Did you ever wonder where all your cash goes? The usual suspects are payroll, product and service expenditures, overhead expenses and computer / website costs. Sales and marketing expenses are seen as necessary and accepted but may not be generating enough value. For many privately owned and family businesses the culprits are often subtle. Are your “best” customers slowing down their payments? Are they finding reasons to delay routine payments? Are you having more returns th

During a recent engagement I interviewed a group of the Client’s key customers regarding their willingness and ability to pay. They all agreed that the product had been delivered, they had successfully used it for the intended purpose and the invoice was properly submitted and due. I probed deeper in an attempt to understand why they had not paid. Other suppliers had been paid, there were no significant problems with the product, and they intended to purchase again. So, what