Current location - Education and Training Encyclopedia - Graduation thesis - Graduation thesis of accounting major-research on accounts receivable management under the new economic situation.
Graduation thesis of accounting major-research on accounts receivable management under the new economic situation.
At present, most enterprises in China are facing the double dilemma of "difficult to sell and more difficult to collect money". On the one hand, the market competition is increasingly fierce. In order to win customers' orders, enterprises need to provide almost harsh preferential conditions, and their profits are getting less and less; On the other hand, customers default on accounts, and even generate a large number of bad debts and bad debts, and profits are greatly eroded. The "triangle debt" between enterprises is quite serious, forming a vicious circle. According to statistics, at present, more than 80% of enterprises in China are deeply troubled by the "triangular debt", and the mutual arrears between enterprises are as high as one trillion yuan. The state has taken various measures to eradicate this stubborn disease, but the effect is not obvious. The mutual breach of contract between enterprises has seriously affected the normal production and operation of enterprises and interfered with the normal order of market economy.

First, the current enterprise accounts receivable management problems

Market economy is essentially a credit economy, and credit sales have become the most effective means for businesses to win customers and expand sales and business scale. Credit-based settlement has increasingly replaced cash settlement as the dominant form of inter-enterprise transactions. However, more and more enterprises find that although the profit on the income statement is very considerable, the disposable free cash flow on the cash flow statement is actually stretched. Enterprises can't turn profits into disposable cash flow, so they can't grasp investment opportunities, which limits the development of enterprises and even affects their survival. As far as China's enterprise groups are concerned, this problem is more prominent.

Whether an enterprise can effectively control accounts receivable not only directly determines the turnover level of working capital and the final operating profit, but also directly affects sales performance and market competitiveness. However, there are many problems in the management of accounts receivable in Chinese enterprises.

1. Accounts receivable management responsibility has not been implemented.

In many enterprises, the sales department and the financial department perform their respective duties, and no one is really responsible for the management of accounts receivable, so no one is responsible for the collection problem. When the external credit risk increases, a large number of accounts are in arrears, and collection begins after a long period of arrears. As a result, the past is not forgotten, and the burden is getting heavier and heavier.

2. The evaluation of the sales department is biased.

Although the collection responsibility of the sales department has changed the situation of unmanned management of accounts receivable, it actually brings greater risk of default to enterprises, because the goal and ability of sales staff lies in sales rather than collection. The actual situation is that many business people blindly release accounts under the sales incentive mechanism, and the collection afterwards is not enough. Although sales have gone up, it often brings serious bad debts and bad debts to the company.

It is difficult for the financial department to control credit sales and collection.

Although the financial department is responsible for strengthening the special management of accounts receivable, it is often far from the actual situation. Because the financial department actually doesn't know the customer situation and transaction background, it can't form scientific and effective management. For accounts receivable, the control is too strict, and the sales of enterprises decline; Either out of control, the arrears will still appear in large numbers.

Second, accounts receivable management objectives

The goal of accounts receivable management is to balance the yield of credit sales and the holding cost of accounts receivable, and then to take scientific and effective measures to ensure the liquidity of accounts receivable, and finally to maximize the efficiency and value of enterprises, which is actually to pursue the best liquidity and effectiveness. Among them, the work of the collection department is mainly to improve the liquidity index of accounts receivable. In addition, according to the requirements of efficiency, accounts receivable should be kept at a reasonable scale to achieve higher sales revenue and avoid excessive holding costs. Moreover, accounts receivable should be recovered in time to avoid bad debt losses.

Third, establish enterprise credit management mechanism.

In China, the lack of enterprise credit management is an urgent problem. Domestic enterprises are more and more aware of the importance of credit management, and most of them have taken relevant measures, such as setting up credit departments or clarifying the credit management functions of relevant departments, formulating credit management objectives and policies, and strengthening the supervision and collection of accounts receivable. But overall, the function of credit management is still relatively weak. Therefore, the author thinks that the credit management of enterprises should be strengthened from the following aspects.

1. Establish practical credit management objectives.

First of all, it is necessary to decompose the strategic objectives of the enterprise layer by layer, and make a concrete and in-depth analysis of the current accounts receivable and customer exchanges. We can set the goal of credit management from the following points: ① to ensure the rapid recovery of accounts receivable; (2) Maximize the company's profits and sales; ③ Maintain the relationship with customers; ④ Enhance the company image.

2. Establish customer credit data files.

The credit department keeps and updates customer information in a centralized way, and can no longer be scattered and disorderly. These materials should include the historical information of the enterprise's contact with banks and major customers, mainly including the basic information of customers, recent financial statements, the certificate of the bank where the account is opened, and some credit ratings, credit application forms, copies of business licenses, credit investigation reports, contracts or orders, payment records, correspondence, etc. published by banks and other financial institutions. The establishment of these complete files can also prevent the loss of customer resources caused by the departure of business personnel. The credit department should gradually improve the credit evaluation function of customers and evaluate the credit rating of customers according to the collected credit information.

3. Formulate a strict and unified credit policy and strictly implement it within the enterprise credit department.

The enterprise's credit policy is formulated from three aspects: credit standard, credit condition and payment policy. When formulating, we should combine our own actual situation, take into account the principle of cost-benefit and the credit status of customers, and formulate accurate and standardized credit policies. In the process of credit policy implementation, on the one hand, we should strictly implement different credit standards according to customers' credit rating, and at the same time, we should adjust the credit limit to customers at any time according to the dynamic changes of customers' credit status, so as to dynamically maintain the consistency of credit policy implementation. In addition, when formulating credit policies, different products should be treated differently, and a one-size-fits-all credit policy cannot be adopted.

