The Analysis Forums


Asking for help is no failure


Why are we so hung up on the imagined fear that asking for help is another way of admitting defeat, or some form of weakness?


Paul Hodgson International business development manager, Forums International


As a boy growing up in the North East of England, men were men; men did not cry; men did not read instruction manuals; men that liked opera or ballet were soft – and the list goes on. And, in certain domains, that remains today. I was fortunate, I come from mining stock


and my family were far more approving, and recognised that admitting something you did not know and needed help to uncover the answer to, was in fact healthy. Is this not what we are taught in education? Enquiring minds seeking answers is healthy after all, that is why we have books, tutors, mentors. So when do we stop looking? When do we think we know all the answers? Why is this relevant now? In mid-July my


son found himself working for a business that went into bankruptcy. He is 23 and was upset that he could not see the writing on the wall. Things looked good, they had a healthy order book and were entering into a time of year that, for them at least, has proven to be fruitful. Yet, one Friday afternoon, the directors came from within their inner sanctum to deliver the body blow. They could all go home and sorry it has ended like this. It transpires that much of the issues stem


It transpires that there have been many mistakes, but the largest has been in taking appropriate action in managing the payment habits of their clients


from – but are not limited to – poor credit-management controls. If you cannot get the cash in, or select your clients based on what they promise to buy and agree to remit by X date without any security, then, at some point, it will catch up. Goodnight sweetheart, it has been interesting. It transpires that there have been many mistakes, but the largest


has been in taking appropriate action in managing the payment habits of their clients. It was not uncommon to hear that 180 days beyond terms was happening. And when asked why, they were afraid to confront their clients


in order to request payment for fear that the client would find another supplier. In this case, they were more like a bank than a supplier of goods. I have since met the managing director of that failed business and


asked him why, even though they had a subscription to a debt- recovery business, they did not ask for their help? “I have got great


September 2017


relationships with my customers”, “All I have to do is call and they will pay me”, “If I put pressure on them, they will go somewhere else”. And so the excuses kept coming. I am sorry to say: “Welcome to your life


on jobseekers allowance.” Running a successful business means making some hard choices. Here, it is a trade. My service for your


money paid within an acceptable and agreed period. Do not pay me? Expect me to ask why. Continue not to pay me, then it is possible you are not the right customer for me and I may need to take further action. Taking further action with an external


collection agent, or employing a law firm, means you can focus on accounts that have not got to the stage of non payment. These are the relationships you should


cherish; let the non-payers defend themselves. Look after you and your employees first, then help others. Questions such as this are raised often at


our forum meetings and we welcome new visitors to our monthly meetings to hear how other businesses have managed these and other such challenges.


You are not an island, but rather part of a community willing to


share and help. Check out our YouTube page to hear from some of our members


why they keep coming back to our forums. And please, it is OK to ask to come to one of the forums, no stigma just a welcoming and engaging environment.


September and October Forums l International Telecom Risk Forum – 7 and 8 September. l Export Credit Forum – 19 September. l Business & Office Supplies Forum – 20 September. l Pharmaceuticals & Medical Devices Credit Forum – 5 October. l Credit Professionals Forum – 10 October. l SAP User Group – 11 October. l IT Distributor & Re-seller Credit Forum – 12 October. l Senior Management Forum – 17 October. CCR


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