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<h1 class="title"><strong>Votre DSO</strong> et votre risque clients <strong>sous contrôle</strong></h1>
<div class="description"><p>Avec nos consultants BFR EXPERTS, définissez la meilleure politique de crédit clients pour réduire votre DSO et améliorer votre BFR. Identifiez les solutions et technologies les plus adaptées à votre environnement pour optimiser votre processus Credit Management.</p>
<h2>Construisez une politique Credit Management performante</h2>
<p>Prenez des décisions avisées et mettez en place des actions simples et concrètes pour réduire vos délais de paiement et optimiser votre <a href="https://www.gestioncreditexpert.com/bfr-definition-cacul-financement/">BFR</a>. Quelle que soit la taille de votre entreprise, bénéficiez de l’approche opérationnelle et sur-mesure de nos credit managers à temps partagé.</p>
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<h2>Qu’est-ce que le <strong>Credit Management</strong> ?</h2>
<p>Le <strong>Credit Management</strong> ou la gestion du poste clients <strong>consiste à évaluer, piloter et contrôler l’encours clients</strong> d’une entreprise, c’est-à-dire les factures à émettre, les créances échues et non échues.</p>
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>Hongrie</option><option value='Inde' >Inde</option><option value='Indonésie' >Indonésie</option><option value='Irak' >Irak</option><option value='Iran' >Iran</option><option value='Irlande' >Irlande</option><option value='Islande' >Islande</option><option value='Israël' >Israël</option><option value='Italie' >Italie</option><option value='Jamaïque' >Jamaïque</option><option value='Japon' >Japon</option><option value='Jersey' >Jersey</option><option value='Jordanie' >Jordanie</option><option value='Kazakhstan' >Kazakhstan</option><option value='Kenya' >Kenya</option><option value='Kirghizistan' >Kirghizistan</option><option value='Kiribati' >Kiribati</option><option value='Koweït' >Koweït</option><option value='La Barbade' >La Barbade</option><option value='La Réunion' >La Réunion</option><option value='Lesotho' >Lesotho</option><option value='Lettonie' >Lettonie</option><option value='Liban' >Liban</option><option value='Liberia' >Liberia</option><option value='Libye' >Libye</option><option value='Liechtenstein' >Liechtenstein</option><option value='Lituanie' >Lituanie</option><option value='Luxembourg' >Luxembourg</option><option value='Macao' >Macao</option><option value='Macédoine du Nord' >Macédoine du Nord</option><option value='Madagascar' >Madagascar</option><option value='Malaisie' >Malaisie</option><option value='Malawi' >Malawi</option><option value='Maldives' >Maldives</option><option value='Mali' >Mali</option><option value='Malte' >Malte</option><option value='Maroc' >Maroc</option><option value='Martinique' >Martinique</option><option value='Mauritanie' >Mauritanie</option><option value='Mayotte' >Mayotte</option><option value='Mexique' >Mexique</option><option value='Micronésie' >Micronésie</option><option value='Moldavie' >Moldavie</option><option value='Monaco' >Monaco</option><option value='Mongolie' >Mongolie</option><option value='Montserrat' >Montserrat</option><option value='Monténégro' >Monténégro</option><option value='Mozambique' >Mozambique</option><option value='Myanmar' >Myanmar</option><option value='Namibie' >Namibie</option><option value='Nauru' >Nauru</option><option value='Nicaragua' >Nicaragua</option><option value='Niger' >Niger</option><option value='Nigéria' >Nigéria</option><option value='Niué' >Niué</option><option value='Norvège' >Norvège</option><option value='Nouvelle-Calédonie' >Nouvelle-Calédonie</option><option value='Nouvelle-Zélande' >Nouvelle-Zélande</option><option value='Népal' >Népal</option><option value='Oman' >Oman</option><option value='Ouganda' >Ouganda</option><option value='Ouzbékistan' >Ouzbékistan</option><option value='Pakistan' >Pakistan</option><option value='Palau' >Palau</option><option value='Panama' >Panama</option><option value='Papouasie-Nouvelle-Guinée' >Papouasie-Nouvelle-Guinée</option><option value='Paraguay' >Paraguay</option><option value='Pays-Bas' >Pays-Bas</option><option