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In this episode of Minimise Debt, Maximise Cash, Top Service CEO Emma Reilly continues the "At the Coalface" review, focusing on the critical art of managing collections in a volatile economic climate.

Moderated by Philip King, this expert panel discusses why collecting cash has become harder not just due to economics, but due to shifting industry sentiment.

Key Strategies Discussed:

• Insolvency Trends: Jade Owen (Perry) shares an update on the current landscape, noting that while massive failures are quiet, smaller insolvencies and stalled jobs are driving an increase in payment plans.

• The "Sentiment" Factor: Simon Howell (Tarmac) argues that macroeconomic uncertainty (like tariffs) affects market sentiment, making collections tougher even when strategies remain robust.

• Soft Skills are Key: Luke Sculthorpe (CICM) explains why training credit teams in "soft skills" and commercial nuance is more effective than rigid data reliance alone.

• "People Pay People": Jonathan Ward (National Timber Group) and Jade Owen reveal their top tactic: building strong relationships so you are the "first person they are willing to part with money for."

Whether you are dealing with stalled projects or trying to navigate internal pressure from sales teams, this episode offers actionable advice on relationship-building and process discipline.

Featured Guests:

• Philip King (Moderator)

• Jade Owen (Perry)

• Simon Howell (Tarmac)

• Jonathan Ward (National Timber Group)

• Luke Sculthorpe (CICM)

Keywords: Debt Collection, Construction Finance, Credit Control, Soft Skills, Insolvency, Cash Flow Management, Tarmac, National Timber Group, CICM.

Subscribe to Minimise Debt, Maximise Cash for your monthly construction credit update.

To enquire about Top Service services for your Business, go to https://www.top-service.co.uk/contact-us/

Music by Purple Planet

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In this episode of Minimise Debt, Maximise Cash, Top Service CEO Emma Riley takes us back to the "At the Coalface" seminar for a critical discussion on the internal and external pressures facing credit teams in the construction industry today.

Moderated by Philip King, this panel features candid insights from Jonathan Ward (National Timber Group), Simon Howell (Tarmac), and Luke Sculthorpe (CICM) on how to navigate the delicate balance between enabling sales and protecting cash flow.

Key Topics Covered:

• The "Yes" Mentality: Jonathan Ward explains why the goal is always to find a way to say "yes" to credit, but why transparency with sales teams regarding the logic behind a refusal is crucial for reducing internal friction.

• Combatting Spurious Disputes: Simon Howell highlights a worrying increase in "spurious disputes"—last-minute complaints about material quality or price used purely as a tactic to delay payment. Learn why speed and accuracy are your best defense.

• Early Intervention in Contracts: Luke Sculthorpe discusses why credit teams must be involved at the start of the tender process, not the end, to avoid locked-in liability caps and poor payment terms.

Whether you are battling internal pressure to approve risky accounts or fighting off delayed payments disguised as disputes, this episode provides actionable strategies to maintain control.

Featured Guests:

• Philip King (Moderator)

• Jonathan Ward (National Timber Group)

• Simon Howell (Tarmac)

• Luke Sculthorpe (CICM)

Keywords: Credit Risk Management, Construction Finance, Debt Recovery, Spurious Disputes, CICM, Sales vs Credit, Cash Flow Forecasting, Tarmac, National Timber Group.

Subscribe to Minimise Debt, Maximise Cash for your monthly construction credit update.

To enquire about Top Service services for your Business, go to https://www.top-service.co.uk/contact-us/

Music by Purple Planet

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Kick off 2026 with critical insights into the current state of construction contracts and credit management. In this episode of Minimise Debt, Maximise Cash, Top Service CEO Emma Riley (FCICM) revisits key discussions from the "At the Coalface" industry review to help you protect your bottom line this year.

We feature an expert panel discussion led by Philip King, with Jonathan Ward (National Timber Company) and Simon Howell (Tarmac), revealing the gritty reality of drawing up contracts in today's economic climate.

In this episode, you will learn:

• The Reality of Contract Negotiations: Why parties are becoming more "entrenched" and why standard contracts are increasingly rare without legal intervention.

• Retention Payment Trends: How tight margins are driving a demand for retentions, and why suppliers are struggling to resist them.

• Battle for Payment Terms: Why "terms of trade" remain the biggest area of contention, with the private sector pushing for longer payment windows compared to government contracts.

• The Procurement Act's Impact: A look at whether government payment charters (30 days) are actually influencing behavior in the commercial sector.

Whether you are a credit manager, supplier, or contractor, this episode provides the strategic foresight needed to handle tough negotiations and secure your cash flow in 2026.

Featured Guests:

• Philip King

• Jonathan Ward (National Timber Company)

• Simon Howell (Tarmac)

Keywords: Construction Law, Credit Management, Debt Recovery, CICM, Top Service, Construction Contracts, Cash Flow, Retention Payments, Supply Chain Finance.

Subscribe to Minimise Debt, Maximise Cash for your monthly construction credit update.

To enquire about Top Service services for your Business, go to https://www.top-service.co.uk/contact-us/

Music by Purple Planet

Read transcript