Ninth part of a 10 part series from the presenters of Finding Cash in Your Business podcast and book. Get Cash in quicker, handle it better and leverage it's power.
‘Collection Skills’- a leading Training Provider & the only one in this part of the world to be listed in the ‘Collections & Credit Risk Magazine’ under ‘Who’s Who in Training’ & ranked TOP on all top search engines.
‘Collection Skills’- as the name says, specializes in conducting Professional Training Programs for the industry in ‘Prevention & Collection of Debt’ and has been regularly doing so for the last 13 years serving customers from a diverse range of industries, with an impressive list of some of the top most names in India, Middle East & SE Asia.
Objective of the Program
a) To ensure participants are equipped with the necessary skills in Collecting/Minimizing the outstanding, while yet keeping the Customer using a very professional approach.
b) To provide a thorough understanding of how bad debt occurs, how to prevent it, and the impact it has on the organization.
c) To ensure that the team is equipped with the skills to manage /control/ monitor Collections on a day- to- day basis.
d) To equip participants with the skills in understanding the behavior pattern of customers (defaulters), in order to ensure that they fine-tune theirs to that of each customer.
Program Outline:
‘Collection Skills’ program on ‘Professional Training Skills for Prevention/Collection of Accounts Receivables/ Debt’, would cover the basics in credit & cash flow management right from how bad debt occurs with methods to prevent the same, through the steps of an effective collection call (both on phone & face to face) with emphasis on the importance of documentation/ reports/ procedures for systematic follow-up; including series of letters and general tips for chasing your money too (by encouraging proactive methods!).
In brief the 4 HOW’s would be covered:
HOW bad debt occurs (everyone needs to understand the impact of this on the organization)
HOW to prevent (prevention is better than cure!)
HOW to collect your money…& finally
HOW to keep your customer!
Improve the performance of debt management lean / six sigma Simon Misiewicz
The document discusses improving debt management processes through lean six sigma principles. It outlines the current credit control and debt management process, identifying issues like wasted time and costs. A future state process is proposed using automation and digital tools to streamline workflows. A project plan is presented to implement the new system, including identifying required technology, changing business processes, and notifying customers of the updated procedures.
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
Creative operations teams expect increased AI use in 2024. Currently, over half of tasks are not AI-enabled, but this is expected to decrease in the coming year. ChatGPT is the most popular AI tool currently. Business leaders are more actively exploring AI benefits than individual contributors. Most respondents do not believe AI will impact workforce size in 2024. However, some inhibitions still exist around AI accuracy and lack of understanding. Creatives primarily want to use AI to save time on mundane tasks and boost productivity.
‘Collection Skills’- a leading Training Provider & the only one in this part of the world to be listed in the ‘Collections & Credit Risk Magazine’ under ‘Who’s Who in Training’ & ranked TOP on all top search engines.
‘Collection Skills’- as the name says, specializes in conducting Professional Training Programs for the industry in ‘Prevention & Collection of Debt’ and has been regularly doing so for the last 13 years serving customers from a diverse range of industries, with an impressive list of some of the top most names in India, Middle East & SE Asia.
Objective of the Program
a) To ensure participants are equipped with the necessary skills in Collecting/Minimizing the outstanding, while yet keeping the Customer using a very professional approach.
b) To provide a thorough understanding of how bad debt occurs, how to prevent it, and the impact it has on the organization.
c) To ensure that the team is equipped with the skills to manage /control/ monitor Collections on a day- to- day basis.
d) To equip participants with the skills in understanding the behavior pattern of customers (defaulters), in order to ensure that they fine-tune theirs to that of each customer.
Program Outline:
‘Collection Skills’ program on ‘Professional Training Skills for Prevention/Collection of Accounts Receivables/ Debt’, would cover the basics in credit & cash flow management right from how bad debt occurs with methods to prevent the same, through the steps of an effective collection call (both on phone & face to face) with emphasis on the importance of documentation/ reports/ procedures for systematic follow-up; including series of letters and general tips for chasing your money too (by encouraging proactive methods!).
In brief the 4 HOW’s would be covered:
HOW bad debt occurs (everyone needs to understand the impact of this on the organization)
HOW to prevent (prevention is better than cure!)
HOW to collect your money…& finally
HOW to keep your customer!