value='Philippines' >Philippines</option><option value='Pologne' >Pologne</option><option value='Polynésie française' >Polynésie française</option><option value='Porto Rico' >Porto Rico</option><option value='Portugal' >Portugal</option><option value='Pérou' >Pérou</option><option value='Qatar' >Qatar</option><option value='Roumanie' >Roumanie</option><option value='Royaume-Uni' >Royaume-Uni</option><option value='Rwanda' >Rwanda</option><option value='République Dominicaine' >République Dominicaine</option><option value='République Tchèque' >République Tchèque</option><option value='République arabe syrienne' >République arabe syrienne</option><option value='République centrafricaine' >République centrafricaine</option><option value='République démocratique du Congo' >République démocratique du Congo</option><option value='République démocratique populaire du Laos' >République démocratique populaire du Laos</option><option value='Sahara occidental' >Sahara occidental</option><option value='Saint Barthélemy' >Saint Barthélemy</option><option value='Saint Martin' >Saint Martin</option><option value='Saint Pierre et Miquelon' >Saint Pierre et Miquelon</option><option value='Saint-Christophe-et-Nevis' >Saint-Christophe-et-Nevis</option><option value='Saint-Marin' >Saint-Marin</option><option value='Saint-Siège' >Saint-Siège</option><option value='Saint-Vincent-et-les Grenadines' >Saint-Vincent-et-les Grenadines</option><option value='Sainte-Hélène, Ascension et Tristan da Cunha' >Sainte-Hélène, Ascension et Tristan da Cunha</option><option value='Sainte-Lucie' >Sainte-Lucie</option><option value='Salvador' >Salvador</option><option value='Samoa' >Samoa</option><option value='Samoa américaines' >Samoa américaines</option><option value='Sao Tomé et Principe' >Sao Tomé et Principe</option><option value='Serbie' >Serbie</option><option value='Seychelles' >Seychelles</option><option value='Sierra Leone' >Sierra Leone</option><option value='Singapour' >Singapour</option><option value='Sint Maarten' >Sint Maarten</option><option value='Slovaquie' >Slovaquie</option><option value='Slovénie' >Slovénie</option><option value='Somalie' >Somalie</option><option value='Soudan' >Soudan</option><option value='Soudan du Sud' >Soudan du Sud</option><option value='Sri Lanka' >Sri Lanka</option><option value='Suisse' >Suisse</option><option value='Suriname' >Suriname</option><option value='Suède' >Suède</option><option value='Sénégal' >Sénégal</option><option value='Tadjikistan' >Tadjikistan</option><option value='Tanzanie (République-Unie de)' >Tanzanie (République-Unie de)</option><option value='Taïwan' >Taïwan</option><option value='Tchad' >Tchad</option><option value='Terres Australes Françaises' >Terres Australes Françaises</option><option value='Territoire britannique de l’océan Indien' >Territoire britannique de l’océan Indien</option><option value='Thaïlande' >Thaïlande</option><option value='Timor oriental' >Timor oriental</option><option value='Togo' >Togo</option><option value='Tokelau' >Tokelau</option><option value='Tonga' >Tonga</option><option value='Trinité et Tobago' >Trinité et Tobago</option><option value='Tunisie' >Tunisie</option><option value='Turkménistan' >Turkménistan</option><option value='Turquie' >Turquie</option><option value='Tuvalu' >Tuvalu</option><option value='Ukraine' >Ukraine</option><option value='Uruguay' >Uruguay</option><option value='Vanuatu' >Vanuatu</option><option value='Venezuela' >Venezuela</option><option value='Vietnam' >Vietnam</option><option value='Wallis et Futuna' >Wallis et Futuna</option><option value='Yémen' >Yémen</option><option value='Zambie' >Zambie</option><option value='Zimbabwe' >Zimbabwe</option><option value='Égypte' >Égypte</option><option value='Émirats arabes unis' >Émirats arabes unis</option><option value='Équateur' >Équateur</option><option value='Érythrée' >Érythrée</option><option value='État palestinien' >État palestinien</option><option value='États-Unis' >États-Unis</option><option value='Éthiopie' >Éthiopie</option><option value='Île Bouvet' >Île Bouvet</option><option value='Île Christmas' >Île Christmas</option><option value='Île Maurice' >Île Maurice</option><option