Sales CRM Terms

What is Dunning? (Explained With Examples)

What is Dunning? (Explained With Examples)

What is Dunning? (Explained With Examples)

Oct 11, 2023

Oct 11, 2023

Table of content
    Table of content
      What is Dunning? (Explained With Examples)


      What is Dunning? (Explained With Examples)

      Dunning is a term that refers to the process of collecting outstanding payments from customers or clients. It involves sending repeated messages or reminders to individuals or companies who have not paid their invoices or bills on time. The purpose of Dunning is to encourage prompt payment and resolve any issues that may be causing the delay. In this article, we will delve into the definition of Dunning, explore its advantages and disadvantages, and provide examples of Dunning in various contexts

      1°) What is Dunning?

      Dunning is a critical aspect of managing accounts receivable for businesses of all sizes. It ensures that payments are collected in a timely manner, minimizing the impact of overdue invoices on a company's cash flow. Dunning is particularly important for businesses that operate on a subscription or recurring billing model, as it helps maintain a steady revenue stream. By implementing an effective Dunning process, companies can improve their financial stability and maintain strong customer relationships.

      1.1 - Definition of Dunning

      Dunning can be defined as a proactive approach to collecting outstanding payments. It involves sending reminders or notifications to customers or clients who have not paid their invoices or bills by the due date. These reminders can be in the form of emails, letters, or phone calls, and they serve to notify the debtor about the outstanding balance and provide instructions for payment. The goal of Dunning is to ensure that customers fulfill their payment obligations, resolve any issues, and maintain a healthy financial relationship with the company.

      1.2 - Advantages of Dunning

      Implementing a well-executed Dunning process offers several advantages for businesses:

      1. Improved Cash Flow: By actively pursuing overdue payments, Dunning helps businesses maintain a steady cash flow, preventing financial strain.

      2. Time and Cost Savings: Automating the Dunning process can save businesses time and resources that would otherwise be spent manually chasing payments.

      3. Customer Retention: Dunning provides an opportunity to address any issues or concerns that may be causing payment delays, ultimately helping to preserve the customer relationship.

      4. Enhanced Efficiency: With an organized Dunning system in place, businesses can streamline their collections process and allocate resources effectively.

      Furthermore, a well-executed Dunning process can also contribute to the overall financial health of a business. By promptly collecting outstanding payments, businesses can reduce the need for borrowing or relying on credit lines to cover expenses. This, in turn, can lead to improved creditworthiness and lower borrowing costs.

      1.3 - Disadvantages of Dunning

      While Dunning can bring many benefits, it is essential to be aware of the potential drawbacks:

      • Customer Frustration: Excessive Dunning messages or aggressive collection tactics can lead to customer dissatisfaction and harm the customer-business relationship. It is crucial to strike a balance between reminding customers of their payment obligations and respecting their boundaries.

      • Reputation Damage: Poorly executed Dunning practices can tarnish a company's reputation and discourage potential customers from doing business with them. Customers may perceive aggressive or intrusive collection methods as a reflection of the company's overall ethics and professionalism.

      • Legal and Compliance Risks: Businesses must ensure that their Dunning practices comply with relevant laws and regulations to avoid legal implications and financial penalties. This includes adhering to consumer protection laws, debt collection regulations, and privacy laws when handling customer data.

      It is crucial for businesses to strike a balance between effectively managing their accounts receivable and maintaining positive customer relationships. By implementing a well-designed Dunning process that takes into account the advantages and disadvantages, businesses can optimize their collections efforts while preserving their reputation and customer loyalty.

      2°) Examples of Dunning

      In order to illustrate the practical applications of Dunning, let's explore a few examples in different contexts.

      2.1 - Example in a Startup Context

      Imagine a startup that offers a subscription-based software service. They have a Dunning process in place to handle payment reminders. Once a customer's payment is late, the system automatically sends an email notification politely reminding the customer about the outstanding balance and providing a secure payment link. If the payment is not made after a specified number of days, a follow-up email is sent, offering assistance and highlighting the potential consequences of non-payment. This proactive approach ensures that the startup maintains a steady revenue stream and prevents issues with cash flow.

      Additionally, the startup's Dunning process includes personalized customer outreach. A dedicated team member reaches out to the customer to address any concerns or provide further clarification. This personalized touch not only helps resolve any payment issues but also strengthens the customer relationship by showing genuine care and support.

