Credit Groups
Careers
Client Login
Case Study
Biotechnology & Agricultural Science
Weeding Out AR Issues
By actively recovering receivables with augmented/seasonal support, the client sowed the seeds for greater financial stability, innovation, and cost savings.
A global agricultural leader was losing millions due to inconsistent A/R processes—delaying collections to protect long-standing farmer and retailer relationships. With informal recovery efforts and an understaffed team, delinquencies mounted, forcing costly third-party write-offs.
Cadex stepped in with a sales-aligned, flexible strategy—not rigid outsourcing, but a tailored approach designed to work with the client’s sales team. By understanding their customers and adjusting to seasonal demands, we helped the client recover revenue without compromising relationships.
Cultivate a Drought-Resistant Cash Flow
ABOUT THIS CLIENT
A North American leader in crop protection and seeds, this client serves farms of all sizes with a strong focus on farmer relationships, R&D, and sustainability. Based in Missouri, they help farmers optimize operations through advanced technology, expert guidance, and data-driven solutions.
ENGAGEMENT SUMMARY
Contract Start Date: 2020
Industry: Agricultural Science
Delivery Location(s): USA
Languages: English
SERVICES APPLIED
- AR Management
- Predictive Analytics
- Intelligent Workflow Automation
The Challenges
Focused more on tending relationships than harvesting overdue payments, the client suffered revenue losses compounded by seasonal billing cycles.
From unpredictable weather, labor shortages, and shifting regulations to parades of new pests, technologies, and weeds, crop production is a tough, highly variable business. The client and its sales team recognized the financial pressures their customers faced, often leading to delayed payments. As a result, the AR team was reluctant to enforce AR recovery and collections through traditional methods. The client needed a fresh perspective to balance the needs of customer and company. Key challenges included:
Insufficient Resources
Lack of Tools and Analytics
Reluctance to Collect
Seasonal, Variable Billing
High Third-Party Collection Costs
Dig Out from Debt
CONTINUE READING
The Solution
Cadex’s objectivity germinated into streamlined, automated strategies for AR.
The best AR processes balance empathy and efficiency, aligning with company values while ensuring cash flow. Cadex implemented:
Proper Staffing
Flexible staffing solutions adjusted to seasonal needs, scaling quickly from one agent to six during peak period.
Defined Call Strategy
Developed a structured call approach that ensured accounts over $50K received personal outreach.
End-to-End A/R Management
- Proactive Measures: Pre-called key, high-priority accounts before invoices were past due.
- Predictive Analytics: Automated pre-notifications and predictive modelling to anticipate delinquent accounts.
- Customized Solutions: Leveraged Cadex’s AR Management Suite to streamline the client’s unique AR processes and requirements, including prepayments, credit balances, and non-standard invoicing.
- Invoicing and Billing: Provided guidance during a complex ERP migration to address widespread invoicing and billing issues.
Automation Enhancements
Introduced tools for smoother past-due notices, with solutions for automated, pre-collect email campaigns.
Contract Review and Recommendations
Optimized client contracts to minimize disputes and improve the ability to collect.
Formalized Field Sales Team Engagement and Escalation Processes
- Established weekly meetings with sales to ensure alignment and transparency.
- Created escalation processes to notify sales of delinquent customers, giving them one week to intervene.
- Enabled sales to listen to collector calls, fostering collaboration and eliminating internal friction.
- Implemented a commission-linked notification system, improving sales’ response to delinquent accounts.
Standardized Collections and Third-Party Write-Off Procedures
Ensured consistency, transparency, and fairness in deeming debts uncollectible or irrecoverable across business units.
The Results
Cadex ploughed through AR challenges to drive higher revenue recovery and healthier customer relationships.
A deep understanding of the client’s business was key to delivering results. By actively involving the field sales team, aligning with seasonal trends, and taking a proactive approach to AR, Cadex strengthened customer relationships while optimizing cash flow. The savings generated were reinvested into R&D, further supporting the client’s ability to serve its customers.
Over 2 Years
Decreased by 71%
Operating Costs
Decreased Over Time
