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One of the fastest ways to improve collections is simple: stop treating every customer the same. Now hear me out in what I mean…
Customers pay differently. Some pay early. Some pay on time. Some always push limits. Managing them with the same follow-up approach slows cash and wastes effort.
Smart receivables teams segment customers by payment behavior.
Simple customer segments to track
Always pay on time or early
Usually pay on time but need reminders
Frequently pay late
Chronically past due or high risk
Why segmentation improves cash
Follow-ups become targeted, not scattered
High-risk accounts get earlier attention
Reliable customers stay low effort
Cash forecasts become more accurate
Adjust your approach by segment
Early payers: maintain simple reminders
Occasional late payers: confirm payment timing
Habitual late payers: proactive follow-up before due dates
High-risk accounts: tighter terms or deposits
If all customers are getting the same treatment today, reply to this email, message me in the community, or email [email protected].
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