Revenue Operations
Accounts Receivable Transformation
Recovering stalled receivables and building the first scalable AR process for a fast-growing service company, restoring cash flow and accountability.
90%+
Prior-year receivables collected in under 5 months
First
Scalable AR process built
New
Commercial credit & service agreements
The Problem
Rapid growth had outpaced the systems around it. Aging receivables were climbing, payment velocity was unpredictable, and no one owned the full picture of what the company was owed.
The Context
At a fast-growing service company, I joined an organization where informal knowledge and disconnected processes had replaced shared systems. Receivables were one of several places where that gap showed up as real money left on the table.
The Analysis
The issue wasn't effort; it was the absence of a repeatable process. I mapped the full cash cycle from invoice to payment, found where balances stalled, and identified the handoffs between operations and accounting where accountability disappeared.
The Solution
Partnering with the accounting team, I designed a consistent, scalable accounts receivable process, then built the organization's first service agreements and credit application process for commercial accounts alongside the sales and accounting teams.
The Results
Brought prior-year receivables to over 90% collected in under five months, establishing the process that keeps 2026 payment velocity steady and turning reactive collections into a predictable, repeatable system. At six months, for the first time in the company's nearly four-year history, the team collected 10% more payments in one month than invoices issued, achieving positive payment velocity for the first time.
Lessons Learned
Change doesn't fail because the solution is wrong. It fails because the people building it haven't been led through it with enough patience, clarity, and persistence.