John G. Salek 
Accounts Receivable Management Best Practices 

Praise for Accounts Receivable Management Best
Practices

‘An excellent reference tool on how to manage the accounts
receivable process for any company. The use of real-life examples
makes the concepts easy to understand. I recommend the book to
anyone who wants to improve cash flow and reduce bad debt
loss.’

–Michael E. Beaulieu, Senior Vice President, Finance Cardinal
Health

‘Rather than simply explaining how to get the greatest return
from an investment in accounts receivable, John G. Salek reveals
how companies shoot themselves in the foot when management sets
policies and procedures without consideration of the impact on cash
flow. Accounts Receivable Management Best Practices isn’t just for
credit and collection professionals who often spend more time
cleaning up process errors and other corporate ‘garbage, ‘ instead
of managing risk. It should be required reading for C-level
executives, the sales staff, operations managers, and anybody else
whose job impacts the order-to-cash cycle.’

–David Schmidt, Principal, A2 Resources Coauthor of Power
Collecting: Automation for Effective Asset Management

‘Enhancing a company’s competitive profile is all about giving
enough customers the right product, at the right price, at the
right time. This author’s real-world approach to accomplishing this
goal through the prism of receivables management makes this book a
must-read for those companies looking to make their mark as an
organization that cares about its customers as well as their own
need to produce financial results.’

–Bruce C. Lynn, Managing Director The Financial Executives
Consulting Group, LLC

‘I have worked with John Salek since 1992, both as his client
and as a project manager working with his organization. His
knowledge of receivables management . . . the technology, the
processes, and the formula for success . . . are unsurpassed in the
field.’

–Stephen L. Watts, Manager, Global Receivables (retired)
General Electric Medical Systems

‘Mr. Salek has written a masterpiece on the intricacies and
management of the accounts receivable portfolio. I would recommend
this book to CFOs, controllers, treasurers, credit managers, and
small business owners.’

–Steve Kozack, Credit Manager Lennox Hearth Products

‘Written by an author who has been in the trenches and cites
actual examples. This is not written in theory, but from
practice.’

–Milt Dardis, Collection Consultant Dardis &
Associates

Table of Content

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

About the author

JOHN G. SALEK is the National Leader of the Receivables Cycle Management Practice of Parson Consulting, a large financial consulting firm with offices throughout the United States and United Kingdom. He is a veteran financial professional with proven performance in receivables cycle management, including order and contract processing, billing, dispute management, credit control, collections, and cash application. He has worked in a broad range of industries, including healthcare, publishing, leasing, distribution, and software. He has contributed white papers and articles to Credit Today and Parson Consulting’s newsletter, Knowledge@Work, and has been quoted in the Wall Street Journal, Business Finance, and Modern Healthcare.