4. Establish a credit manager incentive system.

The credit management functions of the sales and credit departments are unified through the credit sales responsibility system or the sales collection responsibility system. We can adopt the responsibility system of sales payment for sales staff, regard the completion of payment as an important link in the sales staff's business process, adopt the two-level indicators of sales payment as the assessment standard, and link them with the salaries and bonuses of relevant personnel.

5. Strengthen customer information feedback.

On the one hand, enterprises should formulate the evaluation standard of customer credit rating, on the other hand, business personnel should timely summarize the customer credit situation reflected in the specific business process. For old customers, their credit status can be summarized quarterly or monthly; For new customers and customers with scattered businesses, the credit status of customers should be summarized after each transaction, and the business personnel should quantitatively score the credit status of customers according to the corresponding standards, and these corresponding materials should be included in the customer files as customer credit information. Enterprises should compare the future performance of customers with the summary of business personnel in a timely manner and strengthen the assessment.

Fourth, measures to strengthen the management of accounts receivable

Accounts receivable can be divided into credit period accounts receivable and overdue accounts receivable according to their duration. For the accounts receivable within the credit period, enterprises are concerned about whether it is possible or necessary to realize them in advance; For overdue accounts receivable, we must find ways to recover them as soon as possible. The longer the accounts receivable are overdue, the less likely they are to be recovered.

1. Dynamic management of accounts receivable

The financial department of an enterprise shall cooperate with the credit department and appoint a special person to be responsible for the management of accounts receivable. By designing and filling in various forms, we can keep abreast of the dynamic situation of enterprise accounts receivable. The finance department should summarize the sales records reported by the sales department, then write an analysis report, make a detailed monthly report of accounts receivable and send it to the manager in charge of the credit department. At the same time, the financial department assists relevant departments to formulate a reward system for recovering arrears and speed up the collection of overdue accounts.

2. Analyze accounts receivable.

The Credit Department shall analyze the customer's arrears according to the accounts receivable list provided by the Finance Department, and publish the accounts receivable collection Plan regularly every month. Enterprises should implement the responsible person for each account receivable and recover it within a time limit. The person in charge of the enterprise must attach importance to and strengthen the collection of accounts receivable. Relevant departments of enterprises should also analyze the possibility of accounts receivable recovery, grasp the latest financial information of customers, and prevent customers from transferring assets and collateral.

From the aging analysis table of accounts receivable, the enterprise can understand: ① How much debt is left in the credit period? The debt is normal, but whether it can be recovered after maturity will be decided later, so it is necessary to collect it in time. (2) How many debts have exceeded the credit period, how much money has exceeded the length of time, and how many debts may become bad debts because they are overdue for too long. Enterprises should adopt different collection methods to deal with the arrears with different arrears time and formulate economic and feasible collection policies; For possible bad debt losses, we should make preparations in advance and fully estimate the impact of this factor on profit and loss.

3. Recovery of overdue accounts receivable

Before receiving the full payment, the enterprise must keep all the sales materials as the basis for collection and even litigation. These sales materials include: sales contracts, orders, invoices, faxes and letters, shipping documents, credit application forms and all other documents that can prove the enterprise's right to accounts receivable.

(1) Principles for handling overdue accounts receivable. Good relationship with customers is the key for enterprises to maintain market share. Therefore, for non-malicious customers, we should continue to maintain business contacts, strive to recover the arrears in full at the lowest cost, and obtain customer liquidated damages or other compensation; All legal means should be taken for bad customers to minimize the loss of accounts receivable; For customers with good reputation, know the actual situation of customers. If the customer only has temporary payment difficulties, the credit period can be appropriately extended, and it is not easy to offend the customer.

(2) Payment method of overdue accounts receivable. There is no clear standard for the payment method of enterprises. The enterprise credit department should flexibly use various means according to the specific situation, not only to safeguard the interests of enterprises, reduce the losses of enterprises, but also to maintain the relationship with customers as much as possible. Enterprises must pay attention to the way to recover the payment from customers in order to achieve the purpose of recovering the payment.

(3) The collection cost must be considered. In the process of collection, an important aspect is that the cost of collection must be considered, that is, from the perspective of efficiency. Therefore, enterprises should take the lowest collection cost as far as possible to minimize the losses of enterprises.

The following collection methods are available for reference:

First, the salesman in the enterprise directly comes forward: because the salesman personally participates in business transactions, he is most familiar with the customer situation. Under normal circumstances, salesmen may have many years of friendship with customers, and it is easy to communicate when they meet.

Second, the full-time organization in the enterprise comes forward: the advantage is that it can concentrate the wisdom of most people and adopt the best method to contact and negotiate with customers to avoid unnecessary troubles caused by possible extreme behavior. In this case, the cooperation and support of the salesman are also needed.

Third, entrust social debt collection agencies to come forward: generally, this method can be adopted when customers are tough and deliberately fraudulent. Entrusting a professional collection agency to manage part or all of accounts receivable has been proved to be an effective management method abroad. It can not only save the resources of enterprises, reduce and control the operating costs of enterprises, but also reduce the risk of bad debts, increase cash inflows and improve the management quality of accounts receivable.

(4) Procedures for collection of overdue accounts receivable. The collection procedure of overdue accounts receivable generally starts from the overdue date, reminding customers that the accounts are due and should be paid by telephone, letter, fax, email and other polite ways. If the reminder has no result, it is necessary to analyze the existing information of the customer, understand the business background and the factors that may not be recovered, and find a solution. After repeated letters, faxes and door-to-door collections fail, we should gradually increase the collection pressure on customers, and each step of collection should be recorded in writing, faxed and faxed. It must be kept as a written basis for reporting bad debt losses.