
Leadership is a necessity in any organization and at all levels of an organization. Whenever two or more people are together, someone will be the leader. Giving tools to help people be positive leaders should be a priority but is often overlooked. Too often, leadership is seen as a title instead of an action. In this session, we will discuss the concept of servant leadership and simple tools to equip anyone to be a better leader in any situation.


25586. Deep Dive into Ratios
Speaker: Ronald Sereika, CCE, CooperVision, Inc.
What’s in a number? If a company has a current ratio of 2:1, what does that mean and will I base my credit decision on that number? If I see grocery stores have an average inventory turnover of 45:1 and mine is only 9:1 are we doing something wrong? Ratios by themselves cannot always give you everything you need so you need to be resourceful and know where to go to get the answers. To accommodate those needs this session will teach you how to use the balance sheet, income statement and the statement of cash flows and the associated ratios along with other tools to help you make a sound credit decision. The session will cover ratios in the following areas: Activity ratios, Profitability ratios, Liquidity ratios, Debt ratios and Altman Z score. It will also show you how to write up an account summary with everything in it to present to management with your credit decision.


25587. Be All That You Can Be: Secrets to Improve Self-Esteem
This session is repeated in #25596.
Speaker: Rita Emmett, Emmett Enterprises
Do you sometimes think everything about you is “not good enough?” Do you have trouble accepting yourself as you are? Do you try to please other people and wind up disliking yourself? In this session, you will look at reasons for low self-esteem and techniques you can use on a daily basis which will help you feel better about yourself.


25588. Educating Your Sales and Support Staff on the Risk Associated with Accepting Orders from Disadvantaged Business Enterprises
Speakers: Jim Fullerton, Fullerton & Knowles, PC; and Chris Ring, NACM Secured Transaction Services
A national material supplier has paid a $5 million fine for participating in a transaction in which a Disadvantaged Business Enterprise (DBE) acted “merely as a pass through.” If your company is accepting orders from DBEs that are not providing a “Commercially Useful Function (CUF),” your company faces the risk of penalties. Educating your sales and support staff on these risks and how to avoid them is critical. This session will help to begin the process of establishing or strengthening your company’s policies and procedures.

3:30pm–4:30pm

Concurrent Sessions

Sessions 25590-25597 are valid for .1 CEUs & CCE Recertification Points.


25590. Export Letters of Credit: Advanced Workshop
Speaker: Louis Tierno, Fulton Financial Corporation
Bring your questions and concerns about letters of credit (LCs). This session will give credit professionals an opportunity to share the experiences and issues they face when using letters of credit in an interactive workshop setting. Building upon the basics of letters of credit, participants will work together to share tips and ask questions with guidance from a banking professional. Advanced concepts, such as financing, structuring and risk mitigation techniques, will be discussed. It is recommended that before attending this session participants have experience working with LCs or attend session #25580 - Export Letters of Credit: The Basics.


25591. Payment Channel Alternatives (Traditional and Emerging) for the Customer (and the Credit Team’s Preferences)
Speakers: Scott Blakeley, Esq., Blakeley LLP; Brad Boe, Performance Food Group; and Mary Hughes, Federal Reserve Bank of Minneapolis
With payment alternatives expanding for customers, and the credit team’s competing interests of preferred payment channels, we will discuss traditional (paper) and emerging (electronic) forms of payments in the B2B space. The speakers will discuss ACH, EDI, EIPP, wire transfers, paper checks, check-by-fax and “Check 21” e-checks, credit cards, P-cards, debit cards, virtual credit cards and virtual currency (most notably Bitcoin). The presenters will review what they are and how they work as well as opportunities and downsides for the vendor and customer, including the expense of each payment channel. Lastly, they will explore the legal and regulatory settings, recovering payments and the future prospects for each payment channel.


25592. Excel Training: Evaluating Information
Speaker: Marlene Groh, CCE, ICCE, Carrier Enterprise LLC
This session will guide attendees through a typical aging report and understand how to evaluate collectors or territories using pivot tables. It will include formatting, sorting, filtering and adding calculated fields to pivot tables. It will also demonstrate creating templates with pivot tables built in to eliminate creating the same pivot tables over and over again.


