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Tracking AR KPIs is powerful, but only if they drive action. Numbers alone don’t improve collections….Weekly decisions do.
Strong AR teams review KPIs and immediately connect them to next steps to make improvements on the cash side.
If DSO increases
Review largest past-due balances
Increase follow-up cadence on high-dollar accounts
Check if new customers are paying slower than expected
If Past Due % increases
Focus follow-ups on aging buckets with the biggest growth
Review billing timing and invoice accuracy
Identify customers slipping into late patterns
If CEI drops
Reassess follow-up consistency
Check if disputes are delaying payments
Confirm team accountability for key accounts
If Promise-to-Pay success drops
Tighten follow-up timing after commitments
Escalate sooner when dates are missed
Confirm payment method and approval process
Why weekly action matters
Cash flow doesn’t change monthly. It changes daily and weekly. Small adjustments now prevent large AR problems later for you and your team.
If KPIs exist but action doesn’t follow, reply to this email, message me in the community, or email [email protected]. Execution is where results happen.
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