The Collection Effectiveness Index (CEI) is a crucial metric used to assess a company’s ability to collect payments from its customers. It serves as an invaluable tool for monitoring a company’s financial performance.
However, when combined with Days Sales Outstanding (DSO), it becomes even more valuable, providing a comprehensive perspective on credit and collections.
In this blog, we will cover everything you need to know about this metric – from its definition and calculation to how to interpret and improve it. Let’s get started.
Collection effectiveness index is a popular metric across industries that gives the Order to Cash leaders a better understanding of how their A/R teams perform. The Collection Effectiveness Index can be simply defined as “The percentage of account receivables that are collected in a given period.”
The CEI provides a clear understanding of the performance of the Credit and Collections teams. A higher CEI indicates that the organization has a strong credit policy and an effective collections process.
Day sales outstanding and collection effectiveness index both are critical metrics that are monitored by the credit and collections teams. Let us understand how these metrics are different from each other.
Collection Effectiveness Index is calculated by dividing the beginning AR balance + monthly credit sales – ending AR balance by the sum of beginning AR balance + monthly credit sales – (ending AR balance x payment term/30).
Let’s define the terms used in the formula
Let’s further simplify the calculation of collections effectiveness index with an example :
Here are the values we will need to fill in the formula shared above:
The CEI for three months would be 64%.
To make it easier for you to calculate collection effectiveness index we will be sharing the calculator in the next section.
During the period, your company collected 0.00% of your available invoices on time.
Recommended Reading: 7 Best Practices To Ensure Faster Collections
Collection effectiveness index serves as a crucial key performance indicator (KPI) that quantifies the strength of your payment collection system.
A lower CEI prompts upper management to recognize the need for significant adjustments in the day-to-day operations of the credit and collections teams.
It helps to understand the importance of collection efficiency.
Collection effectiveness index is a tangible key performance index if you want to understand the effectiveness of your collection efforts.
You can use the CEI formula to examine the quality of your collection efforts every month, but you can also use it to assess the quality of your collection efforts over longer periods.
CEI is an indicator of your collectors’ performance, but are you interpreting it correctly? What if your collector’s efforts are not translating into a good CEI? Let’s look at a few parameters that might be responsible for the exception:
Would a customer pay if the invoice was not received on time or if the invoice data were incorrect? They might not. It is preferable to track and double-check invoice information before contacting the customer.
Flexible credit practices and lenient payment terms could result in a low CEI. Customer payment behavior should be used to create various customer segmentation buckets. Every customer segment should have its tailored credit and collection policies.
Customers might have diverse payment preferences and you need to address their unique payment preferences. The absence of flexibility in payment options might impact cash collection schedules.
Understanding collection effectiveness index and computing it consistently will help you figure out what you might need to modify in your collections practices.
Based on the patterns of how CEI is changing across months or quarters, you would be able to come up with a strategy on how to improve your collections strategies. But as a beginning point, every AR team should consider, the following:
In summary, to enhance your collection effectiveness index you need to optimize the credit and collections process.
This can be easily done by leveraging an account receivable automation solution as they can streamline your collections processes, leading to a significant improvement in your CEI.
This streamlined approach fosters efficiency and effectiveness in managing collections.
A good collection effectiveness index (CEI) is an indicator that an organization is effectively managing its accounts receivable (AR) and collecting payments in a timely and efficient manner. A generally accepted benchmark for a good CEI is 85% or higher.
CEI measures the quality of a company’s collection process, while DSO measures the average time it takes to collect payments.
CEI measures the effectiveness and efficiency of a company’s collections process in converting outstanding invoices into cash, providing insights into credit and collections performance.
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