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How to Prioritize Your Collections


Implement a collection prioritization methodology customized to your organization and drive improved results without adding resources.

This topic will benefit anyone who manages the accounts receivable collection effort for their organization. Collection teams are continuously asked to deliver improved results with the same or reduced resources. This information will help managers focus their limited collection resources in the most efficient and effective way. This will result in increased cash flow from lower past due AR, lower bad debt exposure and expense, and lower cost to manage AR through improved productivity.
This methodology will work with all types of receivables: business, consumer, product, and service (including financial services). It is relatively easy to implement without major help from information technology and analytics. It can be a self-driven quick- to medium-term win for any collection department. This material will help you be able to design and implement a collection prioritization methodology customized to your organization and drive improved results without adding resources.



John G. Salek

John G. Salek

Revenue Management Associates, LLC

  • President of Revenue Management Associates, LLC, a receivables, and order to cash consultancy (
  • Highly experienced financial professional with proven performance in the order to cash process, including order and contract processing, billing, dispute management, credit control, collections, and cash application
  • Worked in a broad range of industries with more than 250 clients, including IBM, GE, Hewlett-Packard, Cardinal Health, Thomson Reuters, Starbucks, Honeywell, and EMC
  • 32 years of consulting experience including a variety of engagements that have generated more than $800 million of increased cash flow, improved productivity, and enhanced customer service
  • Author of Accounts Receivable Management Best Practices, published by John Wiley & Sons
  • Member of advisory board of The Accounts Receivable Network (TARN) and the IOFM
  • M.B.A. degree in finance, The Amos Tuck School of Business Administration at Dartmouth College; B.S. degree, University of Connecticut
  • Can be contacted at 203-231-8138 or [email protected]

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