Making the difference

I have a customer, in the insurance industry, that has used our 3rd party services for over 15 years. Over the course of that time, we worked closely with her and the internal team that handled the pre-collection recovery work. While she was very familiar with our 3rd party offerings, she had not yet had the need to discuss or review our 1st party/outsourcing services.

“I had been receiving calls from a Salesman at B&C that had previously worked for a large commercial collection agency. He was my representative when he worked for his former employer. On these calls, he kept telling me that B&C…”

“For two years I had a salesman from B&C calling me. He wanted me to use his company’s collection services, and he wanted to pay MY COMPANY when I placed the business. I understood the concept; however, could not wrap my brain around why they had this…”

“Six years ago, when I started in this job, I walked into an accounts receivable department that was a mess. No one had documented what customers had been turned over for collection, no one had written any balances off, and I had no idea which customers were in litigation…”