Cashflow, Copyright, Licensing, Working Capital, Scoring, Treasury
ERP, Oracle e-Business Suite
7 Customers Account Representatives and Licensing Executives
In the throes of music piracy, change of consumer buying patterns, and with the advent of new Business models, the traditional market of music production and distribution collapsed, triggering a surge of unpaid rights, increase of the DSO, and litigation cases to be settled for Sacem. With an unclear set of rules, poorly integrated IT systems and an absence of harmonized collection procedure, the company's DSO skyrocketed, and the payments overdue rapidly reached a dangerous amount €10.0 million calling for a robust response.
Audited of working capital, clients contract issues and sources of overdue payments, Created client scoring, Defined workflow of monthly events and new collection procedure to articulate invoice reminder, negotiated procedure and ultimately litigation.
Client scoring automated and harmonized across all contract categories, Categorization of all contract issues and adjustment proposed to Legal Departments, New collection procedure articulated with monthly contract management review, 90% of issues settled through negotiated agreements.