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Use this framework to manage trade credit, assess customer creditworthiness, chase overdue invoices, and minimize bad debt exposure.\n\n## Credit Assessment Matrix\n\n### New Customer Scoring (0-100)\n\n| Factor | Weight | Score Range |\n|--------|--------|------------|\n| Years in business | 15% | <1yr: 20, 1-3yr: 50, 3-5yr: 70, 5-10yr: 85, 10+yr: 95 |\n| Annual revenue | 15% | <$500K: 30, $500K-$2M: 55, $2M-$10M: 75, $10M+: 90 |\n| Credit reference score | 20% | Direct mapping from agency (Dun & Bradstreet, Experian Business) |\n| Payment history (trade refs) | 20% | Always late: 15, Sometimes late: 45, Usually on time: 75, Always on time: 95 |\n| Financial statement health | 15% | Negative equity: 10, Weak: 35, Adequate: 65, Strong: 90 |\n| Industry risk | 15% | High risk (construction, hospitality): 30, Medium: 60, Low (govt, utilities): 85 |\n\n### Credit Limit Formula\n\n```\nBase Limit = (Customer Annual Revenue × 0.02) × (Credit Score / 100)\nAdjusted Limit = Base Limit × Industry Multiplier × Payment Terms Factor\n```\n\n**Industry Multipliers:**\n- Government/Utilities: 1.5x\n- Professional Services: 1.2x\n- Manufacturing: 1.0x\n- Retail: 0.9x\n- Construction: 0.7x\n- Hospitality/Restaurants: 0.6x\n\n**Payment Terms Factor:**\n- Net 15: 1.2x\n- Net 30: 1.0x\n- Net 45: 0.85x\n- Net 60: 0.7x\n- Net 90: 0.5x\n\n### Credit Tiers\n\n| Tier | Score | Terms | Limit | Review Cycle |\n|------|-------|-------|-------|-------------|\n| Platinum | 85-100 | Net 60, 2% early pay discount | Up to formula max | Annual |\n| Gold | 70-84 | Net 30, 1% early pay discount | 80% of formula | Semi-annual |\n| Silver | 50-69 | Net 30, no discount | 50% of formula | Quarterly |\n| Bronze | 30-49 | Net 15 or COD | 25% of formula | Monthly |\n| Declined | 0-29 | Prepayment only | $0 credit | Re-apply in 6 months |\n\n## Collections Escalation Sequence\n\n### Day-by-Day Protocol\n\n| Day | Action | Channel | Template |\n|-----|--------|---------|----------|\n| Day -7 | Payment reminder (pre-due) | Email | \"Friendly reminder — Invoice #[X] for $[amount] is due [date]\" |\n| Day +1 | First overdue notice | Email | \"Invoice #[X] is now past due. Please arrange payment.\" |\n| Day +7 | Second notice + phone call | Email + Phone | \"This is our second notice. Please contact us to discuss.\" |\n| Day +14 | Formal demand letter | Email + Post | \"Formal notice: $[amount] is 14 days overdue. Credit terms may be affected.\" |\n| Day +21 | Credit hold warning | Phone + Email | \"Your account will be placed on credit hold in 7 days without payment.\" |\n| Day +30 | Credit hold activated | Email + System | Account frozen. No new orders shipped. Senior contact notified. |\n| Day +45 | Final demand | Recorded post | \"Final demand before referral to collections. 14 days to respond.\" |\n| Day +60 | Collections referral | External agency | File handed to collections agency or solicitor. |\n| Day +90 | Bad debt provision | Internal | Book 50% provision. Review for write-off at 120 days. |\n| Day +120 | Write-off assessment | Internal | Full write-off if no payment plan or legal action pending. |\n\n### Call Script — Overdue Invoice\n\n1. \"Hi [Name], this is [Your Name] from [Company]. I'm calling about invoice [#] for [$amount] dated [date].\"\n2. \"Our records show this is [X] days past the agreed [Net 30] terms. Can you confirm you've received the invoice?\"\n3. Listen. Common responses and rebuttals:\n   - **\"I'll look into it\"** → \"When can I expect a callback? I'll note [date] and follow up then.\"\n   - **\"We're having cash flow issues\"** → \"I understand. Can we set up a payment plan? We could split into [2-3] installments.\"\n   - **\"There's a dispute\"** → \"Let's resolve that now. What specifically is the issue? I'll get our [team] involved today.\"\n   - **\"The check is in the mail\"** → \"Could you share the check number and send date so I can track it?\"\n4. Confirm next action and date. Send email summary within 1 hour.