Getting paid or not! Trevor Grimshaw et2 Services

Small = Weak Vulnerable to each income stream No credit control function No debtor management function Little or no leverage Can’t afford major litigation et2 Services

The client Size Type Location Speed of payment Security of payment et2 Services

Preparation Specification Agree terms Draw up your own standard terms Delivery Payment Draw up your own standard terms Whose terms? Be firm – but realistic Monitor et2 Services

Profit or cash flow? Profit Cash flow Plan and Monitor Expenditure Income – Expenditure (Annual) Cash flow Income - Expenditure (Incremental) Plan and Monitor Expenditure Goods and services Travel Accommodation et2 Services

What can be done? Stage payments Goods on delivery Direct payments Client’s services Factoring Stand your ground Late payment law et2 Services

Can’t/won’t pay Big difference Can’t pay Won’t pay Cut losses and run Dialog Threats Withhold Court et2 Services

Signs of trouble Change of bank Change of conditions Slowing of payments Additional checks More information Lost invoices/correspondence Change of contact Excuses, evasions, etc et2 Services

When it all goes wrong Insolvency proceedings Small claims Litigation Publicity et2 Services

The team situation Who pays them? Who takes the risk? Who controls expenditure? et2 Services

International perspectives Currency Language Law Prejudice et2 Services

Conclusions Preparation Monitor Limit exposure Dialog Threat Action Stop Withhold Court Publicity et2 Services

Thank you et2 Services