Weekly blog by Philip King, CEO of the ICM - 'Firing the imagination'

I talked last week about the flurry of consultations being launched by government ahead of the summer holidays and, guess what, there have been even more since I wrote those words.  It feels like I have spent every waking hour of the last ten days ploughing through page after page of government documents and preparing questionnaires and summaries to share with our members so they can comment and offer their views.

The latest to hit my inbox was HMRC's consultation document: 'Sharing and publishing data for public benefit', a set of proposals that "form a significant development in HMRC's Open Data Strategy".  Judged by the title, you wouldn't imagine this has much to excite credit professionals but ­ as is so often the case ­ there are nuggets hidden away that are very interesting.  Indeed, I would go far as to say that this one has genuinely excited my imagination. Why is that?

In amongst the detail, the paper suggests the possibilities of releasing of basic non-financial VAT registration data as public data, and sharing more detailed VAT registration data on a more restricted and controlled basis for specific purposes, such as credit referencing.  It also considers whether VAT registration data could provide a foundation for private sector business registers.  It is this last point that lights my fire! I'm old enough to remember the Business Names Register (I think it was called) which allowed a supplier to identify a business.  It ceased to exist years ago and no doubt someone reading this will remember better than me the background as to why, and when.  Since its demise, the ability to identify a business that trades as a sole trader or partnership has been incredibly difficult, and the proportion of businesses on which the credit reference agencies are able to report is incredibly low because of the dearth of data available to them.  I know the VAT threshold is currently £79,000 so the smallest businesses wouldn't be picked up but it would still be a huge step forward.  According to HMRC, around 800,000 VAT registered businesses are not incorporated so making basic information available to credit reference agencies would at least enable a business's existence, location, legal status, and trade classification to be verified.

Of course we'd prefer to have financial information as well but let's keep our feet on the ground; that's not going to happen any time soon.  In the meantime, please let me know what you think (the ICM In-Brief newsletter published on 14 August will have a link to the document but it can also be found here so we can make HM Government aware of our views.

I'm off to Scotland for my summer break shortly and I'm grateful to Charles Mayhew, Sue Chapple, and Sue Kettle who've agreed to do me the honour of writing guest blogs while I'm away.  If you too are heading for some time of relaxation in the coming weeks then make the most of them.  This is the only time in the year when I genuinely turn off emails (despite what I may tell Mrs K at other times!).  I'll look forward to returning refreshed and re-charged.

Weekly Blog by Philip King, CEO of the ICM - 'Whistling in the wind'

If you've read the latest (May) edition of the ICM's Credit Management magazine, you'll have seen mention of a survey finding that 42% of SME respondents had never heard of any of the current Government or bank-led initiatives to support small businesses. The recent news about funding through the Business Bank and the increase in length and breadth of the Funding for Lending Scheme is great news but only if businesses are aware of the help that might be available.

 

I was pleased that, of all the schemes, awareness was highest for Start-Up Loans. Regular readers of my blog will know that I'm privileged to sit on the board of Start-Up Loans and I know how much work has gone into raising public awareness, not least by James Caan (the Chair) who has used his personal profile and networks to such great advantage.

 

There have been numerous other initiatives supporting small business in recent times such as the National Loan Guarantee and Enterprise Finance Guarantee Schemes as well as the 17 introduced by the British Bankers' Association (BBA) Task Force in 2010. But none of these serve any purpose unless businesses, banks and others are aware of their existence.

 

One of the BBA initiatives was the creation of an independent appeals process for when loan applications were declined. Russel Griggs, who chairs this, has done good work and his reports show the effectiveness of the idea but I've seen recent examples demonstrating clearly that awareness is woefully inadequate.

 

I heard in the last few days from a business that had thrown in the towel after its current bank had withdrawn facilities despite a 37 year positive relationship, loan applications to other banks had been declined, and engagement with the Financial Ombudsman Service, MPs and numerous others had failed to have any impact. What astounds me is that at no point in this whole process was the business pointed towards the very appeals process that might have helped, or at least allowed it to understand the various banks' position.

