In today’s credit landscape, corporate debt is reaching unprecedented levels, with outstanding debt across the USA, Europe, and the rest of the world totaling a staggering $1.2 trillion. To compound this issue, customers are increasingly pushing for extended payment terms, raising concerns about the potential for delinquency and financial strain.
Are you grappling with a surge of requests for extended payment terms?
In this article, we’ll delve into this emerging trend, offering a comprehensive guide on how to navigate and mitigate the challenges posed by extended payment terms. We’ll walk you through a step-by-step process to evaluate such requests, equip you with effective negotiation strategies, and provide insights on safeguarding your business interests in the face of evolving payment dynamics.
Extended payment terms refer to the period beyond the standard payment terms defined in a contract within which a buyer is given to settle an invoice. Instead of the typical 30-day payment period, extended terms may extend to 60, 90, or even 120 days.
These extended timelines can strain cash flow and create challenges for suppliers in meeting their financial obligations. This trend of extending payment terms in recent times has come to be known as a Terms Pushback Strategy (TPS). An increasing number of consultants are actually advising businesses to implement a TPS with their suppliers to conserve cash flow and improve working capital.
If you have been hit by a longer payment term request or multiple requests from your customers then follow this guide to collect payments, achieve your business goals, and retain your customer relationships.
Longer payment terms can have significant consequences for businesses, affecting both their financial health and operational efficiency.
Understanding the cost of extended payment terms can help you evaluate the request according to the customer’s financial circumstances and your business goals.
Suppliers may miss out on potential business opportunities or growth initiatives due to limited cash flow resulting from extended payment terms. Delayed receipt of funds may delay investment in product development, marketing campaigns, or expansion projects, impacting long-term competitiveness and profitability.
Now that we have explored what extended payment terms mean and how they can affect your business, it is time to dive into what suppliers can do to safeguard your business when these requests are made by customers.
Before jumping into negotiations, it is essential first to identify the circumstances surrounding a customer’s request for extended payment terms.
According to Credit Today, 63% of businesses review extended payment terms requests on their individual merits.
This can help suppliers navigate negotiations effectively and maintain healthy financial relationships with their clients. Let’s explore some common scenarios when customers may ask for extended payment terms:
One of the most prevalent reasons customers seek extended payment terms is low cash flow. Businesses may experience fluctuations in cash flow due to seasonal fluctuations, economic downturns, or unexpected expenses. In such cases, customers may request extended payment terms to better manage their financial obligations and alleviate short-term cash flow pressures.
Customers may also request extended payment terms due to budgetary constraints. Large capital expenditures or unexpected expenses can strain a company’s budget, making it challenging to pay invoices within standard payment terms. By extending payment terms, customers can allocate funds more strategically and ensure they have sufficient liquidity to cover essential expenses.
Some customers may strategically opt for extended payment terms as part of their financial planning or investment strategies.
For example, businesses may choose to reinvest capital in growth initiatives or expansion projects rather than allocating it towards immediate invoice payments. By extending payment terms, customers can retain more cash on hand to fuel long-term business objectives.
In certain situations, customers may request extended payment terms as a negotiation tactic to gain leverage in supplier negotiations. By extending payment terms, customers may seek to secure lower prices, additional discounts, or other concessions from their suppliers. This approach allows customers to leverage their purchasing power to negotiate more favorable terms and conditions.
Customers may also request extended payment terms if they receive more favorable terms from competing suppliers. In highly competitive markets, suppliers may offer extended payment terms as a way to differentiate themselves and win business. Customers may then use these terms as leverage to negotiate similar terms with their existing suppliers or switch to competitors offering more favorable payment terms.
So, what issues are your customers facing? Once you identify this, you can build a plan of action for negotiations to protect your company’s interests.
Now, it is time to go back to the original contracts and agreements and crosscheck the payment terms agreed upon. Why?
This is because before accepting new terms, suppliers must thoroughly understand their rights, obligations, and potential risks. When reviewing these documents, suppliers must look into the following factors.
Armed with a clear understanding of existing contractual terms, you can develop a well-informed negotiation strategy for discussing extended payment terms with the other party. This may involve highlighting mutual benefits, proposing alternative solutions, or leveraging any contractual provisions that support your position.
When it comes to negotiating extended payment terms, striking a balance between accommodating client needs and safeguarding your business’s financial health is paramount. The next step in this process is evaluating when to say yes to proposed terms, as well as when to stand firm and assert your business’s interests.
Before accepting proposed payment terms, carefully evaluate the potential of longer payment terms benefits that the client offers to your business. Consider the following factors:
Example: Accepting longer payment terms from a client may be justified if it secures a substantial contract that significantly boosts revenue and enhances long-term profitability.
Flexibility in payment terms can be a powerful tool for nurturing positive client relationships and fostering loyalty. By accommodating client needs and demonstrating a willingness to work together, you can strengthen trust and goodwill, laying the foundation for long-term partnerships.
Example: If a longstanding customer that amounts to a large percentage of your receivables requests extended payment terms, you might want to consider saying yes, as this will build a better relationship with them going forward.
Before making any decisions, it is crucial to understand the client’s history with you. This gives insight into whether or not you should consider extended payment terms or not.
Example: If a client has an agreement of Net 30 with you but has been paying late only after 60 days and wants to extend their payment terms to 60 days, then you aren’t really missing out on much. It makes sense to agree to their new terms without resistance in situations like these and retain a good relationship with them.
