Using AI and Other Tech to Get Your Seat at the Table

Robert Shultz has witnessed the remarkable transformation of the credit profession over decades. Reflecting on his career, Shultz recalls,

“When I started, we were using punch cards.” Today, however, innovative technologies enable credit professionals to assess entire portfolios holistically—once an unthinkable feat.

In a recent episode of Emagia’s AI for Finance podcast, Shultz, a seasoned financial executive and managing partner at Quote to Cash Solutions LLC, discussed how AI-driven technologies are rapidly advancing AR portfolio strategies as well as back office careers.

With over 30 years of global experience in managing the “quote-to-cash” process, Shultz has dedicated his career to integrating all facets of the cash cycle to optimize “time-to-cash” outcomes. His insights highlight how today’s credit professionals can leverage AI not only to streamline processes but also to drive strategic, data-driven decision-making.

Beyond Traditional Analysis

Shultz embraced automation early in his career, recognizing its potential to transform credit management.

“Automation and AI are gifts to those managing portfolios,” he said. In credit management, it’s no longer enough to analyze single accounts; the power lies in assessing the full portfolio and delivering insights that improve risk management and cash flow.

“Many credit professionals feel their role is undervalued,” Shultz noted, “but when you provide actionable insights that benefit sales and the bottom line, you become a key player in the organization’s financial strategy.” By moving from account-level analysis to portfolio-wide insights, credit professionals can position themselves as strategic advisors, providing the data necessary for informed decision-making.

In short, if credit managers and other ambitious financial staffers are using AI solutions to move the needle on efficiency or revenue-generation – or simply have a deeper understanding of what is out there as the technological landscape rapidly evolves – that will earn audience with the CEOs and treasurers they’ve long wanted to be heard by.

From Credit Manager to Strategic Business Partner

The capabilities offered by AI allow credit professionals to evolve from traditional credit management roles into broader business management functions. AI-driven insights enable credit teams to examine customer trends across portfolios, revealing crucial information for optimizing risk and improving financial performance.

“The need for efficient automation and real-time visibility is paramount,” Shultz emphasized. Understanding a company’s inherent risks—whether they stem from industry-specific factors, regional markets, or sales channels—enables credit professionals to respond proactively to portfolio trends and emerging risks.

Having a clean, well-maintained customer master database is essential, according to Shultz. “It helps you understand who’s buying, payment patterns, and where risks lie.” He points out that a common oversight is allowing customers to exceed credit limits; but AI can alert credit managers when limits need adjustment, providing a more secure and proactive approach to credit management.

“When you have comprehensive portfolio visibility, you’re not just the ‘No’ department,” he added. “You become a ‘Revenue Enabler,’ transforming the perception of credit into a driver of profitability.”

Can Automation Drive Strategic Value in Credit?

Shultz underscores that automation is crucial for the modern credit function. AI technologies offer more than mere operational efficiencies—they provide real-time benchmarking, identify emerging risks, and illuminate trends across sectors and geographies. Credit teams can now map customer concentrations, assess regional and sector-based risks.

AI can also help assess cyclical risk, such as seasonal downturns in specific industries. By anticipating potential bankruptcies or financial difficulties in vulnerable sectors, credit teams are better equipped to make strategic decisions aligned with company goals.

“It’s more critical than ever to understand the future outlook for your customers,” Shultz said. “If you can’t quantify a customer’s value, it’s impossible to manage portfolio risk effectively.”

This AI-enabled visibility enables credit professionals to work seamlessly with CFOs, treasurers, and sales teams, aligning credit exposure management with the company’s strategic objectives.

Leveraging the Right Tools for Maximum Impact

“Today’s tools are far more sophisticated than they used to be,” Shultz observed. AI-driven systems allow credit managers to streamline credit approval processes, integrate multiple data sources, and make decisions based on acceptable exposure levels. Moreover, these tools bridge the gap between collections and credit, enabling credit professionals to proactively address potential issues before they impact cash flow.

In previous years, friction often existed between Credit and Sales due to limited access to account-level data. Now, automation enables greater transparency, allowing credit teams to share key insights with sales colleagues.

“Sales isn’t the enemy,” Shultz said. “They’re your eyes and ears in the field. Viewing the entire portfolio, rather than isolated accounts, can open doors for collaboration.”

Transforming Credit from a Cost Center to a Profit Center

Shultz notes that the days of manually processing reams of payment data are over. Thanks to AI-driven automation, companies can accelerate payment applications and gain real-time visibility into cash positions, enhancing credit’s value to the organization. Automation not only drives efficiencies but also repositions the credit team as a value-generating profit center.

“Recognize the strategic importance of your role,” Shultz advised. “Credit management isn’t just about mitigating risk—it’s about enabling profitable sales.” For Shultz, leveraging technology is essential for credit professionals aiming to drive long-term value. “Embrace the tools available to you. They’ll benefit your career, support your company’s financial health, and create new opportunities for your team.”