Decision Walk: A DSO Spike After a Big Quarter
Choose responses to a DSO spike that separate pricing, terms, and process causes.
The pressure Leadership is celebrating the quarter while finance quietly calculates that almost two extra weeks of sales are now sitting in receivables. If the cause is misunderstood, the company may cut the wrong thing and still miss the cash problem. The framework Read DSO by pattern before prescribing policy Segment the change by customer type, term structure, and blocker reason. A single blended DSO number hides the real cause. Segment before you punish. Read the pattern What should finance do first? Choose the fix The spike is concentrated in mid-market invoices waiting on corrected PO references. What is the…
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