 

Surely some of the parties involved would have heard of the appeals process and could have signposted to it? Not long ago I was at a presentation by a senior regional manager from one of the major banks and he was totally ignorant of it, so perhaps not!

 

In this age when we can communicate in so many different ways, and when instant communication is the norm, I find it sad and strange that getting important messages communicated and understood is so difficult. I guess it's incumbent on all of us to ensure we are well informed and up to date with what's going on in the business world and that we play our part in passing important messages on to those who might benefit from them.

 

Weekly Blog by Philip King, CEO of the ICM - 'Understanding the value of software'

I had an interesting meeting with our friends at Intuit last week, a company probably best known for its Quickbooks range of accounting software. But as well as producing financial software for small businesses, it also provides free small business training through its Financial Fitness workshops programme. It was this latter activity and its support for Start-Up Loans that led to our meeting.

 

I was pretty impressed by the products I saw and by the ways in which different financial activities can be integrated and monitored over a range of mobile devices as well as traditional Pcs, but I was staggered by a statistic they shared with me. I'm well aware of the 'lies, damned lies, and statistics' notion but – even if the detail is over-stated  - it's still incredible. I was told that 66% of businesses with up to 15 employees use no software at all to manage their accounts, either relying on an accountant to periodically pull together numbers from a pile of abstract pieces of paper and records, or simply muddling through with a combination of paper and/or spreadsheets.

 

I've been preparing for a presentation at the Milton Keynes Business Expo 3.0 Exhibition on 8 March where I'm addressing the topic 'Cashflow is King – Ten Top Tips', and this has made me think. Managing a business means knowing its position at any particular point in time. With a diverse range of simple and inexpensive tools available from a host of different suppliers that allow for the production of invoices, recording of expenditure, taking of payments, summarising outstanding debts, and a great deal more besides, you have to ask why any business, however small, would not use something so obvious and instantly available to make its life easier. I clearly knew there'd be a proportion of businesses that manage without any software or specific credit management tools but 66% is a real concern. I think I have just found an eleventh tip…!

Weekly Blog by Philip King, CEO of the ICM - 'Making the headlines'

Notwithstanding the Chancellor’s Autumn statement, and the undoubted noise that will follow, I’d instead like to reflect on a couple of reports I've read recently.

 

The first is the SME Finance Monitor (Q3 – 2012) produced for BIS that was published last week. I was struck by a couple of things. Only 46% of SMEs were aware of any of the Business Finance Taskforce initiatives with 22% aware of the Enterprise Finance Guarantee Scheme, 18% aware of the National Loan Guarantee Scheme, and 21% aware of the network of business mentors. Given the amount of publicity and airtime generated during their launch in 2010, these statistics are disappointing.  Even more interesting was the lack of confidence SMEs have in availability of finance.  Overall, only 33% were confident that their bank would agree to their request for finance (the lowest level seen in the six surveys to date), and yet the outcomes are markedly better.  The success rates for renewal applications are c90%, compared to 53% who were confident ahead of the application and, for new applications, the success rates are c56% against a confidence level of 21%.  Both of these aspects show how much more needs to be done in raising awareness.

 

The second is a report written by Duncan Cheatle, who I've met through my involvement on the Board of the Start-Up Loans Company.  Duncan is CEO of Prelude Group and has authored; 'The Unsung Heroes of Business'.  This report tells the story of seven entrepreneurial businesses and analyses their tax accounts.  It shares the views of their owners about taxation, their attitude to it, and their recognition of the value they add to the economy and society through the contributions of their businesses.  The foreword talks about ‘the perpetuated myth that successful business owners are the sole and selfish beneficiaries of the fruits of their business's output’ and delivers the message ‘that we need to do all that we can to encourage and support the relatively small cohort of business innovators who drive value into our economy and make such a significant and mostly overlooked contribution to public finances in the UK.

 

It's a refreshing read at a time when Starbucks, Amazon, Google and others are in the headlines for all the wrong tax reasons.

Weekly Blog by Philip King, CEO of the ICM - 'Standing tall and proud'

When I said in my blog last week that it was time for credit professionals to stand up, to be noticed, and to be proud, I was talking about the value they contribute to their organisations and to the wider economy. I'm glad to say that I'm seeing a trend that exemplifies the pride I'm talking about.

