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In this episode, we explore why authority and credibility dramatically improve payment outcomes — and how to use them correctly in your credit control process.

It’s Not Just What You Say — It’s Who Says It

Why Authority & Credibility Matter in Credit Control

If you’ve ever sent a polite reminder email that was ignored… only for payment to arrive the moment a more formal letter was issued — you’ve already seen authority in action.

In credit control, the psychology is simple:

People respond differently when the message carries weight.

It isn’t always about the wording.
It’s about credibility, structure, and perceived authority.

And when handled correctly, authority accelerates payment — without damaging relationships.

Why Authority Works

Human beings instinctively respond to perceived experts and structured organisations.

A casual message suggests flexibility.
A professional, branded communication suggests process.

And process signals consequence.

When your debtor believes the matter is being handled seriously, they treat it seriously.

What Undermines Authority in Credit Control

Many businesses unintentionally dilute their own credibility.

For example:

  • Informal emails: “Just chasing this when you get a chance.”
  • No invoice reference or due date.
  • No clear escalation pathway.
  • No named contact or job title.
  • Apologetic or overly familiar tone.

Act casually — and you’ll be treated casually.

How to Project Authority (Without Being Aggressive)

Authority does not mean hostility.
In fact, aggression often weakens credibility.

Here’s how to strengthen your position properly:

1. Use Structured, Branded Templates

Professional formatting signals process and organisation.

Clear headings.
Invoice number.
Due date.
Payment terms.

Facts create authority.

2. Include a Named Contact and Role

“Credit Control Manager” carries more weight than a generic “Accounts Team.”

Titles matter.
Clarity matters.

3. Reference Agreed Terms

Remind the customer — politely — of the agreement:

  • Agreed credit terms
  • Contract clauses
  • Due dates
  • Late payment provisions

You’re not threatening.
You’re referencing the framework already agreed.

That is authority.

4. Maintain a Calm, Confident Tone

The most effective credit control communication is:

  • Clear
  • Professional
  • Non-apologetic
  • Non-confrontational

Authority is firm but measured.

Why a Communication from CPA Often Produces Faster Results

There is also a powerful shift when a third party becomes involved.

A letter or email from The Credit Protection Association (CPA) signals:

  • Independent oversight
  • Structured escalation
  • Professional handling
  • A clear process

It introduces a layer of authority without aggression.

And importantly, CPA’s approach is designed to politely persuade debtors to pay directly to their supplier, preserving relationships while improving cashflow.

With experience dating back to 1914, The Credit Protection Association combines heritage credibility with modern systems to deliver consistent, ethical results.

Authority Protects More Than Cashflow

Strong credit control is not about confrontation.

It is about:

  • Protecting liquidity
  • Preventing write-offs
  • Reducing internal admin burden
  • Maintaining trading confidence
  • Preserving customer goodwill

Authority ensures your invoices are taken seriously — before they age into bad debt.

The Risk of Delay

Every week an invoice remains unpaid:

  • Urgency decreases
  • Dispute risk increases
  • Recovery probability reduces

Early, authoritative communication is always more effective than late escalation.

That is why structured credit management matters.

Strengthen Your Authority with CPA

CPA acts as a trusted extension of your finance team.

Members benefit from:

  • Overdue Invoice Recovery Service
  • CreditCare reports on UK companies
  • Address verification and defaulter intelligence
  • Insolvency monitoring
  • Structured escalation processes
  • Reduced internal collection costs
  • Improved cashflow performance

Most importantly, Members gain peace of mind knowing their revenue and relationships are being professionally protected.

Protect Your Cashflow. Preserve Your Relationships.

Authority isn’t about being heavy-handed.
It’s about being structured, credible and consistent.

If your current credit control approach feels reactive, informal or stretched — it may be time to strengthen it.

Start protecting your cash-flow today.

Give us a call on 020 8846 0000 or click on “contact us” and discover how CPA can help you recover what you’re owed — ethically, efficiently and effectively.