In the building materials industry, offering trade credit to contractors is a standard part of doing business—but it comes with inherent risks. From delayed payments to contractor insolvencies, credit exposure can quietly erode margins, strain cash flow, and slow growth.
For executive leaders—especially CFOs, COOs, and CROs—managing credit risk effectively isn’t just about collections—it’s about enabling strategic growth with confidence and control.
Here’s a breakdown of what executives need to know to lead a credit risk strategy that supports scale, strengthens relationships, and protects the bottom line.
- Credit Risk Is a Strategic Lever—Not Just a Finance Function
Credit decisions directly impact revenue, customer relationships, and operational agility. When siloed in AR, they often become reactive. Executives must elevate credit risk to the strategic level.
Executive Action:
Integrate credit policies into broader sales, pricing, and go-to-market strategies
Include credit KPIs in leadership dashboards (e.g., Days Sales Outstanding, % past due, bad debt as % of revenue)
Make credit part of quarterly business reviews with sales and branch leaders
✅ Insight: Credit should support growth—not just restrict it.
- Segment Risk, Don’t Standardize It
Not all contractor customers carry the same level of risk—or deserve the same terms. A one-size-fits-all approach often results in unnecessary exposure or lost sales.
Strategic Approach:
Tier customers by size, payment history, project type, and creditworthiness
Offer flexible terms and limits based on data, not assumptions
Use predictive analytics or scoring models to flag high-risk accounts early
✅ Executive Benefit: Smarter segmentation increases sales velocity and lowers write-offs.
- Link Credit Strategy to Project Dynamics
Construction payment cycles are often tied to project milestones, not invoice due dates. Understanding how a contractor gets paid is essential to setting realistic terms.
Executive Perspective:
Require job-level information for large or high-risk purchases
Consider using joint check agreements or lien rights to secure claims
Align payment terms to project cash flows—not just your AR policy
✅ Best Practice: Treat big projects like credit events—monitor them more closely and plan contingencies.
- Invest in Visibility and Credit Monitoring Tools
Executives need real-time insight into credit risk exposure—not just month-end reports. Digital tools can provide the transparency needed to manage proactively.
Tools to Consider:
Credit scoring integrations (e.g., Experian, D&B, Ansonia)
ERP dashboards showing high-risk and aging accounts
Alerts for large orders exceeding terms or usage spikes
✅ Result: Faster decisions, early intervention, and better cross-team alignment.
- Align Sales and Finance Around Risk Goals
Sales teams are on the front lines of customer relationships—but they need clear boundaries and tools to avoid risky deals.
Executive Actions:
Align compensation plans with profitable growth, not just revenue
Train reps to spot early warning signs (e.g., partial payments, order pattern changes)
Empower sales with visibility into credit limits and usage
✅ Cultural Shift: A shared understanding of risk prevents internal conflict and lost time.
- Define Escalation Protocols and Payment Solutions
Not every late payment means a lost customer. Executives should lead the creation of structured escalation paths that preserve the relationship while protecting receivables.
Consider:
Payment plans or phased order releases for good-faith accounts
Temporary credit holds with cross-functional input
Escalations to collections only after coordinated internal outreach
✅ Leadership Tip: Keep legal involvement as a last resort—not the first response.
- Monitor Risk Exposure Across the Enterprise
As your organization grows—especially across multiple branches, regions, or customer segments—credit risk can become decentralized and harder to track.
Executive Tools:
Enterprise-level AR dashboards and credit exposure summaries
Regional or segment-based DSO and bad debt ratios
Consolidated customer views across projects, sites, and branches
✅ Strategic Value: Centralized oversight reduces surprise losses and supports better capital planning.
- Treat Credit Management as a Customer Experience Factor
Contractors value flexibility, predictability, and speed. How you handle credit can differentiate your brand—especially in volatile markets.
Executive Opportunity:
Streamline onboarding with fast credit approvals for low-risk customers
Provide portals or dashboards for customers to track orders and balances
Communicate proactively when terms or limits change
✅ Brand Impact: A frictionless credit experience builds loyalty and trust.
Final Thought: Credit Control Is Growth Control
For executive leaders, managing credit risk with contractor customers is about balancing enablement with discipline. The right credit strategy helps your team say yes—with structure, security, and speed.
In uncertain markets, your ability to control risk while accelerating sales will determine not only profitability—but long-term resilience and brand strength.
