Herbert K. Parker.

• Author: Rand, A. Barry
• Position: Manage Your assets - Brief Article

Herbert K. Parker

Group Senior Vice President, ABB CFO--Automation Technologies Division

Getting paid in the "economy of the customer" requires very focused techniques to improve on timely collections of cash. Our goal at ABB was to acknowledge that this growing problem must be addressed by using internal as well as external forces. ABB developed a two-pronged strategy; on the front-end we implemented Group Account Managers to work exclusively with one account for the sole purpose of removing any delivery, implementation or service issues. The GAM executive (one level removed from the Group Executive Committee) has full control of the account to provide on-the-spot correction of any customer issue. The result of this course correction is the deflection of any non-payment issues or excuses...