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Negotiating Skills & Tips for the Credit and A/R Professional

September 10, 2019 2:00 - 3:00 P.M.

Presented by:

Denise Reyes, Senior Credit Manager
at Acushnet Company

Joe Coleman, Founding Director at
Kane Russel Coleman Logan


Negotiations 201 and Beyond: This webinar is designed to build powerful negotiation skills, touch upon legal tools to strengthen your ability to collect and contracts that support the process.

"Winning" in negotiations doesn't necessarily equate to getting all that you want, but rather is more about fulfilling a reasonable expectation in the most efficient and cost effective manner. Negotiating occurs daily whether with internal customers (Sales Team members) or external customers.  Lack of thorough preparation and not being able to articulate your position and expectation with confidence may lead to unnecessary confrontations and the inability to collect as much as you are entitled.  We will cover preparation, developing credibility, best in class negotiation skills, legal tools and pitfalls and have a short period for questions and answers. The webinar is designed for the mid-level collector seeking to improve collection skills and experienced collector seeking to reinforce negotiation skills. 



About the Presenters:

Denise Reyes is a Senior Credit Manager at Acushnet Company in Fairhaven, MA. She holds a BSBA from Stonehill College in Easton, MA with a major in Accounting and is a graduate of NACM’s Graduate School of Credit & Financial Management held at Dartmouth College in New Hampshire. In addition to the CCE designation, she is also a certified Expert Witness.
Denise has been employed by Acushnet Company in Fairhaven, Massachusetts for over 35 years. Acushnet Company is known as the leading manufacturer and marketer of golf balls, golf clubs, golf shoes and golf gloves with over $1.5B in sales. Denise presently manages the team known as Special Collections, which includes the collection of A/R and extension of credit to the high risk customer portfolio, as well as overseeing bankruptcies and external commercial collections. In addition to having participated in many Unsecured Creditors’ Committees, she has successfully chaired Creditors’ Committees and testified at several court hearings for collection matters on behalf of Acushnet Company.
Denise also served as a volunteer member of the Finance Committee for the Town of West Bridgewater and presently serves as an elected official on their Board of Selectmen, as well as on the Board of the Federation of Credit and Financial Professionals. Past positions include Vice president and President for NACM Rhode Island and SouthEastern New England and President of the Independent Credit Management Association.

Joe Coleman, a founding director of the Firm, chairs the Insolvency, Bankruptcy & Creditor Rights Section, which focuses on corporate and business reorganization and debt restructuring work throughout the nation. He has substantial experience representing unsecured creditors’ committees, lenders, debtors, equity holders, suppliers, trade associations, financial institutions, real estate companies, trustees and examiners in a wide array of pre-bankruptcy workouts and restructurings, reorganization proceedings, assignments for the benefit of creditors, adversary proceedings, foreclosures and virtually all aspects of bankruptcy and insolvency issues and related litigation. Joe has represented 40 Creditor Committees in 17 states, confirmed in excess of 12 plans of reorganization representing both private and public debtors, and served as counsel for many lenders and other secured creditors in Chapter 11 and other insolvency-related matters. His work has earned him numerous accolades over the years. Recently, he was awarded the Turnaround Award (Chapter 11 Reorganization of the Year, $25MM to 100MM) by The M&A Advisor for the 2017 Reorganization of Valuepart, Inc., an international distributor of aftermarket parts for off-highway earthmoving tractors and equipment.


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