СТРАТЕГИЈА И ТАКТИКА УПРАВЉАЊА ПОТРАЖИВАЊИМА ОД КУПАЦА
STRATEGY AND TACTICS OF MANAGEMENT OF CUSTOMER RECEIVABLES

Author(s): Dragan Mikerević, Đoko Malešević
Subject(s): Business Economy / Management, Accounting - Business Administration, Human Resources in Economy, Socio-Economic Research
Published by: Savez računovođa i revizora Republike Srpske
Keywords: strategy; tactics; credit standards; terms of sale; collection risks; differential profit; differential investment; cash-discount; discount period; credit period;
Summary/Abstract: In an effort for the company to operate successfully, it is necessary to design an appropriate strategy and tactics for managing recivables from customer. In the economy of Republika Srpska, the share of receivables from customers in total business assets is about 11%, and in current assets about 32%. This is a significant space for the management to significantly influence the volume and structure of sales on deferred payment (credit) and the final outcome of the company‘s business through the formation of a credit policy towards customers. When designing this strategy and management tactics, the following should be taken into account: credit standards (buyer‘s creditworthiness), terms of sale (lending), policy of collecting receivables from customers. None of these determinants is easy to solve, because, for example, when creating sales conditions, the current stock of finished products, the degree of utilization of production capacities and the impact on the financial strength of the company must also be taken into account, which means that in designing this strategy and tactics, in addition to the financial function, it is necessary to include the sales and production functions. That is why it is important to define the goals of receivables management with a strategy as the skill of using funds and sources of financing, and with the tactics of their management to make the goals realistically achievable and which will serve to strengthen the company‘s financial power.

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