{"product_id":"accounts-receivable-management-best-practices-isbn-9780471716549","title":"Accounts Receivable Management Best Practices","description":"\u003cb\u003ePraise for \u003ci\u003eAccounts Receivable Management Best Practices\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"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.\"\u003cbr\u003e —Michael E. Beaulieu, Senior Vice President, Finance Cardinal Health\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —David Schmidt, Principal, A2 Resources Coauthor of \u003ci\u003ePower Collecting: Automation for Effective Asset Management\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Bruce C. Lynn, Managing Director The Financial Executives Consulting Group, LLC\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Stephen L. Watts, Manager, Global Receivables (retired) General Electric Medical Systems\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Steve Kozack, Credit Manager Lennox Hearth Products\u003c\/p\u003e \u003cp\u003e\"Written by an author who has been in the trenches and cites actual examples. This is not written in theory, but from practice.\"\u003cbr\u003e —Milt Dardis, Collection Consultant Dardis \u0026amp; Associates\u003c\/p\u003e \u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Introduction 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Is Receivables Management Important? 1\u003c\/p\u003e \u003cp\u003eIf It Was Easy, Everyone Would Do It (Well) 2\u003c\/p\u003e \u003cp\u003eInfluences Outside the Control of the Responsible Manager 5\u003c\/p\u003e \u003cp\u003eConflicting Priorities 6\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Receivables Antecedents 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuotation 10\u003c\/p\u003e \u003cp\u003eContract Administration 12\u003c\/p\u003e \u003cp\u003ePricing Administration 16\u003c\/p\u003e \u003cp\u003eCredit Controls 20\u003c\/p\u003e \u003cp\u003eOrder Processing 38\u003c\/p\u003e \u003cp\u003eInvoicing 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Receivables Asset Management 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 53\u003c\/p\u003e \u003cp\u003ePortfolio Strategy 54\u003c\/p\u003e \u003cp\u003eCollection Process 66\u003c\/p\u003e \u003cp\u003eSpecial Collection Efforts 83\u003c\/p\u003e \u003cp\u003eDeductions Processing 92\u003c\/p\u003e \u003cp\u003eLate Payment Fees and Prompt Payment Discounts 103\u003c\/p\u003e \u003cp\u003eDispute Management 109\u003c\/p\u003e \u003cp\u003eAccount Maintenance 117\u003c\/p\u003e \u003cp\u003ePayment Processing 121\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Technology 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOverview 131\u003c\/p\u003e \u003cp\u003eReceivables Applications 132\u003c\/p\u003e \u003cp\u003eBest Practices 134\u003c\/p\u003e \u003cp\u003eCost versus Benefit 138\u003c\/p\u003e \u003cp\u003eKey Points 138\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Organizational Structure 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOverview 139\u003c\/p\u003e \u003cp\u003eBest Practices 141\u003c\/p\u003e \u003cp\u003eKey Points 148\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Metrics, Reporting, and Incentives 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOverview 149\u003c\/p\u003e \u003cp\u003e“Reporting-Driven Downward Spiral” 150\u003c\/p\u003e \u003cp\u003eBest Practices 152\u003c\/p\u003e \u003cp\u003eIncentives 158\u003c\/p\u003e \u003cp\u003eIncentives Best Practices 159\u003c\/p\u003e \u003cp\u003eKey Points 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Acquisition Integrations and ERP Implementations 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOverview 165\u003c\/p\u003e \u003cp\u003eBest Practices 170\u003c\/p\u003e \u003cp\u003eKey Points 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Outsourcing 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOverview 177\u003c\/p\u003e \u003cp\u003eBest Practices 180\u003c\/p\u003e \u003cp\u003eKey Points 185\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Selected Topics 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 187\u003c\/p\u003e \u003cp\u003ePolicy and Procedures 187\u003c\/p\u003e \u003cp\u003eInternal Controls 188\u003c\/p\u003e \u003cp\u003eFinancing of the Receivables Asset 189\u003c\/p\u003e \u003cp\u003ePayment Term Changes 192\u003c\/p\u003e \u003cp\u003eAppendix Receivables Management Success Stories 193\u003c\/p\u003e \u003cp\u003eIndex 207\u003c\/p\u003e “…a useful, informative, enlightening and easy-to-read book.” (\u003ci\u003eAccounting Technician\u003c\/i\u003e, February 2006) JOHN G. SALEK is the National Leader of the Receivables Cycle Management Practice of Parson Consulting, a large financial consulting firm with offices throughout the United States and United Kingdom. He is a veteran financial professional with proven performance in receivables cycle management, including order and contract processing, billing, dispute management, credit control, collections, and cash application. He has worked in a broad range of industries, including healthcare, publishing, leasing, distribution, and software. He has contributed white papers and articles to Credit Today and Parson Consulting's newsletter, Knowledge@Work, and has been quoted in the Wall Street Journal, Business Finance, and Modern Healthcare.   