ABSTRACT
Divisi Business Service (DBS) is one division in PT Telekomunikasi Indonesia (PT Telkom). DBS’s scope of work is handling small medium enterprise (SME) customers. In 2018, DBS closed the year with a 79% collection rate. This rate had been declining from prior years. Moreover, DBS had the lowest number, compared to other divisions in Telkom Group,. This number represented a financial loss to Telkom of IDR 580 billion, largely due to a low rate of collection, mostly caused by bad customer assessment at the beginning of the sales process. From those facts, this research is determined to give a better alternative to the customer assessment process by implementing a credit scoring model to be derived by using logistic regression. As the result, there are three financial and three non-financial variables that affect the customer worthiness: quick ratio, DER, EBIT, business reputation, industry growth, and business competition.