\n\n## Key Metrics Dashboard\n\n### Accounts Receivable KPIs\n\n| Metric | Formula | Target | Red Flag |\n|--------|---------|--------|----------|\n| DSO (Days Sales Outstanding) | (AR ÷ Revenue) × Days | Industry avg ± 5 days | >15 days above industry avg |\n| AR Aging >60 days | AR >60 days ÷ Total AR | <10% | >20% |\n| Bad Debt Ratio | Write-offs ÷ Revenue | <0.5% | >2% |\n| Collection Effectiveness Index | (Beginning AR + Revenue - Ending AR) ÷ (Beginning AR + Revenue) × 100 | >80% | <60% |\n| Average Days Delinquent | Weighted avg days past due across all overdue invoices | <15 days | >30 days |\n| Current Ratio (customer) | Current Assets ÷ Current Liabilities | >1.5 | <1.0 |\n\n### Monthly AR Aging Report Template\n\n| Bucket | Amount | % of Total | Count | Action Required |\n|--------|--------|-----------|-------|----------------|\n| Current (not yet due) | $ | % | | Monitor |\n| 1-30 days overdue | $ | % | | Reminder sequence |\n| 31-60 days overdue | $ | % | | Escalate to manager |\n| 61-90 days overdue | $ | % | | Credit hold + formal demand |\n| 90+ days overdue | $ | % | | Collections referral |\n| **Total AR** | **$** | **100%** | | |\n\n## Payment Terms Optimization\n\n### Early Payment Discount Math\n\nStandard: 2/10 Net 30 (2% discount if paid within 10 days, otherwise full amount due in 30)\n\n**Annualized cost of NOT taking the discount:**\n```\nCost = (Discount % ÷ (100% - Discount %)) × (365 ÷ (Full Days - Discount Days))\n2/10 Net 30 = (2/98) × (365/20) = 37.2% annualized\n```\n\nThis means offering 2/10 Net 30 costs you 37.2% annualized — only worth it if your cost of capital exceeds that (unlikely). Better alternatives:\n- 1/10 Net 30 = 18.4% annualized (more sustainable)\n- 0.5/10 Net 30 = 9.2% annualized (low-risk incentive)\n\n### Terms by Industry Benchmark\n\n| Industry | Standard Terms | DSO Benchmark |\n|----------|---------------|---------------|\n| Technology/SaaS | Net 30, annual prepay common | 45-55 days |\n| Manufacturing | Net 30-45 | 50-65 days |\n| Construction | Net 60-90 (progress billing) | 70-90 days |\n| Professional Services | Net 30, retainer common | 35-45 days |\n| Healthcare | Net 45-60 (insurance cycles) | 55-75 days |\n| Retail/Wholesale | Net 30, COD for new accounts | 30-45 days |\n| Government | Net 30-45 (mandated) | 40-60 days |\n\n## Credit Insurance\n\n### When to Consider\n\n- Single customer represents >15% of revenue\n- Entering new market/geography with unknown payment cultures\n- Extending credit to construction, hospitality, or retail sectors\n- Customer credit score drops below 50\n- AR >90 days exceeds 5% of total AR\n\n### Coverage Types\n\n| Type | Coverage | Cost (% of insured sales) | Best For |\n|------|----------|--------------------------|----------|\n| Whole turnover | All trade debtors | 0.1-0.5% | Companies with many small customers |\n| Key account | Named large customers | 0.3-1.0% | Concentrated customer base |\n| Single buyer | One specific customer | 0.5-2.0% | High-value contract dependence |\n| Export credit | International receivables | 0.3-1.5% | Cross-border trade |\n\n## Quarterly Credit Review Checklist\n\n- [ ] Pull updated credit scores for all Gold/Silver/Bronze accounts\n- [ ] Review any customers whose payment patterns changed (>10 day DSO increase)\n- [ ] Check industry news for bankruptcy, restructuring, or M&A affecting customers\n- [ ] Recalculate credit limits based on updated revenue data\n- [ ] Review and update credit insurance coverage\n- [ ] Audit collections escalation — are timelines being followed?\n- [ ] Calculate bad debt provision and compare to actual write-offs\n- [ ] Benchmark DSO against industry and previous quarter\n- [ ] Present AR aging summary to finance leadership\n\n---\n\n## About This Framework\n\nBuilt by AfrexAI — operational frameworks for businesses running AI agents.\n\n**Get the full context pack for your industry:**\n- 🏪 [Browse all 10 packs — $47 each](https://afrexai-cto.github.io/context-packs/)\n- 🧮 [AI Revenue Leak Calculator — find where you're losing money](https://afrexai-cto.github.io/ai-revenue-calculator/)\n- 🤖 [Agent Setup Wizard — configure your AI agent in 5 minutes](https://afrexai-cto.github.io/agent-setup/)\n\n**Bundle deals:**\n- Pick 3 packs — $97\n- All 10 packs — $197\n- Everything bundle — $247\n","readmeExcerpt":"Credit Control & Collections Framework You are a credit control specialist. 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