{"id":5067,"date":"2021-05-25T17:58:31","date_gmt":"2021-05-25T22:58:31","guid":{"rendered":"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/?p=5067"},"modified":"2021-05-25T17:58:39","modified_gmt":"2021-05-25T22:58:39","slug":"estrategias-para-optimizar-el-credito-y-la-cobranza","status":"publish","type":"post","link":"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/estrategias-para-optimizar-el-credito-y-la-cobranza\/","title":{"rendered":"Estrategias para optimizar el cr\u00e9dito y la cobranza"},"content":{"rendered":"\n<p>No es un t\u00edtulo casual u ocurrente, la actividad de recuperaci\u00f3n de cartera implica una gran complejidad en su atenci\u00f3n y refleja en gran medida la situaci\u00f3n financiera de la empresa y las consecuencias buenas o malas de su actuaci\u00f3n comercial.<br>En la actualidad, <strong>dar cr\u00e9dito no es ya un lujo sino una aut\u00e9ntica necesidad<\/strong> para facilitar el \u201csi\u201d de un mercado cada vez m\u00e1s exigente y competido. Anteriormente, se dec\u00eda que los negocios respond\u00edan a un ejercicio de comercio (entre comprar o producir a costo bajo y vender a precio m\u00e1s elevado), pero el crecimiento de las operaciones a cr\u00e9dito ya indica que casi toda actividad empresarial industrial, comercial o de servicios es de corte principalmente financiero.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img fetchpriority=\"high\" decoding=\"async\" src=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/coins-2879006_960_720.jpg\" alt=\"\" class=\"wp-image-5069\" width=\"458\" height=\"257\" srcset=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/coins-2879006_960_720.jpg 960w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/coins-2879006_960_720-300x169.jpg 300w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/coins-2879006_960_720-768x432.jpg 768w\" sizes=\"(max-width: 458px) 100vw, 458px\" \/><\/figure>\n\n\n\n<p>Sin embargo, en mi experiencia como asesor en Cr\u00e9dito y Cobranza o expositor en seminarios, talleres y diplomados sobre tal materia he podido constatar que,<strong> la recuperaci\u00f3n de cartera se considera, en muchas empresas, como una especie de \u201cfase terminal\u201d<\/strong> para una relaci\u00f3n de negocios.<br>Mientras colabor\u00e9 con una importante instituci\u00f3n financiera como responsable de Adjudicaciones y Daciones en Pago, me pude percatar de manera clara del punto anterior. Dado que entre mis responsabilidades se encontraba recibir inmuebles dados en garant\u00eda (y eventualmente embargados y rematados), tambi\u00e9n me correspond\u00eda la custodia del expediente respectivo.<br>Al cabo de un tiempo, llegu\u00e9 a contar con suficiente informaci\u00f3n como para sentirme una especie de \u201cforense\u201d, pues pude determinar las siguientes \u201ccausas de muerte\u201d de los cr\u00e9ditos otorgados:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Causas debidas a problem\u00e1tica coyuntural del mercado, (del acreditado o del acreditante -como fue el famoso \u201cerror de diciembre\u201d)<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"2\"><li>Causas derivadas del acreditado (negligencia, malas pr\u00e1cticas, sobre endeudamiento, etc.)<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"3\"><li>Causas derivadas del acreditante (otorgamiento deficiente de cr\u00e9dito, errores de cobro, insuficiencia o inexistencia de garant\u00edas)<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"4\"><li>Causas m\u00faltiples (cuando se reun\u00edan dos o m\u00e1s de las antes referidas)<\/li><\/ol>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright size-large is-resized\"><img decoding=\"async\" src=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/american-express-89024_640-1.jpg\" alt=\"\" class=\"wp-image-5145\" width=\"239\" height=\"385\"\/><\/figure><\/div>\n\n\n\n<p>Sin embargo, la causa que de manera m\u00e1s generalizada se dio proven\u00eda de la actitud exageradamente condescendiente que la instituci\u00f3n ten\u00eda para colocar cr\u00e9dito. Una especie de \u201cLey del Embudo\u201d en la que se dieron \u201ctodas las facilidades al acreditado\u201d a cambio de \u201csu firma&#8221;.<\/p>\n\n\n\n<p>A partir de entonces, he corroborado que en su enorme mayor\u00eda los empresarios siguen el mismo camino, &nbsp;enfrascados en una suerte de torbellino por vender a cualquier costo o de cualquier forma sin darse siquiera la oportunidad de validar los datos de la solicitud crediticia o referencias comerciales, sin atreverse a tocar \u201ccon el p\u00e9talo de una garant\u00eda\u201d la comodidad del cliente \u00f3, a\u00fan peor, impidiendo cualquier restricci\u00f3n al cr\u00e9dito <strong>dilapidado<\/strong> o la suspensi\u00f3n del suministro.<br>Y despu\u00e9s, se pasman ante la \u201cresaca\u201d econ\u00f3mica que significan cuentas de morosidad elevada, que requieren ya una demanda judicial y\/o llegan al quebranto. \u00bfQu\u00e9 sigue? Pues el reclamo ret\u00f3rico y atiborrado de reproches para el ejecutivo de Cr\u00e9dito y Cobranza, por no \u201chacer\u201d su trabajo. Como sea, la consecuencia fatal es que perdieron utilidades y que tuvieron, de uno u otro modo, que apalancarse con proveedores o bancos para solventar el costo no recuperado.