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"An excellent reference tool on how to manage the accounts receivable process for any company. The use of real-life examples makes the concepts easy to understand. I recommend the book to anyone who wants to improve cash flow and reduce bad debt loss."
-Michael E. Beaulieu, Senior Vice President, Finance Cardinal Health
"Rather than simply explaining how to get the greatest return from an investment in accounts receivable, John G. Salek reveals how companies shoot themselves in the foot when management sets policies and procedures without consideration of the impact on cash flow. Accounts Receivable Management Best Practices isn't just for credit and collection professionals who often spend more time cleaning up process errors and other corporate 'garbage,' instead of managing risk. It should be required reading for C-level executives, the sales staff, operations managers, and anybody else whose job impacts the order-to-cash cycle."
-David Schmidt, Principal, A2 Resources Coauthor of Power Collecting: Automation for Effective Asset Management
"Enhancing a company's competitive profile is all about giving enough customers the right product, at the right price, at the right time. This author's real-world approach to accomplishing this goal through the prism of receivables management makes this book a must-read for those companies looking to make their mark as an organization that cares about its customers as well as their own need to produce financial results."
-Bruce C. Lynn, Managing Director The Financial Executives Consulting Group, LLC
"I have worked with John Salek since 1992, both as his client and as a project manager working with his organization. His knowledge of receivables management . . . the technology, the processes, and the formula for success . . . are unsurpassed in the field."
-Stephen L. Watts, Manager, Global Receivables (retired) General Electric Medical Systems
"Mr. Salek has written a masterpiece on the intricacies and management of the accounts receivable portfolio. I would recommend this book to CFOs, controllers, treasurers, credit managers, and small business owners."
-Steve Kozack, Credit Manager Lennox Hearth Products
"Written by an author who has been in the trenches and cites actual examples. This is not written in theory, but from practice."
-Milt Dardis, Collection Consultant Dardis & Associates
"An excellent reference tool on how to manage the accounts receivable process for any company. The use of real-life examples makes the concepts easy to understand. I recommend the book to anyone who wants to improve cash flow and reduce bad debt loss."
-Michael E. Beaulieu, Senior Vice President, Finance Cardinal Health
"Rather than simply explaining how to get the greatest return from an investment in accounts receivable, John G. Salek reveals how companies shoot themselves in the foot when management sets policies and procedures without consideration of the impact on cash flow. Accounts Receivable Management Best Practices isn't just for credit and collection professionals who often spend more time cleaning up process errors and other corporate 'garbage,' instead of managing risk. It should be required reading for C-level executives, the sales staff, operations managers, and anybody else whose job impacts the order-to-cash cycle."
-David Schmidt, Principal, A2 Resources Coauthor of Power Collecting: Automation for Effective Asset Management
"Enhancing a company's competitive profile is all about giving enough customers the right product, at the right price, at the right time. This author's real-world approach to accomplishing this goal through the prism of receivables management makes this book a must-read for those companies looking to make their mark as an organization that cares about its customers as well as their own need to produce financial results."
-Bruce C. Lynn, Managing Director The Financial Executives Consulting Group, LLC
"I have worked with John Salek since 1992, both as his client and as a project manager working with his organization. His knowledge of receivables management . . . the technology, the processes, and the formula for success . . . are unsurpassed in the field."
-Stephen L. Watts, Manager, Global Receivables (retired) General Electric Medical Systems
"Mr. Salek has written a masterpiece on the intricacies and management of the accounts receivable portfolio. I would recommend this book to CFOs, controllers, treasurers, credit managers, and small business owners."
-Steve Kozack, Credit Manager Lennox Hearth Products
"Written by an author who has been in the trenches and cites actual examples. This is not written in theory, but from practice."
-Milt Dardis, Collection Consultant Dardis & Associates
Preface ix
Chapter 1 Introduction 1
Why Is Receivables Management Important? 1
If It Was Easy, Everyone Would Do It (Well) 2
Influences Outside the Control of the Responsible Manager 5
Conflicting Priorities 6
Chapter 2 Receivables Antecedents 9
Quotation 10
Contract Administration 12
Pricing Administration 16
Credit Controls 20
Order Processing 38
Invoicing 40
Chapter 3 Receivables Asset Management 53
Introduction 53
Portfolio Strategy 54
Collection Process 66
Special Collection Efforts 83
Deductions Processing 92
Late Payment Fees and Prompt Payment Discounts 103
Dispute Management 109
Account Maintenance 117
Payment Processing 121
Chapter 4 Technology 131
Overview 131
Receivables Applications 132
Best Practices 134
Cost versus Benefit 138
Key Points 138
Chapter 5 Organizational Structure 139
Overview 139
Best Practices 141
Key Points 148
Chapter 6 Metrics, Reporting, and Incentives 149
Overview 149
"Reporting-Driven Downward Spiral" 150
Best Practices 152
Incentives 158
Incentives Best Practices 159
Key Points 164
Chapter 7 Acquisition Integrations and ERP Implementations 165
Overview 165
Best Practices 170
Key Points 175
Chapter 8 Outsourcing 177
Overview 177
Best Practices 180
Key Points 185
Chapter 9 Selected Topics 187
Introduction 187
Policy and Procedures 187
Internal Controls 188
Financing of the Receivables Asset 189
Payment Term Changes 192
Appendix Receivables Management Success Stories 193
Index 207
| Erscheinungsjahr: | 2005 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 224 S. |
| ISBN-13: | 9780471716549 |
| ISBN-10: | 0471716545 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Salek, John G |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 235 x 157 x 17 mm |
| Von/Mit: | John G Salek |
| Erscheinungsdatum: | 01.07.2005 |
| Gewicht: | 0,487 kg |
Preface ix
Chapter 1 Introduction 1
Why Is Receivables Management Important? 1
If It Was Easy, Everyone Would Do It (Well) 2
Influences Outside the Control of the Responsible Manager 5
Conflicting Priorities 6
Chapter 2 Receivables Antecedents 9
Quotation 10
Contract Administration 12
Pricing Administration 16
Credit Controls 20
Order Processing 38
Invoicing 40
Chapter 3 Receivables Asset Management 53
Introduction 53
Portfolio Strategy 54
Collection Process 66
Special Collection Efforts 83
Deductions Processing 92
Late Payment Fees and Prompt Payment Discounts 103
Dispute Management 109
Account Maintenance 117
Payment Processing 121
Chapter 4 Technology 131
Overview 131
Receivables Applications 132
Best Practices 134
Cost versus Benefit 138
Key Points 138
Chapter 5 Organizational Structure 139
Overview 139
Best Practices 141
Key Points 148
Chapter 6 Metrics, Reporting, and Incentives 149
Overview 149
"Reporting-Driven Downward Spiral" 150
Best Practices 152
Incentives 158
Incentives Best Practices 159
Key Points 164
Chapter 7 Acquisition Integrations and ERP Implementations 165
Overview 165
Best Practices 170
Key Points 175
Chapter 8 Outsourcing 177
Overview 177
Best Practices 180
Key Points 185
Chapter 9 Selected Topics 187
Introduction 187
Policy and Procedures 187
Internal Controls 188
Financing of the Receivables Asset 189
Payment Term Changes 192
Appendix Receivables Management Success Stories 193
Index 207
| Erscheinungsjahr: | 2005 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 224 S. |
| ISBN-13: | 9780471716549 |
| ISBN-10: | 0471716545 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Salek, John G |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 235 x 157 x 17 mm |
| Von/Mit: | John G Salek |
| Erscheinungsdatum: | 01.07.2005 |
| Gewicht: | 0,487 kg |
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