Co-author:

Ajoy K Guha

WELCOME TO

10 Principles of Receivable Management CASH, CASH PROFIT & CASH-FLOW

CASH BEFORE YOU C ASH

Collect The Money But Keep The Customer

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3th Edition 4th Edition

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Ajoy K Guha for Competitive Edge Corporate Consulting & Training

MISSION: Our Mission Is To Help Client’s Business Remain Cash Rich

Revitalize your business for faster growth

FOR CORRESPONDENCE AND CONSULTING:

E-Mail : ajoyguha@gmail.com or info@ajoyguha.com

Visit: www.ajoyguha.com

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AJOY K GUHA: Co-author & WORKSHOP FACULTY

Until recently worked as Executive Director (Business Development) of Renoir Consulting – UK. Before that he has served various industries in India 3 decades. To name few corporates are Arya Communication Ltd. (Motorola), General Electric Alstom Ltd., Aplab Limited, Bright Brothers Limited etc. He has also served in the Middle-East. Started career at the age of 17 as an account-assistant in the year 1972. Since then he worked in the capacity of Chief Accountant, Credit Controller, Senior Manager-Sales Administration (Marketing & Sales), Vice President- Commercial and Executive Director (Business Development) Also headed Marketing & Sales, EDP / MIS, HRD After completing Double Graduation from Bombay University in Accounting and Business Management, he has also done post graduate Diplomas in Internal Auditing, Business Management and Trading (London), International Import Export Management (London), MBA- Finance (London), and Diploma in Computer Science. Mr. Guha is a Life member of Bombay Management Association, and a Fellow of Business Management Association, London. Also, Life Member of Computer Society of India. He had his professional apprenticeship in management consultancy under Dr. N H Atthreya and has been associated with him for lectures on various commercial aspects. He has co-authored with Dr. Atthreya a manual titled “Effective Credit Management” a first of its kind on Receivable Management for all types of Industries in Indian Context. Their recent book “Cash Before You Crash” has appeared on the Business India Best Seller list. Mr. Guha has also compiled manual for “Costs Reduction Strategies” and “Commercial Negotiation”. Mr Guha is a regular lecturer at Various Management Association. He also holds in-company workshops, counseling and consulting on Hard-Skills such as Debtors / Receivable management, Customerizng the Organization, Costs Reduction Strategies and Steps, Value-added Commercial Negotiation for Purchase / Sales, Writing Winning Proposal, Executive Time Management, Presentation Skills, Customer Relation. He facilitates consulting in Re-Engineering and Turn-Around Process.

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Principle - 1 A Sale is complete only when the last paisa is collected on agreed time. P.S. That includes Sales-Tax concession forms, bank guarantees, tax-deducted-at-source certificate etc.

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Principle - 2 Money due from customers, if you don’t ask, you don’t get.

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Principle - 3

You should be able to collect your money and retain the customer as well. And that is not difficult…It is all about Commitment,

Commitment & Commitment = Relationship Management

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Principle - 4

Debtor – the older it gets the more difficult it is to collect, and we have less energy to follow-up for its recovery.

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Principle - 5 Don’t over commit. Deliver what you promised

PS – which means delivering each & every clause in the acknowledged-order.

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Principle - 6 In an organization collecting money is everybody’s business. Let all work be client-centered.

EXCELLENT

PRODUCT

Manufacture

Materials & Component

Distribution

Delivery

Administration

Functionality

Quality /

Design

Price Ease of Use Marketing

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Principle - 7 Get rid of the dead beat customers. In this era of paper thin margin, you can’t build a healthy organization on Sick, Weak & Indifferent customers.

Sundry Debtors HOSPITAL

For Commercial Diagnosis

When SELLING, don’t give CREDIT to WEAK, SICK & INDIFFERENT

Customers….. Chances are, you will be occupying

the next bed……very soon.

Principle – 7……….continued

Cash before you CRASH

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Principle - 8 For Faster Growth - Focus on Customer Complaints and Sundry debtors.

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Principle - 9 Delight the customers. Consistently give excellent service & become their weakness. Make him need you. Interest him to do business with you always. INTEREST and FEAR of losing you will keep you together.

