
"Action is the fundamental key to all success." - Pablo Picasso
Many different types of businesses suffer from the problem of accumulated "past due" receivables.
And it's a problem which shouldn't *just* be addressed by "normal means" (calling, pestering, etc.).
The good news is that you don't have to accept the normal status quo -- you can actually change the way the game normally works. How? Well, I suggest that you use tactics similar to those which WON you the sale in the first place: discounts, premiums for advance or prompt payments, and good old multi-step follow-up.
If you do have (or ever develop) a receivables problem, you'll need to take this same sort of aggressive action to clean it up. "Preserving the relationship" with a client who can't (or won't, more likely) pay his bills is of little value. And, left alone, collection problems tend to get worse, not better.
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