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The client is a leading provider of global information and telecommunication solutions for the air transport industry. It works closely with every sector of the air transport community – innovating, developing and managing business solutions for them.
The client was facing challenges in managing its cash collections due to sales disputes, missing contracts or purchase orders, billing issues, delays in sending invoices, misapplied credits, to name a few. The top 20 percent of its customers contributed to 80 percent of the company’s debt. The debt contribution from the remaining customers was also building up. The combined debt burden was severely choking the client’s cash flow.
WNS adopted a four-pronged outcome-based solution methodology in which it was entitled to bill the client only if the solution was successfully executed. WNS initiated the project by creating a defined collection process and strategy with an objective to arrest the delinquent trend. It is observed that resolving past due balances early in the delinquency cycle keeps the debtor’s delinquency in line with targets and objectives. This minimizes a greater risk of the debtor slipping into severe delinquency. WNS followed this guiding principle.
The methodology comprised the following four strategies: