When I attend to my performance evaluation this year I received a high score due to my relationship working with customer. Yes this is right finance manager and CEO need to spend more time with their customer. We are the best person to advice how to have a win-win deal without compromising our margin and still reduce customer cost of ownership. But this require allot of strength in financial and operation knowledge.
But allot of times CEO is also the first enemy of the customer. This is because we control their customer account and have the final say on their credit.
My advice: Keep professional relationship and times take tough action when customer default payment.
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