Education Sessions
Thank you to our Sponsors:

Why Attend?
Dozens of Valuable Education Sessions


Education Breakout Sessions

Credit Congress offers 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
  • Construction Credit – Strategies to navigate the complexities of construction credit
  • Credit Management ------ Core concepts to best practices, trends, practitioner experiences
  • Credit and Technology ------ Innovative solutions, resources and industry advancements
  • 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 Now


Selecting Sessions

Depending on prior experience or knowledge of a subject, session levels, when not looked at in conjunction with the description, may be subject to personal interpretation. Please be sure to read each session description carefully when choosing one to attend, as there is much to be learned in every presentation.

Educational sessions are denoted as one or more of the following based on the presenter’s view of their content:

Basic  
Presents material or topics at an introductory level or covers a topic in a more general manner.

Intermediate  
Best suited for those with a cursory knowledge of a subject.

Advanced  
Applicable to those with a working knowledge of the subject, providing a more in-depth exploration of the topic.

Overview  
Provides a general review of a subject area from a broad perspective or reviews several subjects and may be appropriate for professionals at all levels.

Update  
Presents a review of new developments and is best suited for those with some knowledge of a subject wishing to remain current.

International  
Sessions are a part of FCIB’s specially designed international education track.


Saturday, October 9

8:30am–5:00pm
CERTIFICATE SESSION COURSES
Business Credit Principles and Financial Statement Analysis 2 certificate courses are presented in a five-day format, separate from all other educational break-out sessions. Participants must attend all five segments (30 hours) and successfully complete the exam offered on the last day (Wednesday, Oct. 13) to pass the course. A certificate course fee of $389 and the purchase of course textbooks are required in addition to the Full Delegate registration fee.


30001-30005. Certificate Course: Business Credit Principles
Instructor: Toni Drake, CCE, TRM Financial Services, Inc.
3.0 Total CEUs
This intensive course offers a comprehensive look at the credit function and is intended for those either new to credit or 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; 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. Pre-registered attendees will receive a course outline and advance reading assignments. Participants must purchase the textbook, Principles of Business Credit, from the NACM Bookstore and bring it to the class.


30011-30015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment
Instructor: George Schnupp, CCE, Anixter, Inc.
3.0 Total CEUs
This intermediate financial analysis program is designed for credit analysts and managers seeking a comprehensive understanding of what’s behind the numbers in financial reports. Through an examination of 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 will improve a credit professional’s ability to analyze and interpret financial statements, leading to quality credit risk assessment. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CCRA designation requirement. This course is also an excellent preparatory class for the Certified Credit Executive (CCE) designation exam. Pre-registered attendees will receive a course outline and advance reading assignments.


Sunday, October 10

7:30am–12:45pm
30006. CCE Exam Review
.45 CEUs
Attendees will learn exam preparation strategies, while enjoying guidance on the exam format. Participants are encouraged to purchase and review the suggested reading titles for the CCE exam available through the NACM Bookstore. Due to the length of this session, a boxed lunch is provided. Pre-registration and an additional fee required.

8:00–11:00am

Exam Review Sessions:
Sessions 30007 and 30008 are valid for .30 CEUs.

30007. CBF Exam Review
Designed for CBF exam candidates, this session presents an exam preparation strategy designed to help candidates formulate a study plan. Attendees are encouraged to purchase and review the suggested reading titles listed in CBF exam study guide. Preregistration and an additional fee required.

30008. CBA Exam Review
A thorough review of the basic CBA exam topics and format will help exam candidates with their exam preparation strategy. Attendees are encouraged to purchase and review the books listed in exam study outline in preparation for the CBA exam. Pre-registration and an additional fee required.

8:30am–4:00pm
30001-30005. Certificate Course: Business Credit Principles
30011-30015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

1:30–3:00pm

30009. An Introduction to the NACM Certification Program
NACM’s professional certification program has defined and established professional standards for this demanding and rapidly changing field. The program 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 ongoing pursuit of knowledge. Learn how to get started on the path toward earning your CBA, CCRA, CBF, CCE or CICP.

3:00–3:45pm

30010. First-Time Attendee Welcome Gathering
Maximize your Credit Congress experience by joining fellow first-time conference attendees for a review of the convention format. Conference veterans will be on hand to share tips as your Credit Congress journey begins.


