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CFO Tech Outlook | Friday, September 11, 2020
Financial research was conducted to better understand the order to cash cycle.
FREMONT, CA: In the research, they discovered the most common challenges faced by the collection departments and impacting the order to cash cycle. When 80 percent of revenue is collected from only 20 percent of customers, it is a known fact that there is an issue with managing the order to cash cycle. Imagine how much additional revenue firms can gain by opening up the other 80 percent of cash flow from their existing customers.
Here are four main challenges faced by the accounts receivable department.
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[vendor_logo_first]High Transaction Volumes
As a company grows quickly and expands into new markets by making acquisitions or by organic sales growth, it is generally a great thing. However, for the collections department, this results in chaos. When the invoice volume grows, departments are usually striving to find ways to do more with less.
See Also: CFO Tech Outlook | Top Account Receivable Company
Inconsistent Credit Assessments
At times, when a department does not have any set roles assigned or no documented processes, credit extended to customers might seem haphazard. Some of the signs are that many customers are on credit hold or that credit limits sometimes become overly strict. When the customers are denied the chance to purchase more because of a lack of transparency in the credit department, a business loses out on the possibility of additional cash flow.
Erratic Collection Efforts
In the absence of the proper processes in place, each collector usually does their own thing. They set up personal goals rather than trying to reach the corporate goals. Some collectors may have their script down and work well for them, whereas others might struggle. With such altering methods, collection results end up erratic as well.
Not Enough Collection Activity
Because of time constraints put on collectors due to the mass amounts of tasks they need to complete in just the short time of a day, the processes tend to be reactive as opposed to being proactive. Not enough collection activity doesn’t mean to say collection representatives are not busy, but rather that the tasks being completed aren’t adding as much value as they could. Since there is so much work to get done, between pulling reports on how far past due customers are and trying to process the invoices, there’s barely enough time to call customers – the most critical task.
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