Credit and claims management In practice for cross-border transactions within the EU

The European Union (EU) is one of the largest markets worldwide where small and medium-sized enterprises (SMEs) can find many opportunities. However, sometimes small businesses baulk at cross-border operations for various reasons. One of the biggest obstacles for many entrepreneurs is not knowing whether a customer in another EU Member State will pay bills on time or how best to proceed in the event that this occurs and default of payment results. Introduction 2

Objectives. by describing measures that an entrepreneur can take, from the point of submitting a quotation up to the point of recovering unpaid amounts ; by describing measures available to an entrepreneur should an actual case of bad debt come about Support SMEs and future and/or young entrepreneurs in managing credit and eventually enforce cross-border claims 3

Importance of cash and credit management Principles of cash flow management What should cash and credit management include 1. Defining the company’s cash and credit management 4

Importance of cash and credit management Customers going into financial difficulty and thus being unable to pay invoices can push a business over the edge. Cash generated by a business needs to be monitored, controlled and efficiently used. Necessary to DEFINE and IMPLEMENT cash and credit management, which should cover THE ENTIRE BUSINESS CYCLE.

Principles of cash flow management Cash and credit management, as important as sales and marketing. Cash is never given. In cash and credit management, time is of essence.

Cash and credit management should… Pre-contractual issues Establish a CREDIT NORM credit check rate customers Contractual terms Establish CREDIT CONDITIONS payment in advance payment by installments payment on delivery... Collection policy Be ACCURATE when invoicing TRACK due amounts Establish COLLECTION PRACTICES within a TIMELINE