MARKETING THE CREDIT MANAGEMENT POSITION IN TODAY’S ECONOMIC CLIMATE
Author/Lecturer <ul><li>DAVID L. OSBURN </li></ul><ul><li>David is the founder and managing member of David L. Osburn & As...
<ul><li>MARKETING THE CREDIT MANAGEMENT POSITION IN TODAY’S ECONOMIC CLIMATE </li></ul><ul><li>I.  Hypothesis : </li></ul>...
<ul><ul><ul><li>II.  Tools/Skills of the Credit Manager : </li></ul></ul></ul><ul><ul><ul><li>General (Academic/On The Job...
III.  General Understanding of Changes in Macro-Economy :   a) Unemployment Rate   b) Interest Rates   c) Stock Market   d...
<ul><li>IV.  Specific Understanding of Micro-Economic Issues : </li></ul><ul><li>a)  Market Structure </li></ul><ul><li>Pu...
<ul><li>V.  Practical Micro-Economic Application- Marketing : </li></ul><ul><li>The Target Market :  </li></ul><ul><li>The...
<ul><li>VI.  Advertising:  </li></ul><ul><li>a) Industry </li></ul><ul><li>b) Company </li></ul><ul><li>c) Credit Departme...
VII.  Advertising The Credit Manager :  a) Personal Appearance- First Impressions  b) The Hand Shake c) The Business Card ...
<ul><li>VIII.  Personal Selling- The Credit Manager : </li></ul><ul><li>a) Negotiation Skills </li></ul><ul><li>b) Empathy...
<ul><li>IX.  MARKETING CASE STUDIES : </li></ul><ul><li>a)  Six (6) Months Until Retirement!   </li></ul><ul><li>b)  The “...
Upcoming SlideShare
Loading in …5
×

Marketing the Credit Management Position

853 views

Published on

Published in: Business, Economy & Finance
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
853
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
18
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Marketing the Credit Management Position

  1. 1. MARKETING THE CREDIT MANAGEMENT POSITION IN TODAY’S ECONOMIC CLIMATE
  2. 2. Author/Lecturer <ul><li>DAVID L. OSBURN </li></ul><ul><li>David is the founder and managing member of David L. Osburn & Associates LLC, a Las Vegas-based business training and contract CFO firm that provides seminar/keynote speeches for various groups including CPAs, bankers, attorneys, credit union employees, credit managers, trade groups, and businessowners. He also serves as a contract CFO for a large multi-state construction company, co-manages a bank educational program with the University of Nevada Las Vegas, and is a board member of North Star Business Services, a commercial lending company (commercial real estate and equipment financing). </li></ul><ul><li>His extensive professional background encompasses over 25 years in banking, finance, and marketing. His bank commercial lending credentials include comprehensive loan underwriting, management, customer development, and loan workout experience. </li></ul><ul><li>In addition, David is an Adjunct Professor for Regis University, an accredited MBA program and the College of Southern Nevada, a community college. He has taught college courses for over 24 years, covering Finance, Accounting, Economics, Marketing, Banking, Business Law, and Management. </li></ul><ul><li>He earned an MBA in Finance/Marketing from Utah State University and a BS in Finance from Brigham Young University. He is also a graduate of the University of Oklahoma National Commercial Lending School. </li></ul><ul><li>David L. Osburn & Associates, LLC </li></ul><ul><li>A Business Training & Contract CFO Firm </li></ul><ul><li>David L. Osburn, MBA </li></ul><ul><li>Managing Member </li></ul><ul><li>7521Enchanted Hills Ct </li></ul><ul><li>Las Vegas, Nevada 89129 </li></ul><ul><li>Direct: (702) 655-1187 </li></ul><ul><li>Fax: (702) 382-2298 </li></ul><ul><li>E-Mail: [email_address] </li></ul><ul><li>Web: dlosburn.com </li></ul>
  3. 3. <ul><li>MARKETING THE CREDIT MANAGEMENT POSITION IN TODAY’S ECONOMIC CLIMATE </li></ul><ul><li>I. Hypothesis : </li></ul><ul><li> Credit Manager has knowledge. </li></ul><ul><li> Knowledge is economic power. </li></ul><ul><li> Economic power makes/saves your company </li></ul><ul><li>money. </li></ul><ul><li>Therefore, Credit Manager makes/saves your </li></ul><ul><li>company money & adds real value to the firm. </li></ul>
  4. 4. <ul><ul><ul><li>II. Tools/Skills of the Credit Manager : </li></ul></ul></ul><ul><ul><ul><li>General (Academic/On The Job Training) </li></ul></ul></ul><ul><ul><ul><li>a) Accounting </li></ul></ul></ul><ul><ul><ul><li>b) Economics </li></ul></ul></ul><ul><ul><ul><li>c) Finance </li></ul></ul></ul><ul><ul><ul><li>d) Technology (e-commerce) </li></ul></ul></ul><ul><ul><ul><li>e) Management </li></ul></ul></ul><ul><ul><ul><li>f) Marketing (Applied Economics) </li></ul></ul></ul>
  5. 5. III. General Understanding of Changes in Macro-Economy : a) Unemployment Rate b) Interest Rates c) Stock Market d) International Issues
  6. 6. <ul><li>IV. Specific Understanding of Micro-Economic Issues : </li></ul><ul><li>a) Market Structure </li></ul><ul><li>Pure Competition Monopolistic Oligopoly Monopoly </li></ul><ul><li>Competition </li></ul><ul><li>b) Industry/Company/Product Life Cycle </li></ul><ul><li>Birth Growth Maturity Decline Rebirth? </li></ul><ul><li>c) Elastic/Inelastic Demand (Price versus Quantity) </li></ul><ul><li>Ex. Medical </li></ul><ul><li>Chiropractor Dentist General Brain </li></ul><ul><li>Practitioner Surgeon </li></ul>
  7. 7. <ul><li>V. Practical Micro-Economic Application- Marketing : </li></ul><ul><li>The Target Market : </li></ul><ul><li>The Marketing Mix : </li></ul><ul><li>a) Product </li></ul><ul><li>b) Place </li></ul><ul><li>c) Price </li></ul><ul><li>d) Promotion (Advertising & Personal Selling) </li></ul><ul><li>Ex. Home Equity Line of Credit </li></ul><ul><li> Wal-Mart </li></ul>
  8. 8. <ul><li>VI. Advertising: </li></ul><ul><li>a) Industry </li></ul><ul><li>b) Company </li></ul><ul><li>c) Credit Department </li></ul><ul><li>d) Credit Manager </li></ul>
  9. 9. VII. Advertising The Credit Manager : a) Personal Appearance- First Impressions b) The Hand Shake c) The Business Card d) Speech Patterns e) Listening Skills
  10. 10. <ul><li>VIII. Personal Selling- The Credit Manager : </li></ul><ul><li>a) Negotiation Skills </li></ul><ul><li>b) Empathy </li></ul><ul><li>c) Ego </li></ul><ul><li>d) Mediation </li></ul>
  11. 11. <ul><li>IX. MARKETING CASE STUDIES : </li></ul><ul><li>a) Six (6) Months Until Retirement! </li></ul><ul><li>b) The “Rainmaker” </li></ul><ul><li>c) The “Stressed-Out” Credit Manager </li></ul>

×