<br><\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img decoding=\"async\" src=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/no-money-2070384_1280-1024x576.jpg\" alt=\"\" class=\"wp-image-5148\" width=\"396\" height=\"223\" srcset=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/no-money-2070384_1280-1024x576.jpg 1024w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/no-money-2070384_1280-300x169.jpg 300w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/no-money-2070384_1280-768x432.jpg 768w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/no-money-2070384_1280.jpg 1280w\" sizes=\"(max-width: 396px) 100vw, 396px\" \/><\/figure>\n\n\n\n<p>No obstante, existen algunas excepciones: aquellos empresarios que se dan el tiempo para analizar con objetividad \u201cde qu\u00e9 muri\u00f3 el muerto\u201d, porque se dio una incobrabilidad. Entonces ubican las razones objetivas o cuantitativas del caso -los n\u00fameros- y las razones cualitativas -las caracter\u00edsticas personales y organizacionales del cliente y, ponderando unas y otras, encuentran el o los motivos de la defunci\u00f3n de tal relaci\u00f3n de negocios y toman las medidas preventivas y detectivas necesarias para aminorar (pues es imposible evitar) el deterioro de cartera.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignleft size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/pexels-photo-6801648-4-1024x683.jpeg\" alt=\"\" class=\"wp-image-5095\" width=\"348\" height=\"232\" srcset=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/pexels-photo-6801648-4-1024x683.jpeg 1024w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/pexels-photo-6801648-4-300x200.jpeg 300w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/pexels-photo-6801648-4-768x512.jpeg 768w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/pexels-photo-6801648-4.jpeg 1200w\" sizes=\"(max-width: 348px) 100vw, 348px\" \/><\/figure><\/div>\n\n\n\n<p><strong>Cr\u00e9dito y Cobranza no es, en definitiva, un \u00e1rea terminal sino el conducto del que fluye la liquidez hacia el negocio<\/strong>, la v\u00e1lvula que permite la reinversi\u00f3n del circulante y que, por lo mismo, requiere ser revestida de herramientas y recursos que la vitalicen para que realice su objetivo primordial.<br>De todo lo anterior, podemos concluir que el \u00c1rea de Otorgamiento de Cr\u00e9dito y Recuperaci\u00f3n de Cartera es, sin lugar a dudas, tan relevante como cualquier otra en el devenir empresarial. De ah\u00ed que sea fundamental reconocerla en los hechos facilitando lo indispensable para que funcione de modo oportuno, suficiente y adecuado.<br><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><a href=\"https:\/\/coparmexjal.org.mx\/cpx\/cursos\/tecnicas-efectivas-de-cobranza\/\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/Copia-de-Bold-Text-Beach-Sunset-Twitter-Post-1-1024x576.png\" alt=\"\" class=\"wp-image-5102\" width=\"378\" height=\"213\" srcset=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/Copia-de-Bold-Text-Beach-Sunset-Twitter-Post-1-1024x576.png 1024w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/Copia-de-Bold-Text-Beach-Sunset-Twitter-Post-1-300x169.png 300w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/Copia-de-Bold-Text-Beach-Sunset-Twitter-Post-1-768x432.png 768w, https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/Copia-de-Bold-Text-Beach-Sunset-Twitter-Post-1.png 1422w\" sizes=\"(max-width: 378px) 100vw, 378px\" \/><\/a><\/figure><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Cr\u00e9dito y Cobranza no es, en definitiva, un \u00e1rea terminal sino el conducto del que fluye la liquidez hacia el negocio<\/p>\n","protected":false},"author":96,"featured_media":5140,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[153,152],"tags":[872,873,871],"class_list":["post-5067","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-economia","category-empresas","tag-cartera-de-clientes","tag-credito-y-cobranza","tag-la-cobranza"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Estrategias para optimizar el cr\u00e9dito y la cobranza - Entorno Empresarial<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/estrategias-para-optimizar-el-credito-y-la-cobranza\/\" \/>\n<meta property=\"og:locale\" content=\"es_MX\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Estrategias para optimizar el cr\u00e9dito y la cobranza - Entorno Empresarial\" \/>\n<meta property=\"og:description\" content=\"Cr\u00e9dito y Cobranza no es, en definitiva, un \u00e1rea terminal sino el conducto del que fluye la liquidez hacia el negocio\" \/>\n<meta property=\"og:url\" content=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/estrategias-para-optimizar-el-credito-y-la-cobranza\/\" \/>\n<meta property=\"og:site_name\" content=\"Entorno Empresarial\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/facebook.com\/comcoparmex\" \/>\n<meta property=\"article:published_time\" content=\"2021-05-25T22:58:31+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-05-25T22:58:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/wp-content\/uploads\/2021\/05\/coins-948603_1920.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"800\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Sergio R. 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