Recover After a Customer Says “Cash Is Tight”
Negotiate a payment plan using interests, evidence, and controls.
Marcus M Customer CFO 1 Acknowledge 2 Structure 3 Guardrail A long-time customer says, “Cash is tight this month. We value the partnership, but we cannot pay the $58,000 right now.” Your reply can either create a plan or become an indefinite extension. Empathy without dates is drift; structure turns hardship into a recoverable plan. choices per turn risk signals BATNA / interest-based negotiation A hardship conversation needs empathy plus structure. The customer’s interest is liquidity relief; your interest is cash recovery and risk containment. BATNA thinking matters because you need to know your alternative if no plan is agreed:…
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