{"id":14152,"date":"2016-03-10T12:36:38","date_gmt":"2016-03-10T11:36:38","guid":{"rendered":"https:\/\/acc.creditexpo.be\/\/fr\/column\/de-zeven-alter-egos-van-de-moderne-creditmanager\/"},"modified":"2017-06-08T15:24:00","modified_gmt":"2017-06-08T13:24:00","slug":"de-zeven-alter-egos-van-de-moderne-creditmanager","status":"publish","type":"post","link":"https:\/\/acc.creditexpo.be\/fr\/de-zeven-alter-egos-van-de-moderne-creditmanager\/","title":{"rendered":"Les sept alter ego du credit manager moderne"},"content":{"rendered":"

Le credit manager de l\u2019avenir interviendra sur tous les fronts. Son r\u00f4le ne sera en rien comparable \u00e0 ce qu’il est actuellement. Oui, le credit management va changer du tout au tout. <\/span><\/p>\n

Effrayant ? Mena\u00e7ant ? Au contraire ! Les credit managers alertes et pr\u00e9voyants pourront en profiter pour sortir de l’ombre. Quelles sont les tendances ? Et quels sont les alter ego du credit manager, ceux qui peuvent l\u2019aider \u00e0 r\u00e9ussir tous ces changements ?<\/p>\n

T\u00e2ches du credit manager 2.0<\/strong><\/p>\n

Depuis la crise financi\u00e8re, les banques sont devenues tr\u00e8s prudentes. Le credit management doit trouver des solutions pour pallier au manque de liquidit\u00e9 et de capital d\u2019exploitation. Les CFO, pour leur part, doivent suivre de pr\u00e8s leur position de liquidit\u00e9s et intervenir lorsque c\u2019est n\u00e9cessaire. Mais le credit management doit aussi contribuer \u00e0 l’augmentation du chiffre d’affaires. Les finances se focalisent encore beaucoup sur les risques, mais le credit manager de l’avenir sera tr\u00e8s proche des sales et d\u00e9tectera \u00e9galement les opportunit\u00e9s. Ce qui permettra d\u2019effectuer une \u00e9valuation \u00e9quilibr\u00e9e des opportunit\u00e9s et des risques, qui profitera au chiffre d’affaires. En se rapprochant des sales, le credit manager pourra se concentrer davantage sur les souhaits du client et lui proposer des solutions sur mesure. Pas de d\u00e9lais de paiement standard, mais des accords individuels avec chaque client ou groupe de clients, ce que les syst\u00e8mes administratifs sont capables de ma\u00eetriser facilement aujourd\u2019hui.<\/p>\n

Vous d\u00e9sirez tout savoir sur le credit management moderne ? T\u00e9l\u00e9chargez le \u2018Manuel pour le credit manager moderne<\/strong>\u2019<\/a>, comptant 37 pages.<\/p>\n

Cinq tendances dans le credit management<\/strong><\/p>\n

Une focalisation plus importante sur le client et l\u2019entreprise dans son ensemble. Et moins sur l\u2019aspect financier ‘seulement’. Ce qui pr\u00e9c\u00e8de nous permet de distinguer cinq tendances importantes, que le credit manager va devoir suivre :<\/p>\n

    \n
  1. De l\u2019approche r\u00e9active \u00e0 l\u2019approche pr\u00e9ventive<\/em><\/strong>. Les credit managers intelligents n\u2019attendent pas que des probl\u00e8mes se posent. Ils doivent imp\u00e9rativement \u00e9valuer les clients au pr\u00e9alable.<\/li>\n
  2. De la standardisation au sur mesure<\/strong><\/em>. Un client n\u2019est pas l\u2019autre. Les risques et opportunit\u00e9s commerciales peuvent diff\u00e9rer. Le syst\u00e8me des proc\u00e9dures standard est obsol\u00e8te et inefficace, en plus. Segmentez votre portefeuille de clients et optez pour le \u2018sur mesure\u2019.<\/li>\n
  3. Un r\u00f4le ind\u00e9pendant, mais une collaboration aussi.<\/strong> <\/em>Le credit management se place sous les ailes des finances. La collaboration devient le mot cl\u00e9. Avec les coll\u00e8gues du marketing et les sales par exemple.<\/li>\n
  4. Rendre les big data petites.<\/strong><\/em> Les credit managers deviennent des data-experts, qui effectuent des analyses pour obtenir des informations leur permettant de se d\u00e9velopper, de pr\u00e9venir la fraude, d\u2019am\u00e9liorer les processus et de devancer la concurrence.<\/li>\n
  5. Customer Value Management<\/strong><\/em>. Le credit manager dispose de nouvelles sources et de nouveaux outils pour desservir chaque client de la meilleure mani\u00e8re possible et g\u00e9n\u00e9rer une rentabilit\u00e9 optimale.<\/li>\n<\/ol>\n

