GGA exists due to the following reasons:• Some money get collected in the normal course of business BUT the money that does not get collected – requires additional support and effort• Government / large customers are bureaucratic and require detailed follow up – it requires time (that the sales team does not have)• Internal teams do not have time and motivation to continuously follow up and collect• Collections are time sensitive - the longer you wait, the lower the collections amount 1. Problem definition @ company end - debtors impacting liquidity and performance• No time for the sales team Or internal to focus on overdue customers• Money becomes difficult to collect, as it rolls into higher ageing buckets • Customers do not pay on their own – they require follow up and cajoling • Bigger the customer, more the follow up requirements2. The debtor becomes overdue, due to 4 major reasons:A. The sales team commit to collect and then get side tracked in sales and collection targets. B. The customer, always has liquidity issues – if there is no follow up, means there is no urgency to payC. Larger the customer, more bureaucratic the payment process – Government customers are in a separate league of their ownD. If the invoice is disputed, the customer willa. Firstly – not inform of the invoice not getting processedb. Secondly – wait for dispute to be resolved, before processing the invoice3. Sales team challenges:• Sales team has no time to focus on difficult and discontinued customers, raising unnecessary issues and delaying the payments• Government / large customers require multiple follow ups• Conflicting relationship between sales and collections4. Other Corporate challenges • Attrition – no new sales person, follows up on previous overdues • Vested interests, Self-preservation and politics • Priorities and Agendas• Different user department, buying and payment department• It’s no ones money, so why bother

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