Monday, October 11

9:00–10:45am
30000. General Session
Featured Speaker: Ross Bernstein
Valid for .15 CEUs and CCE Recertification Points
Join award-winning speaker and author, Ross Bernstein, as he draws parallels between the worlds of sports and business to inspire us with insights that will help us think and act like ultimate champions and team players. Ross is the best-selling author of nearly 50 sports books, including The Code, Remembering Herbie and Raising Stanley. With almost 25 years of study on the DNA of championship teams, Ross will illustrate what it takes to become the best and explore the fine line between cheating and gamesmanship in sports as it relates to values and integrity in the workplace. Based on interviews with more than 1,000 athletes and coaches throughout his career, he sheds light on the characteristics of true winners and distills key takeaways that inspire companies to adopt the champion mentality and raise their level of play on and off the field. Conference participants will have the opportunity to meet Ross in the Expo Hall after his presentation. He will also be signing copies of his book, America’s Coach, Life Lessons & Wisdom for Gold Medal Success: A Biographical Journey of the Late Hockey Icon Herb Brooks.


1:00–5:00pm
30001-30005. Certificate Course: Business Credit Principles
30011-30015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

2:00–3:15pm
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30017-30023 are valid for .125 CEUs & CCE Recertification Points.

30017. Working with the C-Suite     
Gain insights into strategies and best practices to help you work more closely with C-suite management. Learn how growing relationships and developing a partnership with your firm’s top executives can you help elevate you and your department.

30018. How to Interpret Construction Contracts - Part 1 of 2
Part 2 of this session is #30027.
Moderator: Chris Ring, NACM-STS
Panel: Mike Cortez, Esq., Andrews Myers PC
General contracts and sub-contracts contain legal language that material supplier construction credit professionals must understand and sometimes mitigate. This session will cover some of the must-understand contract provisions such as flow-down clauses, incorporation by reference, precedence scope of work, contract value, change orders, time and schedules, claim waivers and limitations, payment (including pay when paid), consequential and liquidated damages, insurance indemnity, right to stop work, recordkeeping, and force majeure.


30019. Technology Solutions for OTC Processes - Part 1 of 2
This topic is continued in session #30028.
How efficient is your order to cash process? Hear from credit professionals and the tech providers who support them about the solutions they chose to streamline their order to cash operations. Each presenter will share a mini-case study of their problem, the solution and the outcome. (Part 2 will continue with additional presenters.)

30020. Key Ratio Analysis: Calculating and Interpreting the Numbers Correctly!
This session is repeated in #30031.
Speaker: David Osburn, MBA, CCRA, Osburn & Associates, LLC
Ratios, ratios and more ratios! What do they really mean? Many financial professionals, including credit managers, use financial ratios on a regular basis. But do they always use the same ratios, and more importantly, do they always interpret the ratios in the same manner? Attend this proactive training session and learn a “five-step” analysis plan that includes liquidity, activity, leverage, operating performance and cash flow analysis to clarify and “unify” this often-confusing financial subject. Upon completion of this session, credit managers will be able to negotiate better with their business clients as well as other financial professionals. The session will also include a review of “spreading” a financial statement using the Moody’s Lending Cloud software in order to analyze key ratios. This session will also include the bankruptcy Z-score predictor and sustainable growth models. A “hands-on” case analysis will illustrate the main concepts associated with key ratio analysis.

30021.  2021 Economy - How's It Going So Far?
This session is repeated in #30029.
Speaker: Chris Kuehl, PhD, Armada Corporate Intelligence
The expectations were high going into 2021. This was supposed to be the year we left lockdowns and the pandemic behind, and started to explore what normal means now. How is that going? Is growth resuming as hoped? Are consumers responding as predicted? Are there new challenges appearing to replace the old ones? What does the past nine months tell us about the Biden administration?

30022. Responding to a Troubled Customer in the Post Pandemic World
Speaker: Bruce Nathan, Esq., Lowenstein Sandler LLP
Many industries have been reeling from the disruption caused by the COVID-19 pandemic. Chapter 11 filings have significantly increased since the onset of the pandemic and the resulting lockdowns, and Chapter 11 filings are expected to surge further 2021 and beyond. Learn to identify the warning signs to predict a distressed customer’s future bankruptcy filing and the actions a trade creditor can take to mitigate its loss. We’ll look at risk mitigation tools that should be in every trade creditor’s arsenal, including negotiating, properly documenting consignment and purchase money security interest protection, letters of credit and guarantees, enforcing setoff rights, obtaining credit insurance or an accounts receivable put, enforcing Uniform Commercial Code remedies, such as stoppage of delivery and adequate assurance rights, and the steps that can reduce preference risk prior to any bankruptcy.

30023. Think Before You Hit Send—Professional Etiquette for a Digital Age
This session is repeated in #30032.
Speaker: JoAnne Funch, Marketing Dish
The most highly sought skills in today’s business environment are communication skills, which includes digital communications. Companies have moved from phone calls and faxes to emails and chat. How we show up in these communications matters. Attendees will take-away tips for the following: privacy and confidentiality standards during the communication process; 5 best practices for email etiquette at work; social media and freedom of speech vs common sense; chats, messages and text best practices; and etiquette rules for online meetings.


