It's a job that no one really wants to do. But it helps to know who is best suited to be the debt collector. Debt collectors are pragmatic, persuasive, persistent, and even tempered. Obviously, not everyone is suited to this demanding task. You need to have a debt collecting hierarchy and policy. The big guns won't have to be called in unless early attempts at collection are ignored. The first step should begin with an AE, and is not a collection call at all!

AEs follow up with clients shortly after Invoices are sent. Ask if an invoice was received, if everything seems in order, and if there are questions. This call sets the tone for collecting money ASAP. It lets clients know you're concerned that they understand what they're being billed for and that there is an outstanding invoice you're interested in receiving payment for. The true collections part begins gently, and assumes an invoice has simply been overlooked or lost after an AE's call. So follow up with the:

Accounting department sending statements if invoices aren't paid within your terms. Statements recap what's outstanding, and also include an aging which shows aging period balances. Your accounting department can call a client's accounting department for an even stronger stance. Statements and phone calls give clients a chance to save face before:

Collection calls are made by a controller, office manager, or owner. Once the debt collector is chosen, the accounting department regularly notifies this person if an account goes into arrears. Calls to clients need to secure either payment information or reasons why payment is not imminent. If needed, a payment plan is worked out with a client. Based on your policy, work in progress for a client may be put on hold. Last, a decision needs to be made regarding your future relationship with a delinquent client.