I've noticed an increasing number of ICM members who include their designatory letters - AICM, MICM, MICM(Grad), or FICM - on their business cards, their email signatures, their LinkedIn profiles, and elsewhere. These letters are not just given away when someone becomes an ICM member; they have to be earned by gaining qualifications and/or having their practical experience verified, validated and reviewed.

Some might say the practice is archaic but I believe those who have earned them should be proud of their achievement and are right to use them in this way. If you don't tell people what you've achieved, who else will?

I've also seen a marked increase in the number of ICM members wearing the ICM badges we launched earlier this year. This, too, is a good way of promoting your professionalism and - if you don't have a badge - simply email icmmembership@icm.org.uk and we'll be delighted to send you one.

Don't be a shrinking violet!

Weekly Blog by Philip King, CEO of the ICM - 'Always read the label'

So David Cameron met with some of the country's largest companies this week and urged them to support their smaller company suppliers by engaging in Supply Chain Finance.  The scheme uses the creditworthiness of the big company customer to allow the smaller supplier to obtain funding at lower cost secured against invoices that have been approved for payment.  It's often called reverse factoring, and one of the biggest advantages is that - since the buyer has confirmed approval of the invoice - there is no recourse.

 

The downside is that there are significant IT and administrative costs and it will only work in circumstances where the customer/supplier relationship is ongoing with regular transactions.  Perhaps the bigger risk is that large customers will be able to dictate longer payment terms justified on the basis that they have an arrangement whereby the SME can be paid faster.  But that, of course, will cost the SME interest which flies in the face of the culture we want to see, where payment terms are set fairly, and adhered to, in a climate where paying on time is the norm rather than the exception.

 

I'm not as scathing as some commentators about the scheme - there are circumstances where it is a great solution and can work really well – but it certainly isn't a panacea, and nor a one-size-fits-all solution.  I'd like to think that, while our Prime Minister had these business leaders in the room, he also asked those who hadn't signed up to the Prompt Payment Code why they hadn't done so.  In a week when Sainsbury's is being lambasted for extending payment terms for non-food suppliers to 75 days, we need to be encouraging good practice that enables SMEs to have certainty about payment expectations.  Supply Chain Finance has its place but there's no substitute for agreeing fair payment terms and sticking to them.  We need more businesses to lead by example, and we need our leaders to put pressure on them to do so.

Weekly Blog by Philip King, CEO of the ICM - 'The power of collective action'

I blogged a couple of weeks ago about the impact we can have as individuals and the responsibility that carries with it. Developing that thinking, I've been reminded this week of the collective power of individuals coming together with a collective aim. Winston Churchill is oft quoted as saying: ‘Never doubt that small groups of people can change the world. In fact it’s the only thing that ever has.’

I attended my second board meeting of the Start-up Loans Company this week and James Caan has pulled together a formidable group of people, allocating responsibility for particular aspects of the programme to each director. In four weeks an amazing amount has been achieved both individually and collectively by a group of people who believe in the benefit of what is being delivered and are committed to making it happen. We are at the start of a really exciting journey and I believe the concept and reality of Start-up Loans is going to be a huge success about which I'll no doubt write more in the months ahead.

When I look around the membership of the ICM, I see similar stories every week. A group of people come together as a branch committee, for example, and deliver events for local credit professionals that educate, energise, and motivate them to deliver more as individuals and for their organisations. At ICM HQ, following our restructure in January, I see the team working together with members and other stakeholders to deliver quality events for the wider credit community; in the last couple of weeks alone, I've witnessed this at our Regional Roadshow in Cardiff, the QiCM Best Practice Event at Reading, the Fellows' Lunch and Graduate Reception in London, and the Education Conference in Birmingham.

To close with a further quotation, this time from Aristotle: ‘the whole is more than the sum of its parts’. Working individually and collectively, we can make a real contribution and make a real difference. That's what our credit community is all about.

