DSO reduced by 18 days in a B2B services mid-market company
IT services / consulting firm, 650 employees, Paris region
Results
−18 jours
DSO reduction (72 → 54 days)
2,1M€
cash flow freed up
−80%
manual dunning time reduction
94%
collection rate at 60 days
Challenge
DSO at 72 days in a sector where the norm is 45-55. Client dunning was manual
(a part-time controller), inconsistent, and triggered too late. No payer segmentation:
the same dunning email went to the €500K/year client and the €15K/year client.
Working capital put cash flow under pressure every quarter-end.
Approach
- 1
Week 1-2: Receivables portfolio analysis — segmentation of 200+ clients by risk × value × payment history
Value ArchitectMaturity Auditor - 2
Week 3-4: Predictive payer scoring — simple model (no heavy ML) based on 24 months of billing data
Value ArchitectMaturity Auditor - 3
Week 5-7: Dunning automation — 3 differentiated email sequences by segment (VIP / standard / at-risk) + automatic escalation to account manager at D+15
Value ArchitectMaturity Auditor - 4
Week 8-9: Real-time DSO dashboard with alerts — view by client, by BU, by receivable aging
Value ArchitectMaturity Auditor - 5
Week 10: Finance team training + dashboard handover
Value ArchitectMaturity Auditor
Testimonial
“Client scoring changed the way we collect. We no longer treat a €500K client the same as a €15K client. And the dashboard let me eliminate 3 weekly Excel reports.”
Directrice du Contrôle de Gestion — ESN, Île-de-France
Agents involved
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