Leading Yourself and Your Clients During Changes and Challenges
Written By: Commander Mary Kelly - CEO of Productive Lenders
2025 Factoring Conference Keynote Speaker
Successfully navigating change in the factoring and financial industries is not just an advantage—it’s a necessity. Economic fluctuations, political changes, regulatory shifts, and market disruptions can create both uncertainty and opportunity. As industry leaders, we have a responsibility not only to guide ourselves through these changes but also to help our clients make informed, strategic decisions.
1. Helping Clients Take the Right Action at the Right Time
Timing is everything in business, and in the world of factoring, making the right move at the right moment can mean the difference between success and financial struggle. Clients often hesitate in times of uncertainty. Great leaders know that it is impossible to know everything, so we have to make the best decisions we can based on the information we have. When clients are unsure of their next step, we must provide clarity by:
Educating clients on key financial indicators that signal when to act. By breaking down complex financial metrics, we can help them understand the best times to utilize factoring solutions.
Encouraging proactive decision-making rather than reactive responses to crises. Regular financial check-ins can keep clients ahead of the curve.
Providing data-driven insights that help clients understand when and how to leverage factoring to strengthen their cash flow. Offering case studies and success stories reassures them that factoring is a viable financial strategy.
Offering tailored strategies based on their industry and market conditions. A one-size-fits-all approach doesn’t work - customized solutions lead to better outcomes.
2. Seeing Opportunities Where Others See Only Obstacles
During challenging time, and yes, it seems like things are constantly challenging, many businesses focus on their limitations rather than their possibilities. Successful leaders discipline themselves—and their clients—to reframe difficulties as opportunities by:
Identifying emerging market needs that create demand for new services. When traditional revenue streams shrink, helping clients explore alternative sources of income can be game-changing.
Encouraging resilience and adaptability, emphasizing that setbacks often open doors to innovation. Businesses that pivot effectively can discover new growth pathways.
Highlighting real-world success stories where companies have turned adversity into advantage through strategic factoring solutions. Examples of how businesses have thrived in difficult times provide motivation and direction.
Helping clients strengthen supplier and customer relationships so they are better positioned to negotiate terms and optimize cash flow.
3. Making Strategic Decisions Based on Facts, Not Feelings
Emotions often cloud judgment, especially in uncertain times. While instinct and experience play a role in decision-making, data-driven strategies create a foundation for sustained success.
To help clients stay focused on facts:
Leverage industry trends and analytics to guide recommendations. Keeping an eye on economic indicators helps avoid panic-driven decisions.
Use financial modeling to project different scenarios and mitigate risk. Clients should have clear visibility on the financial impact of their choices.
Encourage disciplined decision-making, reminding clients to rely on evidence rather than fear or optimism alone. By setting measurable goals and KPIs, clients can track their progress objectively.
Develop contingency plans to ensure they remain financially agile in case of unexpected challenges.
4. Staying Dedicated to Sound Financial Practices
Financial discipline remains the bedrock of long-term success. No matter how volatile the market, maintaining strong financial fundamentals helps businesses weather uncertainty. Encourage clients to:
Maintain healthy cash reserves to prepare for unexpected changes. Keeping a buffer reduces reliance on emergency financing.
Review and refine their financial strategies regularly to ensure alignment with their goals. Periodic financial check-ins can keep businesses on the right path.
Adopt best practices in credit management and expense control to sustain profitability. A solid accounts receivable process is critical to financial stability.
Seek expert guidance when making significant financial decisions, ensuring they have accurate, up-to-date information.
5. Communicate More with Your Clients
Transparency fosters trust. Clients are more likely to stay engaged and loyal when they are informed about what you are doing on their behalf.
Keep communication lines open by:
Providing regular updates, both on successes and challenges. Being upfront builds confidence and reinforces partnerships.
Being honest about market shifts and what they mean for your clients. Sharing insights on potential impacts helps them make proactive adjustments.
