{"id":15136,"date":"2016-11-07T21:21:09","date_gmt":"2016-11-07T20:21:09","guid":{"rendered":"https:\/\/www.creditexpo.be\/fr\/?post_type=creditex_nieuws&p=15136"},"modified":"2017-06-08T15:24:00","modified_gmt":"2017-06-08T13:24:00","slug":"tendances-du-credit-management","status":"publish","type":"post","link":"https:\/\/www.creditexpo.be\/fr\/tendances-du-credit-management\/","title":{"rendered":"Tendances du credit management"},"content":{"rendered":"

Le credit management est une activit\u00e9 essentielle dans la vie d\u2019une entreprise, qui a une histoire tr\u00e8s longue et int\u00e9ressante. <\/span><\/p>\n

Si le principe sous-jacent reste le m\u00eame, \u00e0 savoir g\u00e9rer les risques de cr\u00e9dit, les tendances et les techniques, elles, continuent d\u2019\u00e9voluer.<\/p>\n

Credit management moderne<\/strong><\/p>\n

Le credit management moderne poss\u00e8de quelques particularit\u00e9s. Le nouveau credit manager met davantage l\u2019accent sur une approche sur mesure, pr\u00eate attention au capital d\u2019exploitation et \u00e0 la d\u00e9tection des risques et opportunit\u00e9s. C\u2019est ce qu’affirme Frans Van den Heuvel, Graydon\u2019s Research & Learning Specialist.<\/p>\n

Ces points d\u2019attention d\u00e9coulent partiellement du changement du contexte \u00e9conomique. Mais ils sont aussi induits par toute une s\u00e9rie de d\u00e9fis sp\u00e9cifiques, que Frans Van den Heuvel r\u00e9sume comme un manque de liquidit\u00e9s et de capital d\u2019exploitation. Les banques \u00e9tant maintenant plus strictes quand il s\u2019agit d\u2019octroyer des cr\u00e9dits, depuis la crise financi\u00e8re, les CFO ont davantage besoin de contr\u00f4ler soigneusement leur position cash.<\/p>\n

G\u00e9rer les risques, mettre \u00e0 profit les opportunit\u00e9s<\/strong><\/p>\n

Pour relever ces d\u00e9fis, le credit management \u00e9volue vers une fonction de plus en plus ind\u00e9pendante. Cette plus grande autonomie, les credit managers l’utiliseront pour se concentrer, outre la gestion des risques, sur la mise \u00e0 profit des opportunit\u00e9s aussi.<\/p>\n

“Un credit manager ind\u00e9pendant collaborera beaucoup plus \u00e9troitement avec les sales et d\u00e9tectera \u00e9galement les opportunit\u00e9s sur cette base\u201d explique Frans Van den Heuvel. \u201cEn fin de compte, c\u2019est l’\u00e9quipe de vente qui \u00e9tablit et entretient les relations avec les clients. Elle est donc la premi\u00e8re \u00e0 savoir si la situation d\u2019un client s’am\u00e9liore ou empire.\u201d<\/p>\n

Voici les cinq tendances les plus importantes du credit management moderne.<\/p>\n

Tendance 1 : Du r\u00e9actif au pr\u00e9ventif<\/strong><\/p>\n

Les punitions sont \u00e0 proscrire, les r\u00e9compenses ont la cote. Les credit managers malins n\u2019attendent pas que les choses d\u00e9rapent. Ils savent comment limiter les risques, mais aussi comment d\u00e9tecter les opportunit\u00e9s et donc comment agir. Le message est donc : \u00e9valuez vos clients au pr\u00e9alable avec des m\u00e9thodes efficaces de due diligence. Une focalisation sur le credit management pr\u00e9ventif vous permet de d\u00e9tecter \u00e0 l\u2019avance les probl\u00e8mes de paiement.<\/p>\n

Tendance 2 : De la standardisation au sur mesure<\/strong><\/p>\n

Les entreprises sont comme les \u00eatres humains. Elles veulent un service sur mesure et non pas une solution \u2018one-size-fits-all\u2019. Il faut oser abandonner les accords standards et appliquer une approche individuelle. Frans Van den Heuvel d\u00e9crit les avantages :<\/p>\n

\u201cDe nombreux credit managers craignent que des conditions de paiement particuli\u00e8res entra\u00eenent certains risques. Rien n\u2019est moins vrai. En fin de compte, votre client et vous-m\u00eame devez aboutir \u00e0 un accord dans le cadre d\u2019un entretien personnel. Ce qui a bien plus de valeur que les petits caract\u00e8res au verso de la facture.\u201d<\/p>\n

