How to effectively manage a credit

Despite the wide dispersion of credit spreads within the rating buckets the general link between credit spreads and ratings is clear, with average spread increasing as credit quality decreases. However, as it illustrates there are large overlaps between individual rating distributions. Myriad examples can be found to show that market participants often perceive the risk of one company in comparison to another to be completely different, even if both have the same rating. It should be noted that it includes bonds with rather different maturities and coupons.

Altman (1989) and Taylor and Perraudin (2001) have shown the presence of
highly persistent inconsistencies between credit ratings and bond spreads,
even after adjusting for liquidity and potential tax effects.

This means identifying customers with the greatest profit potential, rather than the ones who are most profitable now. Businesses often try to be all things to all people, disregarding the need to retain a focus on the most profitable parts of the market. Customer loyalty may be important, but if the cost of ensuring a customer’s loyalty outweighs the benefits
and revenue of that customer, why bother? Maintaining market share for its own sake is often an unwise approach. If a customer cannot be retained without losing money, then it is better to lose that customer and focus on those that will help improve profitability.