Improve the performance of debt management lean / six sigma Simon Misiewicz
The document discusses improving debt management processes through lean six sigma principles. It outlines the current credit control and debt management process, identifying issues like wasted time and costs. A future state process is proposed using automation and digital tools to streamline workflows. A project plan is presented to implement the new system, including identifying required technology, changing business processes, and notifying customers of the updated procedures.
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
Creative operations teams expect increased AI use in 2024. Currently, over half of tasks are not AI-enabled, but this is expected to decrease in the coming year. ChatGPT is the most popular AI tool currently. Business leaders are more actively exploring AI benefits than individual contributors. Most respondents do not believe AI will impact workforce size in 2024. However, some inhibitions still exist around AI accuracy and lack of understanding. Creatives primarily want to use AI to save time on mundane tasks and boost productivity.
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Unlocking WhatsApp Marketing with HubSpot: Integrating Messaging into Your Ma...Niswey
50 million companies worldwide leverage WhatsApp as a key marketing channel. You may have considered adding it to your marketing mix, or probably already driving impressive conversions with WhatsApp.
But wait. What happens when you fully integrate your WhatsApp campaigns with HubSpot?
That's exactly what we explored in this session.
We take a look at everything that you need to know in order to deploy effective WhatsApp marketing strategies, and integrate it with your buyer journey in HubSpot. From technical requirements to innovative campaign strategies, to advanced campaign reporting - we discuss all that and more, to leverage WhatsApp for maximum impact. Check out more details about the event here https://events.hubspot.com/events/details/hubspot-new-delhi-presents-unlocking-whatsapp-marketing-with-hubspot-integrating-messaging-into-your-marketing-strategy/
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Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women MagazineCIOWomenMagazine
In this article, we will dive into the extraordinary life of Ellen Burstyn, where the curtains rise on a story that's far more attractive than any script.
The Steadfast and Reliable Bull: Taurus Zodiac Signmy Pandit
Explore the steadfast and reliable nature of the Taurus Zodiac Sign. Discover the personality traits, key dates, and horoscope insights that define the determined and practical Taurus, and learn how their grounded nature makes them the anchor of the zodiac.
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NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...BBPMedia1
Nathalie zal delen hoe DEI en ESG een fundamentele rol kunnen spelen in je merkstrategie en je de juiste aansluiting kan creëren met je doelgroep. Door middel van voorbeelden en simpele handvatten toont ze hoe dit in jouw organisatie toegepast kan worden.
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Organizational culture includes values, norms, systems, symbols, language, assumptions, beliefs, and habits that influence employee behaviors and how people interpret those behaviors. It is important because culture can help or hinder a company's success. Some key aspects of Netflix's culture that help it achieve results include hiring smartly so every position has stars, focusing on attitude over just aptitude, and having a strict policy against peacocks, whiners, and jerks.
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
PepsiCo provided a safe harbor statement noting that any forward-looking statements are based on currently available information and are subject to risks and uncertainties. It also provided information on non-GAAP measures and directing readers to its website for disclosure and reconciliation. The document then discussed PepsiCo's business overview, including that it is a global beverage and convenient food company with iconic brands, $91 billion in net revenue in 2023, and nearly $14 billion in core operating profit. It operates through a divisional structure with a focus on local consumers.
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Unlocking WhatsApp Marketing with HubSpot: Integrating Messaging into Your Ma...Niswey
50 million companies worldwide leverage WhatsApp as a key marketing channel. You may have considered adding it to your marketing mix, or probably already driving impressive conversions with WhatsApp.
But wait. What happens when you fully integrate your WhatsApp campaigns with HubSpot?
That's exactly what we explored in this session.
We take a look at everything that you need to know in order to deploy effective WhatsApp marketing strategies, and integrate it with your buyer journey in HubSpot. From technical requirements to innovative campaign strategies, to advanced campaign reporting - we discuss all that and more, to leverage WhatsApp for maximum impact. Check out more details about the event here https://events.hubspot.com/events/details/hubspot-new-delhi-presents-unlocking-whatsapp-marketing-with-hubspot-integrating-messaging-into-your-marketing-strategy/
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Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women MagazineCIOWomenMagazine
In this article, we will dive into the extraordinary life of Ellen Burstyn, where the curtains rise on a story that's far more attractive than any script.
