Proof Of Concept

The client was a Global Paint and Coatings manufacturer, wholesaler and retailer operating in 44 countries.

The client’s target was to reduce Receivables by 12% in 2004.
Eight Internal Consultants were selected and trained in receivables best practice. They were coached in – consultancy skills, change management and a step-by-step implementation approach. The following table shows the performance of six of the countries implemented by the Internal Consultants.

The second column shows DSO reductions between January 2004 and August 2004. Since paint is a seasonal business the DSO reductions between August 2003 and August 2004 have also been provided (column 3) to demonstrate that improvements were not due to seasonality effects.