keys to improving your collections process
DESCRIPTION
Does your company employ a sound strategy for collections? Could it use some tweaking? Are you panicked everyday waiting for receivables to appear? Follow these key strategies before, after and during your sales process to improve your collections.TRANSCRIPT
Key Stepsto ImprovingCash Collections
Hennessey
CAPITALGrowth Capital. Financial Wisdom.®
Financial Spectrum
Seed CapitalAngel Investment
early stage equity investment
Venture Capital
early/mid stage equity investment
Asset-Based Finance
early/mid stage debt facilities
SBA Lending
mid stage debt facilities
Equipment Finance
asset specific mid/later stage
financing
Conventional Bank Lending
later stage debt facilities
Start-Up Rapid Growth Maturity
Factoring
• Simple way to access cash tied up in A/R• Leverage up to 90% of invoice value• Use for specific invoices or specific customer• Can be used in conjunction with current bank
facility• Cost is based on percentage of sales• Combine with business resource services
- Credit, Collection and Treasury Management• Provides additional level of invoice management
Steps to Improve Cash Collections
The The Sale Sale
Before
During
After
Key Steps - Prior to the Sale
• Understand competition and value of your product
• Know your customer AND your customer’s customer
• Develop risk tolerance level
• Be prepared to say “NO!”
Collections in Action
Who is the end customer? • Selling to a municipality – understand the
processes and potential “red tape”• Auto supplier – understand the supply chain and
how industry trends or news may impact your payment cycle
Consider your risk level • $100k sale 20% profit margin- $20K contribution• $80k loss results in $400k of new sales at 20%
margin
• Ask around town
• Don’t be afraid to negotiate and be creative
• Set the rules of engagement– Structure – Pricing
• Be upfront and honest
Key Steps - During the Sale
Talk to your Customer
Don’t be afraid to ask • Down payment: historically received 20% down,
needed 40% due to bank restrictions• Company was rewarded, due to exceptional
customer service and valued relationship
Terms• “Cash in” needs to match “cash out”• Payment terms can be based on
progress/milestones accomplished on a project instead of payment upon completion
Key Steps - After the Sale
• Develop and follow your process
• Consistent internal and external communication
• Build a relationship with your customer
• Recognize and understand the red flags
• Know your leverage points
Collections in Action
Relationships• A/P may be willing to give you “behind the scenes”
insight, if a solid relationship has been built
Delayed payments - be cautious • Requests to pick up a check in person • Arriving unannounced • Ask for credit card payment
Leverage• Tooling supplier - hold up shipments, lien filings• Staffing - stop sending people
Credit Resources
• Dun & Bradstreet – provides commercial information on businesses.
• Moody’s – provides credit ratings, risk analysis and research
• Hoover’s Inc.– provides information primarily on publicly held companies
• Bernard Sands – provides information on companies in the retail industry
• Ansonia Credit Data – Co-op for credit information, members provide their credit history to be shared
Credit Resources
• TransCredit – provides information on the transportation industry
• Experian – known for personal credit reports but also provides information for businesses
• Yahoo Finance – business news and credit information, primarily on publicly held companies
• Business Capital Risk Control Services – provides background information on businesses and individuals
Questions?
Thank YouMike Semanco
President & COO
Hennessey Capital
248.658.3201
Candace Pavliscak
Senior Vice President
Hennessey Capital
248.658.3204
Learn more and contribute at: HennesseyCap.com/CapitalConversations.