    Et donc, qu’est-ce que le credit management moderne ?<\/strong><\/p>\n

    Le credit management moderne soutient l\u2019organisation avec des perspectives et des analyses pour les prospects, les clients et les march\u00e9s. Ces perspectives et analyses contribuent \u00e0 l\u2019optimisation du capital d\u2019exploitation et \u00e0 la maximisation du b\u00e9n\u00e9fice. Le credit management g\u00e8re aussi les informations internes et externes pour contribuer \u00e0 d’autres processus d’entreprise (automatis\u00e9s). Le nouveau credit manager assumera ainsi davantage un r\u00f4le de coordination. Il pourchassera toujours les mauvais payeurs, mais \u00e9laborera aussi, en \u00e9troite collaboration avec d\u2019autres d\u00e9partements, le cadre pour les d\u00e9cisions commerciales. Le credit manager de l\u2019avenir devra donc \u00e9galement pouvoir vendre, coacher et calculer les opportunit\u00e9s. Ce sera une personne avec huit casquettes. Au moins ! Car outre la casquette financi\u00e8re, le credit manager moderne aura d\u2019autres alter ego :<\/p>\n

      \n
    1. Calculateur d\u2019opportunit\u00e9s<\/em><\/strong>. Le customer scoring est une technique permettant de faire uniform\u00e9ment le point des risques et opportunit\u00e9s. Les credit managers utilisent le customer scoring pour r\u00e9partir les clients dans des groupes, en vue de tirer le maximum de profit de chaque groupe de clients.<\/li>\n
    2. Optimiste.<\/strong><\/em> Les mauvais payeurs offrent \u00e9galement des opportunit\u00e9s. Encouragez-les \u00e0 payer plus vite en leur accordant une r\u00e9duction en \u00e9change d’un paiement comptant. Votre client payera un peu moins, mais vous aurez votre argent imm\u00e9diatement.<\/li>\n
    3. Gourou<\/strong><\/em>. Les credit managers peuvent convaincre d\u2019autres d\u00e9partements, comme le marketing et la vente, de l\u2019utilit\u00e9 du customer scoring. Et mettre ainsi en \u0153uvre des processus plus objectifs dans toute l’entreprise.<\/li>\n
    4. Constructeur de ponts<\/strong><\/em>. Le nouveau credit manager assumera un r\u00f4le de coordinateur. Il devra faire en sorte que la gestion des d\u00e9biteurs, le marketing et la vente se renforcent mutuellement, et ne se mettent pas des b\u00e2tons dans les roues.<\/li>\n
    5. Analyste<\/strong><\/em>. \u00c0 l\u2019aide de la predictive analytics, le nouveau credit manager pourra d\u00e9couvrir des corr\u00e9lations et des mod\u00e8les. L\u2019entreprise obtiendra ainsi des informations sur le comportement futur des clients, et l\u2019anticiper.<\/li>\n
    6. Coach<\/strong><\/em>. Dans la plupart des entreprises, les vendeurs sont \u00e0 peine inform\u00e9s de la situation financi\u00e8re. Les credit managers peuvent aider les vendeurs en leur donnant un cours de finance en acc\u00e9l\u00e9r\u00e9, qui les aidera \u00e0 renforcer la relation avec le client.<\/li>\n
    7. Vendeur<\/strong><\/em>. Les credit managers ont de plus en plus souvent besoins de comp\u00e9tences commerciales. \u2018Comment tirer un rendement maximal d\u2019un chiffre d\u2019affaires maximal ?\u2019 Voil\u00e0 ce que sera la question principale du credit manager nouveau style.<\/li>\n<\/ol>\n

      Les 7 alter ego du credit manager moderne sont pr\u00e9sent\u00e9s dans un graphique d\u2019information<\/a><\/strong> pratique. Imprimez-le, affichez-le et portez la bonne casquette au bon moment.<\/p>\n

      Source: Graydon Blog<\/a><\/strong><\/p>\n

      \"Banner-Nieuwsbrief-400x400-BE-FR\"<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

      Le credit manager de l\u2019avenir interviendra sur tous les fronts. Son r\u00f4le ne sera en rien comparable \u00e0 ce qu’il est actuellement. Oui, le credit management va changer du tout au tout. Effrayant ? Mena\u00e7ant ? Au contraire ! Les credit managers alertes et pr\u00e9voyants pourront en profiter pour sortir de l’ombre. Quelles sont les […]<\/p>\n","protected":false},"author":7,"featured_media":14151,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[48,43],"tags":[59,60],"class_list":["post--14152","post","post--type-post","post--status-publish","post--format-standard","post--has-post-thumbnail","post--hentry","post--category-commercial-fr","post--category-general","post--tag-big-data-fr","post--tag-credit-expo-fr"],"acf":[],"yoast_head":"\nLes sept alter ego du credit manager moderne - Credit Expo Belgi\u00eb<\/title>\n<meta name=\"description\" content=\"Le credit manager de l\u2019avenir interviendra sur tous les fronts. Son r\u00f4le ne sera en rien comparable \u00e0 ce qu'il est actuellement. 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