The document discusses the difference between change and decline in a business and what credit managers need to know to make accurate assessments. It provides definitions for change, reversible decline, and irreversible decline. It argues that credit managers need to understand the origin of changes in results, management's plans and access to capital, and should ask questions to assess the situation rather than make assumptions. The document includes examples of good and bad questions credit managers should ask themselves and their customers to have productive two-way communication.

1. Conversation with a Debtor Alfred Artis