C. Robin Szabo

C. Robin Szabo, president of Szabo Associates, says a good credit manager knows the difference between managing credit risk and avoiding it: “The goal of monitoring the high-risk customer is to determine — as early in the game as possible and at any given time — who will pay, who cannot pay and who will not pay.” He explains how stations and their credit managers can make those determinations.

As C. Robin Szabo, president of media collections professionals Szabo Associates Inc., points out: “Even with all the great technology available today, the telephone is by far the most effective tool in a collector’s arsenal when it’s used correctly.” So here are 10 recommendations for successful collection conversations.