value='Île Norfolk' >Île Norfolk</option><option value='Île de Man' >Île de Man</option><option value='Îles Cayman' >Îles Cayman</option><option value='Îles Cocos' >Îles Cocos</option><option value='Îles Cook' >Îles Cook</option><option value='Îles Falkland' >Îles Falkland</option><option value='Îles Féroé' >Îles Féroé</option><option value='Îles Heard et McDonald' >Îles Heard et McDonald</option><option value='Îles Mariannes du Nord' >Îles Mariannes du Nord</option><option value='Îles Marshall' >Îles Marshall</option><option value='Îles Pitcairn' >Îles Pitcairn</option><option value='Îles Salomon' >Îles Salomon</option><option value='Îles Turques et Caïques' >Îles Turques et Caïques</option><option value='Îles Vierges américaines' >Îles Vierges américaines</option><option value='Îles Vierges britanniques' >Îles Vierges britanniques</option><option value='Îles de Svalbard et Jan Mayen' >Îles de Svalbard et Jan Mayen</option><option value='Îles mineures américaines' >Îles mineures américaines</option><option value='Îles Åland' >Îles Åland</option></select>
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<div class="text-content"><h2>Quel est le rôle du <strong>Credit Manager</strong> ?</h2>
<p>Le Credit Manager est à la fois le pilier et le point de jonction entre tous les services liés au cycle order-to-cash de l’entreprise. <strong>Il accélère le flux de cash disponible</strong> issu des ventes réalisées tout en préservant les relations commerciales avec les clients.</p>
<p>Autrement dit, il se donne pour mission de <strong>réduire au maximum le <span style="text-decoration: underline;"><a href="https://www.gestioncreditexpert.com/comment-calculer-le-dso/">DSO</a></span></strong> (days sales outstanding ou délai moyen de recouvrement) et fait en sorte que les ventes conclues par les commerciaux se traduisent bien par des rentrées d’argent pour l’entreprise.</p>
<p>Ainsi, la fonction Credit Management est désormais reconnue comme stratégique au sein des entreprises performantes parce qu’elle permet d’<strong>augmenter la trésorerie disponible</strong> et qu’elle contribue à améliorer leurs capacités de financement et de développement.</p>
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<h2 class="title"><strong>Réduction du DSO</strong> : Comment le Credit Manager s’y prend-il ? </h2>
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<p>Pour <strong>accélérer les encaissements</strong> et <strong>éviter les impayés clients</strong>, le credit manager intervient sur l’ensemble du processus de vente de l’entreprise, de la prospection commerciale jusqu’au paiement définitif des factures.</p>
<p>En collaboration avec les services commerciaux et juridiques, il peut :</p>
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<li><strong>Lancer un audit de la situation</strong> pour identifier des axes de progrès sur les processus, l’organisation et la stratégie de l’entreprise : il peut par exemple évaluer et proposer des axes d’amélioration pour réduire les risques clients et améliorer le recouvrement de créances,</li>
<li><strong>Définir ou modifier la politique de crédit clients</strong> en bonne intelligence avec les équipes commerciales : il évalue quelles sont les limites de crédit à accorder en montant et en délais à chacun des clients selon leur niveau de risque, les modes de paiement aussi,</li>
<li><strong>Aider à la définition des conditions générales de vente</strong> qui, si elles intègrent des clauses clés (délai de paiement, pénalités de retard, clause de réserve de propriété…), peuvent être un bon rempart face aux retards de paiement et des factures impayées,</li>
<li><strong>S’assurer de la solvabilité des clients</strong> en amont de la contractualisation en diligentant des enquêtes terrain ou en organisant la mise sous surveillance de clients non assurés crédit. En cas de risque trop élevé de non-paiement sur les clients, il peut également assurer les factures en partie ou en totalité. Avec les courtiers ou directement avec les compagnies d’assurance, il négocie le taux, le montant et le coût des couvertures d’assurance-crédit,</li>