Weekly Blog by Philip King, CEO of the ICM - 'Pomp and circumstance'

Well, my wife Mary and I celebrated our 34th wedding anniversary last weekend. Although our celebrations didn't quite match up to those of the Queen's Diamond Jubilee, we nevertheless had a great time and it was good to have an extra couple of days off!  The royal pageantry was amazing and impressive, and I confess to being mesmerised by the way images were projected onto Buckingham Palace during Monday's concert. Even on television, it was simply awesome, and it was certainly one of the weekend's highlights for me.

On a more everyday subject, I was interested to read the report about bank loan appeals last week.   Professor Russell Griggs, who I know well, was appointed independent arbitrator under last year’s Project Merlin pact between Government and the banks, with a remit to adjudicate when companies with sales of up to £25 million feel that they have been unfairly refused credit.  Most appeals were from retailers, construction companies, restaurants and hotels complaining about limits placed on overdrafts or credit cards. Half of the amounts in dispute were sums of less than £5,000, although a few were higher than £1 million.  During the first year of the scheme, 114,000 applications (14 percent) were declined by the Taskforce banks, of which 2,177 were taken to appeal.  Of these, the report reveals that 39.5 percent were successful.

Professor Griggs says he thinks the numbers are reasonable, given that no one had any idea how many appeals there would be, but that the banks need to ensure all customers know they can appeal, which not all do currently and that needs to change.  He adds the suggestion that, if more knew they could appeal, there is a possibility more might apply for credit in the first place.

That is perhaps one of the most worrying comments in the whole report.  My experience of talking to many SMEs is that there is limited awareness of the appeals process, even from companies who genuinely believe they, or their financial numbers, have been misinterpreted by a banker.  We can all play our part in making small businesses aware of the process, details of which can be found at: http://www.icaew.com/~/media/Files/Technical/Business-and-financial-management/SMEs/BBF%20Factsheet%20Appeals%20Process.ashx

Weekly Blog by Philip King, CEO of the ICM - 'Fatal distraction'

So Wonga has entered the business loan market and added to what is already a fast and dramatically changing landscape.  The introduction of services such as Funding Circle and MarketInvoice have already had a big impact on how businesses can source finance and the recent Breedon Report recognised that alternative funding sources are here to stay.  Couple that with last week's Bank of England Trends in Lending report which said….. "The annual rate of growth in the stock of lending to UK businesses was negative in the three months to February. The stock of lending to small and medium-sized enterprises continued to contract….." and you can see why Wonga might sniff an opportunity.  I'm not sure Wonga is a good solution for small businesses strapped for cash but it's little different to a small business owner funding his business using a personal credit card or two, and that's been happening for years.

 

What worries me more is the suggestion touted in the media and elsewhere that solutions like MarketInvoice are a cure for late payment.  They're not.  MarketInvoice allows a business to sell invoices to a network of institutional investors and it can release the capital tied up in those invoices in real time.  In the short term it can therefore address the cash-flow problem caused by late payment but it's not a cure.  Payment still has to be obtained and, if the invoice is not eventually paid, the amount will have to be refunded to the investor.

The problem as I see it is that – having obtained funding against the invoice(s) - the business owner has removed the immediate cash-flow hole caused by non-payment and can focus attention elsewhere.  The problem hasn't gone away though, and if there is a fundamental problem preventing payment it still needs to be resolved.  Let's not forget, and let's make sure that small businesses don't forget, that the best way to avoid late payment is to get the basics right: knowing your customer, agreeing payment terms in advance, invoicing correctly and promptly, and chasing payment immediately it becomes overdue.  Anything that slows that process, or distracts from it, could lead to far more serious problems; timing is all-important in the management of cash-flow and collection of amounts due and, while attention is elsewhere, the slow-paying customer could fail and become a bad debt rather than just a late payer.

Cashflow keeps business in business and good credit management is vital to maintaining that cash-flow. Mixing messages is not helpful.

http://www.creditmanagement.org.uk/bisguides.htm

Weekly Blog by Philip King, CEO of the ICM - 'Finding common cause...'

