Managing debtors is at the heart of all businesses. Making a sale is fine, but collecting the cash is ultimately what matters. After all, it is cash that pays the bills, not profit. An efficient debtor management process results in enhanced operating efficiencies, effective billing procedures and quick dispute resolution. It additionally requires less management time to be spent on administration and processing issues allowing senior management to focus on key strategic issues and on growing the business. The starting point for effective credit control is to ensure that a credit policy, including establishing normal terms of trade, is set and adhered to unless specific circumstances warrant exceptions to be made. The policy should be written down and circulated to all sales and finance staff. The process for authorising exceptions to the policy should be clearly set out and understood by all involved in the process.