This article provides a detailed response to: How can companies improve their cash conversion cycle during a restructuring phase? For a comprehensive understanding of Turnaround, we also include relevant case studies for further reading and links to Turnaround best practice resources.
TLDR Optimize the Cash Conversion Cycle during restructuring by focusing on Inventory Management, Accounts Receivable, and Accounts Payable to improve liquidity and operational efficiency.
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Overview Inventory Management Optimization Accounts Receivable Management Accounts Payable Management Best Practices in Turnaround Turnaround Case Studies Related Questions
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Before we begin, let's review some important management concepts, as they relate to this question.
Improving the Cash Conversion Cycle (CCC) during a restructuring phase is critical for organizations aiming to enhance liquidity and operational efficiency. The CCC measures how quickly a company can convert its investments in inventory and other resources into cash flows from sales. In a restructuring context, this involves a meticulous focus on inventory management, accounts receivable, and accounts payable optimization.
Inventory Management Optimization
Effective inventory management is paramount for reducing the CCC. Organizations should aim to minimize holding costs without compromising the ability to meet customer demand. This requires a nuanced approach to Just-In-Time (JIT) inventory practices, where materials and goods are received only as needed for production or sales. Advanced analytics and demand forecasting can significantly improve inventory turnover rates by predicting customer demand with higher accuracy. For instance, a McKinsey report highlights that companies leveraging advanced analytics for inventory management can see a reduction in inventory levels by 20-50%, thereby significantly improving cash flows.
Moreover, organizations should conduct regular inventory reviews to identify and eliminate obsolete or slow-moving items that tie up capital unnecessarily. Implementing a robust Inventory Management System (IMS) can automate these processes, providing real-time visibility into inventory levels, turnover rates, and demand forecasts. This automation not only streamlines operations but also supports better decision-making regarding inventory purchases and production planning.
Real-world examples of successful inventory management optimization include companies like Toyota, which pioneered the JIT inventory system. This approach has allowed Toyota to maintain minimal inventory levels, reduce waste, and significantly shorten its cash conversion cycle. Such strategies are particularly effective during restructuring phases, where cash flow and operational efficiency are under scrutiny.
Accounts Receivable Management
Improving accounts receivable processes is another crucial aspect of optimizing the CCC. Organizations should focus on accelerating the collection of receivables without negatively impacting customer relationships. This can be achieved by offering early payment discounts to customers or implementing more stringent credit terms. Additionally, leveraging electronic invoicing and payment systems can significantly reduce the time between billing and cash receipt.
Effective credit management is also essential. Organizations must assess the creditworthiness of new and existing customers to minimize the risk of late payments or defaults. This involves setting appropriate credit limits and terms, monitoring customer payment behavior, and taking proactive measures to manage credit risk. According to a study by PwC, companies with effective credit management practices can improve their days sales outstanding (DSO) by 10-20 days, thereby enhancing liquidity.
Case studies from companies like General Electric (GE) demonstrate the impact of stringent accounts receivable management. GE's use of Six Sigma methodologies to streamline its billing and collections processes has led to a significant reduction in DSO, thereby improving its cash conversion cycle and overall financial health.
Accounts Payable Management
While managing inventory and receivables is crucial, organizations must also strategically manage their accounts payable to optimize the CCC. This involves negotiating better payment terms with suppliers without compromising the supply chain's integrity. Longer payment terms provide an organization with more flexibility to manage its cash flow, allowing it to retain cash longer and potentially earn interest or invest in short-term opportunities.
However, it is important to balance the benefits of extended payment terms with the potential impact on supplier relationships and overall supply chain health. Organizations can achieve this balance by leveraging their negotiating power, maintaining open lines of communication with suppliers, and employing supply chain financing solutions. These solutions, such as reverse factoring, allow suppliers to be paid early by a third party while the organization defers payment until the invoice due date.
An example of effective accounts payable management can be seen in the practices of Procter & Gamble (P&G). P&G has successfully extended its payment terms with suppliers while offering supply chain financing options. This strategy has not only improved P&G's cash conversion cycle but also maintained strong supplier relationships, ensuring the stability and efficiency of its supply chain.
In conclusion, organizations undergoing restructuring must prioritize the optimization of their cash conversion cycle to improve liquidity and operational efficiency. By implementing strategic initiatives in inventory management, accounts receivable, and accounts payable processes, organizations can significantly enhance their financial position. This requires a combination of advanced analytics, technology adoption, and strategic supplier and customer management. With these practices in place, organizations can navigate the challenges of restructuring while positioning themselves for long-term success.
Best Practices in Turnaround
Here are best practices relevant to Turnaround from the Flevy Marketplace. View all our Turnaround materials here.
Explore all of our best practices in: Turnaround
Turnaround Case Studies
For a practical understanding of Turnaround, take a look at these case studies.
Organizational Restructuring for a Global Technology Firm
Scenario: A global technology company has faced a period of rapid growth and expansion over the past five years, now employing tens of thousands of people across multiple continents.
Turnaround Strategy for Luxury Hotel Chain in Competitive Market
Scenario: The organization in question is a luxury hotel chain grappling with declining revenue and market share in a highly competitive industry.
Luxury Brand Retail Turnaround in North America
Scenario: A luxury fashion retailer based in North America has seen a steady decline in sales over the past 24 months, attributed primarily to the rise of e-commerce and a failure to adapt to changing consumer behaviors.
Turnaround Strategy for Underperforming Real Estate Firm in Competitive Market
Scenario: The organization, a mid-sized real estate company, has been facing declining sales and profitability amidst a fiercely competitive market.
Operational Excellence in Healthcare: A Restructuring Strategy for Regional Hospitals
Scenario: A regional hospital is undergoing restructuring to address a 20% increase in patient wait times and a 15% decrease in patient satisfaction scores, with the goal of achieving operational excellence in healthcare.
Turnaround Strategy for Telecom Operator in Competitive Landscape
Scenario: The organization, a regional telecom operator, is facing declining market share and profitability in an increasingly saturated and competitive environment.
Explore all Flevy Management Case Studies
Related Questions
Here are our additional questions you may be interested in.
Strategy & Operations, Digital Transformation, Management Consulting
This Q&A article was reviewed by David Tang. David is the CEO and Founder of Flevy. Prior to Flevy, David worked as a management consultant for 8 years, where he served clients in North America, EMEA, and APAC. He graduated from Cornell with a BS in Electrical Engineering and MEng in Management.
It is licensed under CC BY 4.0. You're free to share and adapt with attribution. To cite this article, please use:
Source: "How can companies improve their cash conversion cycle during a restructuring phase?," Flevy Management Insights, David Tang, 2025
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