Advise from The Sales Department
Michael C. Dennis, MBA, CBF

Always Look a Gift Horse in the Mouth

A salesperson once raced into my office to hand me a large order for a new company that I had never even heard of. I told the salesrep I would evaluate the account as quickly as possible. The salesperson responded that we should "never look a gift horse in the mouth."

When it comes to unsolicited orders from unknown companies, not only should the credit manager look the horse in the mouth, he or she should:

• Count the horse's teeth.

• Inspect it from nose to tail for flies, fleas and other problems.

• Do the research necessary to find out where the horse came from.

• Try to figure out why your company was lucky enough to receive this gift.

• Check the horse's medical records, and

• If any red flags are found, be prepared to give the horse back!!