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
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
Tabela de Conteúdo
Preface ixChapter 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
Sobre o autor
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.
Língua Inglês ● Formato PDF ● Páginas 224 ● ISBN 9780471741916 ● Tamanho do arquivo 0.7 MB ● Editora John Wiley & Sons ● Publicado 2006 ● Edição 1 ● Carregável 24 meses ● Moeda EUR ● ID 2329270 ● Proteção contra cópia Adobe DRM
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