When receivables breakdown, they don’t occur during a single event. Instead, they deteriorate quietly: invoices delayed weeks after shipment, disputes that bounce between departments with no resolution, and credits that sit unmatched in inboxes. By the time these issues appear in aging reports, cash is already trapped, borrowing costs are higher, and customer relationships are strained.
CashConvert+ was designed to reverse this cycle. It applies a disciplined four-step sequence that uncovers aged receivables, creates data transparency into where cash is stuck, builds working relationships between finance, sales, and service through shared accountability, and develops clear, actionable blueprints, dashboards, KPIs, and escalation paths, so each team knows its role in fixing receivables and accelerating cash flow. Within 45 days, CFOs receive not only immediate recovery, but also the dashboards, playbooks, and automation tools to sustain performance going forward.
Step 1: Accurately Measure DSO
The starting point is clarity. Too often, finance leaders rely on reported averages—“DSO at 40 days”—that obscure where cash is truly stuck. In reality, some invoices sit at 75 or 90 days, but those outliers get masked by an average.
Our engagement plan begins by de-averaging DSO by customer and seller, surfacing the true drivers of delay. Instead of treating receivables as a single number, leaders can see exactly which accounts, products, or sales managers are creating hidden exposure.
This delivers two critical outcomes:
- A true baseline for current receivables performance.
- A quantified cash opportunity, expressed in days reduced and dollars unlocked.
Without this visibility, CFOs are flying blind. With it, they can set realistic targets for working capital improvement and link them directly to liquidity impact.
Step 2: Focus on the Source of the Problem
Once visibility is in place, the path to cash becomes clearer. In nearly every engagement, a small set of overdue accounts drives the majority of aged receivables.
The program works like a funnel, it zeroes in on those “critical few.” Instead of chasing every overdue account, it identifies the small group driving most of the problem and finds the patterns behind them. Recognizing those common causes, whether tied to a plant, product line, or billing step guides targeted fixes that clear aged receivables faster and keep the same issues from recurring.
This sharp focus prevents wasted energy, accelerates results, and builds credibility with both executive leadership and frontline teams. Rapid wins create momentum for broader process changes, proving that receivables can be turned into working capital quickly and decisively.
Step 3: Make AR everyone’s Responsibility
Receivables are not a finance-only problem. They touch every function:
- Finance ensures accuracy in measurement, credit reconciliation, and reporting.
- Customer service manages disputes and escalations.
- Sales controls terms and customer communication.
Too often, these groups work in silos. Sales may extend terms without guardrails, service assumes finance will close disputes, and finance assumes sales will chase overdue balances. Without a standard operating model between these three groups and shared accountability, receivables drift unresolved.
Our engagement model fixes this by aligning all three functions with cross-functional KPIs and clear escalation paths. Dashboards and reporting hold each group accountable for its part in the receivables lifecycle. In some cases, sales compensation is tied directly to reducing aged AR—not just to bookings—ensuring behavior shifts from chasing contracts to protecting liquidity.
The results, Sales stay within agreed credit limits, service raises disputes with the right contacts before they stall, and finance keeps every account visible through shared dashboards. Each team knows who to call and what to do next, so instead of problems bouncing between inboxes, they get solved while the customer is still engaged.
Step 4: Make it a Part of Daily Operations
Short-term fixes fade unless reinforced. The final step ensures improvements are locked into daily operations:
- Invoice-level dashboards provide a single source of truth across finance, sales, and service.
- Playbooks define ownership, escalation triggers, and standardized actions across the order-to-cash process.
- Automation blueprints identify and deploy targeted tools—such as dunning, compliant invoice submission, and credit reconciliation—that reduce manual work, cut errors, and accelerate collections.
This combination prevents backsliding into firefighting mode. It equips teams with transparency, structure, and efficiency so receivables are managed consistently, at lower cost, and with higher confidence.
Proof: Kinetix — $12M working capital reduction
A publicly traded food and beverage packaging manufacturer—represented here as Kinetix—offers clear proof of impact. The company faced escalating AR challenges that threatened liquidity, compliance, and customer trust. Processes were fragmented across multiple systems, disputes drifted unresolved, and credits distorted true balances.
With CashConvert+:
- $6M in overdue receivables were recovered through disciplined, targeted follow-up.
- $5M in aged credits were identified and reconciled, restoring accurate reporting.
- AR dashboards provided shared visibility for finance, sales, and service, eliminating silos.
- Automation tools streamlined dunning and invoice submission, saving manual effort and reducing errors.
Within 45 days, the company unlocked $12M in working capital—all without replacing core systems or AI.
CTA: A Sprint That Lasts
CashConvert+ packages this four-step approach into a rapid, 45-day sprint. CFOs receive:
- A DSO reduction plan tailored to their business.
- A recovery plan targeting the most critical overdue accounts.
- Dashboards and KPIs integrated into existing systems.
- An automation blueprint that locks in improvements.
The results: accelerated cash flow, reduced AR costs, and a finance function equipped for long-term control.
Your cash is already in the system. The only question is how fast you want to unlock it.
📩 Learn more at keenanreid.com/cash-convert