The Steadfast and Reliable Bull: Taurus Zodiac Signmy Pandit
Explore the steadfast and reliable nature of the Taurus Zodiac Sign. Discover the personality traits, key dates, and horoscope insights that define the determined and practical Taurus, and learn how their grounded nature makes them the anchor of the zodiac.
DPBOSS NET SPBOSS SATTA MATKA RESULT KALYAN MATKA GUESSING FREE KALYAN FIX JO...essorprof62
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NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...BBPMedia1
Nathalie zal delen hoe DEI en ESG een fundamentele rol kunnen spelen in je merkstrategie en je de juiste aansluiting kan creëren met je doelgroep. Door middel van voorbeelden en simpele handvatten toont ze hoe dit in jouw organisatie toegepast kan worden.
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Organizational culture includes values, norms, systems, symbols, language, assumptions, beliefs, and habits that influence employee behaviors and how people interpret those behaviors. It is important because culture can help or hinder a company's success. Some key aspects of Netflix's culture that help it achieve results include hiring smartly so every position has stars, focusing on attitude over just aptitude, and having a strict policy against peacocks, whiners, and jerks.
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
PepsiCo provided a safe harbor statement noting that any forward-looking statements are based on currently available information and are subject to risks and uncertainties. It also provided information on non-GAAP measures and directing readers to its website for disclosure and reconciliation. The document then discussed PepsiCo's business overview, including that it is a global beverage and convenient food company with iconic brands, $91 billion in net revenue in 2023, and nearly $14 billion in core operating profit. It operates through a divisional structure with a focus on local consumers.
Content Methodology: A Best Practices Report (Webinar)contently
This document provides an overview of content methodology best practices. It defines content methodology as establishing objectives, KPIs, and a culture of continuous learning and iteration. An effective methodology focuses on connecting with audiences, creating optimal content, and optimizing processes. It also discusses why a methodology is needed due to the competitive landscape, proliferation of channels, and opportunities for improvement. Components of an effective methodology include defining objectives and KPIs, audience analysis, identifying opportunities, and evaluating resources. The document concludes with recommendations around creating a content plan, testing and optimizing content over 90 days.
How to Prepare For a Successful Job Search for 2024Albert Qian
The document provides guidance on preparing a job search for 2024. It discusses the state of the job market, focusing on growth in AI and healthcare but also continued layoffs. It recommends figuring out what you want to do by researching interests and skills, then conducting informational interviews. The job search should involve building a personal brand on LinkedIn, actively applying to jobs, tailoring resumes and interviews, maintaining job hunting as a habit, and continuing self-improvement. Once hired, the document advises setting new goals and keeping skills and networking active in case of future opportunities.
A report by thenetworkone and Kurio.
The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
5 Public speaking tips from TED - Visualized summarySpeakerHub
From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world.
With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively.
The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage.
Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience.
See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers
See the original article on Forbes here:
http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world.
Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance.
For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age.
Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.
The document provides career advice for getting into the tech field, including:
- Doing projects and internships in college to build a portfolio.
- Learning about different roles and technologies through industry research.
- Contributing to open source projects to build experience and network.
- Developing a personal brand through a website and social media presence.
- Networking through events, communities, and finding a mentor.
- Practicing interviews through mock interviews and whiteboarding coding questions.
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
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www.craigscopy.com | Module 9. cash flow formula v1.3
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Finding Cash in your Business
Ways to find cash you didn’t know you had,
and attract cash you didn’t now you needed.
The essential business guide
Module 9
Credit Control
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• Meaning of Audit
• Painting over the cracks
• The Bar Tab
• Record keeping
• Top tip
• Cash collection
• Debtor profile
• Scatter
• Cash collection forecast
• Booking revenue
Learning objectives
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Painting over the cracks
The visit with the Salesman was instigated after the first
invoice had gone unpaid. As we walked up to the door
of their building I had a feeling something was just not
quite right, and it may have been the peeling paint. The
customers company specialised in Exterior Wall Coating
i.e. House painting, offering an expensive but guaranteed
product which, would last 20 Years.