I said in my blog last week that I would be meeting a couple of MPs to discuss late payment. Since then, I've met with Debbie Abrahams, Labour MP for Oldham East and Saddleworth and Anne Marie Morris, Conservative MP for Newton Abbot. In addition, I attended the BIS Small Business Economic Forum chaired by Mark Prisk and have been talking to the BIS team about some future activity around late payment. I have also been starting to prepare for a presentation I'm giving to the AFDCC (the French equivalent of the ICM) in Paris next month about the new EU Late Payment Directive. It's fair to say that late payment has certainly been at the forefront of my mind in recent weeks!

Debbie Abrahams and Anne Marie Morris are both articulate and passionate about supporting small businesses and helping to protect them from the impact of late payment. Coming from different sides of the chamber, it is no surprise that their views on what can and should be done differ slightly but they certainly have common objectives. I was encouraged by the fact that both recognised the need for a change of culture across the whole business community, acknowledged that payment terms are part of the wider contractual and commercial negotiations between businesses, agreed that more emphasis should be placed on the positive aspects of prompt payment (see www.promptpaymentcode.org.uk), and endorsed the need for businesses to be educated in the basics of credit management that can help them to assist themselves.

There is work to be done and I will continue our dialogue, exploring various ideas and initiatives. This, together with the imminent BIS activity and the continuing demand for the ICM/BIS Managing Cashflow Guides (of which there have now been over a quarter of a million downloads), gives me grounds for optimism.

I'll return to the EU late payment directive on another occasion but, before then, I suspect I'll be addressing the new - and just published - OFT Debt Collection Guidance which I'll be reading in detail over the next day or three.

Weekly Blog by Philip King, CEO of the ICM - 'feeding the sausage machine'

Rachel Bridge, the Enterprise Editor of The Sunday Times, wrote a really interesting article at the weekend about credit insurance. It talked about a sausage maker in Devon which took out credit insurance a few years ago after suffering a bad debt of £22,000. The finance director was quoted as saying that "if our credit insurer will provide cover up to a certain limit, then we will trade. If not, we will think again. We either do not do business with that customer, or we trade on different terms, perhaps asking for money upfront".

The article went on to outline how the amount of cover provided by the big three insurers has increased over the past year, and how some have introduced new measures and more user-friendly policies. Fabrice Desnos, Xavier Denecker, and Marc Jones from Euler Hermes, Coface, and Atradius respectively were all quoted and - since all three are good friends of the ICM - it made me read the article more carefully.

It was a useful and practical guide to what is a difficult product for many SMEs to understand and, indeed, for government ministers to get their heads around. I remember many conversations a couple of years ago trying to explain how credit insurance works without ever feeling I was making much progress. Credit insurers were coming in for some pretty bad press at that time, some of it deserved, but the sector has moved on, and so too its products. Credit insurance in the right circumstances can be a really useful tool for business, including small ones, and I'm pleased to see it being explained by a respected journalist to whom SMEs will listen.

There's been a recent interesting debate on the ICM Credit Community LinkedIn group about whether credit managers who have no bad debt are the good ones. My view is that good credit professionals understand the balance of risk and reward and accept bad debts as a price of profitable sales activity, but that doesn't alter the fact that the impact of a bad debt - particularly to small businesses and especially if it is relatively disproportionate - can be devastating. Anything that helps SMEs to understand better how to manage credit and risk is to be welcomed.

LinkedIn ICM Credit Community

Weekly Blog by Philip King, CEO of the ICM - ' Smoke and mirrors'

The SME Finance Monitor has at last been published with the sub-title: 'To what extent do SMEs have issues accessing bank finance?'. This report, which will be undertaken quarterly, is said to be the largest and most detailed study of SME's views of bank finance ever undertaken in the UK. It stems from the Business Finance Taskforce, comprising the BBA, Barclays, HSBC, Lloyds, RBS and Santander. It is independent and the banks have no editorial control.

The report was on the agenda of the BIS Small Business Economic Forum that I attended on Monday, and which was chaired by Mark Prisk. Mike Young, the independent chair of the Survey Steering Group gave us a fascinating insight. What has been even more fascinating, however, is the variety of interpretations and responses since its publication.

