Never Accept a NO from Someone who Doesn't Have the Power to Say YES!

I've identified the decision maker, but now I am having trouble getting them to speak with me.  It's now time to try other methods of contact:  Email, Fax, website forms, social media (i.e. Linked In, Facebook, etc), and standard mail should all allow you to get your message to the top dog.  What should you be saying?  

Here are some examples of tactics to try:

• We can offer you a 2% discount if the account is up to date within 48 hours.
• We really appreciate your business, and would like to offer  a $50 credit on your account with any EFT or wire transfer that clears your entire balance.
• We offer a free check by phone service as a convenient way of bringing your account up to date.

Just make sure you are being respectful along the way, a non-decision maker may not be able to get you paid but may have the power to slow payment further.  Try to question without being pushy, and always remember these are your customers you likely would prefer to keep long term.  Collecting is the process of training your customer as to your expectations regarding payment.  If they overstep expectations X is going to happen, and if it continues Y will happen.  Draw out a process map and try to do things within a day or two of your plan so your process becomes apparent. 

 10.  Loyola Marymount 1990 - 11th Seed - After ousting New Mexico State, and 12th Ranked Michigan, they lost in the finals to a powerhouse UNLV team.

  9.  Providence 1987 - 6th Seed - Rolled top ranked Georgtown before losing to Syracuse in the Semis.

  8.  University of Pennsylvania 1979 - 9th Seed - Beat North Carolina, Syracuse and St. Johns to make the final four.  They were beaten by MSU, and a familiar Magic Johnson in top form.

  7.  George Mason 2006 - 11th Seed -  Beat MSU, North Carolina, Witchita State, and UConn on the way to the final four.  They were beaten by the eventual champs Florida.

  6.  Gonzaga 1999 - The Zags sprinted to the Elite Eight with wins over Minnesota, Stanford and Florida before being defeated by eventual champion UConn in the final minute of the regional final.

  5.  Kansas 1988 - Coached by Larry Brown, Kansas entered the Tourney unranked with 11 losses, but made quick work of Xavier, Murray State, Vanderbilt and Kansas State. KU would then clip Duke 66-59 before meeting up with Big 8 Conference rival and No. 1 seed Oklahoma, who had previously defeated the Jayhawks twice that season.

  4.  Butler 2010 - After churning out big wins over UTEP, Murray State, Syracuse and Kansas State, the Indiana-based team returned "home" to Lucas Oil Stadium in Indianapolis to partake in the Final Four.  The lost to Duke in the finals by just 2 points.

  3.  Villanova 1985 - the Cats beat Dayton, second-ranked Michigan, Maryland and seventh-ranked North Carolina to earn a spot in the Final Four, where they took out fourth-ranked Memphis State. They went on to beat Patrick Ewing and the Georgtown Hoyas in the final.

  2.  Texas Western 1966 -  The story was made into a movie called "Glory Road" in 2006.  This team featured the first all African American starting lineup.  They won the national championship and won by some wide margins along the way.

  1.  North Carolina State 1983 - 6th seed - They beat Pepperdine 69-67 in double OT before going on to beat sixth-ranked UNLV 71-70 in Round 2. Then, in the semis, the Pack made it past fourth-ranked Virginia, 63-62. As if things couldn't get more exciting for Valvano's group, the Wolfpack would top Hakeem Olajuwon's Phi Slama Jama Houston squad when Charles slammed home Dereck Whittenburg's 30-foot desperation shot with just two ticks left to win it, 54-52.

I personally rank 2011 Butler team at 8.  Given that they lost by a wide margin, after finishing 2010 strong they failed to improve on last years performance.  Until next year... I enjoyed the tournament and I'm now ready to move on to the NHL playoffs.