On ringing the doorbell we were ushered up a rickety
staircase to a poorly painted office past the open plan
call centre where the state of the art phone system
provided by our company was looking worse for wear. A
few dubious individuals held our gaze as we were shown
into the manager’s office, on retrospect they may have
been wondering if we would come out alive.
The Manager looked rough and there was a distinct competitive smell of sweat and alcohol in the Office. He used the
best language he knew to colourfully apologise about the bill and explain that the company was experiencing a
temporary cash flow problem and assured us that the situation would be resolved in the next few days.
Call me intuitive but as I looked at the tattoo on his neck that read “cut me here with a dotted line” I just did not believe
him. However, true to his word a few days later the situation had been resolved as he, the company all of our kit
disappeared.
The company had invested thousands of pounds connecting them to the network and supplying them with state of the
art telephone system. Getting rid of the Salesman will not resolve the issue it is just painting over the cracks. The Sales
Sales order process needed to be improved to filter out high-risk customers.
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It is always easier with a bar tab. When you order a drink, or food you just tell the bartender to “put it on my
tab” and it's done. No messing around with cash here! A distinct advantage if you are on holiday by the pool.
Finally asking for the bill after a week by the pool you are faced with the insurmountable task of reconciling
the paperwork, it becomes easier to carry out a random audit.
Make sure the paperwork is good
- questions will be asked
Audit: an evaluation of an organisation’s accounts, typically by an independent body.
The Bar Tab – Give me Credit
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I was once involved in resolving a billing overpayment dispute
identified by a customer, the amount of money involved was
about £1 per transaction, the problem was that there were
around 700,000 transactions. Poor records on both sides
meant that building a customer agreed audit trail took
several months, agreeing the billing overpayment amount
including interest and implementing the billing system
correction several more. Interestingly, where the customer’s
records were considered accurate their estimate of cash
rebate was accepted. The value of good records is priceless;
the total cost incurred in resolving the dispute was probably
double the cost of the overpayment.
Record keeping
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Cash Collection
The customer has the service or product, sales commission has been paid
and ALL that’s left to do is get the cash in from the sale. This module deals
with you customers’ debt and helps you stop it going bad.
In 2002 the regulator allowed BT to reduce it’s exposure to bad debt by
allowed it to credit vet all Telecommunications companies that wished to
interconnect with BT. BT having SMP (Significant Market Power) status is
obliged to meet all reasonable requests for interconnection from other
operators seeking access to its network.
The problem for BT is that interconnect charges are usage based and that
means that telecommunications companies could build up huge bills and
then go bust before BT received any payments.
BT felt that under the Turnbull requirement of the stock exchange combined
code in respect of corporate governance and risk management it would be
in breach if it did not try to protect itself against the serious bad debt risk.
In 2000/2001 three telecommunications operators went into insolvency
creating a bad debt with BT of £200,000; in the latter part of 2002 BT
experienced a bad debt charge of £79m as a result of severe liquidity
problems in the telecommunications media and technology sector.
The Credit Crunch has created a market where debt amongst companies’
customer base is on the increase. Credit vetting customers before accepting
an order provides an early warning system.
Top tip: Set individual Customer Credit limits and sick to them
Business
Aid
Please give in a
timely manner
____
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Debtor Profile
Understanding the current makeup of your debtors is key to developing controls to tackle debt before it goes bad. The Figure below
shows a typical four calendar month debtor age profile. The debtors have been banded together to highlight late payments. The
profile is skewed by a small number of large customer debts, which are more than 90 days overdue, and may develop into bad debt.
If you see this profile you need to congratulate yourself, you have just become the lender of last resort.
Obviously if holidays create short working months this will have an effect on the total cash generated. Holidays create the possibility
of missing customers billing cycles – so remember to send the bill early.
It can be seen that the majority of bills are paid within 60 days.
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Scatter
The Scatter diagram shown below plots the 60-debtor day profile for a month, visually highlighting the amount of cash
that is locked up in overdue bills and the customers who are abusing the payment terms. It would be wise to create
Scatter diagrams for bills overdue in bandings of 30, 60, 90 and 120 days. The Scatter diagram should be used to
prioritise the effort required in debt collection. Always prioritise debt collection by size of debt and not alphabetical
name order.