In certain situations, saying yes to proposed payment terms may align with broader strategic objectives or business goals.
Example: Accepting extended payment terms to secure a high-value contract or penetrate a new market may yield long-term benefits that outweigh the short-term impact on cash flow.
When considering whether to accept proposed payment terms, it’s essential to assess the potential risks and implement strategies to mitigate them. This may include implementing stricter credit policies, diversifying client portfolios, or securing collateral or guarantees to protect against non-payment or default.
Example: If a company’s payment history and credit score are not ideal, then consider asking for collateral or a guarantee with regard to extended payment terms.
While flexibility is important, it’s equally crucial to establish clear boundaries and non-negotiable terms to protect your business’s financial interests. Identify key areas where compromise is unacceptable and communicate them effectively during negotiations.
Example: Set up minimum payment thresholds, late payment penalties, or credit limits to ensure your business requirements are not compromised.
When faced with customers who are extending their payment terms, negotiation can play a key role. However, before discussing with your customers, it is important to have an arsenal of strategies at your disposal to utilize in different situations. Here is our expert-recommended arsenal of strategies:
Remind the client of the initial terms agreed upon in the contract or quote. Emphasize that any extension of payment terms may result in an increase in the quoted amount to account for the extended payment duration.
One strategy you can try is to Invoice clients earlier than usual to compensate for potential delays in payment. By sending invoices well before the payment due date, businesses can mitigate the impact of late payments on cash flow. Even if you don’t actually do it, suggesting this to the customer can urge them to stick to the original terms of the agreement.
Simply expressing reluctance or resistance to extended payment terms may prompt clients to reconsider and agree to more favorable terms. Sometimes, assertiveness alone can lead to a successful negotiation outcome. Many companies are trying their luck and don’t actually want to spend resources on negotiations.
Emphasize the unique value proposition that your business offers compared to competitors. Highlight factors such as quality, reliability, customer service, or innovative solutions to justify why clients should prioritize timely payments to maintain the relationship. However, this must be done gently to not negatively affect your relationship with your customer.
Research and understand the offerings and pricing strategies of competitors in the market. Knowing your competitors’ terms and incentives can help position your business more competitively and provide leverage during negotiations.
Offer incentives such as discounts or rebates for early payment to encourage clients to settle invoices promptly. This strategy benefits both parties by improving cash flow for the supplier and reducing costs for the client.
If the client cannot pay immediately, allow clients to pay in installments rather than a lump sum. This approach mitigates the risk of non-payment and provides a predictable revenue stream for the supplier.
Engage directly with key decision-makers or the procurement team responsible for approving payment terms. Building rapport and addressing concerns directly can facilitate more favorable negotiation outcomes, as the accounts payable teams usually have different targets and priorities.
Explore supply chain financing options, such as invoice factoring or supplier financing programs, to expedite cash flow and minimize the impact of extended payment terms on working capital.
One tried and tested strategy is to respond to extended payment terms with different pricing lists. Different price lists can be a strategic tool for suppliers to manage extended payment terms:
Tiered Pricing Structures: Suppliers can implement tiered pricing structures based on payment terms. For example, customers who agree to standard payment terms receive one pricing tier, while those requesting extended payment terms are placed in a different tier with slightly higher prices. This incentivizes customers to adhere to standard terms while still accommodating those with specific payment needs.
The Robinson-Patman Act, enacted in 1936, primarily focuses on preventing anti-competitive practices in the marketplace, particularly discriminatory pricing by sellers to different buyers. While the act doesn’t directly address extended payment terms, its provisions can indirectly assist suppliers in dealing with such terms:
For example – Price Discrimination Prohibition: The act prohibits sellers from discriminating in price between different purchasers of commodities of like grade and quality, where the effect is to injure competition. Suppliers facing pressure to offer extended payment terms to certain buyers could potentially argue that such terms result in unfair pricing discrimination, especially if the terms disproportionately benefit specific buyers over others.
Implement AI-driven collections management software to streamline payment term negotiations and automate routine tasks such as collections worklist prioritization, automated dunning, and advanced real-time reporting dashboards. Leveraging technology can improve efficiency, accuracy, and decision-making in managing payment terms.
Always strive to find mutually beneficial solutions that address both your business’s needs and the client’s requirements. Collaborative negotiations that focus on finding common ground and exploring creative alternatives can lead to outcomes that satisfy both parties and strengthen the partnership.
When communicating renegotiated payment terms with a customer who has requested extended payment terms, it’s important to approach the conversation with empathy, understanding, and professionalism. Here’s how to do it effectively:
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An extended payment terms example is when a supplier extends a line of credit to a customer on set payment terms. However, the customer later extends the payment deadline for goods or services from the standard 30 days to 60 days, 90 days, or even 120 days for paying an invoice.
When a supplier extends credit to a customer, they agree upon certain payment terms which is usually 30 days. A prolonged payment refers to a delayed settlement of an invoice beyond the original payment terms, often extending the standard payment period, to a longer timeframe, causing cash flow issues.
90-day payment terms refer to an agreement between a buyer and seller where the buyer has 90 days from the invoice date to settle the payment for goods or services received, extending beyond the standard 30-day payment period.
Payment terms pushback is a strategy where buyers request extended payment periods from suppliers, shifting from standard terms like Net 30 to Net 60 or 90 days. This practice helps buyers manage cash flow but can strain suppliers’ finances.
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