The Credit Manager Heard Round the World

In B2B credit management, where numbers often speak louder than words, it’s easy to overlook the human element behind the figures. However, credit managers are not calculators; they are visionaries, strategists and above all, individuals with voices longing to be heard.

Whether they’re negotiating credit terms with customers or collaborating with internal teams, credit managers want to matter. They want a seat at the table, not just as silent observers, but as valued contributors whose opinions shape decisions and outcomes.

Across all industries and generations, we have more in common than we realize. Every professional wants the same thing: their voices to be heard. Everyone has a universal desire to matter and make a difference.

The youngest generation entering the workforce is not all that different. Thanks to social media, our Gen Z staff, or Zoomers, want to immediately engage, immediately make a difference and immediately matter. They are seeking out mentors and they want a professional network they can turn to, at a moment’s notice. These “wants” are not so different from the generations that have come before or the generations to come in the future; the younger generation is just more comfortable vocalizing their expectations.

So, how can credit managers ensure that their voices resonate, and their perspectives are valued?

Completing NACM’s Credit Managers’ Index (CMI) each month can accomplish just that. The CMI provides a powerful platform for credit professionals to make an impact. This Index is special to the credit industry and is one of but a few economic indicators that is forward-looking.

“Overall, I think that credit managers—more than any other person in the company besides the CEO—have the best view of what’s happening in their company and their industry,” said NACM Economist Amy Crews Cutts, Ph.D., CBE.

The CMI is a valuable tool when building a report to present to the C-suite. It also signals to upper management that you can be relied on for information. “The executive team meets weekly, and I present the CMI results to them, so they have an idea of what is going on,” said Cathy Klein, controller at Crystal D (Saint Paul, MN), who has actively participated in the CMI for almost 20 years. “It opens a good discussion about what’s going on in the industry and figuring out strategies to use moving forward. It’s also a good way to compare what we’re seeing versus the entire industry. With my AR department, we use it a lot as a reminder that we might be hitting our slow season where we have to ramp up our efforts.”

The more participation in the CMI, the more accurate the economic forecast will be. By participating in the CMI survey, credit managers add value and credibility to the profession with information only they can provide. “The idea that they have a small impact in the economy in relation to their firm is simply not true,” Cutts said. “Each response can determine the strength of economic activity and complements other economic data used by economists and policymakers. The more participation we have, the stronger the results are that indicate where the economy is headed.”

The bottom line: By empowering credit managers to speak their truth and fostering an environment where their voices are heard, companies can cultivate a culture of trust, collaboration and excellence—one where every credit manager truly becomes heard round the world.