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Cash Collection Forecast
Once the sales person has achieved the sale the responsibility for
collecting the monies owed falls to the credit control team, where debts
are assessed and prioritised. The credit control team will process a
stream of telephone calls and letters, which escalate the situation until
the bills are paid, or the legal department is required to get involved.
The Figure below displays a typical cash collection forecast the real cash
flows into the business. Businesses who do not manage cash collection
well end up writing of a substantial amount of turnover as bad debt.
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Booking revenue
Let’s say you bought the “Finding Cash in your Business” book for £9
from a salesman and the company invoices you at the end of the
month. £3 of the sale pays the salesman commission and general
expenses and £3 covers the cost of manufacture. So the company has
made £3 of cash from the sale of the book.
Now I know this is hard, but just imagine that you decide not to pay
the £9. Frankly I would be mad, the collections department will try to
pound you into submission with final demand letters but finally as it
would cost too much to send the boys round, and after a couple of
months the accounts department will write of the debt.
In accrual-based accounting £9 will have been booked to revenue, the
salesperson will have been paid their commission and for a few
months and I will be carrying a healthy profit margin.
When the collections department write off and expense the £9, in
cash terms over the last 3 months you have cost me an additional loan
for £6 plus interest. This assumes that you are an isolated case and
that I can get access to the £6 if not the business goes under.
Take note, actual Cash flow cannot be based on accounting revenues,
or on expected receivables based on the working capital cycle, the
only true measure of cash in is held within the credit control function.
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Conclusion
It amazes me how much companies are willing pay in their pursuit of payment defaulters. Companies invest
significant amounts in agencies that offer just the chance that debt recovery may be possible. The real cost of cash
recovery may amount to a significant portion of the original debt, and yet something internal says that it is a crusade
worth completing. Far better to concentrate on managing the sales order process better everything else is just
painting over the cracks.
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Conclusion cont.
Rather than bury your head in the sand there are a few things
that can be done to improve the credit control. They are:
Sales order process
•Credit checking must be completed before any new
customer is signed up for service, and that should be
against the legal entity to which the contract of service is
enacted.
•Set agreed individual customer credit limits
•Your Business should set up an automated process for
monitoring customers’ payment habits so that internal
costs are kept low and payment irregularities can be easily
spotted and investigated.
In-life customers
•For customers who have large outstanding balances it would be good practise to check their current credit
rating regularly to avoid the possibility bad debt.
•Cash collection should be prioritised by size of debt.
•Customers who consistently delay bill payment should be sent their bill a month in advance, this will help to
identify credit risk customers before they amass large debts.
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Quiz 1 of 2
What is an Audit?
1. An evaluation of an
organisations accounts.
2. Something typically
completed by an external
body.
3. An efficiency check.
4. All of the above
Why is it important to keep good
records?
1. In case a dispute breaks out.
2. Records allows you to be
confident of the facts.
3. Good records keeping will
stop errors occurring.
4. Good record keeping allows
ease when transitioning
responsibility.
5. All of the above
What are some ways you can filter
out high risk customers?
1. Visit the premises.
2. Get a credit vet completed.
3. Ask for references.
4. Pay as you go - Get money up
front
5. All of the above
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Quiz 2 of 2
Where can I get a true view of
Cash in flow?
1. The Accounts.
2. Cash Flow forecast.
3. The Credit control.
4. The Bank
1. All of the above
How should you initially prioritise
debt collection?
1. By size of debt.
2. Alphabetically by customer.
3. Length of outstanding debt.
4. Time in the month.
5. All of the above
Why should you try and
understanding the profile of your
debtors?
1. This help to identify poor
paying customers
2. Visibly shows the size of the
cash locked up in debt.
3. Companies who do not treat
bills with absolute respect
may be only interested in
short term trading.
4. Helps to keep on lid on debt.
1. All of the above.
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Finding Cash in your Business
Ways to find cash you didn’t know you had,
and attract cash you didn’t now you needed.
Here’s some other free resources you’ll enjoy.
Podcast: http://itunes.apple.com/us/podcast/finding-cash-in-your-business/id420457227
Blog: http://craigscopy.blogspot.com/
Tweets: http://twitter.com/craigscopy
Here’s the answers to the questions:
4. 5. 5. 1. 5. 3.
To contact the author: craigscopy@gmail.com
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The next chapter provides a quick summary of the Cash Flow Formula.
What next