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<li><strong>Former</strong> toutes les personnes associées de près ou de loin au processus de vente pour leur insuffler une culture cash,</li>
<li><strong>Veiller au bon encaissement des paiements</strong>. Le credit manager, en lien avec le service comptabilité et l’administration des ventes, peut, s’il a des factures en retard de paiement, décider de mettre en place un service de relance ou de recouvrement à l’amiable et proposer lorsque c’est possible de nouvelles conditions de règlement. En cas de litige et si le contentieux est trop sensible, il peut organiser le recouvrement judiciaire des impayés. Il peut décider d’actions légales en direct ou s’appuyer sur l’expertise d’une société de recouvrement, par exemple,</li>
<li><strong>Piloter tous les flux d’informations</strong>, capter les données clés en temps réel et les comprendre, pour anticiper les risques de défaillance et de retard de paiement. À cet effet, le credit manager peut s’aider de la direction des systèmes d’information de l’entreprise pour se doter des logiciels et outils de gestion du poste clients de dernière génération.</li>
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<p><a class="link" href="https://www.gestioncreditexpert.com/contact/">En savoir plus</a></p>
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<div class="text-content"><h2><strong>Le Credit Manager améliore le BFR</strong></h2>
<p><strong>Le besoin en fonds de roulement (BFR)</strong> est la différence entre, d’une part le besoin de trésorerie qu’engendrent le financement des stocks ainsi que les créances clients, et d’autre part, la ressource de trésorerie liée aux dettes fournisseurs.</p>
<p><strong>Le credit management améliore significativement le BFR</strong> d’une entreprise s’il accélère les encaissements clients en optimisant les délais de règlement et en réduisant les retards de paiement. Ainsi, les décalages de trésorerie diminuent.</p>
<p>Si <strong>le BFR d’une entreprise est maîtrisé</strong>, ses risques de déposer le bilan s’en trouvent réduits. Ses recours au crédit bancaire et à l’affacturage aussi…</p>
<p>Pour résumer, la qualité du Credit Management conditionne la rentabilité de l’entreprise, sa pérennité, et donc en partie sa capacité à se développer par des ressources financières propres.</p>
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<p>Vous êtes désormais convaincus de l’intérêt du Credit Management pour votre entreprise mais sa taille et son chiffre d’affaires ne vous permet pas d’envisager un recrutement à temps plein ?<br />
Nos consultants <strong>BFR EXPERTS</strong> vous accompagnent de façon très opérationnelle dans la <a href="https://www.gestioncreditexpert.com/externalisation-gestion-poste-client/">gestion de votre poste clients</a>, pour sécuriser votre chiffre d’affaires, augmenter la trésorerie, et aider à financer vos ambitions de développement.</p>
<p>Nous vous aidons à identifier et passer en revue tout ce que vous pouvez tenter pour réduire votre DSO et <span style="text-decoration: underline;"><strong><a href="https://www.gestioncreditexpert.com/comment-optimiser-son-bfr/">optimiser votre BFR</a></strong></span>.</p>
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<li><strong>La mise en place de process Credit Management de qualité</strong> pour réduire les litiges et donc les besoins en recouvrement de créances.</li>
<li><strong>Un accompagnement opérationnel</strong> : nos consultants BFR EXPERTS travaillent en mode projet, ils aident vos équipes à transformer vos objectifs stratégiques en plans d’actions opérationnels, depuis la définition des axes d’amélioration de l’organisation du Credit Management jusqu’à leur mise en œuvre.</li>
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<p><strong>Une solution sur-mesure pour piloter votre poste clients :</strong> toutes les actions que nous vous proposerons tiendrons compte des habitudes de paiement dans votre secteur d’activité, des relations spécifiques que vous entretenez avec chacun de vos clients (ancienneté et solidité de la relation, psychologie du dirigeant…) et du niveau de culture cash de vos équipes.</p>
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