25593. Reality-Based Leadership™: Ditch the Drama, Restore Sanity to the Workplace and Turn Excuses into Results
This is an encore of session #25583.
Speaker: Alex Dorr, Cy Wakeman, Inc.
These are challenging times in our businesses today. In leadership, we must become willing to admit that the ways in which we have taught leaders to lead over the years is simply not working. These times are calling for a new type of leader, one who can bring peace, sanity and results back to the workplace! In this session, Alex rocks audiences as he teaches the key principles of Cy Wakeman’s new wave of Reality-Based Leadership™.


25594. CITGO: Best-in-Class, Proactive Credit Management—From the Drawing Board to Real-World
Speaker: Julia Coussens, CITGO Petroleum Corp.
With an ever-rising pressure on margins, the CITGO credit team was made responsible for driving credit strategies with the objective of securing profits and controlling business risk. Join us on the CITGO journey of going from an idea to implementing a real-world, credit management automation system. The session will focus on identifying core business requirements, evaluating technology and gaining stakeholder alignment for a successful project. In this session you will learn how to: 1. Articulate business requirements, align stakeholders and develop a project plan for credit automation; 2. Leverage the value of real-time decision-making by integrating your core credit processes with ERP data; 3. Deploy global credit management policies to achieve scalable, consistent credit decision-making; 4. Assess the impact of improved inter-department collaboration, credit workflows and approval processes on productivity.


25595. Techniques to Prevent a Secured Lender from Running Away with Everything
Speaker: Jason Torf, Esq., Horwood Marcus & Berk Chartered
Too often in bankruptcy cases it feels like the secured lender is running away with everything, leaving unsecured creditors with a recovery that seems too small. Is it possible for an unsecured creditor in bankruptcy to increase its recovery by jumping ahead of or knocking down the secured lender? Yes! This session will focus on remedies and other techniques that, in appropriate circumstances, might allow unsecured creditors to elevate their status relative to the secured lender or even to knock the secured lender down a few rungs on the priority ladder. You will hear about some of these techniques, which include both legal and practical aspects, who has the right to pursue these remedies and how they are done.


25596. Be All That You Can Be: Secrets to Improve Self-Esteem
This is an encore of session #25587.
Speaker: Rita Emmett, Emmett Enterprises
Do you sometimes think everything about you is “not good enough?” Do you have trouble accepting yourself as you are? Do you try to please other people and wind up disliking yourself? In this session, you will look at reasons for low self-esteem, and techniques you can use on a daily basis which will help you feel better about yourself.


25597. Accounts Receivable: One of the Largest Assets of Your Company’s Balance Sheet
Speaker: Daniel Martinez, Broadridge Financial Solutions, Inc.
This session explains accounting rules and concepts for accounts receivable as an asset and lists several impacts to a firm’s income, balance sheet and cash flow. The speaker will describe reconciliation techniques and reporting ideas for presentment of key metrics to upper management. He will further discuss other responsibilities revolving accounts receivable management, such as cash forecasting and A/R forecasting.

Continuing Education Unit (CEU) Information

 

The Education Department of the National Association of Credit Management® has reviewed the educational content of the sessions on the Credit Congress program. Participants attending these group-live sessions will earn continuing education units (CEUs), and where noted, CCE recertification points.

The continuing education units have been awarded in accordance with the standards recommended by the International Association for Continuing Education and Training (IACET). The CEU is a nationally recognized unit designed to provide a record of an individual’s continuing education accomplishments. One CEU is awarded for each 10 contact hours of instruction.

International Continuing Education Units (ICEU)

 

For those holding FCIB’s ICCE designation, you can earn recertification points by attending designated Credit Congress sessions. ICEU points are calculated as one education point equal to one hour of continuing education.

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1501 GAYLORD TRAIL, GRAPEVINE, TX

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