3:45–5:00pm
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30026-30032 are valid for .125 CEUs & CCE Recertification Points.


30026. Building Revenue with the Sales Department
Heightened credit risks due to the pandemic has enhanced and strengthened relationships between sales and credit departments worldwide. Learn how the two departments are working closely as a united team to find the right balance between risk and sales. The speakers will outline steps for turning a no into a yes, and provide examples of how sales and credit teams have resolved key issues together.

30027. How to Interpret Construction Contracts - Part 2 of 2
Part 1 of this session is #30018.
Moderator: Chris Ring, NACM-STS
Panel: Mike Cortez, Esq., Andrews Myers PC
General contracts and sub-contracts contain legal language that material supplier construction credit professionals must understand and sometimes mitigate. This session will cover some of the must-understand contract provisions such as flow-down clauses, incorporation by reference, precedence scope of work, contract value, change orders, time and schedules, claim waivers and limitations, payment (including pay when paid), consequential and liquidated damages, insurance indemnity, right to stop work, recordkeeping, and force majeure.

30028. Technology Solutions for OTC Processes -Part 2 of 2
This is a continuation from session #30019.
How efficient is your order to cash process? Hear from credit professionals and the tech providers who support them about the solutions they chose to streamline their order to cash operations. Each presenter will share a mini-case study of their problem, the solution and the outcome.

30029.  2021 Economy - How's It Going So Far?
This is an encore of session #30021.
Speaker: Chris Kuehl, PhD, Armada Corporate Intelligence
The expectations were high going into 2021. This was supposed to be the year we left lockdowns and the pandemic behind, and started to explore what normal means now. How is that going? Is growth resuming as hoped? Are consumers responding as predicted? Are there new challenges appearing to replace the old ones? What does the past nine months tell us about the Biden administration?

30030. National Trade Credit Report (NTCR) Updates and Enhancements
Speakers: Gina Calabrese Sylvester, CMP, CGA, NACM Tampa; Phil Lattanzio, CCE, CGA, NACM Connect
The NTCR and NACM share a common vision: empower credit professionals with information and tools that lead them to success in their credit decisioning and credit management roles. By leveraging data contributed by members for members, the NTCR brings fresh, targeted, relevant data to users of each report. NTCR tools help drive efficiency and support credit success: Make decisions more quickly using the updated score; identify risk on heat maps via the Portfolio Risk Analysis (PRA), or win back valuable staff time by automating credit reference checks. The Insight2 Report brings two trusted sources together for one comprehensive report, streamlining more data for credit professionals, and the Industry Analysis Report provides insight into the payment behaviors of customers of specific industries. Join us to learn more about all of these enhancements and new products.

30031. Key Ratio Analysis: Calculating and Interpreting the Numbers Correctly!
This is an encore of session #30020.
Speaker: David Osburn, MBA, CCRA, Osburn & Associates, LLC
Ratios, ratios and more ratios! What do they really mean? Many financial professionals, including credit managers, use financial ratios on a regular basis. But do they always use the same ratios; and more importantly, do they always interpret the ratios in the same manner? Attend this proactive training session and learn a “five-step” analysis plan that includes liquidity, activity, leverage, operating performance and cash flow analysis to clarify and “unify” this often-confusing financial subject. Upon completion of this session, credit managers will be able to negotiate better with their business clients as well as other financial professionals. The session will also include a review of “spreading” a financial statement using the Moody’s Lending Cloud software in order to analyze key ratios. This section will also include the bankruptcy Z-score predictor and sustainable growth models. A “hands-on” case analysis will illustrate the main concepts associated with key ratio analysis.

30032. Think Before You Hit Send—Professional Etiquette for a Digital Age
This is an encore of session #30023.
Speaker: JoAnne Funch, Marketing Dish
The most highly sought skills in today’s business environment are communication skills. Today’s business etiquette includes digital communications. Companies have moved from phone calls and faxes to emails and chat. How we show up in these communications matters. Attendees will take-away tips for the following: privacy and confidentiality standards during the communication process; 5 best practices for email etiquette at work; social media and freedom of speech vs common sense; chats, messages and text best practices; and etiquette rules for online meetings.

Tuesday, October 12

8:30–5:00pm
30001-30005. Certificate Course: Business Credit Principles
30011-30015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

9:00–10:30am
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30036-30041 are valid for .15 CEUs & CCE Recertification Points.

30036. Lien Waivers—Effective Management
Speaker: Karen Hart, Esq., Bell Nunnally & Martin LLP
You must understand lien waivers and the language of a waiver to effectively mitigate the risk of inadvertently waiving your rights. This session will cover common ways to protect your receivables when executing a waiver.

