Why do so many Advisors shy away from the "unpaid invoice" discussion?.
What’s the problem? This is meant to be a two way street after all! ... The Advisor provides the service. And the client pays the invoice !
Perhaps the Advisor feels uncomfortable about the work provided? Or perhaps the client has complained about the service levels?
Whatever the situation, collecting receivables when you’ve got an issue with your client should be the least of your worries.
Sounds obvious! But its surprising how many people with client issues throw the invoice over the wall like a grenade hoping it wont explode! And then they add insult to injury by kicking the problem down the road. By sending email chasers. Or worse, by delegating invoice collection role to Accounts Receivable!
If there’s an issue with a client that's what you should be working on first and foremost to re-establish trust and goodwill!
When you’re doing things right the "unpaid invoice" discussion becomes so much easier.
In fact invoicing conversations become opportunities to build the relationship.
After all, they’re the ones who should be feeling uncomfortable about unpaid invoices !
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