Courting Automation
- Topics:
- Strategy Formulation
- Source:
- Penton Media
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Overview: Organizations that automate their credit and collection processes to meet business-to-business e-commerce demands reduce costs, quicken response time, and improve accuracy. The payoff for companies that reengineer credit and collections to mesh with e-commerce is usually substantial. Their cost of approving credit or collecting outstanding balances drops dramatically. In a manual credit-approval process, each credit transaction involves significant variable costs. In an automated environment, many of those costs disappear. Automating decisions essentially removes labor from the equation and reduces the price of credit information. Sales-force automation and customer-relationship management software are gaining wide acceptance by providing interfaces that wed diverse functions to the selling and ordering processes, but these products have yet to address the integration of the post-sale customer interactions that frequently affect collection. Vendors are just beginning to develop workflow tools for handling post-sale disputes. The article guides on managing customer information, recognizing gaps in skill sets addressing post-sale service issues and reaching real-time decisions.
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Format: HTML | Date: Apr 2000 | Pages: 5
