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.

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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.

Weekly Blog by Philip King, CEO of the ICM - 'More mixed messages'

The British Chambers of Commerce (BCC) released its latest Quarterly Economic Survey this week and at best the messages were mixed.

Business confidence, for example, remains high, with most expecting an upturn in their fortunes - and turnover - in the coming year. The manufacturing sector, specifically, is looking stronger but the performance of the service sector has weakened and there are concerns about the sustainability of the recovery. There are concerns also about the problems in the Eurozone, and the potential impact on UK exporters.

My take on this is that there is little consensus on where the economy is, or where it's heading, and the prospects for the year ahead are almost impossible to predict. Nevertheless, every piece of good news serves to build positive expectations and that can only be a good thing.

The BCC survey, of course, only focuses on the private sector. So what about the public sector?

I had a really interesting hour on Monday discussing public sector issues with an ICM Member who holds a senior position in one of the Inner London Boroughs. He confirmed much of what I already knew in terms of pressure on costs, more effective use of resources, and the need to drive efficiency savings. But he also raised some issues that I'd not previously considered in so much detail.

How each local borough decides to cut costs over the next four years, for example, will vary significantly depending on the colour of the party calling the shots. Then there is the impact of specific plans, such as the proposed caps on housing benefit. Some tenants will face a shortfall between their rent and the capped benefit levels, which means they will have to move to a property or borough where rent costs are within - or closer to - the cap. As a result, Private landlords who provide social housing will lose tenants and there will be an increase in empty housing stock and pressure on buy-to-let mortgage repayments, particularly at the small scale landlord sector. If this isn't bad enough, the effect will be exacerbated by the changes to calculation of the Local Housing Allowance (used to determine housing benefit payments) which in the future will be calculated on the basis of cheaper rents.

The inter-relationships between public and private sector are deep and complex; perhaps that explains exactly why it's so difficult to predict the short - and longer - term future. We're going to need our wits about us as reality unfolds throughout coming months!

Weekly Blog by Philip King, CEO of the ICM - 'New Year - more professionalism and greater recognition'

A warm welcome to the new year and may it prove to be successful, peaceful, and prosperous.

Two articles in The Times caught my eye over the new year:

1. Patrick Hosking shared ten good reasons to be cheerful, four of which I found particularly interesting:

• Business leaders are in relatively good cheer and boards are far from despondent - they're investing, they're hiring, they're spending.
• Interest rates are staying very low.
• The pound will cushion us from external blows.
• The private sector is capable of taking up the slack from a shrinking public sector.

2. The last point was echoed a day or two later in a piece about a Deloitte Report showing that confidence among Chief Financial Officers at some of the country's biggest businesses rose sharply in the last quarter of 2010, and their appetite for risk jumped to the highest level since before the credit crunch began in earnest. The report findings boost hopes that the private sector might be able to compensate for deep public sector cuts.

This makes heartening reading and let's hope it proves right although I still believe that many smaller businesses are under-estimating - or at least failing to recognise - the impact that public sector cuts will have on them.

Whatever the year holds in store there can be no doubt that cashflow will remain crucial to business survival and credit management needs to raise its game further. We have undoubtedly made progress in recent years but we need to do so much more in raising our professionalism, profile and the recognition we are afforded for the value we add to business. Organisations like the ICM have to play their part and we will continue to do so; and so do individual professionals who need to make sure their peers and Boards understand the significance of their contribution to profitable selling, risk mitigation and cash generation.

2011 is the year when we need to make sure members of our teams get better trained and qualified so they are recognised for their achievements, and when the quality of what we deliver gets recognised by the independent validation and accreditation available through the Institute's Quality in Credit Management scheme.

Feel free to ask me for more details of how we can support, motivate and strengthen credit professionals - ceo@icm.org.uk

Weekly Blog by Philip King, CEO of the ICM - 'Things to look forward to.....'

It has been quite a bit calmer this week after the frantic round of meetings and conferences since the beginning of December, but then the world of credit management never stands still for long.