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Principle - 10 Compete on benefits, advantages, features, service, value proposition, price, discount, market share, uniqueness, technology, innovation….. etc. …… but, don’t compete on credit. Chances are it may make your business very weak.

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Reasons % of

Customer

s

% of Over-

due

Amount

1 Inefficiency in our office 70% 65% to 75

%

2 Inefficiency in customer’s office

30%

10% to 15%

3 Customers facing fund problem 2% to 5%

4 Customers purposely delay our payment 2% to 10%

5 Complaints

(It could be genuine or it could be a

ploy)

5% to 10%

5 Main Reasons Why Customers Don’t Pay My survey & 28 years working experience

Collection is the last activity in a transaction and therefore

there is no shortcuts.

Read “CASH before you CRASH”. Doing business will be more enjoying after you read

this book. Authors

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CASH before you CRASH A complete manual on Credit and Account Receivable Operations for all type of business.

*

For many companies we have made the difference between Paper-Profit and Actual-Profit, whilst prudent Cash-Flow. *

CONTENTS: INDEX 1. The challenge 2. Credit and collection management – The name of the game 3. The winning team – collecting money is everybody’s business 4. Our money in our pocket at the agreed time – Terms of payment 5. Will they pay? They will, if……… - Credit verification 6. Qualifying the understanding – Order acceptance and control 7. The game of debit and credit – now with computers 8. In how many ways can I get my money – methods of payment 9. First things first – Tools for the job: pre-requisites 10. The game plan – collection planning 11. The rights of the supplier 12. The art of collection – Collect the money but keep the customers 13. The art of collection – The difficult ones 14. The art of collection – The legal path 15. Management Information – the perception and the facts 16. The long arm of the law – Audit 17. Credit & Collection in Service Industries – Selling the Invisible

• Appendix 1: Bank guarantees • Appendix 2: Transit Insurance • Appendix 3: Sales Tax • Appendix 4: What is Credit Insurance? • Appendix 5: Abbreviations A total solution on Credit and Collection Management…to save interest and opportunity cost per-day.

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Reviews and articles published in newspapers

and magazines

Times of India Interview

The Hindu Review

Economic Times Review

Business India

Review

Please Visit www.ajoyguha.com

For more detail

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In - House Corporate Power – Workshops 1. Collect & Prevent over-Due Debtors Without Losing Customers (1/2 Days) 2. Cost Reduction Strategies (1/2 Days) Do it yourselves 3. Creating & Delivering Corporate Value Proposition for Sales 4. Commercial Negotiation for Sales -Value-Added Selling (1/2 Days each) 5. Commercial Negotiation for Purchase – Value-Added Purchasing (1/2 Days each) 6. How to Provide After-Sales-Field-Service to retain customers & create more sales 7. Complaints Management (1day ) Boost Customer loyalty & Sales 8. How to Manage Dealers for Growth (Create dealer's loyalty) 9. How To Write WINNING One-up Sales Proposal – (Tenders, Bids & RFP)Increase you order booking

ratio 10. Presentation Skills That Change Minds 11. How To Make A One-up Sales Presentation 12. Managing Partnership With Suppliers/Vendors 13. Corporate Great Team 14. INCOTERMS 2010 (11 Incoterms and how to negotiate the landing cost - Costing in Import &

Export) 15. Time Management for Executive 16. Project Management (on time, on budget) 17. Customer Relationship Management 18. Business Planning & Strategies - For Growth 19. Making Business Meeting Work 20. Contract/Commercials Management for Salesmen 21. Selling to & Managing Key Accounts 22. Commercial Negotiation Skills

R P OFITABLE

G ROWTH

Business is Satisfying Customers & Making Money

More Customers you satisfy, more money you make

R$

Cu$tomeRs

R

THANK YOU

Ajoy K Guha

www.ajoyguha.com

Cell: 09821341374

Siddhachal Phase II, Bldg No 9, Flat No

604, Inside Vasant Vihar,

2nd Pokhran Road, Thane 400 601,

Mumbai, India

Telephone 21713235 Cell: 9821341374

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