Introducing our expert: Laura DELMAS
For this new Expert Talk session, we had the pleasure of interviewing Laura Delmas, CEO of ACM Experts, a consulting firm specializing in Credit Management, customer risk management, and supporting companies in their Order-to-Cash transformation projects. A former Credit Manager at HP and later at Sonepar, she has solid experience in risk management, financial department structuring, and revenue protection strategies.
Today, she supports executive and financial departments in developing their credit function and transforming their risk culture.
From cash management to business partner
Laura Delmas began her career in a major American corporation, HP, where the role of Credit Manager was already seen as a global function.
At HP, Credit Management was viewed in its entirety—from prospecting to invoice payment, including order administration.
This integrated approach, typical of Anglo-Saxon organizations, places the Credit Manager at the heart of the commercial process. Far from being limited to debt collection, the role begins at the very first stages of the customer cycle.
In France, twenty years ago, Credit Management was mainly associated with collections and cash monitoring. Gradually, the vision evolved. Today, it’s much more business-oriented.
According to her, this change comes from a greater recognition of the Credit Manager’s contribution to the company’s overall performance.
The Credit Manager now works hand in hand with sales teams. They intervene upstream to assess the solvency of prospects whether it’s financial aspects, export risks, or compliance.
The goal is clear: develop revenue while securing it. This dual focus—growth and risk control—is at the core of the profession.
A broader role in risk management
Today, the function goes far beyond cash monitoring or reminders. It has evolved into comprehensive risk management.
Credit Management is becoming a risk leader, providing insight across departments such as marketing, procurement, and sales.
In many organizations, the Credit Manager ensures customer master data quality, data reliability, and continuous updates.
Risk today is no longer limited to finance. It goes beyond—to compliance, supplier dependency, customer data… It’s a 360° vision.
This cross-functional perspective positions the Credit Manager as a strategic player in business management—a guarantor of consistency and data reliability, serving sustainable performance.
A driving force for change
For this evolution to be fully recognized, Laura Delmas believes it’s up to Credit Managers to demonstrate their value.
Credit Management isn’t always recognized for everything it brings to top management or finance. It’s up to Credit Managers to take the initiative.
During audit missions carried out by ACM Experts, Laura systematically involves executive management, finance, and sales teams.
When we conduct an audit or diagnostic, we involve general, financial, and sales management. When we present our report and the recommendations show concretely what Credit Management can bring, buy-in is immediate.
Education and the ability to show tangible benefits are therefore essential. When you provide visibility and speak in terms of performance, management immediately gets on board.
The Credit Manager: Driving secure growth
Throughout her career, Laura Delmas has witnessed the transformation of Credit Management from an administrative role into a strategic and growth-oriented function.
The Credit Manager is a true business partner. They support commercial development while ensuring risk control.
This transformation has led to greater recognition within company structures.
When you talk about performance and visibility, everyone understands the value.
Conclusion
From the American corporation HP to her own consulting firm, Laura Delmas has been a privileged witness to the metamorphosis of Credit Management from a control function to a strategic partnership role.
Today, she advocates for a profession that is open, collaborative, and business-oriented—a Credit Management function that embodies intelligence, leadership, and added value.
The Credit Manager is a business partner. They support growth while securing it. They are a key player in sustainable performance.
Coming Next
Digitalization, the key to the Future of Credit Management.
In the next episode, Laura Delmas will explain how digital tools are transforming the function, accelerating decision-making, and facilitating collaboration between sales, finance, and operations teams.