Staff and customers rarely have the same, clear understanding of the details of a deal. If you ask three different people in your organization what is expected from the customer on the due date, you might get three different answers!

If your sales force is tasked only to drive product sales and margin, you could be missing out. The sales team also has a crucial role to play in improving company cash flow.

Invoices are rarely produced as quickly as they should be, even in the most successful companies. But understanding the reasons behind the delays will help you to speed up payments and improve cash flow.

What are the relative advantages of keeping collection local compared with Shared Service Centres (SSC) and with Outsourcing collection to a third party? If reducing DSO is your main priority then your decision should be taking you towards achieving leading practice collection.