30037. Leadership: It’s Not Just Positional; It’s Personal
Speaker: Kit Welchlin, M.A., CSP, Welchlin Communication Strategies
Positional power is the extent to which leaders have rewards, punishments and sanctions, and is rooted within the organization. Personal power is the extent to which you can gain the confidence and trust of those people who you’re attempting to influence. It’s the cohesiveness or commitment between leaders and followers. This session will cover the six criteria of personal credibility, the top 10 characteristics of effective leaders, three skills for long-term effectiveness, how to select appropriate situational leadership styles, and how to take charge and grow winners. The new leaders are communicators, and build and sustain both positional and personal power!

30038. Credit Risk After Covid
Speaker: Martin Zorn, Kamakura Corporation
The pandemic may have forever changed default risk and risk models. Join us as we look at econometric considerations such as government statistics versus market data, artificial intelligence versus historical projections, and testing of new models.

30039. Turning Your A/R into Cash During a Pandemic
Speaker: Matt Jameson, Esq., Jameson and Dunagan, P.C.
Learn techniques to manage your customers during a time of crisis, while still collecting outstanding balances. We’ll discuss handling collection cases during the pandemic and talk about what has worked and not worked. The session will also include strategies credit departments can use now to increase cash flow from collections as well as important credit policies and procedures to put creditors in the best position to collect their receivables.

30040. Surcharging B2B Automation
Speaker: Kelly Burberry, Fiserv
Learn how to leverage recent card brand changes to add a surcharge to business-to-business transactions to further reduce the cost of accepting cards for online invoicing.

30041. Writing Your Wrong: De-risking Your Customer AR Portfolio
This session is repeated in #30049.
Speaker: Amber Hamilton, CCE, US Silica Company
De-risk your customer AR portfolio by making sure you contract with the correct entities. The risk segmentation of a company’s AR portfolio is contingent upon the entity with which it does business. In today’s environment, companies are becoming more strategic with their entity structure, making it important to learn how to contract with the least risky companies. Not understanding an entity structure before doing business with a company can place some uncertainty on the its repayment capacity. Because companies create operating subsidiaries to maintain operations, it’s critical to have contract alignment with the parent company and any associated companies that hold the financial profile to support the debt covenants and assets.


2:00–3:15pm
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30044-30050 are valid for .125 CEUs & CCE Recertification Points.

30044. Credit Risk Analysis Reset - Part 1 of 2
This session is continued in #30053.
In today’s environment, a customer’s past performance may not represent a reliable financial profile. Tried-and-true credit analysis tools have not kept pace with real-time data or governmental and central bank interventions. Credit professionals are forced to look for new strategies to assess customer risk by strengthening and rebuilding the art of credit risk analysis. Gain a 360⁰ view of credit risk analysis today from the perspectives of a credit professional, trade credit insurance broker, financial risk provider, banker and economist. What risk tools are less reliable? How have credit review practices changed? How have the Cs of credit risk changed? These are just some of the questions this session will tackle.

30045. Bankruptcy and Mechanics Liens, Why It’s Not All Bad News
Speaker: Mike Murray, Esq., Lanak & Hanna, P.C.
Learn how bankruptcy impacts your right to a mechanic’s lien, a stop payment notice, or a mechanic’s lien when the owner, general contractor or your customer files bankruptcy. You will also learn how you can preserve your rights and what the time periods to preserve your rights when someone files bankruptcy.

30046. Applying Emotional Intelligence for Career Success
Speaker: Kit Welchlin, M.A., CSP, Welchlin Communication Strategies
Professionals who are most effective have a high degree of emotional intelligence. Qualities that comprise emotional intelligence—self-awareness, self-regulation, motivation, empathy and social skill—enable professionals to raise their own and others’ performance to higher levels. Negative thoughts and feelings are unavoidable; but if we understand and expand our emotional intelligence capabilities, we can overcome our negative thoughts and feelings. Learn how to act in a way that reflects your values, rather than how you feel in the moment. In this highly interactive session, you will learn how to enhance your personal brand; understand your emotions and respond professionally; incorporate perception checking and keep conversations civil; motivate yourself and others; build a supportive communication climate; and give and receive professional criticism.

30047. The Dynamic Duo of Antitrust Statutes: The Robinson Patman Act as Your Guide to the Payment Terms Pushback Quandary Faced by Credit Grantors; The Sherman Antitrust as Your Guidebook to the Exchange of Credit References and Discussion of Information
Speaker: Wanda Borges, Esq., Borges & Associates, LLC
Most credit relationships begin with a completed and signed credit application. Even when a trade credit grantor has the best credit application with all of the required terms and conditions of sale, customers may disregard credit terms and dictate their own terms. This payment trend affects credit teams across industries. These strategies have an obvious negative impact on the seller’s DSO and cash flow. In the first part of this program, we will discuss issues creditors must understand when encountering customer “pushback.” We will focus on legal issues that surround creditors when their customers want them to relax their terms. We will then focus on the exchange of credit terms, keeping in mind that credit terms equal price. Whether extending credit from your desk or exchanging credit terms with your colleagues at a credit group meeting, the credit executive must be cognizant of antitrust statutes and the effect adherence to—or violation of—can have on you and your company.

