collections

If commercial collections is not part of your B2B business plan, you're losing money. Get your cash flowing again with these commercial collection secrets.

Q) My small business has grown over the past year, but the growth has also brought more past due accounts. This is the first year I've had these problems. Am I doing something wrong? Tom S., Boulder, CO

Believe it or not, the success of your attempt to collect a debt is usually decided right at the beginning of your phone call - with the very first thing you say after the other party says hello. Knowing exactly what you are going to say - and handling the call in an organized, professional manner is the foundation upon which collections are made or lost. A professionally executed collections call has four parts: