Getting payment in a cash flow crunch

CASH flow may be the phrase of the moment, but those in the front line call it "collecting". There are good payers, slow payers and nightmares. Good payers pay on time, or even before the due date, so nothing more needs to be said about these fantastic customers. Slow payers are those who pay - in their own time but reliably. Nightmares are those who say "The cheque is in the post" - and don't mean it. You'll probably know lots of slow payers and nightmares. What's causing all this?

Once the payment chain slows at the final consumer - for whatever reason and in whatever way - it grinds almost to a halt throughout its length. If I don't get my money, I cannot pay you. So obvious, but you would be amazed at the number of people who don't comprehend the importance of the financial flow.

What encourages customers to pay?