This is a series of Q & A interviews with Nicki Kinton of NK Credit Consultancy in which PPD is looking at the typical excuses that suppliers often hear when chasing late payments, and asking Nicki how best to handle them.
Excuse #3 Can’t afford to pay the bill
This excuse seems pretty desperate. Do you think it’s a generally credible explanation?
This often a very difficult thing for a business to admit to. Some never do, preferring to bury their head in the sand, and end up in terminal decline and insolvency very rapidly.
Circumstances can change rapidly for a business. The loss of a major client or a sudden hike in costs will have a dramatic impact on a business’s cashflow.
Unfortunately, as always, there are businesses out there who will buy from you knowing they can’t afford it. Effective due diligence should weed these ones out but there are always some that slip through the net.
I have seen ratings for companies on PPD where this explanation was given yet they continue to trade. Surely this can often be just a temporary state of affairs, can’t it?
Often it is temporary, and as a supplier you can earn a lot of customer loyalty by being supportive through this difficult time for them.
Talk to your customer about their situation. If you feel they are being honest and open with you and you believe it is a temporary situation you don’t need to pull the plug on your relationships with them.
Look at the customers financial statements. If you don’t understand them that’s fine, ask someone who does to give you an assessment of the ratio of their debtors compared to their sales. If they’re being paid very slowly, causing them cashflow issues, debtors will be a significant proportion of their sales.
Offer them a payment plan to clear existing debt with the understanding that any business transacted whilst there remains a debt will have to be cash with order. They may need what you’re supplying to trade out of the situation.
Once the original debt is cleared, review your customers circumstances again and agree new terms for moving the relationship forward.
If a customer really can’t pay the bills and is in terminal decline (possibly due to late payment issues of their own), what do you advise creditors do?
Firstly, stop supplying, don’t make the problem any worse.
Agree a payment plan to reduce the debt.
It may be tempting to try and support the business as you would if you believed the situation to be temporary, but be aware that if their business fails you don’t want yours to be taken along for the ride.
If they are keen for you to continue to supply because they need what you have to keep trading, establish what their plans are for getting out of the situation. If these seem viable and you really do want to support them protect yourself with robust terms for the foreseeable future, which must always include payment with order.
What should creditors do if they only find out once the company has gone into liquidation, such as in the case of Carillion, and assuming there is no hope of govt. support?
In all insolvency cases there will be an opportunity for creditors to submit a claim. Make sure your invoicing is up to date and that any invoice queries have been resolved before submitting your claim. That will make sure that it truly represents what you are owed.
If you are not contacted by the Liquidator and invited to lodge a claim it may be that you are not listed as a creditor on your customers records. Look up the liquidator on Companies House, call and ask for a claim form. Don’t miss out.
By submitting a claim, you will be kept informed of the details of the liquidation. The likelihood of receiving all your money is very low, but It is possible you may receive a small dividend.
What would you say is the best way to avoid this situation from the outset?
Know your customer and have regular communication with them.
Many small businesses are guilty of trading with whoever wants to buy their stuff. Others will undertake some form of due diligence, such as a credit reference agency report, at the start of the relationship.
This isn’t enough. As said before, circumstances can change at the drop of a hat and you need to have your finger on the pulse so you know when those changes happen. Most credit reference agency’s offer a monitoring service, which will alert you to things like changes of directors, the issuing of County Court Judgements or the late filing of financial accounts at Companies House. All of these things can be indicators of trouble. Keep an eye on local news and social media and listen to the grapevine of your network.
If you see or hear anything that may indicate a potential problem discuss it with your customer and establish what sort of impact it could have on you. Use their responses to decide whether to keep trading with them and if the terms need to change to reduce the risk to your business.
Giving another business time to pay is like giving them an interest free loan, so don’t give your money away to just anyone.
NK Credit Consultancy Ltd offers a complete credit management solution for your business covering all the core competencies including due diligence / designing credit policies / designing terms of business / improving the accounts receivable process / ensuring compliance with consumer credit regulation and Credit Insurance Policy / establishing reasonable credit limits and payment terms and more. To contact Nicki click here.