How to Prioritise Collections Instead of Treating Every Customer Alike

Start with due date and age, then add balance value, payment behaviour, and credit limit. A large balance two days late may need different treatment from a small old amount.

Record payment promises with date, amount, reason, and follow-up owner. Unrecorded promises make management believe debt is controlled when no measurable action exists.

Define actions such as reminder, call, visit, order hold, or escalation. They should follow commercial policy and relationship context rather than individual improvisation.

Track collection against target, promise fulfilment, dispute resolution time, and overdue exposure. These operating measures are more useful than total calls.