The FENG Credit / Working Capital Management S.I.G.

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About the Credit / Working Capital Management S.I.G.

As Chairman of the FENG Working Capital Management SIG, I am excited about the opportunity to facilitate networking between working capital management professionals.

We are seeking FENG members who have a professional interest in the various disciplines focused on optimizing working capital management activities. This encompasses revenue chain and liquidity management, credit and collections, vendor payments and cash management. Additionally the group is interested in approaches to supply chain risk assessment.

When managing liquidity the need for cross discipline awareness is there. Every company buys and sells products or services and needs professionals in each part of the cash conversion cycle with the expertise to optimize the amount and timing of a company’s cash flows. Effective management of the Cash to Cash Cycle is an integral part of the liquidity equation. Also, the availability of working capital in today’s difficult economy and capital marketplace has become increasingly important and sometimes hard to generate.

Therefore, the Working Capital Management Special Interest Group (SIG) has been created to provide a forum for sharing ideas and approaches across finance and operating disciplines. The aim of the SIG is to enhance member employment and networking opportunities and the sharing of ideas and best practices using a 3 leg approach.

- Credit and collection processes must support sales and marketing revenue goals and safeguard assets against losses.
- Vendor payment management procedures are of strategic importance to maximize optimal outflows and to maintain good working relationships with suppliers.
- Cash management procedures provide the necessary platform to best leverage the mix of internally generated funds, borrowings and investments which insures a sufficient level of liquidity while minimizing risks.

How You Can Take Advantage of the SIG:
This SIG’s goal is to provide value to any FENG Member who is in transition or is in an Alumni status and has an interest in sharing ideas and opportunities related to the working capital management process.

We encourage you to participate and take full advantage of membership in this SIG and its events and look forward to hearing from you on our SIG Forum about your ideas to optimize operating cash flows.

If you have any questions please feel free to contact me by posting comments on the SIG Forum or directly by email at:

Chairman, FENG Working Capital Management SIG
Robert S. Shultz
Quote to Cash Solutions (Q2C) LLC
(805) 520 7880 (phone/fax)
(805) 501 1769 (mobile)
4212 E. Los Angeles Ave. No 3872
Simi Valley, CA 93063

edited by Bob Shultz on 03-03-10 9:34 am

edited by Bob Shultz on 03-03-10 9:36 am

S.I.G. Leadership

Bob Shultz
(805) 520-7880
During his corporate career Robert Shultz had a successful 30-year track record in a variety of industries within large and multi-national organizations.
As Vice President of Corporate Credit and Customer Finance for Sony Pictures Entertainment, Robert established the Corporate Credit and Customer Finance function for global operations. Sales to 64 countries exceeded $5B. The focus was on restructuring the organization, streamlining and automating quote to cash processes and implementation of major systems improvements.

In 2001 Robert became a Founding Partner of Quote to Cash Solutions (Q2C)LLC, a consulting firm focusing on the quote to cash cycle, management coaching, training and expert witness activities. Through process streamlining, organization integration and automation Q2C helps companies improve cash performance and manage accounts receivable risk.

Robert has successfully provided clients with consulting and training services. Clients have included midsize and Fortune 500 companies in the entertainment, high tech, internet advertising, consumer electronics and spirits industries in the U.S., Europe and Latin America. He has assisted them in determining how best to organize their credit and collection operation, leverage outsource options and implement systems solutions to automate manual efforts.

Robert is a founding partner in the Trade Information Exchange. (TIE) Partners with the Credit Management Association to produce and distribute the anscersX ( multi-bureau trade credit report. This provides extensive data from which most credit decisions can be made. Information comes from D&B, Experian and Equifax in one report. Access is over the web and no contract or minimums are required.T
For many years Robert has participated in National Association of Credit Management (NACM) activities as a member of the Finance Credit and International Business Association(FCIB), the Credit Research Foundation (CRF), as a delegate to the Legislative Conference in Washington DC and as a member of the NACM's Technology and Policy Committees.

Robert served on the Board of Directors of the Credit Management Association (CMA)for over 13 years and was the Chairman of the Board after heading up the CMA's Strategic Planning effort. He now serves as a Special Advisor to the Board.
He was named CMA's Credit Executive of the Year in recognition of his contribution to the Credit Profession.

Robert also served as a member of the National Dun and Bradstreet Advisory Group. He currently serves on the Advisory Board of Credit Today Newsletter, UCLA Extension Program Advisory Board for the Credit Analysis and Management Certificate and was a participant in the UCLA strategic plan development process that led to a number of improvements in this program involving over 90,000 students. Robert currently teaches a UCLA Extension class covering credit analysis.
He has also published numerous articles, speaks on credit management topics.

About Q2C
ABOUT Q2C: Since 2001, Q2C has been focused on delivering quality solutions that improve companies and financial institutions cash flow, operational efficiency, customer retention and satisfaction. Each Q2C practitioner (principals and associates) brings over 25 years of global financial and credit process management experience in a variety of industries. As "senior credit experts" Q2C tackles credit, collections and accounts receivable performance issues from the eyes of an experienced practitioner. They review processes, procedures, reporting, deduction management and organizational alignment. Q2C helps evaluate alternatives in selecting state of the art system solutions. They also serve as expert witness consultants in bankruptcy preference lawsuits. Additionally, Q2C provides a variety of Webinar and on-site training programs. For additional information visit Q2C's Blog on the web at