Are your customers willing and able to pay you?
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