Definition
Accounts receivable are money owed to a business by customers who purchased goods or services on credit. They appear on the balance sheet as a current asset. Managing accounts receivable involves tracking invoices, collecting payments, and assessing credit risk. High receivables can tie up cash needed for operations despite paper profitability.
Key Takeaways
- Accounts receivable represent future cash from credit sales; they’re not cash until collected.
- Days Sales Outstanding (DSO) measures how quickly a company collects receivables.
- Uncollectible receivables must be written off, reducing profitability.
Importance
For B2B businesses, accounts receivable management directly affects cash flow and working capital. Slow collection means cash is tied up, limiting growth investment and creating financial stress. Efficient receivables management accelerates cash conversion, improves cash flow, and reduces default risk.
Explanation
When a business sells $10,000 to a customer with net-30 payment terms, that $10,000 becomes an account receivable. The company records $10,000 in revenue and $10,000 in accounts receivable on the balance sheet. Until the customer pays, it’s not actual cash. If the customer never pays, the receivable must be written off as bad debt expense.
Businesses must balance credit extension (needed for competitiveness) with collection efficiency (needed for cash flow). Offering net-60 terms attracts customers but ties up cash for 60 days. Some companies use factoring (selling receivables at a discount) to convert receivables to immediate cash.
Examples
Example 1: Collection Efficiency Company A with $10M annual revenue has 30-day payment terms and collects 95% of receivables within terms. Their accounts receivable balance is approximately $800K (30 days of sales). Company B with same revenue but 60-day terms has $1.6M in receivables. Company B’s cash is tied up twice as long.
Example 2: Bad Debt Write-Off A business extends $50,000 credit to a customer that then fails financially. The business writes off the uncollectible receivable as bad debt expense, reducing profitability by $50,000. This demonstrates the risk of liberal credit policies.
Example 3: Accounts Receivable Financing A growing company has $500,000 in receivables but only $50,000 in cash. They use receivables factoring: a factor pays them 80% ($400,000) immediately and collects the full amount from customers. They sacrifice $100,000 to solve an immediate cash crisis, enabling payroll and supplier payment.
Frequently Asked Questions
What is Days Sales Outstanding (DSO)?
DSO measures average days to collect payment: (Accounts Receivable / Daily Revenue). If you have $1M receivables and $10K daily revenue, DSO is 100 days. Lower DSO is better; it indicates faster collection. Industry benchmarks vary; compare with competitors.
How do I improve accounts receivable collection?
Offer early-payment discounts (2% for payment within 10 days), implement automated reminders, assign collection responsibility clearly, perform credit checks before extending terms, and consider factoring for immediate cash needs. Faster collection improves cash flow directly.
What’s an aging schedule?
An aging schedule categorizes receivables by how long they’ve been outstanding: current (not yet due), 30 days past due, 60 days, 90+ days. This helps identify collection issues early and assess bad debt reserves needed.
Should I extend more credit to grow sales?
Extending credit can grow sales but ties up cash. Analyze carefully: if credit extension increases sales by $100K but ties up $50K in receivables for 60 days, you’re essentially financing customer cash flow. Ensure profitability justifies the working capital cost.
What’s an allowance for doubtful accounts?
An allowance is a reserve estimated for uncollectible receivables based on historical bad-debt percentages. Instead of waiting to identify bad debts, companies estimate them upfront. This matches expenses to revenue more accurately.
Can I sell my accounts receivable?
Yes, through factoring or accounts receivable financing. You receive 70-85% of receivable value immediately, and the factor collects from customers. This costs you 15-30% of receivable value but solves immediate cash needs for growing businesses.