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Strong collections don’t happen by working harder. They happen by working in a structured way.
Many businesses follow up when invoices “feel old” or only when they notice that cash gets tight. That creates inconsistent results and unpredictable cash flow. You also aren’t setting a precedence for your customers about your expectations.
A real collections strategy removes guessing.
Start with clear collection tiers
Current: Confirm receipt and expectations
Early past due: Increase follow-up frequency
30+ days past due: Escalate contact and urgency
60+ days past due: Shift to resolution and decision mode
Define follow-up cadence
Scheduled emails and calls, not random outreach
Same tone and message across your team
Documented notes on every customer interaction
Give your team structure
Who owns each account
When escalation happens
When leadership gets involved
When credit terms change or work pauses
Why structure improves cash
Consistency trains customers how seriously you treat receivables. When expectations are predictable, payments usually are too.
February is about receivables that convert to cash. Strategy beats effort every time.
If collections feel inconsistent or reactive, reply to this email, message me in the community, or email [email protected]. Structure is one of the fastest ways to improve collections results.
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