{"id":4809,"date":"2024-11-20T23:56:11","date_gmt":"2024-11-21T05:56:11","guid":{"rendered":"https:\/\/www.emagia.com\/blog\/?p=4809"},"modified":"2026-01-07T08:50:27","modified_gmt":"2026-01-07T14:50:27","slug":"using-ai-and-other-tech-to-get-your-seat-at-the-table","status":"publish","type":"post","link":"https:\/\/www.emagia.com\/blog\/using-ai-and-other-tech-to-get-your-seat-at-the-table\/","title":{"rendered":"Using AI and Other Tech to Get Your Seat at the Table"},"content":{"rendered":"

Robert Shultz has witnessed the remarkable transformation of the credit profession over decades. Reflecting on his career, Shultz recalls, <\/p>\n

\u201cWhen I started, we were using punch cards.\u201d Today, however, innovative technologies enable credit professionals to assess entire portfolios holistically\u2014once an unthinkable feat.<\/p>\n

In a recent episode of Emagia\u2019s AI for Finance podcast, Shultz, a seasoned financial executive and managing partner at Quote to Cash Solutions<\/a> LLC, discussed how AI-driven technologies are rapidly advancing AR portfolio strategies as well as back office careers. <\/p>\n

With over 30 years of global experience in managing the \u201cquote-to-cash\u201d process, Shultz has dedicated his career to integrating all facets of the cash cycle to optimize \u201ctime-to-cash\u201d outcomes. His insights highlight how today\u2019s credit professionals can leverage AI not only to streamline processes but also to drive strategic, data-driven decision-making.<\/p>\n

Beyond Traditional Analysis<\/strong><\/h2>\n

Shultz embraced automation early in his career, recognizing its potential to transform credit management. <\/p>\n

\u201cAutomation and AI are gifts to those managing portfolios,\u201d he said. In credit management, it\u2019s no longer enough to analyze single accounts; the power lies in assessing the full portfolio and delivering insights that improve risk management and cash flow.<\/a><\/p>\n

\u201cMany credit professionals feel their role is undervalued,\u201d Shultz noted, \u201cbut when you provide actionable insights that benefit sales and the bottom line, you become a key player in the organization\u2019s financial strategy.\u201d By moving from account-level analysis to portfolio-wide insights, credit professionals can position themselves as strategic advisors, providing the data necessary for informed decision-making.<\/p>\n

In short, if credit managers and other ambitious financial staffers are using AI solutions<\/a> to move the needle on efficiency or revenue-generation \u2013 or simply have a deeper understanding of what is out there as the technological landscape rapidly evolves \u2013 that will earn audience with the CEOs and treasurers they\u2019ve long wanted to be heard by. <\/p>\n

\"Using<\/div>\n

From Credit Manager to Strategic Business Partner<\/strong><\/h3>\n

The capabilities offered by AI allow credit professionals to evolve from traditional credit management roles into broader business management functions. AI-driven insights enable credit teams to examine customer trends across portfolios, revealing crucial information for optimizing risk and improving financial performance.<\/p>\n

\u201cThe need for efficient automation and real-time visibility is paramount,\u201d Shultz emphasized. Understanding a company\u2019s inherent risks\u2014whether they stem from industry-specific factors, regional markets, or sales channels\u2014enables credit professionals to respond proactively to portfolio trends and emerging risks.<\/p>\n

Having a clean, well-maintained customer master database is essential, according to Shultz. \u201cIt helps you understand who\u2019s buying, payment patterns, and where risks lie.\u201d He points out that a common oversight is allowing customers to exceed credit limits; but AI can alert credit managers when limits need adjustment, providing a more secure and proactive approach to credit management.<\/p>\n

\u201cWhen you have comprehensive portfolio visibility, you\u2019re not just the \u2018No\u2019 department,\u201d he added. \u201cYou become a \u2018Revenue Enabler,\u2019 transforming the perception of credit into a driver of profitability.\u201d<\/p>\n

Can Automation Drive Strategic Value in Credit?<\/strong><\/h2>\n

Shultz underscores that automation is crucial for the modern credit<\/a> function. AI technologies offer more than mere operational efficiencies\u2014they provide real-time benchmarking, identify emerging risks, and illuminate trends across sectors and geographies. Credit teams can now map customer concentrations, assess regional and sector-based risks.<\/p>\n

AI can also help assess cyclical risk, such as seasonal downturns in specific industries. By anticipating potential bankruptcies or financial difficulties in vulnerable sectors, credit teams are better equipped to make strategic decisions aligned with company goals. <\/p>\n

\u201cIt\u2019s more critical than ever to understand the future outlook for your customers,\u201d Shultz said. \u201cIf you can\u2019t quantify a customer\u2019s value, it\u2019s impossible to manage portfolio risk effectively.\u201d<\/p>\n

This AI-enabled visibility enables credit professionals to work seamlessly with CFOs, treasurers, and sales teams, aligning credit exposure management with the company\u2019s strategic objectives.<\/p>\n

Leveraging the Right Tools for Maximum Impact<\/strong><\/h3>\n

\u201cToday\u2019s tools are far more sophisticated than they used to be,\u201d Shultz observed. AI-driven systems allow credit managers to streamline credit approval processes<\/a>, integrate multiple data sources, and make decisions based on acceptable exposure levels. Moreover, these tools bridge the gap between collections and credit, enabling credit professionals to proactively address \n

In previous years, friction often existed between Credit and Sales due to limited access to account-level data. Now, automation enables greater transparency, allowing credit teams to share key insights with sales colleagues. <\/p>\n

\u201cSales isn\u2019t the enemy,\u201d Shultz said. \u201cThey\u2019re your eyes and ears in the field. Viewing the entire portfolio, rather than isolated accounts, can open doors for collaboration.\u201d<\/p>\n

Transforming Credit from a Cost Center to a Profit Center<\/strong><\/h2>\n

Shultz notes that the days of manually processing reams of payment<\/a> data are over. Thanks to AI-driven automation, companies can accelerate payment applications and gain real-time visibility into cash positions, enhancing credit\u2019s value to the organization. Automation not only drives efficiencies but also repositions the credit team as a value-generating profit center.<\/p>\n

\u201cRecognize the strategic importance of your role,\u201d Shultz advised. \u201cCredit management isn\u2019t just about mitigating risk\u2014it\u2019s about enabling profitable sales.\u201d For Shultz, leveraging technology is essential for credit professionals aiming to drive long-term value. \u201cEmbrace the tools available to you. They\u2019ll benefit your career, support your company\u2019s financial health, and create new opportunities for your team.\u201d<\/p>\n

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