Debtors department of Adecco Netherlands as proactive gatekeeper
In order to be able to offer good, new workplaces, it is important that the sales department knows immediately which client it will be working with and whether existing clients remain reliable. The customer acceptance process is essential for this, in which the accounts receivable department has a key role.
"When I first tried D&B Credit, I was immediately enthusiastic. I love user-friendliness, overview and a modern interface. Within a few clicks I’m where I need to be, even if I want to upload a new customer file."
1. The Challenge
‘Mijn team krijgt jaarlijks ruim tienduizend aanvragen binnen over mogelijke klanten. Dit is een grotendeels geautomatiseerd proces, maar we zien alles. Alleen uitzonderlijke gevallen volgen we op.’
If you are looking for a job, you will definitely see the name Adecco pass by. The global leader in HR solutions deploys more than 15,000 temporary workers and 700 professionals in the Netherlands. From finance to hospitality or logistics: Adecco has the right person for the right place. In order to offer good, new workplaces, it is important that the sales department immediately knows which client it is working with and whether existing clients remain reliable. The customer acceptance process is essential, in which the accounts receivable department plays a key role. They ensure that the sales department has easy insight into current credit information. With the help of a tailor-made D&B Credit solution, the accounts receivable department has the much-needed information in its hands to provide real-time credit advice.
The creditworthiness of potential new customers is of great importance to the sales department. This determines the risk that they may entail. Rico says: “My team receives over ten thousand requests every year about potential customers. This is a largely automated process, but we see everything. We only follow up on exceptional cases. Besides checking potential customers, existing customers are at least as important. The biggest challenge was therefore also to monitor Adecco’s customer base. Current monitoring was lacking here. Regular updates on changes in the area of bankruptcy risks and corporate structures as well as the filing of liability insurance are essential in order to provide good advice. Rico complements: “There was also a noticeable increase in the demand for reports on foreign organisations. That was a separate process, which also had to be integrated.
2. The Solution
Innovating and advising
To provide Rico’s team with effective monitoring, D&B Credit has been put in place. D&B Credit provides up-to-date insights into the business performance of (international) business relations and the risk they may entail. Rico: “When I first tried D&B Credit, I was immediately enthusiastic. I love user-friendliness, overview and a modern interface. Within a few clicks I’ll be where I need to be, even if I want to upload a new customer base.
3. The result
The accounts receivable department decides
It is necessary for Adecco’s business model to have as much information about customers as possible at an early stage and to carry out credit checks immediately. Rico: “It is very simple, without a good credit check no customer, without a customer no contract and without a contract no temporary employee. The accounts receivable department has a gatekeeper role in this. They give advice, but if necessary, they also close the door. Rico: “We receive reliable information that is requested directly from the source. This information helps us to identify the risks that we as Adecco face. Thanks to better information at the front end and the current monitoring of the customer base, we can now better control the risks. We did not have that 2-3 years ago. We can also spend more time advising our colleagues in the sales department. As a result, my team increasingly functions as the focal point of the organisation.”
"We receive reliable information that is requested directly from the source. Thanks to better information at the front end and the current monitoring of the customer base, we can now better control the risks. We did not have that 2-3 years ago."
Adecco now uses the automated monitoring option of D&B Credit. They are still fine-tuning the solution. Then the output of all requests will also become uniform. Rico: “We are quietly continuing to work together on this complete solution. I prefer to deliver good work rather than half work. Our account manager at Altares Dun & Bradstreet has a great deal of knowledge of our processes, which enables us to have a good spar in terms of content. The service level is high. What I also see as beneficial, for example, is the further optimisation of the output of the credit checks. Can we give standardized advice based on certain parameters? I am a bit cautious about this myself, because the advice must be authentic. It’s unacceptable for a sales representative to type in figures until he gets the green light for a potential customer. Risk avoidance remains the number one priority.”