In a recent episode of Credit Talk w/ Lori, Tiffany Brown, Credit and Collections Manager at EquipmentShare, joined BuildingBlocks Community Manager Lori J. Drake, CBA, to discuss the challenges and rewards of being a credit manager.
During the conversation, Tiffany opened up about what it takes to manage a credit team, the ups and downs of the job, and her advice for those stepping into credit roles.
Here’s what we learned from her insights.
Celebrating Team Wins
When asked what she loves most about her job, Tiffany didn’t hesitate. For her, the best part of being a credit manager is watching her team succeed. “Seeing the joy they have when they’re collecting on tough accounts… especially from a GC—that’s huge! It’s exciting to watch them step up, take that initiative, and then see the payout come in.”
Encourage a Team Mindset: It’s easy to get lost in the grind of credit management, but celebrating those wins—no matter how small—can boost morale and motivate your team. Encourage your team to push through those intimidating calls, especially with general contractors, and give them the recognition they deserve when they get results.
Tackling the Not-So-Fun Parts of the Job
Nobody jumps out of bed excited about account reconciliation. Tiffany’s no different. “It’s time-consuming and not the most exciting part of the job,” she admits, “but it’s necessary.”
Focus on Accuracy, Even When It’s Tedious: While reconciliation might not be fun, it’s a critical task that helps avoid future headaches. Keeping your accounts accurate and ensuring customers have all the details they need can prevent disputes down the road. Ultimately, it’s worth the effort, even if it feels like a slog.
Building Relationships That Matter
For anyone looking to get into credit, Tiffany’s number one piece of advice is to focus on relationships.
“It’s all about building relationships—not just with your sales teams, but with your GMs, customers, and your own team members. You have to be able to read people, understand their personalities, and stay professional while being firm.”
How to Navigate Professional Relationships: Credit management isn’t just about collecting payments. It’s about navigating relationships with different personalities while still getting the job done. Whether you’re dealing with a customer or your own sales team, balancing professionalism with a firm hand can make all the difference in building trust and getting results.
Building a Stronger Credit Practice
Tiffany’s approach to credit management is a reminder that, while the job has its challenges, the rewards—like watching a team grow or solving challenging problems—are well worth it. Whether you’re just starting out or have been in credit for years, we can all learn from her advice on building relationships, celebrating wins, and embracing the tough tasks.
To dive deeper into more credit management insights and strategies, join the BuildingBlocks Community! Stay tuned for upcoming events, and don’t forget to check out the BuildingBlocks channel for more Credit Talk with Lori episodes, webinars, and other exciting content.