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A quick tip for handling a customer when your statements and invoices have been ignored, and phone calls are screened or you suspect there has been a change in Accounts Payable personnel.

I address a letter or fax to 'The Assistant Accounting Supervisor' at the customer, asking them to have payment for the past-due balance immediately approved by the boss.

This will often get a response due to the 'ego factor'. If there is an assistant, that person is now empowered by the letter to start the ball rolling in-house. But, if there really is no assistant, the person in charge, quite often, will respond just to let you know they are 'the boss'.

Either way, you will break the inertia of the customer ignoring the billings.

Jim Fox, District Credit Manager, PDM Steel Service Centers. Stockton, CA

Submit your 150 Suggestion