      2.2 - Example in a Consulting Context

      A consulting firm provides professional services to clients and bills them on a monthly basis. To collect payments efficiently, the firm implements a Dunning process. When a client's payment is overdue, the firm's billing system generates an automated payment reminder, which is sent to the client via email. The email tactfully emphasizes the importance of prompt payment and offers assistance or clarification if needed.

      In addition to automated reminders, the consulting firm also assigns a dedicated account manager to each client. This account manager personally follows up with the client to ensure that any outstanding payment issues are resolved promptly. By consistently following up on outstanding payments, the consulting firm maintains a healthy cash flow and preserves client relationships.

      2.3 - Example in a Digital Marketing Agency Context

      A digital marketing agency works with multiple clients and bills them based on the services provided. To ensure timely payments from clients, the agency employs a Dunning process. Once a payment becomes overdue, the agency's system triggers an automated sequence of reminders. These reminders are sent at intervals, progressively escalating in urgency.

      In addition to automated reminders, the agency's team also reaches out to the client personally to address any concerns or requests for additional information. This comprehensive Dunning approach helps the agency collect payments promptly and maintain positive client relationships.

      2.4 - Example with Analogies

      To better understand Dunning, let's consider a real-life analogy. Imagine you lend money to a friend, and they fail to repay it on the agreed-upon date. In this scenario, you might use a Dunning-like approach to remind your friend about the debt.

      Initially, you might drop a casual reminder during a conversation, emphasizing the importance of returning the money. If your friend still does not pay, you might escalate your reminders by leaving a note, sending a text message, or even calling them to discuss the matter. The goal is to collect the debt while maintaining the friendship by addressing any underlying issues that may be causing the delay.

      Similarly, businesses implement Dunning processes to ensure the timely collection of outstanding payments while maintaining positive relationships with their customers.

      In conclusion, Dunning is a vital process for businesses to ensure the timely collection of outstanding payments. By effectively implementing Dunning strategies, companies can improve cash flow, maintain customer relationships, and streamline their collections process. The provided examples demonstrate how different industries apply Dunning in their operations. Just like reminding a friend about a debt, Dunning aims to encourage timely payment while addressing any issues that may arise, contributing to the financial stability and overall success of businesses.

      About the author

      Arnaud Belinga

      Breakcold Youtube Channel

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      What is Data Segmentation? (Explained With Examples)
      What is Data Segmentation? (Explained With Examples)

      Sales CRM Terms

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      What is Database Marketing? (Explained With Examples)
      What is Database Marketing? (Explained With Examples)

      Sales CRM Terms

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      What are Decision Criteria? (Explained With Examples)
      What are Decision Criteria? (Explained With Examples)

      Sales CRM Terms

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      What is a Decision Maker? (Explained With Examples)
      What is a Decision Maker? (Explained With Examples)

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      What is a Decision-Making Unit (DMU)? (Explained With Examples)

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      What is Demand Generation? (Explained With Examples)
      What is Demand Generation? (Explained With Examples)

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      What is Digital Marketing? (Explained With Examples)

      Sales CRM Terms

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      What is a Discovery Call? (Explained With Examples)
      What is a Discovery Call? (Explained With Examples)

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      What is a Discovery Meeting? (Explained With Examples)
      What is a Discovery Meeting? (Explained With Examples)

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      What are Discovery Questions? (Explained With Examples)
      What are Discovery Questions? (Explained With Examples)

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      What is Door-to-Door Sales? (Explained With Examples)
      What is Door-to-Door Sales? (Explained With Examples)

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      What is a Drip Campaign? (Explained With Examples)
      What is a Drip Campaign? (Explained With Examples)

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      What is an Early Adopter? (Explained With Examples)
      What is an Early Adopter? (Explained With Examples)

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      What is Elevator Pitch? (Explained With Examples)
      What is Elevator Pitch? (Explained With Examples)

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      What is Email Hygiene? (Explained With Examples)
      What is Email Hygiene? (Explained With Examples)

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      What is Email Marketing? (Explained With Examples)

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      What is Emotional Intelligence Selling? (Explained With Examples)
      What is Emotional Intelligence Selling? (Explained With Examples)

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      What is Engagement Marketing? (Explained With Examples)
      What is Engagement Marketing? (Explained With Examples)

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      What is Engagement Rate? (Explained With Examples)
      What is Engagement Rate? (Explained With Examples)

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      What is Engagement Rate? (Explained With Examples)

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      What is Engagement Strategy? (Explained With Examples)
      What is Engagement Strategy? (Explained With Examples)

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      What is Feature-Benefit Selling? (Explained With Examples)

