Within the Centralisation V
Decentralisation debate one should also consider the
possibility of mix'n'match.
For example it may be feasible and more cost
effective to centralise consulting services than empowering
departmental management of the external consultancy process.
Thus a single purchasing department analysing,
appraising and processing tenders / costs / benefits. So focusing
on control, productivity and prioritisation of projects. Gelling
the expectations and deliverables with reality. Resulting in
objectivity, consistency and effectiveness.
Consider Professionalism, Specialism, Personal /
Sub- optimalisation / Power, Comparability / Comprehensibility,
Integrative / duplicative (resources / problems / opportunities /
solutions).
A Credit Policy (Sales and Finance
Departments) requires a structured approach and should
encompass:
- Customer Relationship Management,
Profitability, Retention, Credit and Payment Terms. General and
Specific Guidelines with relevant Authority - Status - Approval.
New Account Opening (money laundering implications, credit risk /
potential scoring (Principals - information - Directors; Line of
Business; Business Life Cycle; Public Information; Category of Risk
(high - average - low); Payment Cycles)).
- Identify, Clarify and Illustrate definitions
and limitations (staff training, communication (systems,
procedures, practices and contents)).
- Infrastructure bolstered with effective
documentation (manuals, standard and consistency in correspondence
(letter, e-mail, fax, phone, notices)).
- Bad Debt Recovery and Write Off preventative
measures and legal implications. Strategy(s), implementation and
control issues.
- Focus on contractual terms and conditions
(confidentiality agreements, sales & credit agreements, audit
(evidence) trail).
- No ambiguity and seek assurances. Think
Security, Acceptability and Action (proceed (monitor & control)
or decline offer) requirements.