The BBA said that: "most businesses are able to get the credit they need." The Labour party was quoted as saying that: "it showed that a significant minority of small businesses seeking loans are failing to get the credit they seek." Richard Tyler, from The Daily Telegraph, said: "that banks are much more selective about which firms they back and are unlikely to change their minds."

All of these are factual and - in a week when the integrity of newspapers is under scrutiny - I am not suggesting that there is anything misleading. However, few will read the full 126 page report (available here: http://www.bdrc.co.uk/business-issues/sme-finance-monitor/) so one's understanding of the report will be heavily influenced by the headlines they read.

The truth, of course, is that this is not a simple issue. Mike says in his introduction: "This report does not provide quick and easy answers to the claims and counter-claims swirling around in the debate about SMEs and banks. That is because it is an extremely complex issue, incaple of easy summary into 'guilty' or 'not guilty'. So, the report eschews glib answers and focuses on bringing out the evidence. It is for others to draw conclusions from it." The conclusions drawn by journalists and politicians will steer our thinking too, I suspect.

The one report I really liked though was in the Telegraphs piece on Tuesday quoting Manos Schizas, a senior policy advisor at the Association of Certified Accountants, who I know well and have worked with a number of times recently. It highlighted one key message of the report: "that it is vital for firms to produce accurate information." Businesses with a low external risk rating were far more likely to be offered an overdraft (93%) or loan (81%), than those with a worse than average risk rating where the 'offered what they wanted' category percentage was only 61% and 41% respectively. No surprise here and you will indulge me while I once again bang on about the 'information' debate.

In many cases, the categorisation as 'worse than average risk' will not be because the business's numbers are bad but because there aren't any numbers to go by at all!. Information facilitates the flow of credit and the current proposals to exempt micro businesses from filing accounts will simply make things worse, not better. Our petition on this subject is still open at http://bit.ly/mliWbY and I urge you to add your name to the growing list of signatories. This isn't just about credit professionals wanting more information available from Companies House or credit reference agencies so they can make better decisions more easily; it's also about helping the economy back on to its feet.



http://www.icm.org.uk/

Weekly Blog by Philip King, CEO of the ICM - 'Export, cheques and kids'

Mark Prisk's Small Business Economic Forum at BIS discussed how SMEs can be encouraged to export, and through Lord Stephen Green the Minister outlined the recent steps the Government has taken to support international trade, and specifically the work of the Export Credit Guarantees Department (ECGD).

Consensus among all those present was clear: a strong consistent message needs to be communicated and support must be provided by the banks, business organisations and the Government to dispel the myth that exporting is somehow a 'dark art' that is almost invariably 'high risk'. International trade is fundamental to growing the economy, and helping SMEs to find new markets for their goods and services is therefore key.

Elsewhere, the Payment Council used its Large Corporate User Forum to update members as to the progress of the Cheque Replacement Programme. While it is clear that behind the scenes there is much going on, there are signs that many consumers have yet to be persuaded to use online alternatives. The next big decision may not be due until 2016 but a real change in mindset and practice is going to be needed by then.

The Personal Finance Education Group (pfeg) Forum, meanwhile provided an opportunity to hear news of recent programmes including 'My Money Week' that will be running from 27 June to 3 July and includes competitions for schools to enter as part of a concerted drive to promote financial education to children. If you have any connection with a school, please point them to http://www.mymoneyonline.org/. And don't forget you can get involved with the DebtCred initiative through the ICM so to express an interest and learn more please just email governance@icm.org.uk

Weekly Blog by Philip King, CEO of the ICM - 'Should you say yes?'

I recently started a discussion 'Teaching teenagers about personal financial management' on the LinkedIn ICM Credit Community http://linkd.in/dd1hHF. I was not quite sure what type of response, if any, I would receive. As it happens, the response was superb, and the comments made were useful, insightful and most thought provoking. The clear consensus is that there is plenty to teach and much practical advice to be shared.

This is a subject that we, as credit professionals, feel very strongly about. If children leave school with an understanding of how to manage money and finance, budget expenditure, and be discriminatory in their use of credit, then there will be less need for the advice sector, which is already stretched.