Mais vous avez besoin de syst\u00e8mes transparents et automatis\u00e9s pour g\u00e9rer cette flexibilit\u00e9.<\/p>\n

Tendance 3. Ind\u00e9pendant, mais pas \u00e0 part<\/strong><\/p>\n

Le credit management s\u2019\u00e9loigne doucement des finances, mais c\u2019est justement pour cette raison que la collaboration avec les autres d\u00e9partements est plus importante que jamais. Outre une concertation permanente avec les finances et une collaboration \u00e9troite avec les \u00e9quipes de vente, le rapprochement avec le marketing est important aussi. Soyez clair quant \u00e0 ce que signifie l\u2019octroi d\u2019un cr\u00e9dit (pour l\u2019entreprise) et n\u2019h\u00e9sitez pas \u00e0 reprendre la route avec vos coll\u00e8gues commerciaux pour partir en prospection.<\/p>\n

Tendance 4 : Tout tourne autour des (big) data<\/strong><\/p>\n

Se d\u00e9velopper, pr\u00e9venir les fraudes, am\u00e9liorer les processus, devancer la concurrence,\u2026 Les analyses de donn\u00e9es offrent \u00e9norm\u00e9ment de possibilit\u00e9s. Mais ne vous noyez pas dans le flux pratiquement infini de donn\u00e9es. La cl\u00e9 de l\u2019utilisation des big data r\u00e9side dans la rationalisation de vos donn\u00e9es. N\u2019analysez pas tout, ne complexifiez pas trop, mais d\u00e9terminez quelles informations sont pertinentes pour vous et comment vous pouvez les analyser le plus efficacement.<\/p>\n

Tendance 5 : Customer Value Management<\/strong><\/p>\n

\u00c0 l’avenir, le client sera vraiment roi. Le credit manager dispose d\u2019un maximum de sources et de moyens pour servir chaque client de la meilleure mani\u00e8re et g\u00e9n\u00e9rer en m\u00eame temps une rentabilit\u00e9 optimale. Ce qui implique un glissement clair du pouvoir et demande une politique transparente concernant les types de clients avec lesquels vous voulez travailler pour prot\u00e9ger votre entreprise, mais aussi une approche saine pour son d\u00e9veloppement.<\/p>\n

Le credit management actif va-t-il dispara\u00eetre ?<\/strong><\/p>\n

Avec l’augmentation de l’automatisation, tout le monde se demande si le credit management ‘humain’ va dispara\u00eetre. Les big data vont sans conteste jouer un r\u00f4le crucial dans la collecte de donn\u00e9es et leur transformation en informations. Pourtant, les professionnels ne pensent pas que le credit management va \u00e9voluer vers une fonction totalement automatis\u00e9e en 2020. Nous l’avons demand\u00e9 l’ann\u00e9e derni\u00e8re aux collaborateurs financiers. Seuls 13% des r\u00e9pondants \u00e9taient d\u2019avis que l\u2019automatisation allait se poursuivre intensivement ces prochaines ann\u00e9es.<\/p>\n

Le credit manager moderne ne suivra plus seulement les paiements tardifs. \u00c0 l\u2019avenir, en concertation avec les autres d\u00e9partements, il exigera un r\u00f4le important dans les d\u00e9cisions commerciales.<\/p>\n

Source: Graydon blog<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Le credit management est une activit\u00e9 essentielle dans la vie d\u2019une entreprise, qui a une histoire tr\u00e8s longue et int\u00e9ressante. Si le principe sous-jacent reste le m\u00eame, \u00e0 savoir g\u00e9rer les risques de cr\u00e9dit, les tendances et les techniques, elles, continuent d\u2019\u00e9voluer. Credit management moderne Le credit management moderne poss\u00e8de quelques particularit\u00e9s. Le nouveau credit […]<\/p>\n","protected":false},"author":7,"featured_media":14794,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[48,43],"tags":[],"class_list":["post--15136","post","post--type-post","post--status-publish","post--format-standard","post--has-post-thumbnail","post--hentry","post--category-commercial-fr","post--category-general"],"acf":[],"yoast_head":"\nTendances du credit management - Credit Expo Belgi\u00eb<\/title>\n<meta name=\"description\" content=\"Le credit management est une activit\u00e9 essentielle dans la vie d\u2019une entreprise, qui a une histoire tr\u00e8s longue et int\u00e9ressante.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.creditexpo.be\/fr\/tendances-du-credit-management\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Tendances du credit management - 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