We hear a lot about credit departments forced to downsize these days. But what isn't getting noticed is the fact that some credit departments are actually adding staff. If you find yourself in the position of needing help, you should heed the advice Jim Lewis, Corporate Credit Manager at Heiland Electronics, Inc. & D.B. Roberts Inc. (Wilmington, MA), who told us not long ago:

"If the argument for adding staff is not ABSOLUTELY compelling, the chance of success diminishes sharply. Like nearly all companies, our company is very careful about adding staff. At past companies where I've worked, the answer was simply to have the current staff work more hours. Period. Harsh, but it does allow me to make a point.

"My point? Be absolutely sure of your request for more staff. Make the presentation crisp (write to the third grade level), and make your facts irrefutable. And the danger in not staffing up should be quantifiable plus, be somewhat scary to senior management.

"If it is not done that way, you might wind up making your point, but not strongly enough and simply wind up being told to have your staff work more hours. You will, in the vernacular, have done it to yourself and your existing staff."