Due to current economic conditions, it's likely that collecting on
your accounts receivables is becoming more and more of a challenge.
Strengthening your collection procedures may allow you to improve
collection rates and shorten the aging days of your accounts
receivables.
The following suggestions will help your business improve its cash
flow and tighten up its credit and collections policies. Some of the
tips discussed here may not be suitable for every business, but can
serve as general guidelines to give your company more financial
stability.
Define Your Policy. Define and stick to concrete credit
guidelines. Your sales force should not sell to customers who are not
credit-worthy, or who have become delinquent. You should also clearly
delineate what leeway salespeople have to vary from these guidelines in
attempting to attract customers.
Tip: You should have a system of
controls for checking out a potential customer's credit, and it should
be used before an order is shipped. Further, there should be clear
communication between the accounting department and the sales department
as to current customers who become delinquent.
Clearly Explain Your Payment Policy. Invoices should contain
clear written information about how much time customers have to pay, and
what will happen if they exceed those limits.
Tip: Make sure invoices include a
telephone number and website address so customers can contact you with
billing questions. Also include a pre-addressed envelope.
Tip: The faster invoices are sent, the
faster you receive payment. For most businesses, it's best to send an
invoice with a shipment, rather than afterward in a separate mailing.
Follow Through on Your Stated Terms. If your policy stipulates
that late payers will go into collection after 60 days, then you must
stick to that policy. A member of your staff (but not a salesperson)
should call all late payers and politely request payment. Accounts of
those who exceed your payment deadlines should be penalized and/or sent
into collection, if that is your stated policy.
Train Staff Appropriately. The person you designate to make
calls to delinquent customers must be apprised of the seriousness and
professionalism required for the task. Here is a suggested routine for
calls to delinquent payers:
- Become familiar with the account's history and any past and present invoices.
- Call the customer and ask to speak with whoever has the authority to make the payment.
- Demand payment in plain, non-apologetic terms.
- If the customer offers payment, ask for specific dates and terms.
If no payment is offered, tell the customer what the consequences will
be.
- Take notes on the conversation.
- Make a follow-up call if no payment is received and refer to the notes taken as to any promised payments.
We at Small Business Accounting Solutions LLC, work closely with small business owners in Milwaukee, Waukesha, Racine and Washington counties. As a "one-stop-shop", we provide our clients with complete Accounting services, Business and Individual Income Tax preparation, Payroll services, Quickbooks training and more!
Small Business Accounting Solutions, LLC
1025 S Moorland Road Suite 500
Brookfield, WI 53005
Phone: (262)547-6000
http://www.sbasgroup.com