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Reducing debtors

Do you wish to get better outcomes when it comes to payment collections from clients? Then here are some Wize insights for you.

First and most important step – you have to get your sales process right.

Debt collection is a reaction to a bad sales process. Get the sales process right and there should not be a problem with debt collection. In other words, fix the problem and not the symptoms.

Namely, your sales process should be in 3 parts:

  1. Discovery 

Identify clients problems and provide a solution


  1. Proposal 

Send a Proposal of what was suggested with fee and payment terms which could include:

(i) payment upfront before starting.

(ii) Paid half upfront and rest on completion

(iii) Monthly by Direct Debit or

(iv) COD on completion.

Whichever they accept, they should sign a payment form such as Credit Card details or bank details with permission to deduct on agreed terms. If they are not prepared to sign on to any of the above terms, (despite the options provided) alarm bells or red flags should be going off and prevention (do not proceed to production) is better than cure (chasing for your money after incurring labor cost)

  1. Production 

This should not begin until proposal (item 2) has been signed and agreed to.

Get any of the above out of order or miss one step and you will be in trouble (example: debt collection required)

Moving from Discovery (item 1) to Proposal (item 2) quickly will improve efficiency and wasted time.

Those who get more Proposals signed off than others execute the journey from Discovery to Proposal quickly and efficiently. Those who waste too much time in Discovery will be less productive (less Proposals signed off).


P.S. Whenever you’re ready… here are 4 ways we can help you grow your Accounting or Bookkeeping business:

1. Grab a free copy of our book – Accountants 20-Hour Workweek

It’s the blueprint to structure, staff and scale your firm whilst dramatically reducing your work hours. — Click Here

2. Join the Wize WaterCooler and connect with other Accountants who are scaling too

It’s our new Facebook community where business-minded Accountants and Bookkeepers learn to build a firm that runs without them. — Click Here

3. Join our new WizePulse Implementation Program

We’re putting together a new mentoring case study group this month. If you’d like to get the plan, tools and advice from the Wize Mentors to scale your firm… just send us a message with the word “Pulse” – Click Here

4. Work with the Wize Guys privately

If you’d like to work directly with the Wize Mentor team to take you from stuck to scale…just send us a message with the word “Growth”… tell us a little about your firm and what you’d like help with, and we’ll get you all the details! – Click Here