Table of Contents
Preface ix
Chapter 1 Introduction 1
Why Is Receivables Management Important? 1
If It Was Easy, Everyone Would Do It (Well) 2
Influences Outside the Control of the Responsible Manager 5
Conflicting Priorities 6
Chapter 2 Receivables Antecedents 9
Quotation 10
Contract Administration 12
Pricing Administration 16
Credit Controls 20
Order Processing 38
Invoicing 40
Chapter 3 Receivables Asset Management 53
Introduction 53
Portfolio Strategy 54
Collection Process 66
Special Collection Efforts 83
Deductions Processing 92
Late Payment Fees and Prompt Payment Discounts 103
Dispute Management 109
Account Maintenance 117
Payment Processing 121
Chapter 4 Technology 131
Overview 131
Receivables Applications 132
Best Practices 134
Cost versus Benefit 138
Key Points 138
Chapter 5 Organizational Structure 139
Overview 139
Best Practices 141
Key Points 148
Chapter 6 Metrics, Reporting, and Incentives 149
Overview 149
“Reporting-Driven Downward Spiral” 150
Best Practices 152
Incentives 158
Incentives Best Practices 159
Key Points 164
Chapter 7 Acquisition Integrations and ERP Implementations 165
Overview 165
Best Practices 170
Key Points 175
Chapter 8 Outsourcing 177
Overview 177
Best Practices 180
Key Points 185
Chapter 9 Selected Topics 187
Introduction 187
Policy and Procedures 187
Internal Controls 188
Financing of the Receivables Asset 189
Payment Term Changes 192
Appendix Receivables Management Success Stories 193
Index 207
