Il ne fait aucun doute que le contrôle des crédits est l'une des activités les plus importantes pour toute entreprise, mais obtenir que les créanciers paient à temps relève du vœu pieux plutôt que de la réalité. Certains experts affirment que quelques retards de paiement ne nuisent pas à leur activité.

En réalité, les retards de paiement indiquent que les politiques de facturation de l'entreprise sont bien conçues et soutiennent la croissance de l'activité. Tout cela en supposant que les factures finiront par être payées, sans qu'il soit nécessaire d'engager la processus de recouvrement de créances. En pratique, de nombreuses entreprises sont confrontées à des situations de créances anciennes, où la mise en place d'un processus de recouvrement commercial de créances est inévitable et nécessaire.

Moreover, a healthy cash flow isn’t possible without proper debt management in place. Although debt recovery seems to be a time-consuming process and it might come with the risk of casting a shadow over business relationships, it plays a crucial role in keeping company cash flowing, and it shouldn’t be omitted.

Les retards de paiement étant inévitables, la question est de savoir quelle est la meilleure façon possible de gérer le recouvrement de créances afin d'obtenir le paiement de vos factures dans les plus brefs délais ?

Mais commençons par le commencement : clarifions ce qu'est le recouvrement de créances commerciales et quelles sont les options pour réclamer des créances B2B.

Qu'est-ce que le recouvrement de créances commerciales et comment fonctionne-t-il ?

Commercial debt recovery, also known as B2B debt recovery or business debt collection, is a process of reclaiming business debt from unpaid invoices, business loans or other financial liabilities defined in a legal business agreement between corporate clients and other business institutions.

To restore the debt, businesses in the UK have to work with a registered Debt Collection Agency (DCA). A Debt Collection Agency usually steps in when the invoice is overdue by 90-120 days and when the debtor clearly ignores payment reminders. After verifying the debtor, the DCA will attempt to get in touch and establish the best possible way to retrieve a payment. Creditors can claim debt recovery costs under réglementations légales. If they don’t succeed, they will start a legal claim and take action based on a court order. In general, the commercial debt recovery process isn’t complex and time-consuming. A county court judgment can significantly impact a debtor’s credit rating, making it crucial to address the judgment promptly.

À l'avenir, les créanciers professionnels disposent de deux options en matière de recouvrement de créances B2B :

  • Vendre la créance à DCA et transférer la responsabilité du recouvrement auprès du débiteur.
  • Cédez la créance à DCA et gardez le contrôle de l'ensemble du processus de recouvrement.

The first option is the quickest way to get the money back and it helps when the company has cash flow issues – the DCA buys the debt from the creditor and proceeds with debt collection on its own terms, the latter keeps the primary creditor in charge of the decision process, but it’s the DCA’s job to execute the debt collection.

Regardless which option is chosen there are best practices we recommend following to make the process work for the business and help avoid issues with cash flow in the future. It’s vital that commercial debt collection is as smooth and painless as possible for both parties, and that it’s conducted ethically with mutual respect. In many situations, debtors are still creditors clients, which makes B2B debt recovery a very sensitive process that might impact customer relationships.

Quelle est la meilleure pratique en matière de recouvrement de créances ?

Each company should establish a clear debt management process and credit policy as a part of the business contract with their clients. They should make it available to its business partners and clients. At the same time company should keep track of all invoices and stay on top of any late payments. This simple step will help reduce late payments and confusion with the debt recovery process. Using debt management software could be an effective way to stay on top of your debtors and collect money effortlessly. With all the crucial data in one place, process automation, debt collection software allows the commercial debt recovery process to be handled from start to end and keep everything in order.

Disposer d'un système de gestion de la dette en place

Fixez les frais et informez-en le débiteur

Setting late fees and making them a part of the credit policy sends a clear message to the debtor about the financial consequences of late payment. Information on late fees should appear on the invoice or in the contract. This simple step can not only help reduce late payments but will also compensate the creditor for any additional costs when they happen.

Si vous n'êtes pas une agence de recouvrement de créances enregistrée, travaillez avec une agence

Cooperating with a DCA is required in the UK and it makes the creditor’s life easier, as the entire process of commercial debt recovery is taken care of by professionals. Working with a specialised debt recovery agency provides businesses with efficient and effective services for handling overdue invoices. That includes chasing the debt, legal action or collecting the money. Working alongside a DCA to retrieve late payments is also more effective and helps businesses get their money back faster.

Lancez le processus de recouvrement lorsque les factures ne sont pas en retard de plus de 90 jours

Debt collection can be a very time-consuming process. Addressing outstanding debts promptly is crucial to minimise financial impact and expedite payment collection. The sooner it starts, the greater the chance the money will be recovered quickly, without any unnecessary costs.

Établissez une communication claire avec votre débiteur

Although the debt collection process usually starts when invoices are 90-120 days overdue, companies can contact debtors earlier with polite reminders. Moreover, sending the demand letter before 90 days is required to establish a paper trail, which can be used later in the commercial debt collection process. Staying in touch with debtors gives the business insight into the debtor’s financial situation and quite often helps to resolve payment problems before taking legal action.

Prioriser les débiteurs les plus susceptibles de rembourser dès les toutes premières étapes du processus de recouvrement de créances

Either a DCA or the creditor should do the research and analyse the debtors’ financial situation in order to establish the best plan to obtain the debt. Focusing on those who can pay as soon as possible saves creditor’s time and money, especially in situations when the creditor has cash flow issues.

