When engaging clients in advisory services, they often seek quick wins in areas that cause them the most frustration, such as receivables management. Questions like “How do I get my customers to pay on time?” and “Where can I find help?” create opportunities to implement Power of One services and improve cash flow. This session will focus on delivering innovative receivables management solutions and exploring available support mechanisms.

Presented By:
Mark Holton, Smithink + Dave Birch, smartAR

Key Takeaways:

Start small for big impact

Accounts receivable (AR) management is often overlooked but offers a high-value, low-complexity entry point into business advisory. Helping clients get paid faster delivers immediate, measurable financial benefit.

Clients value cash more than profit

Many business owners are confused by the gap between reported profit and available cash. Focusing on receivables helps bridge this gap and leads to greater trust and engagement.

Apply a proven methodology: the Five Ps

Dave Birch of smartAR recommends using the Five Ps framework to structure AR advisory:

• Policy – Review credit terms and who qualifies for credit
• Process – Map out the steps from invoicing to follow-up
• People – Choose the right team members to manage conversations
• Payment options – Make it easy for clients to pay on time
• Performance – Track key metrics such as debtor days and complaints

You don’t need complex software to start

You can identify advisory opportunities using data that already exists in your firm or your clients’ systems. Look for mismatches between terms of trade and actual debtor days.

AR advisory unlocks broader advisory work

Once trust is established through AR improvements, firms can expand into areas such as cash flow forecasting, pricing strategy, budgeting, succession planning, and board-level advisory services.

Tailor the approach to the client type

Some clients will self-implement with DIY tools. Others need help working through the Five Ps. Larger clients may require full project-based engagements across different departments.

Start with your own firm

Firms with slow-paying clients should address their own receivables management before offering services to others. Leading by example builds confidence and credibility.

Advisory requires a mindset shift

Telling a client they have a problem isn’t advisory. Advisory is about helping them fix it. The value lies in providing solutions, not just analysis.

If you are interested in starting or reviewing your firm’s business advisory services to move forward, please get in touch with Mark to schedule a complimentary business advisory assessment.