Managing Through Silos Sales/Marketing Department Prospecting On-board customer Credit Department Assess risk of prospect customer Establish payment terms Customer Service Department Account Set- up Order Entry Account Maintenance Billing Department Invoice Generation Tax Documents Collections Department Past Due Follow-up Dispute Resolution Determine Bad Debt Provisions Cash Application Department Apply cash receipts Maximize Auto Application Rate Order-To-Cash Process New Business Acquisition Credit Management Maintain account and enter new orders Bill the customer per specification Collect on open customer receivables Apply payments timely and accurately Goal: Revenue Growth Goal: Mitigate Risk Goal: Accurate Order Fulfillment Goal: Timely Invoicing Goal: Maintain Current Aging Goal: Timely Application of Cash