30048. Accelerating Cash Flow in Times of Crisis
Speaker: Keith Cowart, FIS
2020 has presented massive challenges to corporations. The cash crisis brought about by the global pandemic has led companies to focus on a digital transformation of the functions to support improvements in working capital. Join this session to learn how digital solutions can automate tasks and leverage AI to bring cash in the door faster.

30049. Writing Your Wrong: De-risking Your Customer AR Portfolio
This is an encore of session #30041.
Speaker: Amber Hamilton, CCE, US Silica Company
De-risk your customer AR portfolio by making sure you contract with the correct entities. The risk segmentation of a company’s AR portfolio is contingent upon the entity with which it does business. In today’s environment, companies are becoming more strategic with their entity structure, making it important to learn how to contract with the least risky companies. Not understanding an entity structure before doing business with a company can place some uncertainty on the its repayment capacity. Because companies create operating subsidiaries to maintain operations, it’s critical to have contract alignment with the parent company and any associated companies that hold the financial profile to support the debt covenants and assets.

30050. Navigating the New Normal Through Gratitude 
This is a CLOSED SESSION for CFDD Members only.
Speaker: David George Brooke, That Gratitude Guy
This presentation creates an “attitude of gratitude” by showing people how to focus on all that they have in their personal and professional lives. It is beneficial to understand the immense power of a gratitude mindset during challenging times. This program demonstrates how gratitude has transformed countless lives in a world of too many unhealthy coping mechanisms. This is NOT your typical robotic presentation with tons of PowerPoint slides; instead, it is an interactive, humorous and fun session, which includes high energy, exercises and numerous takeaways to use when dealing with a crisis. By embracing the incredible power of gratitude and by using simple exercises to break old habits and beliefs, delegates can re-form and re-focus to gain a higher trajectory for their lives. When using gratitude principles, people can successfully fend off negative forces and create a positive set of coping skills. Gratitude Turns What You Have into Enough. Key Takeaways:
  • The power of the “You Are” exercise
  • The 60-second gratitude challenge
  • How writing in a daily gratitude journal can change your life
  • Increased happiness, a better attitude and higher self-esteem


3:45-5:00pm
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30053-30059 are valid for .125 CEUs & CCE Recertification Points.

30053. Credit Risk Analysis Reset - Part 2 of 2
This is a continuation of session #30044.
In today’s environment, a customer’s past performance may not represent a reliable financial profile. Tried-and-true credit analysis tools have not kept pace with real-time data or governmental and central bank interventions. Credit professionals are forced to look for new strategies to assess customer risk by strengthening and rebuilding the art of credit risk analysis. Gain a 360⁰ view of credit risk analysis today from the perspectives of a credit professional, trade credit insurance broker, financial risk provider, banker and economist. What risk tools are less reliable? How have credit review practices changed? How have the Cs of credit risk changed? These are just some of the questions this session will tackle.

30055. Time Management: Achieving Results and Getting More Done in Less Time
Speaker: Kit Welchlin, M.A., CSP, Welchlin Communication Strategies
Time is a unique resource. Day to day, everyone has the same amount of time; it cannot be accumulated. You can’t turn it on or off, and it can’t be replaced. Learn to improve your effectiveness and efficiency through better time management to get more done in less time. Participants will learn the self-generated time bandits that rob you of your time, the environmental time bandits that rob you of your productivity, what controls your time, the three tests of time, and 20 top time management techniques. Learn time management techniques and regain control of your life!

30056. Don’t Trade Away Your Claim for Magic Beans—Negotiating Best Terms for Critical Vendor Trade Agreements
Speaker: Kevin Wiley, Esq., Hicks Law Group PLLC
In certain bankruptcy court jurisdictions, creditors may establish critical vendor status and form an agreement with a bankruptcy debtor to receive payment on pre-petition debt in exchange for doing business with the debtor post-petition. These agreements are known as critical vendor trade agreements. In this session, we will provide advice on negotiating and receiving the best terms for creditors seeking critical vendor status for a post-petition trade agreement. We will first define what a critical vendor is and how bankruptcy courts determine critical vendor status. We will then discuss how creditors can maintain leverage when negotiating critical vendor trade agreements. Finally, we will discuss whether the bankruptcy code will codify such agreements in in the future, whether the legality of the agreements will continue to vary by jurisdiction, or whether appellate courts and ultimately the U.S. Supreme Court will eventually deem trade agreements unlawful.

