Збережено в:
| Автор: | |
|---|---|
| Формат: | Recurso digital |
| Мова: | Англійська |
| Опубліковано: |
Zenodo
2026
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| Предмети: | |
| Онлайн доступ: | https://doi.org/10.5281/zenodo.20124775 |
| Теги: |
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Зміст:
- A short, fast-running diagnostic companion to the Operator Playbooks volume on AR recovery. The weekly tools detect drift; the quarterly tools recalibrate the structure; the frameworks here pull off the shelf the moment a specific receivables trigger fires. A six-question diagnostic intake routes the reader to the right framework based on which trigger has fired. The three tools, each designed for one specific trigger: **Top Customer Past-Due Credit Request.** Run when a top customer with 120-day-or-greater past-due balance requests additional credit. Reconstructs the existing exposure, computes the cost of escalation, and produces a structured response with conditional credit options. Two worked examples: a B2B distributor managing a long-tenured customer, and an engineering services firm managing a project-based client. **Invoice Dispute Resolution.** Run when a customer disputes an invoice 60 days after delivery, and the dispute amount is material to the period. Reconstructs the documentary trail, separates legitimate from tactical disputes, and produces a structured resolution with cumulative aging implications. Two worked examples: a product delivery operator handling a goods dispute, and a Surabaya cleaning services firm handling a services-contract dispute. **New Big-Ticket Customer Net-90 Request.** Run when a new big-ticket customer requests net-90 payment terms on a first order. Computes the working capital impact, models the customer credit risk, and produces a structured counter-offer that protects cash without losing the relationship. Two worked examples: a building materials distributor evaluating a contractor's order, and a Jakarta professional training and consulting firm evaluating a corporate prospect's program commitment. Each tool carries a self-scoring rubric, a quick decision tree, and tier adaptations for single-owner shops, mid-tier businesses, and pre-IPO operations. The response plan at the back sequences the three frameworks across the first 48 hours, the first week, and the first month after a trigger fires. This companion was written from the seat of an operator running businesses in Indonesia. Examples, currency, and texture reflect that origin. The frameworks apply broadly to small and mid-sized businesses in other emerging markets and to many developed-market SME settings. **What this companion does NOT do** - Replace *Accounts Receivable Recovery* (Operator Playbooks 14). - Substitute for the weekly-rhythm or quarterly-review companions. **Who This Is For** - Operators facing a specific receivables trigger right now. - Owners with concentrated customer exposure who need structured pre-call analysis. - Mid-tier directors who need documented response procedures before any major receivables crisis lands. **Topics and Keywords** receivables crisis response, top customer credit request, invoice dispute, net-90 payment terms, scenario-triggered AR decisions, customer credit risk, SME receivables under pressure