In the building materials and distribution industry, contractor relationships are everything—but extending credit to those customers also exposes your business to serious financial risk if not managed properly. With project delays, payment cycles tied to job completion, and varying contractor financial health, the potential for bad debt, write-offs, and cash flow strain is real.
The good news? With the right credit practices in place, you can balance trust and risk—and protect your bottom line while supporting loyal customers.
Here are the do’s and don’ts of managing credit risk with contractor customers.
✅ DO: Establish Clear Credit Policies
Why it matters: Inconsistent credit decisions lead to confusion, delays, and exposure.
Best Practices:
Set written guidelines for credit limits, terms, and approval processes
Align credit policies with your business size, risk tolerance, and market conditions
Communicate policies to both internal teams and customers
💡 Pro Tip: Publish a “Credit Terms & Guidelines” document for your sales and AR teams to reference.
❌ DON’T: Approve Credit Without a Thorough Application
Why it matters: Skipping due diligence puts you at risk of chasing unpaid invoices.
Avoid:
Handshake deals or verbal approvals
Granting credit based on reputation alone
Relying solely on sales team pressure to close deals quickly
What to Do:
Use a detailed credit application with references, bank info, and trade history
Require a signed personal guaranty for small or new contractors when appropriate
✅ DO: Perform Credit Checks and Monitor Accounts Regularly
Why it matters: A contractor’s financial health can change quickly depending on their projects.
Best Practices:
Run credit reports through bureaus like D&B, Experian, or NACM
Set internal credit scores to evaluate risk levels
Reassess credit limits at least once a year—or when payment behavior changes
📊 Monitor high-volume accounts more frequently, especially during volatile construction seasons.
❌ DON’T: Ignore Early Warning Signs
Why it matters: Late payments are often the first red flag of deeper financial trouble.
Watch For:
Consistent late payments
Partial payments without explanation
Increasing order volume with slower pay behavior
Job site delays or liens filed on customer projects
Action:
Pause further credit extensions and initiate a proactive conversation
Involve sales and finance teams to develop a joint response plan
✅ DO: Align Sales and Credit Teams
Why it matters: Misalignment causes friction between revenue growth and risk control.
Best Practices:
Hold regular AR and sales syncs to review top accounts
Give sales access to live credit limit status and payment history
Create shared goals (e.g., “grow credit-safe sales”)
👥 Cross-functional collaboration helps everyone win—safely.
❌ DON’T: Let Credit Terms Drift
Why it matters: Extending due dates or ignoring overdue balances undermines your policy—and cash flow.
Avoid:
Letting “net 30” turn into “net 60” without documented approval
Failing to enforce penalties or stop-ship thresholds
What to Do:
Send reminder notices before due dates
Use automated AR tools to track and flag aging receivables
Offer early-pay discounts or flexible terms only with controls in place
✅ DO: Use Job Information to Make Smarter Credit Decisions
Why it matters: Understanding the project gives you more context than the contractor’s name alone.
How:
Know the job size, timeline, and payment schedule
Verify GC, developer, and funding sources when possible
Use joint check agreements or lien rights when appropriate
🏗 Job-level intelligence can often tell you more than a balance sheet.
❌ DON’T: Rely Too Heavily on Personal Guarantees
Why it matters: PGs are useful—but hard to enforce and often not worth much in collections.
Better Practices:
Use them for startups or small contractors as a supplement, not a substitute
Combine with trade references and jobsite info
Be realistic about their enforceability and legal costs
✅ DO: Act Quickly on Delinquent Accounts
Why it matters: The longer you wait, the less likely you’ll recover the money.
Best Practices:
Send clear, escalating communications at 15, 30, and 45 days past due
Place accounts on credit hold based on pre-set triggers
Consider third-party collections only when internal efforts stall
🧮 Remember: Delays in action = higher write-off risk.
🧠 Conclusion: Smart Credit Practices Build Stronger Contractor Relationships
Managing credit risk doesn’t mean saying “no” to your contractor customers. It means saying “yes”—with structure, insight, and safeguards in place.
By following these do’s and don’ts, you’ll protect your margins, improve cash flow, and strengthen trust with contractors who value consistency and professionalism.
