Leadership Archive

From day one, credit professionals learn that negotiation isn’t a one-time task—it’s a daily occurrence. Whether it’s a sales deal or a customer dispute, credit practitioners are always negotiating.  Why it matters: Effective negotiation goes beyond “winning” an argument; it’s about reaching a mutually beneficial agreement. No matter how conflicting each party’s interests may seem, the right negotiation tactics help credit professionals increase the likelihood of finding a resolution while also mitigating risk and preserving the relationship.  Do Your Homework: Know Your Cus…

As remote work has become increasingly popular, credit departments are seeing more and more team members clocking in from different states or countries. Managing a team spread across the world can present unique challenges, but managers have found ways to remain deeply connected with their teams despite the distance dividing them.   Why it matters: Many companies have maintained multiple locations across state lines and time zones for decades. While it can be challenging for those new to management roles, slight adjustments to your leadership can help you accommodate the distan…

Jason Mott, CCE, corporate credit manager at MFA Incorporated (Columbia, MO), brings nearly three decades of experience in B2B credit. With a strong work ethic, he has woven his passions for agriculture and credit into a distinguished and rewarding career.  Mott’s expertise, experience and commitment to advancing NACM’s mission make him more than an advocate—he is an exemplary leader. Following his tenure on the National Board, we are proud to announce Mott as our 2026 National Chair. Cultivating a career: From family fa…

Across the business world, the days of landing a job based solely on a prestigious degree or a narrow set of technical expertise are largely behind us. Today, hiring managers aren’t just looking for people who have specialized knowledge—they’re looking for professionals who can communicate clearly, build relationships and collaborate effectively.  Why it matters: Credit management has evolved from a numbers-driven, accounting-focused role into one that requires a balance of operational and interpersonal skills. In many cases, behavioral compet…

As day-to-day communication shifts to largely online, it is critical that credit professionals make the most of every conversation, whether it is in-person or virtual. From facial expressions to tone to body language, there is a lot to keep in mind in conversation to ensure that you are not only making your point clearly but effectively.  Why it matters: Nonverbal communication relates to the subtle way we communicate our feelings, thoughts or mood without necessarily saying anything. These physical signs, whether they appear during a video call, a busy meeting or a short conversati…

As a leader, it can be easy to focus on your own perspective. After all, you’re ultimately responsible for making key decisions. However, leadership isn’t just about giving orders; it’s about guiding your team and ensuring their needs are met.   Why it matters: Leading selflessly, with love and compassion not only fosters trust but also strengthens relationships and boosts motivation within the team. In the process, leaders form stronger emotional intelligence and communication skills that will serve them well in their career and in life.  Credit leader, at your service…

Picture this: a scout leader perched at a mountaintop, shouting directions through a megaphone. The team reaches the summit quickly, but they’re exhausted, disoriented and less prepared for the next climb.    Now, picture another scout leader walking alongside their team on the mountain trail, clearing obstacles, sharing the map and helping each person reach the summit at their own pace. The team follows, growing stronger with each step, learning and adapting together. Now ask yourself, which leader would you rather follow?   Why it matters: Whether you’re leading a handful …

As a credit professional, conflict comes with the territory of credit management; you can’t always avoid it. It becomes even more challenging when customers are being uncooperative or responding with aggression. In these situations, credit professionals can either react emotionally or take a strategic approach to work toward a solution that benefits both the customer and the business.