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      What is Feature-Benefit Selling? (Explained With Examples)

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      What is Field Sales? (Explained With Examples)
      What is Field Sales? (Explained With Examples)

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      What is a Follow-Up? (Explained With Examples)

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      What is Forecast Accuracy? (Explained With Examples)
      What is Forecast Accuracy? (Explained With Examples)

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      What is a Funnel? (Explained With Examples)

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      What is Gamification in Sales? (Explained With Examples)
      What is Gamification in Sales? (Explained With Examples)

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      What is Gatekeeper Strategy? (Explained With Examples)
      What is Gatekeeper Strategy? (Explained With Examples)

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      What is Gatekeeper Strategy? (Explained With Examples)

      What is Gatekeeper? (Explained With Examples)
      What is Gatekeeper? (Explained With Examples)
      What is Gatekeeper? (Explained With Examples)

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      What is a Go-to Market Strategy? (Explained With Examples)
      What is a Go-to Market Strategy? (Explained With Examples)

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      What is Growth Hacking? (Explained With Examples)
      What is Growth Hacking? (Explained With Examples)

      Sales CRM Terms

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      What is Growth Marketing? (Explained With Examples)
      What is Growth Marketing? (Explained With Examples)

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      What is Guerrilla Marketing? (Explained With Examples)
      What is Guerrilla Marketing? (Explained With Examples)

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      What is High-Ticket Sales? (Explained With Examples)

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      What is Holistic Selling? (Explained With Examples)
      What is Holistic Selling? (Explained With Examples)

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      What is Holistic Selling? (Explained With Examples)

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      What is Ideal Customer Profile (ICP)? (Explained With Examples)
      What is Ideal Customer Profile (ICP)? (Explained With Examples)

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      What is Inbound Lead Generation? (Explained With Examples)
      What is Inbound Lead Generation? (Explained With Examples)

      Sales CRM Terms

      What is Inbound Lead Generation? (Explained With Examples)

      What is an Inbound Lead? (Explained With Examples)
      What is an Inbound Lead? (Explained With Examples)
      What is an Inbound Lead? (Explained With Examples)

      Sales CRM Terms

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      What is Inbound Marketing? (Explained With Examples)

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      What is Inbound Marketing? (Explained With Examples)

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      What is Inbound Sales? (Explained With Examples)
      What is Inbound Sales? (Explained With Examples)

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      What is Influencer Marketing? (Explained With Examples)

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      What is Inside Sales Representative? (Explained With Examples)
      What is Inside Sales Representative? (Explained With Examples)

      Sales CRM Terms

      What is Inside Sales Representative? (Explained With Examples)

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      What is Inside Sales? (Explained With Examples)
      What is Inside Sales? (Explained With Examples)

      Sales CRM Terms

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      What is Insight Selling? (Explained With Examples)
      What is Insight Selling? (Explained With Examples)

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      What is a Key Account? (Explained With Examples)

      Sales CRM Terms

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      What is a Key Performance Indicator (KPI)? (Explained With Examples)
      What is a Key Performance Indicator (KPI)? (Explained With Examples)

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      What is a Landing Page? (Explained With Examples)
      What is a Landing Page? (Explained With Examples)

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      What is Lead Database? (Explained With Examples)

      Sales CRM Terms

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      What is a Lead Enrichment? (Explained With Examples)
      What is a Lead Enrichment? (Explained With Examples)

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      What is Lead Generation? (Explained With Examples)
      What is Lead Generation? (Explained With Examples)

      Sales CRM Terms

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      What is Lead Nurturing? (Explained With Examples)
      What is Lead Nurturing? (Explained With Examples)

      Sales CRM Terms

      What is Lead Nurturing? (Explained With Examples)

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      What is Lead Qualification? (Explained With Examples)
      What is Lead Qualification? (Explained With Examples)

      Sales CRM Terms

      What is Lead Qualification? (Explained With Examples)

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      What are LinkedIn InMails? (Explained With Examples)
      What are LinkedIn InMails? (Explained With Examples)

      Sales CRM Terms

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      What is LinkedIn Sales Navigator? (Explained With Examples)
      What is LinkedIn Sales Navigator? (Explained With Examples)

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      What is Lost Opportunity? (Explained With Examples)

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      What is Market Positioning? (Explained With Examples)

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      What is Market Research? (Explained With Examples)

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      What is Market Segmentation? (Explained With Examples)

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      What is MEDDIC? (Explained With Examples)

      Sales CRM Terms

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