In today's global marketplace, competitive pressure and industry practice mandate that products and services be sold on a credit vs. cash-on-delivery basis. This practice often produces a receivables asset that is one of the largest tangible assets on a company's balance sheet. Surprisingly, management of this multimillion-dollar (and sometimes multibillion-dollar) asset rarely receives much senior-management attention, except when a serious problem develops. Accounts Receivable Management Best Practices examines the importance of managing accounts receivables and provides proven, field-tested principles for achieving such measurable benefits as increased cash flow, higher margins, and a reduction in bad debt loss.  \u003cp\u003eAuthor John G. Salek is a veteran financial professional with a successful track record in receivables. Here, he addresses the best practices he has developed, refined, and improved on over a period of sixteen years, while working with more than one hundred companies in a wide range of industries to generate tangible, measurable improvements in the management of customer receivables. Examples, illustrations, anecdotes, and case studies throughout the book illustrate real-world problems and the solutions that inevitably drive measurable results.\u003c\/p\u003e \u003cp\u003eDesigned for all managers who are either directly responsible for managing the receivables asset—such as directors of customer financial services and credit managers—or indirectly responsible—such as controllers, treasurers, and CFOs—Accounts Receivable Management Best Practices:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eShows how to maximize the effectiveness of an accounts receivable management system\u003c\/li\u003e \u003cli\u003eIllustrates the key benefits that can be achieved through implementation of best practices detailed in the book\u003c\/li\u003e \u003cli\u003eProvides real-world examples to illustrate key concepts covered\u003c\/li\u003e \u003cli\u003eOutlines best practices with a proven track record across a variety of industries—within U.S., multinational, and foreign companies—with customers in both private and public sectors\u003c\/li\u003e \u003cli\u003eIncludes discussion of policy and procedures best practices to ensure compliance with Sarbanes-Oxley\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe time to improve management of this critical asset is now, before interest rates rise further. Accounts Receivable Management Best Practices enables readers to better understand how to manage this important asset while learning the practical techniques that can be implemented immediately to drive improvement.\u003c\/p\u003e  \u003cb\u003ePraise for \u003ci\u003eAccounts Receivable Management Best Practices\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"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.\"\u003cbr\u003e —Michael E. Beaulieu, Senior Vice President, Finance Cardinal Health\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —David Schmidt, Principal, A2 Resources Coauthor of Power Collecting: Automation for Effective Asset Management\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Bruce C. Lynn, Managing Director The Financial Executives Consulting Group, LLC\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Stephen L. Watts, Manager, Global Receivables (retired) General Electric Medical Systems\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Steve Kozack, Credit Manager Lennox Hearth Products\u003c\/p\u003e \u003cp\u003e\"Written by an author who has been in the trenches and cites actual examples. This is not written in theory, but from practice.\"\u003cbr\u003e —Milt Dardis, Collection Consultant Dardis \u0026amp; Associates\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988654866661,"sku":"NP9780471716549","price":115.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471716549.jpg?v=1761781136","url":"https:\/\/k12savings.com\/products\/accounts-receivable-management-best-practices-isbn-9780471716549","provider":"K12savings","version":"1.0","type":"link"}