In an era marked by unpredictability, businesses are facing unprecedented challenges—from global pandemics and geopolitical tensions to climate-related disruptions and inflationary pressures. The result? A volatile business environment where the difference between growth and stagnation hinges on access to one critical resource: reliable information.
On a recent episode of the TradeSecurely podcast, I sat down with Zadok Cattle, VP Sales, North America Business Information at Coface, to explore how data is helping companies manage credit risk more intelligently and proactively than ever before.
A Decade of Disruption
“The last few years have brought what we at Coface call a ‘perfect storm of disruption,’” Zadok shared. Starting with the COVID-19 pandemic in 2020, businesses faced economic paralysis, followed by a recession, supply chain breakdowns, rising interest rates, and geopolitical instability. “We’re not just reacting to crises anymore,” he noted. “We’re building systems that can thrive through them.”
This shift marks a major evolution in how companies approach credit risk, moving from reactive to proactive strategies—and placing data at the core.
The Rise of Data-Driven Decision-Making
Across industries, data is reshaping risk management. Manufacturers are nearshoring to stabilize supply chains. Retailers are turning to predictive analytics to forecast demand. Even agri-food businesses are using data to anticipate climate disruptions. As Zadok put it, “The mindset has changed—businesses are becoming more proactive and data-driven.”
Coface provides a range of business intelligence tools that go beyond traditional credit scores. Their platform offers real-time insights into customer payment behavior, legal filings, financial health, industry and country-level risk, and more.
“It’s not just whether a company looks good on paper,” Zadok explained. “It’s about how they behave in the real world.”
Rethinking Supply Chains
One major shift in recent years is how companies evaluate their supply chains. What used to be a focus on direct suppliers now extends to secondary and tertiary tiers. This broader visibility is helping companies uncover hidden vulnerabilities—like reliance on a single sub-supplier or financially fragile partners.
Zadok recalled a striking example: “A luxury food distributor in South Carolina was expanding fast. Using our platform, they vetted a supplier that looked great on paper. But deeper insights showed payment disputes and late behaviors. That helped them renegotiate terms and avoid a costly mistake.”
Data as a Negotiation Tool
Smart businesses aren’t just using data to avoid risk—they’re leveraging it to optimize relationships. By understanding a customer’s financial position and payment habits, credit managers are better equipped to negotiate terms that protect their business while supporting long-term partnerships.
“It’s not about saying no,” Zadok emphasized. “It’s about structuring deals that balance opportunity with risk.”
From Static Reports to Predictive Intelligence
Looking ahead, data tools will only grow more powerful. Zadok predicts a shift from static reports to AI-powered, real-time insights. “Human judgment will still be crucial,” he noted, “but credit management will be a partnership between smart tools and experienced professionals.”
Best-in-class credit teams are already setting up alerts, monitoring trends, and using business information benchmarking tools to support internal decision-making across sales and finance.
Small Business? Big Opportunity
Even companies without credit insurance are turning to platforms like Coface’s for risk management support. Whether monitoring existing customers or assessing new suppliers, having access to business information is quickly becoming a standard.
“Information can be as valuable as insurance,” Zadok said. “It improves cash flow, avoids bad debt, and helps companies make smarter decisions.”
A Strategic Shift in Global Sourcing
With rising tensions in regions like China and the added complexity of tariffs and shipping costs, companies are reevaluating sourcing strategies. Many are exploring alternatives in Vietnam, India, and Mexico, where infrastructure and proximity offer more stability.
For small businesses starting this journey, Zadok offers clear advice: “Map your supply chain, assess the risks, and use data to make informed, incremental changes. Diversification is a journey—not a one-time fix.”
The Bottom Line: Information Is Power
In today’s uncertain world, one thing is clear: success belongs to companies that treat information as a strategic asset. As Zadok summarized, “The businesses that survive and thrive are the ones that invest in visibility, use data proactively, and stay ahead of the curve.”
If your business is looking to strengthen its credit management strategy, tools like trade credit insurance and business information platforms can help you reduce risk, negotiate smarter, and grow with confidence—even in uncertain times.
Janet Eastman
Host, TradeSecurely Podcast
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