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Position: Do not treat every debtor the same

2021/04/26 18:41 (GMT)

What we often observe:

In internal receivables management, considerable importance is usually attached to tailoring the dunning procedure to the debtor. In the case of a top customer, the managing director is often consulted several times before a sharply worded reminder is sent. However, as soon as receivables are handed over to debt collection, this sensible differentiation ends. There, an important customer of the creditor goes through the same process as a less important customer of the creditor.

Why this is problematic:

Even your important business customers can get into payment difficulties or change their payment behaviour. Then tact is required. As a successful debt collection agency, you should not only realise the outstanding debt quickly, but also keep an eye on the creditor's important customer relationships.The collection procedure should be individually adapted to this. Your customers will thank you in the long run.

What you can do:

Step 1: Check whether your internal dunning system differentiates according to customer importance. To what extent do you deal differently with important customers than with less important ones? How flexible are your processes with regard to possible indications, such as changes in payment behaviour or payment difficulties with other invoices?

Step 2: Make sure your debt collection service provider makes relevant distinctions. With Germania Inkasso, legal dunning proceedings are only initiated with many debtors in consultation with the creditor. This avoids unnecessary costs and a lot of hassle for both sides.This is how we can help you:Due to our specialisation in B2B, we know how important it is to treat certain debtors in a differentiated manner. We adapt our approach accordingly.

We will be happy to advise you on ways to make your receivables management processes even more individual and customer-friendly.