From time to time, I am asked to help a client evaluate candidates for their open credit and/or collection positions. I feel very fortunate when I am requested to do this because I believe it reflects a deep level of trust between my client and our firm, and confidence in our expertise.
Recently, one client received an overwhelming response to their open credit manager position and asked me if I would sort through the resumes and choose the ones that I thought would be a good fit for their business.
My client is a small company (15 employees) that sells all kinds of walkers and canes to hospitals, long-term care facilities and rehabilitation centers. We have had the privilege of supporting their collection needs for decades.
In their ad, it was stated they are looking for a credit and collection professional who will take charge of all activities to increase cash flow and minimize the risk of selling on credit. They further explained that they are looking for a self-starter who has very good communication skills, especially when speaking with the healthcare community.
With the above in mind, my main goal was to see which resumes conveyed the following:
Experience working in a small business – In reading through many of the resumes, only about 20% of them came from candidates who had worked in a small business. Why was this important? If one’s career had been primarily at large corporations, which have a depth of resources and benefits, a small company with limited means would most likely not be a good fit.
Many of the resumes indicated that the candidates had worked at large multinational corporations and had titles like, “Director of Credit,” where they supervised several assistant credit professionals, credit analysts, and collectors. In my view, their past environments and positions would not be a good fit in a very small organization.
Is a credit all-arounder, not a credit specialist – I was looking for a jack of all trades type of a candidate who I felt could do the following duties from day one:
- establish and maintain credit limits for new and current customers
- manage accounts receivables with an eye on maintaining cash flow
- call on past due clients and perform all related collection activities
- implement controls and systems to achieve credit and collection goals
These four job duties truly required a candidate who is a go getter, very good at multi-tasking, and who can wear several hats when needed. When I read on a resume that a candidate was performing all these duties, I put that resume in the “further review and consideration tray.”
Being able to communicate effectively – In my view, being able to communicate effectively means that you are adept at navigating the complexities of human relations. This includes being able to clearly explain ideas, be diplomatic and gently persuade, make the other person feel good, and above all, listen carefully and patiently. Furthermore, you are comfortable speaking with people of all kinds of backgrounds.
How could I initially gather this from a resume? Honestly, it’s difficult. However, if there is a cover letter included with the resume and it is very personalized, well written, and identifies why the candidate would be able to fulfill the duties of the position being offered, that would be a good start at ascertaining their communication ability.
Once I was able to identify the resumes (and cover letters) that fulfilled the major areas mentioned above, I reviewed each one thoroughly, looking for nuances that might speak to me about the candidate’s personality and character. All this meticulous reading and reviewing was quite time consuming. However, I felt that this personalized approach would be the most effective way to determine who would be the best candidate for an interview accordingly.
Your comments are most welcome.
Nancy Seiverd, President
CMI Credit Mediators, Inc.
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