Do More With Less: How To Handle Rising Receivables

By Joshua Oakes, IT Glue

Not that it needs explaining, but a) most MSPs are faced with rising receivables and b) that’s a problem. You’ve got clients who either aren’t doing any business, or aren’t doing their usual amount, and their cash flow problems are becoming your cash flow problems. So how do you handle this?

Negotiation Mode: Restructure the Contract

Contract re-negotiations happen all the time, especially where outstanding debt is concerned. If your client cannot pay for the services in the contract, then you may need to have a conversation about what services they can pay for. Separate their musts from their wants. They must have secure environments at all times. They want new hardware, or rapid ticket response. It’s better to renegotiate a deal and get something, while maintaining the positive relationship, than it is to get nothing.