Collections

For a developer, collections fund construction. In a construction-linked plan, most of the price arrives after booking, so the collections team is as important to cash flow as the sales team.

• Raise demands as soon as a stage is certified
• Send reminders before and after the due date
• Issue receipts and update the ledger the same day
• Review overdue accounts by age every week
• Escalate long overdues with a clear policy on interest and cancellation

Collections data should be visible to sales. A rep who knows a buyer is three months overdue will handle that buyer's referral or upgrade request differently.