I was delighted on Monday to meet with Mark Prisk, the Minister for Business and Enterprise, who is already establishing himself as a champion of the SME cause. It was clear from our discussion that the Minister is keen to continue working with the ICM in promoting the importance of cashflow to a growing business.

There was acknowledgement that even with the good work that has been done before between BIS and the ICM, there is still much to do to change the payment culture in the UK and that the Government had a key role to play in supporting and reinforcing the delivery of specific key messages. It wasn't a case of trying to find new initiatives on which to hang our cashflow 'hat', but rather doing more to promote schemes that already exist such as the Prompt Payment Code. I certainly came away with the impression that Mark Prisk means business, and look forward to working with him and his team closely next year.

Yesterday I spent the morning signing off the final proofs for the next issue of Credit Management magazine, and this is probably one of the best issues yet. We lead with the ongoing bank lending saga and research that contradicts the story from the banking community that they have plenty to lend, but no demand. In terms of consumer credit, the editor also takes a detailed look at what lies ahead for the debt sale and purchase sector in 2011.

So unless anything especially momentous happens next week, this is probably me signing off for 2010. It remains only for us all at the ICM to wish you a Merry Christmas and let us all look forward to a prosperous New Year.

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Weekly Blog by Philip King, CEO of the ICM - 'Disagreements and mixed messages'

As I mentioned last week, the momentum over the Doing Business Together initiative is gathering pace. The Business Secretary, Vince Cable, has clearly thrown his support behind DBT and the meeting last week in Richmond brought some real heavyweights to the table from the world of business and credit. But there are some issues.

There are, for example, some mixed messages coming out, especially from the politicians. On the one hand, the Government support EU moves to cut red tape for SMEs by reducing their obligations over the detail of financial reporting, while on the other they believe that financial data is essential for granting credit and therefore facilitiating growth.

Businesses need to be educated about the importance of producing, using and sharing information: they need to produce accounts, because in doing so they will be able to manage their businesses better; they need to use the information they have, and so identify how and where they can free up cash in their business; and they need to share that information to access finance or negotiate better terms with their suppliers.

I was also invited this week to the ABFA (Asset Based Finance Association) Conference, sharing the platform with my colleagues from the FSB and FPB among others in an event chaired by Fiona Bruce. The conference created a vigorous debate about late payment legislation. I disagreed entirely with the FSB position: legislation really won't change anything even though we might all wish it would.

Finally, I note an interesting thread on the ICM Bulletin Board this week about alternative approaches to cash collection. It touched on one of my soapbox themes: good credit management adds value across the entire business - creating profitable sales, improving the quality of the organisation at all levels, retaining customers AND maintaining vital cashflow; knowing - and understanding - our customers is a vital element if we are going to be successful and if we're going to make the contribution to our businesses that we can, and should!

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Weekly Blog by Philip King, CEO of the ICM - 'Information leads to finance'

Although you might not believe it, there has been quite a bit going on this week, apart from the weather. Perhaps the biggest news is around the progress of Doing Business Together, an initiative in which the ICM played an important role as part of the steering group that drafted and agreed the Operating Principles prior to their launch at the CBI in October. An event tomorrow will add to the momentum already created http://bit.ly/eTz8lO.

The aim of the Doing Business Together group is to help SMEs manage their own businesses better and obtain the finance and credit they require for a successful trading relationship.

The operating principles (http://www.doingbusinesstogether.org/) are designed to ensure that the relationship between SMEs and their finance and trade credit providers, is one of profitable partnership through a shared commitment to the principles of honesty and transparency. Put simply, they are designed to help get Britain back on its feet.

Trade credit supplies more finance to business than bank loans and overdrafts, and credit professionals are therefore key to the recovery that we all so desperately want and the country needs. In order to make informed decisions, we need information that is timely, relevant and accurate.

Credit professionals have a major part to play in encouraging businesses to produce, use and share information that will support their business, keep supply channels open, and aid the provision of finance. Getting management accounts from our customers can no longer be the exception. If we are really going to know our customers as we should, and be able to manage the relationship and risk effectively, access to such critical material must become the rule.