Encouraging open dialogue, ensuring that clients know they can come to you for guidance. A strong client relationship is built on accessibility and responsiveness.
Using multiple communication channels, such as emails, calls, texts, articles, reports, and webinars to keep them informed in ways that best suit their preferences.
10 Quick Tips to Being Better and More Responsive to Your Factoring Clients
Schedule regular check-ins to keep clients updated on their financial position. Call just to check in and be friendly and helpful, not to sell anything.
Provide clear and concise financial reports so clients understand their factoring performance. Clients should not be surprised by a report.
Offer industry-specific insights to help clients navigate their unique challenges throughout the year.
Develop tailored financial strategies that align with their business goals.
Educate clients on best practices for managing cash flow and credit.
Encourage proactive financial planning to prevent cash shortages before they arise. Know what your clients are thinking about and help them achieve those goals.
Be available and responsive, ensuring clients can reach you when needed. Be proactive about contacting clients throughout the year.
Share success stories to illustrate how factoring has benefited other businesses.
Help clients understand risk management and how to mitigate financial threats.
Be transparent about fees and contract terms so clients feel confident in their financial decisions.
People will work with us if they know more about what we are doing for them every step of the way. By fostering open communication, maintaining financial discipline, and leading with strategy, we can help our clients thrive—even in the face of uncertainty.
Members of the International Factoring Association play a critical role in shaping the future of the industry. By leading with insight, foresight, and a commitment to excellence, we can guide our clients—and ourselves—toward greater financial strength and success.
Dr. Mary Kelly is the CEO of Productive Leaders, a firm dedicated to leadership and economic development. She is at Mary@ProductiveLeaders.com.
About Commander Mary Kelly
Mary Kelly is a graduate of the United States Naval Academy and spent over 20 years on active duty in intelligence and logistics. She retired from the Navy as a commander. She has masters’ degrees in history and economics, and a PhD in economics.
With over 20 years combined teaching experience at both the Naval Academy and at Hawaii Pacific University, she taught economics, finance, history, and management. She has extensive experience in business coaching, management, economics, finance, banking, insurance, real estate, government, organizational leadership, communication, business growth, teamwork, strategic planning, human resources, customer service, time management, and project development. Mary has a track record for success as an organizational change agent.
In her role as a human resources director, Dr. Kelly developed a business model for the computer and telecommunications organization for personnel hiring, training and retention that was adopted globally by the U. S. Navy. Managing culturally diverse teams, she orchestrated organizational changes for over 3,000 personnel for 2 military base closures. Her ability to problem-solve and provide innovative solutions enabled her to transform the Navy’s largest pay and personnel organization from the lowest in customer satisfaction to the highest in the nation in 18 months, with 23% fewer employees and a 19% budget decrease.
As an educator, Dr. Kelly created a mandatory curriculum for a college student body of 4,500 students. During her teaching career, she developed 31 university courses in the areas of business management, economics, history, management, geography, political science, human resources, and international relations. Mary taught remote course work for multiple colleges while creating 4 distance learning courses using online lectures, webinars, interactive exercises, and podcasting. In addition to standard curriculums, Dr. Kelly coached 450 students on life skills and time-management. She created and taught wealth building and personal finance to students at the United States Naval Academy, resulting in a student body educated on budgeting and retirement planning before graduation.
As a speaker and presenter, Mary Kelly pulls from her diverse experience to provide keynote presentations that are engaging and compelling, leaving the audience wanting more. With a warm and sincere style, Mary takes her vast knowledge and provides an educational presentation that holds the interest of her audience. She is a popular speaker on topics of leadership, communication, financial planning, and management. As a communicator, she has chaired academic and military panels for economics, political science and historical conferences, and she has conducted over 2,200 seminars on financial, business, management and leadership topics.
The views expressed in the Commercial Factor website are those of the authors and do not necessarily represent the views of, and should not be attributed to, the International Factoring Association.