Accounting Needs To Know: How To Manage Receivables Well

< p > I believe every boss has experienced the pain of "selling things away, but money can not get back".

A customer told me that his company had one hundred million of the arrears and could not get back to business. He could not sleep normally for more than a month, and finally had the idea of committing suicide.

Another customer told me that his company was doing well, with a profit of 15 million, but when he showed me the real financial statements of the company, I was startled that most of his profits were due to customers' debts and had not yet been put into his wallet.

How much profit he has is a hard thing to say because many of his clients have already owed more than half a year.

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At the time of P > 12~13, the problem of receivables is much larger than it is now.

I remember that the question you asked most frequently in the end of each course was how to recover the arrears.

After so many years of study, most enterprises have solved this problem better.

However, as the economic situation of the past two years has become worse, the problem of receivables has begun to increase.

According to the survey report on the operation of SMEs in China in 2013, the profitability of SMEs has declined to a certain extent in 2012.

The reasons for the decline of enterprises' a href= "//www.sjfzxm.com/news/index_c.asp" > profitability < /a > are the rise in wages and benefits in the first place (67%), the increase in raw material prices in second place (43%) and the third customers in arrears (37%).

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< p > the first two questions have been concerned since last year.

Although these two problems are still the biggest obstacle to corporate profitability, their relative importance has declined compared with 2011.

On the contrary, the problem of receivables is the fastest rising problem, and it is also the reason why "receivables management" is the topic of this issue.

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< p > < strong > how to deal with the problem of receivables? < /strong > < /p >

When p is not paid back, our immediate response is to "manage" our customers.

I believe every boss has the tricks of collecting debts like this, and knows how to get his own money from his customers.

A customer gave me a vivid account of his "drinking and debt collecting" story: the customer owed him 10 million, but the condition for the customer to give money was that he drank a bottle of liquor to give him 1 million.

For the sake of the company's survival, he drank without hesitation.

After finishing third bottles, he was unconscious.

Out of his guilt, the customer gave him 10 million of the total debts in second days.

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< p > the boss is directly responsible for managing customers directly, but what the boss should do is to manage the employees in the company and receivables well.

Most of the customers' arrears are not customer problems, but rather the company's failure to manage its own sales and financial staff.

Salesmen are naturally inclined to increase sales at any cost. If the boss does not manage them, the consequence is that the sales are booming. In fact, there are many problems. Many of the arrears are found only after the salesmen leave the company.

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< p > bosses directly manage customers and manage employees, though sometimes they can solve the urgent needs of enterprises, what employers should do is to correspond to the "rationale" of receivables management, and to sort out the collection and control system and process.

The first aspect of this combing is aimed at customers, such as customer credit rating, customer account period, customer payment process management, and so on. The second aspect is to sort out the responsibilities, processes and systems of the business personnel and < a href= "http://fz.sjfzxm.com/" > Finance < /a >.

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< p > the logic of receivables management is the same as the logic of other things.

"Management" is a direct and effective method, but usually it can not be sustained.

"Reason" is a time-consuming and troublesome practice, but if you don't do it, you can't escape from being in the "firefighting" state.

Management and management is ultimately "management" + "rationale", which is also applicable to receivables management.

The dimension of "management" and "rationale" is "employee" and "customer".

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< p > only do well < /p >.

< p > 1. staff's "/p".

< p > 2. employees' "/p".

< p > 3. customer's "/p".

< p > 4. customer's "/p".

< p > these four things, enterprises can effectively manage the < a href= "http://pop.sjfzxm.com/popimg/fz/index.aspx" > receivables < /a > management.

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< p > if you do well the four things of "management" and "rationale" and "management" and "rationale" of customers, there will be no more problems in receivables, which is the logic of receivables management.

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