War Stories: The Case for Customer Visits

Dashboards can’t tell you everything. When liquidity tightens and customers start acting differently, credit executives need to see what’s really happening: not just what the numbers say. In this episode of Credit on the Go, Bob Shultz and Dave Schmidt make the case for trade credit professionals getting out from behind their desks. They break down what actually happens when you visit customers, ask uncomfortable questions, and use what you learn to make sharper credit calls. Credit reports and financial statements only take you so far. Bob and Dave, both seasoned practitioners, relate how to turn field visits into real intelligence. You’ll discover how to spot early warning signs of trouble (or growth), fix breakdowns before they escalate, and recalibrate credit terms based on what you see, not just what you read. This isn’t theory. It’s stories from the field that reveal why relationships with customers and sales teams matter, how understanding operations changes your risk assessment, and what you can learn from the real reasons behind late payments. The result? Decisions backed by context, not just data. If you’re responsible for protecting receivables and cash flow, you’ll walk away with practical moves you can use immediately. Bob and Dave connect what you observe on-site to the metrics that drive performance—DSO, bad debt, liquidity, working capital—and show how the right conversations can move all of them in your favor. Want your team to read the story behind the numbers and catch problems before they hit the P&L? This episode shows you how customer visits and time in the field can give you that edge. If you’ve enjoyed listening to this podcast, please consider sharing it with your staff and colleagues. Editorial Opportunities: Have insights to share? Get featured in TCLM. Contact us about contributing! Advertising Opportunities: Your audience is here: thousands of corporate trade credit, treasury, and finance professionals. TCLM is where quote-to-cash decision-makers engage with the latest trends and insights. Put your brand in front of the right people at the right time. Advertise with us! This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit tradecredit.substack.com/subscribe