Professionals Need The Right Amounts of Tenacity, Training and Temperament
By Steven Kozack
During a presentation last year, an attendee asked what
I considered to be the most important characteristics of a highly effective,
successful, and self-motivated credit professional.
I responded: Tenacity, Training and Temperament. Specifically:
Credit professionals need to have the tenacity to pursue payment
tenaciously and assertively [but professionally] from 'reluctant'
Credit managers need training to be able to perform their most
important job functions [managing delinquencies, and controlling
risk] competently and lawfully.
Each member of the credit department needs to have a type of certain
temperament for the job. If anyone in the credit department does
not have the temperament, as well as the inter-personal skills to
be effective collectors and/or risk managers, those individuals are
a liability. If they cannot be cautioned, coached or convinced to
do the job right they should be terminated.