There are many good and worthy initiatives already under way, particularly those supported by pfeg (the Personal Finance Education Group) on whose Forum the ICM sits. But in the absence of personal finance being a serious and compulsory part of the national curriculum (which looks increasingly unlikely), it is clear that still more needs to be done.

The Institute has recently announced a partnership with DebtCred, as detailed in the pages of CreditManagement magazine http://bit.ly/eJSb2K, and this provides a genuine opportunity for us to get involved and make a difference in a really practical way either personally or through our employers. If I was to challenge you to stop for a moment and consider: "could I and should I give a couple of days a year to make a difference and help youngsters cope better as they enter adult life?"

If the answer is yes, please drop me an email at governance@icm.org.uk.

Follow me and the ICM on:

http://twitter.com/philipkingicm, http://twitter.com/icmorg or http://linkd.in/dd1hHF

Weekly Blog by Philip King, CEO of the ICM - 'One economist agrees with me!'

An SME 'Access to Finance Research Report' published recently by the Institute of Chartered Accountants in England & Wales (ICAEW) held little in the way of surprises either in its findings or its recommendations. But it was nonetheless interesting.

One of the recommendations that particularly struck a chord with me, for example, was that 'SMEs need to display good financial management'. This is especially pertinent given the work that the Institute of Credit Management has been doing as part of the Doing Business Together initiative http://www.doingbusinesstogether.org/ and the need for greater transparency and clarity from all sides.

Whilst the report suggested that banks needed to do more to improve their relationship with the SME sector, it also concluded: '...well-managed, viable businesses with good track records have been able to obtain the finance they require........'. Such a statement will come as no surprise to those banks supplying the finance or credit professionals providing the trade credit!

I spent one afternoon this week with Roger Martin-Fagg, an economist, listening to his outlook for 2011 and beyond. Roger talks a great deal of sense and can support his arguments well. I was particularly pleased to find an economist who agrees with me that we're going to see a real surge in corporate insolvencies in the months ahead. I've been starting to feel I'm in a minority of one recently but perhaps not, after all!

His views on the difference between 'demand-pull' and 'cost-push' inflation are interesting too; we've got the latter in the UK and - for that reason - raising interest rates alone will not solve the problem. We watch with interest to see what happens next.

Feedback, positive or negative always welcome - use the response form or e-mail me at ceo@icm.org.uk.

2nd weekly blog of Philip King, CEO of the ICM - skills and risk

A few days ago, Rebecca Smithers, consumer affairs correspondent of The Guardian wrote that British manufacturing is at risk of 'collapse'. The reasons she cited included a worsening skills shortage that will leave thousands of hi-tech jobs unfilled over the next five years. More recently, a leading academic also stated that it is not just in the high-tech industries that skills are missing. He warned that all areas of business need the right, relevant skills to be successful, and this includes skills in credit management.

It is comforting to know, I hope, that there are organisations out there - the ICM foremost among them - who take such warnings seriously. The successful and ongoing development of our qualifications, and our work with employers, practitioners, and industry is aimed at ensuring the industry becomes more professional, and that the right skills are available to help Britain through the recovery.

The property and environmental services giant Connaught has collapsed into administration, putting thousands of jobs at risk. In June, the company warned that public spending cuts, designed to reduce the government's budget deficit, would impact 31 projects, reducing its revenues by £80m this year. This hit, it said, "would push the company into the red." Public sector cuts are going to hit businesses across all sectors, and many of those will be our customers.

In another annoucement that links closely with this theme, I note that the "time to pay" scheme has now reached its peak as HMRC appears to be rejecting an increasingly large number of applications to take part in the initiative. "Time to pay" allows businesses to defer tax payments during the recession. Syscap, an independent finance provider, says that in the last few weeks, a good many businesses have been in contact to secure loans to meet tax obligations either becuase HMRC has rejected their application to the scheme or because they have taken a business off the scheme. Perhaps this should not come as a surprise, but credit professionals are going to see their customers under greater cashflow pressure as a result, and the number of insolvencies is likely to rise as I've been predicting for several months now. Knowing our customers - and their customers in turn - is going to be more important than ever in the months ahead. Close monitoring of risk will enable creditors to take action to avoid or at least minimise potential bad debts.