Is an Information Portal with Restricted Membership Necessary for ARM Professionals?

September 12th, 2017

The short answer is absolutely. Owners, investors, executives, recovery managers, tech vendors, collection attorneys and other accounts receivable management (ARM) professionals are all challenged with making timely and critical business decisions, often without the benefit of reliable market intelligence. Those of us who have been in the industry for a while painstakingly know that managing accounts receivable has changed dramatically since the start of the Great Recession. Widespread client-level changes and rapid consolidations, overwhelming regulatory oversight and significant economic fluctuations have dramatically influenced the strategic decisions being made by credit and collection professionals alike. Budgets have been cut to the bone. Vendor networks have been reduced dramatically. Operational costs have escalated to a point where many service providers that used to function profitably are struggling to stay in business. New business from traditional market segments, such as credit cards, have plummeted, while other segments including government outsourcing and healthcare revenue cycle have accelerated. There has never been a greater need for reliable and insightful market intelligence to make informed decisions.

As trusted advisors to the ARM industry for almost 30 years, Kaulkin Ginsberg (KG) understands the value of having access to authoritative market research and objective interpretations of industry trends and developments when making crucial business decisions. Our market research is thorough, vetted and objective. Our staff dives deep into the critical areas that impact the ARM industry. Our carefully selected Subject Matter Experts are extremely knowledgeable about specific segments of the industry and are willing to provide their insights on critical matters in a timely fashion. We are constantly looking for innovative ways to expand our research capabilities. For example, we established a partnership with the University of Maryland’s Department of Economics in an applied business and market research fellowship program. We initiated this program to help us collect and distill macroeconomic and qualitative data within the ARM industry.

Access to our research has been made available over the years through a variety of formats including live presentations, webinars, articles, reports, blogs and most recently, podcasts. Mostly we have provided executives with written reports which are widely recognized as definitive published resources. We have produced seven editions of the Kaulkin Report since 1994 – an influential series of reports that have been cited in the public filings of leading corporations and in many documents in the industry. Our body of publications also includes the Global Debt Buying Report, Healthcare ARM Report and numerous Bi-Annual Reviews. While our reports are highly informative, they are typically lengthy and not easily reviewed by decision makers or shared with staff members and other stakeholders. These challenges prompted us to change our model. Our research now resides on a carefully developed, multi-level, user-friendly and secure website that combines the very best capabilities of a market research portal with social media capabilities to drive effective communications.

Why is membership restricted?  

Initially, we restricted access to KG Prime because we wanted to closely monitor who accessed our market research. We invest considerably in the development of information and, simply stated, we want to control who gets it. In the past, we would send out reports to our proprietary lists of ARM professionals. While the content was copyright protected, we couldn’t analyze our recipient’s reading patterns. Through KG Prime we found an effective way to present our findings to our audience of ARM professionals while learning about their interests.

We identified another critical benefit to restricting access to KG Prime. We want our members and contributors to feel comfortable sharing their insights and perspective without concern that unscrupulous professionals are accessing information without our knowledge. Unfortunately, we live in a highly litigious society. Vulture attorneys prey on businesses they perceive have the financial ability to pay. The frequency and dollar amount of frivolous lawsuits against ARM companies continues to escalate at an alarming rate. We feel this has been fueled by the availability of news and information in the market without restriction. Restricting member access allows us to effectively remove the riff-raff that exists in our industry.

Why does it take time to receive an access code?

We realize that online access has become synonymous with instant access. Thanks to Twitter, Instagram and other social programs, we want quick bursts of information and we want it instantaneously. Unfortunately, we cannot effectively provide a restrictive site without individually vetting every potential new member before providing them with access to the site. If interested parties are not associated with an ARM company, we will not provide them with access. For the benefit of all ARM companies, our approval process is not automated and takes some time.

If you are an ARM professional, we encourage you to register for free to KG Prime by simply clicking this link and filling out the form. If you are already a registered user, we suggest you provide your company code to other stakeholders in your firm. Thank you for your participation.

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