Overview

For many professional services organisations, an emphasis on maintaining client relations and securing new deals has lead to payment terms, and the impact they have on cash flow, becoming a secondary business priority. In a turbulent economy, businesses have put so much effort into increasing sales and revenues, many firms have had to accept terms that were unacceptable a few years ago as a condition of winning. These often onerous conditions have increased the pressure on professional services firms as customers use them as a "bank" during these tough economic times.