Manage Receivables For Better Profitability

To be successful in business you must be paid in a timely manner. If you're like most businesses, you sell on credit-asking your customer to pay an invoice within a set time, like 30 days. During those 30 days you are essentially lending money to your customer, with the expectation that you will be paid back. It is only when that invoice is paid that you have the cash you need to run your business.

It's unfortunate that sometimes, getting what you're owed isn't always as easy as simply giving the customer an invoice. Almost all businesses have customers who don't pay or simply pay slowly. If you don't proactively manage your receivables, you can quickly deplete ready cash. Here are some ways you can protect your company from delinquent accounts and late payments.

1. Make sure customers are worth credit you give them and avoid customers that aren't. Before you accept orders, you can do credit checks and require credit applications. If the amount of purchase is big enough, you can ask for and receive financial statements. You should also set credit limits and hold to them.

2. Run aging reports and make sure you review them regularly. Aging reports help you understand how your accounts are dispersed; they'll show you which are less than 30 days old, 30 to 60 days old, 60 to 90 days old, or older. You and your staff should know how to interpret these reports so that you can spot problems early and take care of them. If necessary, assign someone specifically to follow up on problem invoices. The older invoices get, the more difficult they are to get payment for.

3. Mail invoices promptly. The sooner you get invoices out, the sooner payments will come in. Also make sure that your bills are clear, accurate, and detailed; the more details you include on the bill, the harder it will be for the customer to dispute your charges.

4. Use rewards and penalties. Consider including an incentive for prompt payment, such as offering payment terms that provide a 2% discount for payment within 10 days. Your pricing schedule could also include a penalty fee for late payments. Be sure to stay within the limits set by law.

5. Moderate your growth. If you have a significant increase in sales, this can greatly impact your company's receivables and needs for cash. Utilize the advice of a seasoned financial professional. He or she can help you develop a plan for growth. You can consider additional financing, utilize a line of credit at the bank, or consider price adjustments. You may need to sacrifice some growth in the short term to make sure that you don't overshoot your ability to pay your bills.

When companies are successful, they are always looking for new ways to improve Accounts Receivable, because they know that if they do this, they can reap significant financial gains. If you have fewer outstanding balances, this can mean fewer bad debt write-offs and greater profitability. In addition, if your portfolio of receivables is well managed, this will help you boost cash flow and enable you to expand your working capital.