A successful B2B company was growing steadily, but outstanding receivables were growing too. The finance team lacked the capacity to manage follow-ups consistently.
Challenge
A successful B2B company was growing steadily and attracting new customers. However, alongside revenue growth, outstanding receivables were increasing as well. The finance team was focused on strategic priorities and lacked the capacity to consistently manage payment reminders, follow-ups, and account monitoring. Over time, the growing volume of overdue invoices began to impact cash flow visibility and operational planning.
What We Found
We conducted a review of the collections process and identified a key issue. Most delayed payments were not the result of disputes or unwillingness to pay. They were caused by inconsistent follow-up processes and a lack of structured communication: no one was consistently tracking open invoices or following up at the right intervals.
Solution
We implemented a dedicated collections support framework. Our team managed payment reminders, customer communication, follow-ups, account tracking, and documentation of all interactions. Every outstanding invoice became visible, monitored, and actively managed.
Key Outcomes
Within a few months, overdue receivables dropped by around 35%, Days Sales Outstanding (DSO) improved from 52 to 34 days, and the finance team was freed up by roughly 20 hours per month. Sustainable growth requires more than generating revenue. It requires effective control of cash flow.
Key Outcomes
Overdue receivables down about 35%
DSO improved from 52 to 34 days
Finance team freed up ~20 hours/month