The first link: in advance; contract bidding needs to limit the inequality of Party A.
第二点环节：事中：合同实施阶段要限制甲方对合同的增减项的随意变更。
The second link: in the process: in the implementation stage of the contract, Party A should be limited to change the increase or decrease of the contract at will.
第三点环节:事后：验收交付需要限制强势甲方对验收的随意增加各种前置条款。
The third link: after the event: acceptance delivery needs to limit strong Party A's arbitrary addition of various pre clauses for acceptance.
基于以上业务流程中的关键点，实务中财务在对以上环节应收款的需要进行风险的应对，并建立管理体系，个人的三点经验如下：
Based on the above key points in the business process, in practice, the financial department should deal with the risks of the receivables in the above links and establish a management system
点经验：建立事前事中事后参与并融入到业务中的专职或兼职财务团队。
First experience: establish a full-time or part-time financial team that participates in and integrates into the business.
应收款的成败决定性因素在于企业的综合竞争力，从实践中来看决定因素在于人。按个人从事财务管理经验来看，很多在企业看来无法收回的旧款，实际上就是因为企业管理层对收回款项没有信心，并在人员投入特别是财务人员投入上的不足产生的。就应收账款的回收实际上是一项技术要求较高，并需要高度沟通合作才能完成的工作。但没有专职或者兼职的财务团队的主导或者参与，实务中是与客户的账都无法对清，就基本在与大企业或者政府的沟通中，处于弱势的地位。笔者工作过的一家企业就有很多陈年旧账一直无法收回，个面对的是需要与客户对清账目，才有希望开始后续的复杂的结算流程。
The decisive factor for the success or failure of receivables lies in the comprehensive competitiveness of enterprises, and in practice, the decisive factor lies in people. According to personal experience in financial management, many of the old funds that can not be recovered in the eyes of enterprises are actually caused by the lack of confidence of enterprise management on the recovery of funds and the shortage of personnel investment, especially financial personnel investment. In fact, the recovery of accounts receivable is a high professional and technical requirements, and requires a high degree of communication and cooperation to complete the work. However, without the guidance or participation of full-time or part-time financial team, the accounts with customers can not be cleared in practice, and they are basically in a weak position in the communication with large enterprises or the government. The author worked in an enterprise has many old accounts have been unable to recover, the first face is the need to clear accounts with customers, then there is hope to start the follow-up complex settlement process.
第二点经验：建立应收账款回收的奖励制度。
The second experience: establish the reward system of accounts receivable recovery.
一般企业对应收账款的回收都用罚来提高回收款项的目标，实务中实际上可以通过精神加物质的奖励来团结企业内部所有部门一起来完成收回货款的目标，特别对应收账款有主导作用的销售部门，实务中还是存在各种种样销售部门无法主导的原因产生货款无法收回或者逾期的客观原因的。按以前公司一位销售老总的话说都是原来各部门与客户吹过的牛，需要现在去喝酒问题。实务中成功的款项回收的方法有千万种，但失败的路都是相同的，客户对企业产品或者服务的不满意，无论是产品使用出现的问题，还是合同条款出现的争议，或者是产品交期出现的问题，实际上都是中小企业核心竞争力需要提升的方向。
In practice, we can unite all the departments in the enterprise to achieve the goal of collecting the payment through the spiritual and material rewards. Especially for the sales department which plays a leading role in the accounts receivable, there are still various reasons why the sales department can't take the lead Or objective reasons for the overdue period. According to one of the company's sales managers, it was the original departments and customers boasted about the cattle, need to drink now to solve the problem. In practice, there are tens of thousands of successful methods of fund recovery, but the failure paths are the same. The dissatisfaction of customers with the products or services of enterprises, whether the problems of product use, disputes of contract terms, or problems of product delivery time, are actually the direction of improving the core competitiveness of SMEs.
通过应收账款的奖励制度可以让企业内部团结起来，一起提升企业的核心竞争力，来满足和提升客户对企业产品的满意度，达到复购产品的目标。现在大多数企业投入重金来新客户的获取上，但在现有客户的重购上没有投入充足的资源，实际上是本末倒置，只有重购率高的企业才能产生，并带来核心竞争力。实际上通过应收账款回收的及时性以及客户的复购率就可以看清一个企业是否有核心竞争力。
Through the reward system of accounts receivable, enterprises can unite to enhance the core competitiveness of enterprises, so as to meet and enhance customer satisfaction with enterprise products and achieve the goal of re purchasing products. At present, most enterprises invest a lot of money to acquire new customers, but they don't invest enough resources in the re purchase of existing customers, which is actually putting the cart before the horse. Only the enterprises with high repurchase rate can produce brand and bring core competitiveness. In fact, through the timeliness of accounts receivable recovery and the repurchase rate of customers, we can see whether an enterprise has core competitiveness.
第三点经验：建立应收账款管理的财务项目管理系统。
The third experience: the establishment of accounts receivable management of financial project management system.
企业要走基业长青之路是需要将应收账款管理系统化，将自己用真金白银投入带来的行业应收账款管理经验，通过建立信息系统积累下来，并不会因为团队或者人员的流失带来应收账款管理的核心竞争力的消失。
Enterprises need to systematize the accounts receivable management, and accumulate the industry accounts receivable management experience with real gold and silver investment through the establishment of information system, which will not cause the core competitiveness of accounts receivable management to disappear due to the loss of team or personnel.
