Is the COVID-19 Economy a Sales Opportunity?

by John G. Salek - For most companies, the COVID-19 economy will cause revenue reductions and cash shortages far worse than prior recessions in this country. Two major changes affecting the management of credit risk for most companies will be: You will have more customers that file bankruptcy. You will be compelled to sell to "uncreditworthy" customers on credit, to achieve breakeven sales volumes. Can your company survive under these conditions? If so, how? You’ll need to determine how much…