30057. B2B E-commerce and Tax—Avoiding Risk While Growing E-commerce
Speakers: Silvia Aguirre and Matt MacNeil, Avalara
With Covid-19 forcing companies to think more about doing B2B business through ecommerce, it is important to understand how to implement solutions for tax collection, collection of exemption certificates and other tax documents to be compliant and for a good customer experience.

30058. Managing the Remote Credit Department
Speakers: Dominic Biegel and Ali Kidwai, Bectran
Explore how to successfully leverage technology to make working from home easier, whether you’re with a large, small or medium size company. We’ll review what aspects of credit, collections, claims, payments and cash application procedures have been automated with software and how this is extremely important for successful remote work. We will also discuss companies that have successfully transformed office credit departments to remote ones thanks to technology. Learn too how these companies got approval for their technology projects.

30059. Best Practices Roundtable 
This is a CLOSED SESSION for CFDD Members only.
Join this open peer exchange. Bring forth your most difficult challenges and solutions for discussion. Delegates 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.

Wednesday Morning, October 13

8:30am–5:00pm
30001-30005. Certificate Course: Business Credit Principles
30011-30015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

8:30–10:00am
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30062-30067 are valid for .15 CEUs & CCE Recertification Points.

30062. Trade Policy Reset: The Future of U.S. Trade Deals!
As we witnessed an abrupt shift in U.S. trade policy under the Trump administration, what change can we expect under the Biden administration? We’ll explore key issues and possible scenarios that could affect the future of trade for the United States.

30063. Understanding the Importance of the UCC
Speaker: Chris Ring, NACM-STS
Any company that extends credit can become a secured creditor using the Uniform Commercial Code. We’ll explore the elements required to become a secured creditor and review the common objections from customers, sales reps and management.

30064. Project Management Basics for Credit Professionals
Most credit professionals learn how to manage projects by learning as they go. Join two seasoned credit professionals and a professional project manager as they share helpful tips and best practices for managing projects. Find out how they became “accidental project managers,” what constitutes a project and why credit professionals need to learn to manage them properly. The session will also present the phases of project management, including points to consider and questions to answer.

30065. Collection Strategies in the Face of Coronavirus: Self Help Remedies and Supplier Pacts as Pathways for Payment
Speaker: Scott Blakeley, Esq., Blakeley LLP
The coronavirus has severely strained the supply chain, turning a health crisis into a financial crisis. Highlighting the risk is $10 trillion of corporate debt, which has set the stage for record defaults to the supply chain. What alternative collection strategies may the credit team consider to manage this extraordinary payment risk? The speaker will discuss the coronavirus and the economy; global disruption and supply chains; federal government bailout and SBA loans as a source of payment; the shifting allegiance of the insolvent customer—from supplier to lender; self-help remedies; combating customer silence with go-it-alone collection strategy vs. joining a supplier pact; the status of courts for collection suits; and the involuntary bankruptcy petition as a collection alternative.

30066. My Customer Will Not Share Financial Information with Me.  What Do I Do?
This session is repeated in #30076.
Speaker: Kevin Stinner, CCE, CCRA, J.R. Simplot Company
If your customer is not forthcoming with its financial information, what do you do? The easiest thing to do is just say no, but that is not always the best way to handle the situation. You may have pressure for sales or supply contract issues; this makes it hard to just walk away from the sale. However, you have to properly protect the company’s AR. Learn how to make good credit decisions when customer credit information is restricted or limited. Find out how to gather information, use tools readily available to you and make quality decisions using the 5 Cs of credit. This session will also review how to use free tools to research customers, get information from customers and use little known information in reports, including D&B, NACM reports and others. The presentation will include instruction, Q&A, and a small group activity to discover ways to better review a customer to make the best possible credit decisions when customer information is not readily available.

30067. Fraud Alert: Identifying Fraud in Business Lending
Speaker: Brodie Oldham, Experian
As traditional lenders become more digitalized, the propensity exposure to fraud also grows. In this session, learn about the many different types of fraud that occur in business lending, how to identify each type and what tools can help you mitigate it.


10:30am–Noon
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30071-30076 are valid for .15 CEUs & CCE Recertification Points.

30071. Leveraging Your Accounts Receivable
Put trade credit insurance to work for your company. Find out how to get the most out of your company’s accounts receivables and how to use credit insurance to improve cash flow and obtain better financing and lending rates as well as free up reserve capital set aside to protect against customer nonpayment.

30072. Project Management Case Studies
This session takes a deep dive into project management by looking at some case studies that include lessons learned and typical projects that credit professionals might have to manage.

