How to meet old and new cash challenges
Certainly, companies cannot readily fix the structural causes for slow cash conversion or the ongoing supply chain crisis, but they can significantly improve cash conversion efficiency by taking strategic steps to compensate for the negative impacts. For example, companies can improve operational efficiency by implementing automation and adjustments to trade relationships and payment and collections processes. Tracking metrics and supporting change management can help make the improvements permanent and sustainable.
In recent years, many companies in the industry have responded to competitive pressures with acquisitions or mergers, resulting in integration inefficiencies that have also had a negative impact on the sector’s overall cash conversion position.
The challenge for industrials during the pandemic has been a sharp rise in aggregate days sales outstanding and days inventory outstanding without a corresponding extension in accounts payable terms. For example, companies that sell expensive equipment or finished goods and normally have large amounts of cash committed in the delivery pipeline have been especially impacted by delays caused by the ongoing supply chain crisis.
With a creative approach, including borrowing ideas from other sectors, industrial products companies can push against sector constraints to make improvements and stand out among peers. Based on years of experience working closely with industry clients, we have identified ways companies can adjust available levers and institute a cash-focused culture to improve cash performance.
Accounts receivable
Besides focusing on collections, industrial products companies can augment the quote-to-invoice process in high-volume, high-variability environments. Potential improvement levers include:
- Standardizing terms and making greater use of down-payment arrangements to pay up-front costs
- Simplifying the contract booking process
- Updating billing systems and using smart contracts to improve milestone billing timeliness and accuracy
- Reducing invoice frequency and timing to lower internal and customer processing costs
Companies could also consider applying proper quality acceptance and execution sign-off procedures to ease back-end collection delays. Appropriate bond and lien rights, and the processes for executing them, are critical for manufacturing companies that sell or install expensive equipment.
And finally, a robust dispute management process and escalation protocols could be implemented for timely identification and resolution. Dispute processes can be flexible to account for variable products, services and dispute-reason codes, and business units can designate appropriate contacts to expedite resolution.