Corporate Credit Principles
Understanding Accounts Receivable & DSO
Key trade credit, working capital, and bad debt management principles:
- The Cash Conversion Cycle Drag: High DSO traps cash on customer ledgers, forcing companies to draw down expensive revolving credit lines to meet payroll and supplier payables.
- Aging Decay Probability: Invoices past 90 days have a 30% to 65% probability of default, requiring aggressive collection escalation and bad debt reserve write-offs.
- CECL (Current Expected Credit Losses): Modern accounting standards require proactive lifetime expected loss modeling rather than waiting for an actual default trigger.
- Dynamic Discounting (2/10 Net 30): Offering early-payment discounts can reduce DSO by 15-20 days, providing cheaper liquidity than high-interest mezzanine financing.
Evaluate firm cash velocity in the Cash Conversion Cycle Lab.