30073. Adapting to the Next Normal: Top 10 Trends to Drive Success in 2021
Speaker: Bill Weiss, HighRadius
In the age of recovering economies, businesses are exploring new ways to ensure adaptability and survive disruptions. As we leap into the next decade, ever-changing market conditions should cause companies to evaluate and analyze their current businesses to discover ways to adapt and maintain their financial positions. Join Bill Weiss as he deep dives into the top 10 trends that can help you ensure business sustainability. This session’s key take-aways include how the pandemic transformed collaboration with internal and external stakeholders; the impact of digital enablement on operational costs and efficiency; proactive situation analysis and vigilance to help organizations in the long run; key risk mitigation strategies and policies; and methods to improve the overall business experience post-pandemic.

30074. Get More Done: Productivity Hacks That Can Really Make a Difference!
Speaker: Rebecca Hicks, Esq., Hicks Law Group PLLC
There always seems to be more on your plate than you have time to get to each day. Credit managers are always on a quest to win the race against time. Come learn the top productivity hacks that make a difference. Master the hard tasks and defeat procrastination, tame your inbox, follow the 80/20 Rule, prioritize and learn to say NO. These productivity hacks are used by some of the most highly successful people in the world. You can implement these techniques right now to get things done!

30075. 3 Ways to Accelerate Your Credit-to-Cash Processes 
Speaker: Rhonda Buras, Dun & Bradstreet
Successful credit-to-cash management starts with three key components: business identity resolution and verification, credit risk assessment, and receivables management. Success is measured by keeping bad debt at a minimum, managing credit risk, optimizing resources and increasing cash flow. Without a foundation of clean, consistent data, efficiency can be a challenge. Automation helps streamline these processes and has many potential benefits such as cost savings; consistent and faster decisions; efficient and accurate account management; and ultimately a better customer experience. If you’re curious about how to get started, join this informative session where we will learn about:
  • The importance of standardized customer data, also known as master data, across each step of your credit-to-cash processes.
  • Using online credit applications and scorecards for automated risk assessments.
  • Automating labor-intensive receivables management processes to enable faster cash conversion and maximize available working capital.


30076. My Customer Will Not Share Financial Information with Me.  What Do I Do?
This session is repeated in #30066.
Speaker: Kevin Stinner, CCE, CCRA, J.R. Simplot Company
If your customer is not forthcoming with its financial information, what do you do? The easiest thing to do is just say no, but that is not always the best way to handle the situation. You may have pressure for sales or supply contract issues; this makes it hard to just walk away from the sale. However, you have to properly protect the company’s AR. Learn how to make good credit decisions when customer credit information is restricted or limited. Find out how to gather information, use tools readily available to you and make quality decisions using the 5 Cs of credit. This session will also review how to use free tools to research customers, get information from customers and use little known information in reports, including D&B, NACM reports and others. The presentation will include instruction, Q&A, and a small group activity to discover ways to better review a customer to make the best possible credit decisions when customer information is not readily available.

Wednesday Afternoon, October 13

2:00–3:00pm
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30080-30085 are valid for .1 CEUs & CCE Recertification Points.

30080. Risks in Channels of Distribution in Mexico and Latin America 
Speaker: Romelio Hernandez, HMH Legal
Can a sales agent or representative for Latin America sue you outside an American court? How easily can you terminate a distributor that is not performing? Will your domestic contract stand? Learn the various risks of selling internationally directly or through sales agents, distributors, subsidiaries, among others. Review your situation, plan accordingly and avoid a disaster


30081. Construction Credit - Executive Exchange - Part 1 of 2
This session is continued in #30091.
Moderator: Chris Ring, NACM-STS
Panel: Kevin Seltzer, Esq., Seltzer & Seltzer, L.C.
This popular session is back. A construction-oriented attorney and two credit professionals with extensive knowledge of construction credit issues answer critical questions posed by members.

30082. The 5 Cs of Success for a Credit Champion
This session is repeated in #30092.
Speaker: Kelly Radi, Radi to Write
Are you ready to WOW your customers and impress your boss? Are you ready to conquer fears and overcome challenges? Yes. You. Are. You can learn a lot about customer service from your favorite athletes. They bring their talents to the fields, courts, ice and gyms. You bring yours to your call centers, sales floors, board rooms and client meetings. From Olympic medal winners to some special Champions in Life, Kelly will share real-world stories of people who have overcome obstacles and come out with GOLD! You will leave with practical (and doable!) take-aways that will help the people on your teams excel both personally and professionally. Awaken the champion within you! In this interactive, high-energy session, Kelly will teach you how to empower yourself and engage your village. You’ll leave eager to take action and revolutionize how you do business. You’ll leave with a GOLD medal state of mind, ready to be a CREDIT CHAMPION!