Restez professionnel et éthique

Debt collection isn’t an easy and pleasant process. It’s important to keep focused and stay on top of the game despite the circumstances. Illegal actions, abusive behaviour and threats are the worst possible solutions and they will quickly turn against the creditor.

Rencontrer le débiteur à mi-chemin

It’s crucial to remember that there are always two sides to the debt collections process and both parties might be in a difficult financial position. The one-size-fits-all rule doesn’t really work for any debt collection process. Meeting debtors halfway, giving them options and adjusting repayment plans to their situation, isn’t only a goodwill gesture but an effective tactic for a creditor to retrieve the money. Establishing a plan which works for both parties is a no-brainer.

Recouvrement de créances commerciales en droit britannique

Le gouvernement britannique fournit des lignes directrices très claires sur le processus de retard de paiement des dettes commerciales aule document de la directive sur les retards de paiement.

Under UK law, businesses must pay each invoice within 60 days from the date it was issued unless the contract between creditor and debtor states otherwise. Debtors will be forced to pay interest and reimburse the creditor reasonable recovery costs if they do not pay for goods and services on time.

It is considered a good practice to send a demand letter before the debt collection process to start a paper trail. Such letter should include the names of both businesses, detailed information about the debt, time frames for repayment and a clear statement demonstrating that failure to fulfill the terms of the agreement will lead to the start of the legal process. If the debt remains unpaid, transitioning to legal proceedings may be necessary as a last resort, which involves formal steps and fees that can significantly impact business relationships.

Public cible

Le recouvrement de créances commerciales cible les entreprises et les clients corporatifs, mais les orientations de la directive sur les retards de paiement indiquent également que les autorités publiques sont impliquées dans des transactions commerciales avec des entreprises privées.

Comme décrit dans le document :

The UK Government recognises that the public sector should set a strong example by paying promptly. Over time it has been improving its payment times to assist the cash flow of businesses and especially small businesses. The Directive proposes that the Member States shall ensure that in commercial transactions where the debtor is a public authority, the payment period does not exceed 30 calendar days following receipt by the debtor of the invoice. This matches Government’s current best practice for the public sector.

Structure des frais

British law specifies a statutory interest rate, which is calculated as equal to the sum of the Bank of England reference rate plus at least 8% of the Debt Collection Agency fee. The reference rate is set by the Bank of England for 6 months twice a year: 1st from January to June and 2nd from June to December. It’s worth mentioning that a DCA cannot conduct more than 8% of the interest rate. Additional collection fees will be charged separately. It’s usually a creditor who pays collection fees unless the contract between creditor and debtor points to the debtor as the responsible party for covering those charges. Yet another reason to have a credit policy in place. Additionally, the creditor can be paid compensation for late payment costs. Rates depend on the amount of debt:

  • Jusqu'à 999,99 £ : 40 £
  • 1 000 £ à 9 999,99 £ : 70 £
  • 10 000 £ ou plus : 100 £

Comment la gestion de la dette peut-elle aider dans le processus de recouvrement des créances commerciales ?

Les retards de paiement des clients ne sont pas seulement la raison pour laquelle les fournisseurs sont payés en retard. L'augmentation de la dette, la réduction des salaires ou le paiement tardif du personnel causent également 1 faillite d'entreprise sur 5 au Royaume-Uni.

Positive cash flow is a direct indicator of a healthy and prosperous business providing the company with a buffer for potential financial challenges, enabling future investments and growth or helping with debt settlements. That’s is why it’s so important that companies are in control of their debts from day one and manage debt recovery efficiently.

le système de gestion de la dette de Spyrosoft, Debt Pro, provides a platform where customers can view all their financial commitments, consolidated in one place. They can determine the best type of repayment agreement, complete the repayment process in multiple instalments, or all at once, and submit an application using the online customer centre.

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It is tailor-made to better address customers, with all activities completed with a few clicks through the dashboard. Available 24/7 with no requirement for face-to-face appointments or wet ink signatures it offers complete convenience. We wanted to make a highly efficient software that fits seamlessly with a specific workflow. It’s a a tool that combines automation and advanced analytics to help businesses thrive. Debt Pro can be used by clients who don’t usually offer online banking, and it works well for both individuals and small to mid-size businesses.

Utilisez des services professionnels de recouvrement de créances et améliorez votre stratégie de recouvrement en gérant efficacement les comptes clients via des canaux numériques et des processus automatisés. Contactez-nous si vous avez besoin de notre accompagnement pour faire entrer vos processus de gestion de la dette dans l'ère du numérique.

Commercial debt recovery, also known as B2B debt recovery or business debt collection, is the process of reclaiming unpaid invoices, business loans or other financial liabilities defined in agreements between businesses. In the UK, companies usually hire a registered debt collection agency to recover overdue payments.

A DCA usually steps in when invoices are 90–120 days overdue and previous reminders have been ignored. After verifying the debtor, the agency attempts to contact them and arrange repayment. If this fails, the DCA can initiate legal action, which may lead to a county court judgment that affects the debtor’s credit rating.

A clear debt management process and credit policy help businesses track invoices, reduce late payments, and avoid confusion during collection. Debt management software ensures all data is centralised and allows automation of key steps, making debt recovery more efficient and organised.

Si une entreprise n'est pas un DCA enregistré, elle doit collaborer avec l'un d'entre eux pour recouvrer légalement une créance commerciale. Les agences gèrent tout, du contact avec les débiteurs à l'engagement de procédures judiciaires, aidant les créanciers à recouvrer les fonds plus rapidement et plus efficacement.

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Weronika Kuzior

Weronika Kuzior

Analyste d'affaires

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