Working Capital & Organizational Optimization

KEY OBJECTIVES

• Ensuring the smooth running of the customer cycle from pre-sale to collection.

• Optimizing the working capital by getting recommendations validated then rolled-out them

MISSION

Expressed in man/days consultant for 6 months

• Conducted audits and drafted audits reports: risk mapping (financial, operational, non-compliance), P&L issues, Strengths/Weaknesses and Recommendations.

• Managed the negotiator who is implemented within the customer premises

• Led advisory committees of department directors to move forward with Recommendations.

• Trained operational actors (billing sales assistant/account managers) on Collection strategies.

• Trained strategic actors (agency directors/branch managers) in financial exposure and cash culture (margins, costs, volumes).

• Optimized customers’ KPIs and dashboards

APPROACHES & KEY COMPETENCIES

• Accounting & Corporate Financing / Diplomacy

• Close following-up of Milestones

• Excellence Organisational

ONBOARDING

Embedded

• Global Sales Director & Teams

• Accounting Director & CFO

• Collector Teams & Credit Manager

ACTION TAKEN

Step 1 : Preparation & framework the project

• Communicate to the customer the mission Calendar to have an overview of each milestone

Step 2 : Kick-off Mission

• Introducing the negotiator

• Presenting to CFO, Credit Manager, Managing/ Accounting/ Sales/ Directors the project

• Collecting all documents requested (terms and conditions documents)

• Validating the feasibility of the mission

Step 3 : Outstanding balance Follow-up

• Managing the Negotiator and following the results

• Gathering all dysfunctions in decision-making processes

Step 4 : Audit “Order to Cash” & Recommendations

• Interviewing key actors of each process

• Building Audit Cards & being approved by key actors (including risk approach)

• Establishing a global risk mapping on processes including the RACI

• Elaborating a synthesis of risks

• Rolling-out recommendations with a planning of execution

• Mapping organizational & rolling-out

Step 5 : Change Management

• Communication during all project phasis (Steering & Operational committees)

• Training of strategic & operational actors (Collection Strategy & Cash Culture)

POTENTIAL RISKS

• No results during & after the mission

• Inertia from Teams

SOLUTION TOOL

• ADONIX

KEY PERFORMANCE MEASURES

• Evaluated & improved KPI-based performances.

CUSTOMER BENEFICES

An accurate diagnosis on ALL processes was delivered.

Several major general problematics were identified such as:

• No risk assessment to measure the failure of Sale Leads & customers

• No mind-set of actors-oriented culture cash

• No operating procedures

• No control tools to secure the Revenues & the cash

Orchestration to be structured:

• Lack of Conductor,

• Credit Policy

• & Strategy plan