Treasurers are under tremendous pressure to accelerate cash flow and improve cash flow visibility.
One area ripe for improvement is cash application – the process of matching incoming payments to open invoices in a biller’s system of record. Despite the critical nature of this task, many finance departments still rely on manual or semi-automated processes that are prone to errors and delays.
Automation can transform the cash application function, delivering significant benefits. However, gaining approval for an automated cash application solution requires a compelling business case.
This blog shows treasurers how to build a business case for automated cash application.
1. Identify your pain points.
Any strong business case starts with a clear identification of the existing pain points.
Manual cash application processes often result in:
- High error rates. Manually keying remittance details and reconciling payments increases the chances of errors, such as misapplied payments, which can lead to delays in closing the financial books, potential write-offs and revenue loss, and strained customer relationships.
- Inefficiency. Manual cash application processes are labor-intensive, requiring finance staff to spend a lot of time matching payments to invoices, keying remittance details, resolving discrepancies, and updating financial records. These manual tasks often lead to bottlenecks.
- Poor cash flow visibility. Cash application delays hinder visibility into the organization’s cash position, making it hard for treasurers to make timely and informed financial decisions.
- High operational costs. The manual tasks required to apply payments drive up operational costs, consuming time and resources that could be better allocated to strategic initiatives.
Emphasizing these challenges sets the stage for the advantages of automated cash application.
2. Quantify the benefits of automation.
The next step in building a business case for a cash application solution is to clearly quantify the benefits that automation can deliver. The benefits of automated cash application typically include:
- Increased accuracy. Automated cash application solutions leverage artificial intelligence (AI) and machine learning to capture remittance details and match payments to open invoices with precision, minimizing the possibility of errors that can disrupt financial operations.
- Faster cycle times. Automation streamlines the entire cash application process, reducing the time required to apply cash. Clearing invoices faster and improving overall cash flow management liberates working capital and potentially enhances the customer experience.
- Improved cash flow visibility. Automated cash application solutions provide real-time visibility into transactions, enabling treasurers to maintain an accurate and up-to-date view of the organization’s cash position, thereby enhancing decision-making capabilities.
- Cost savings. Automation reduces the human intervention involved in applying customer payments, leading to significant cost savings. Additionally, the reduction in errors and unauthorized disputes further cuts down on costs associated with rework and write-offs.
Quantifying these benefits strengthens the business case for automated cash application.
3. Align automation with your organization’s strategic objectives.
To win buy-in from senior management, your business case must align with the broader strategic objectives of your organization. Consider addressing the following objectives in your business case.
- Organizational growth. As the business scales, transaction volumes naturally increase. An automated cash application solution is designed to scale effortlessly with the organization, ensuring that the finance department can keep pace with growth without a corresponding increase in headcount or operational bottlenecks. This scalability is vital for maintaining efficiency and accuracy as the business expands into new markets or acquires new customers.
- Customer satisfaction. Customer experience is a key differentiator in today’s highly competitive markets. Automated cash application ensures that payments are applied swiftly and accurately, reducing the likelihood of delays or errors that can lead to customer disputes. This accuracy not only strengthens customer relationships but also builds trust and loyalty.
- Risk mitigation. Automated cash application dramatically reduces the risk of human error and fraud, which are inherent in manual processes. With automated controls and checks in place, the organization is better protected against financial misstatements and attempted fraud. Mitigating risk helps safeguard an organization’s financial assets and reputation.
By tying the benefits of automated cash application directly to an organization’s strategic goals, treasurers can make a more persuasive case that resonates with senior management.
4. Address potential objections.
Every organization has naysayers. No matter how strong a business case for cash application automation may seem, treasurers must be prepared to address potential objections from stakeholders.
Here’s how to counter some common concerns about automation:
- “It costs too much.” The initial investment in an automated cash application solution may raise concerns about cost. Treasurers should emphasize the long-term savings that cash application automation can deliver. By reducing manual labor, error rates, and the time spent on reconciliation, a solution can pay for itself quickly. Additionally, treasurers can present a detailed return on investment (ROI) analysis that shows the break-even point and the anticipated savings over a 3- to 5-year period, making the financial case more compelling.
- “It is too complex.” The fear of a disruptive implementation process is another common objection. Treasurers should outline a clear and realistic implementation plan that includes timelines, milestones, and the involvement of experienced staff from solution providers who can offer support and training. Demonstrating that the implementation can be managed with minimal disruption to ongoing finance operations can alleviate concerns about the transition.
- “Our staff won’t use it.” Automation often raises concerns about the potential impact on staff. Treasurers should reassure stakeholders that automation is not about replacing employees but about enabling them to focus on higher-value tasks. By automating routine and repetitive tasks, finance staff also can be redeployed to more fulfilling and strategic roles, such as financial analysis, which contribute more directly to the organization’s success.
Addressing these objections head-on can build trust and confidence in the proposed solution.
5. Prepare a detailed proposal.
The final step in building a business case is to prepare a detailed proposal that outlines the plan for automation. This proposal should be comprehensive and include the following elements:
- Executive summary. Provide a concise overview of the current challenges with your manual cash application process and the proposed automated solution. This section should quickly capture the attention of decision-makers by highlighting the key benefits of an automated cash application solution and how the technology aligns with strategic goals.
- Cost-benefit analysis. Senior management loves numbers. Present a detailed cost-benefit analysis that includes the total cost of ownership (TCO) of the automated solution, including the costs of implementation, licensing, training, and ongoing maintenance. Compare these expenses with the anticipated savings in labor, reduced error rates, and other efficiencies. Include ROI calculations that clearly show the financial impact of automation over time.
- Implementation plan. Outline a step-by-step implementation plan that details the timeline, key milestones, the resources required, and any dependencies. This section should also address any potential risks and how they will be mitigated. Include information on the support that will be provided by the solution vendor, such as implementation, training, configuration, and ongoing technical assistance, to ensure a smooth transition.
- Strategic alignment. Reiterate how the proposed solution aligns with the organization’s strategic objectives, such as supporting growth, enhancing customer satisfaction, and mitigating risk. This alignment is critical for gaining approval from senior management, as it shows that the investment in automation will contribute to the company’s long-term success.
- Summary. Summarize the key points of the proposal, emphasizing the strategic importance of the investment and the expected benefits. Reinforce the urgency of addressing the current pain points and the significant advantages that automation will bring to the organization.
A proposal with these elements is more likely to win over senior management.
Conclusion
Building a business case for an automated cash application solution requires a thorough understanding of your current challenges, a clear quantification of the benefits, and a strong alignment with the organization’s strategic objectives. By addressing potential objections and preparing a detailed proposal, treasurers can present a compelling argument that highlights the value of automation in driving efficiency, accuracy, and cost savings. This approach not only strengthens the treasury function but also supports the overall success and growth of the organization.