30083. Balancing Credit Balance Write-offs with State Escheatment Laws
Speaker: Troy Wangen, True Partners Consulting LLC
As we emerge from the COVID-19 pandemic, states will look more closely at their escheatment collections as a way to bring in cash without raising taxes. Unfortunately, this comes at a cost to most businesses as states look to increase enforcement efforts and introduce more one state “compliance reviews” and/or “self-audits.” The most widely underreported property type is accounts receivable credit balances and, more specifically, credit balance write-offs. This session will drill down into how companies can ensure they capture all AR property in their escheatment process, and that does not mean you have to stop current tolerance policies—they may just need to be modified. The session will also take a deep dive into existing exemptions available to businesses and the differences you must be aware of that may or may not allow you to exempt certain balances. It will also address new state enforcement programs and what companies should consider before agreeing to respond to the invitations—there may be more to them than meets the eye!

30084. Electronic Solutions
Speakers: Sam Hunsaker and John Lockhart, Billfire, LLC
Let’s look at ROI! This session addresses the security of electronic payments over mailed checks, statements with a ‘Call to Action,’ and payment portals included with statement. In today’s environment, we are asked to do more and more with less and less resources. Making wise choices with the tools we have is vital to our success.

30085. Employee Autonomy – The Gift That Keeps on Giving
This session is repeated in #30094.
Speaker: Brittany Daniels, CICP, BOMAG Americas, Inc.
The path to building a work culture that fosters both trust and autonomy is often checkered with misconceptions and disbelief. This session will outline and reaffirm the path to achieving a work environment where employees are both encouraged and supported in their decision making. Employee autonomy promotes increased productivity, task ownership and leadership within your organization. After completing this session, managers and employees will be able to start building a culture of trust with the awareness of common mistakes and pitfalls.


3:30–4:30pm
CONCURRENT EDUCATIONAL SESSIONS
Sessions 30090-30094 are valid for .1 CEUs & CCE Recertification Points.

30090. Creative and Sound Techniques for Effective Debt Collection in Mexico
Speaker: Romelio Hernandez, HMH Legal
Your customer is not paying. He is far away in Mexico. Is there a proven strategy and distinct approach to collect in this region and avoid an uncollectible? Yes. Through actual case studies, you will learn best practices and key techniques to improve your position and collect. Be smart, avoid mistakes that can cost you and improve collections!

30091. Construction Credit - Executive Exchange - Part 2 of 2 
Moderator: Chris Ring, NACM-STS
Panel: Kevin Seltzer, Esq., Seltzer & Seltzer, L.C.
This popular session is back. A construction-oriented attorney and two credit professionals with extensive knowledge of construction credit issues answer critical questions posed by members.

30092. The 5 Cs of Success for a Credit Champion
This is an encore of session #30082.
Speaker: Kelly Radi, Radi to Write
Are you ready to WOW your customers and impress your boss? Are you ready to conquer fears and overcome challenges? Yes. You. Are. You can learn a lot about customer service from your favorite athletes. They bring their talents to the fields, courts, ice and gyms. You bring yours to your call centers, sales floors, board rooms and client meetings. From Olympic medal winners to some special Champions in Life, Kelly will share real-world stories of people who have overcome obstacles and come out with GOLD! You will leave with practical (and doable!) take-aways that will help the people on your teams excel both personally and professionally. Awaken the champion within you! In this interactive, high-energy session, Kelly will teach you how to empower yourself and engage your village. You’ll leave eager to take action and revolutionize how you do business. You’ll leave with a GOLD medal state of mind, ready to be a CREDIT CHAMPION!

30093. The AP vs. AR Tug-of-War: Ending the Struggle to Manage Multiple AP Platforms
Speaker: Shane Norman, CCE, Billtrust
Accounts payable platforms have experienced incredible growth. With more companies of all sizes adopting and implementing new AP technologies, it’s important that accounts receivable departments are equipped to handle the new challenges these changes create. This session will focus on trends that impact the order-to-cash process and specifically the push-and-pull relationship between AP and AR; the need for automated, flexible processes to meet the needs of the next generation of AP departments; how to ensure AR builds a digital relationship with the customer throughout the order-to-cash process; and how some companies have addressed the challenges they faced.

30094. Employee Autonomy – The Gift That Keeps on Giving
This session is repeated in #30085.
Speaker: Brittany Daniels, CICP, BOMAG Americas, Inc.
The path to building a work culture that fosters both trust and autonomy is often checkered with misconceptions and disbelief. This session will outline and reaffirm the path to achieving a work environment where employees are both encouraged and supported in their decision making. Employee autonomy promotes increased productivity, task ownership and leadership within your organization. After completing this session, managers and employees will be able to start building a culture of trust with the awareness of common mistakes and pitfalls.



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.