Alan Weiss Tiered Invoice Escalation

Execute the Alan Weiss late payment follow up sequence by contacting economic buyers directly and enforcing strict payment boundaries.

5 time blocks, 45 minutes in total.

Time blocks

Audit Overdue Invoices: 10 min
Identify accounts past agreed payment dates and flag buyer contacts
Bypass Accounts Payable: 10 min
Draft direct communication to the executive buyer rather than AP
Economic Buyer Phone Call: 10 min
Speak directly with the decision maker regarding contract terms
Issue Stop Work Notice: 10 min
Pause active project deliverables until payment is resolved
Final Demand and Legal Transfer: 5 min
Send final written notice before moving account to legal counsel

About this routine

Alan Weiss advocates for a proactive approach to collection that completely bypasses corporate accounts payable departments. In the Alan Weiss late payment follow up framework, consultants and service providers communicate exclusively with the economic buyer, the person who signed the contract and holds budget authority.

When an invoice crosses its due date, the sequence escalates from a direct peer to peer inquiry to an immediate stop work notice. By holding the economic buyer accountable for administrative delays, payment issues are resolved quickly without damaging high level professional relationships.

Running this 45 minute review sequence weekly keeps cash flow steady and enforces client respect. Rather than chasing purchasing managers, you maintain your position by treating unpaid fees as a fundamental breach of executive trust.

Why this routine works

Bypasses accounts payable delays by reaching economic buyers directly
Protects cash flow through firm contractual enforcement
Maintains professional authority without damaging key client trust

FAQ

Why does Alan Weiss recommend bypassing accounts payable?

Accounts payable staff lack emotional investment in the project. Reaching the economic buyer uses the client relationship to solve payment stalls quickly.

When should you issue a stop work notice?

Issue a stop work notice immediately after direct contact with the economic buyer fails to produce payment within the agreed grace period.

How long does the Alan Weiss invoice escalation sequence take?

The weekly administrative review and outreach sequence takes 45 minutes to execute across all overdue accounts.

Sources

Million Dollar Consulting by Alan Weiss, McGraw-Hill
Value-Based Fees by Alan Weiss, Pfeiffer

More routines

Mike Michalowicz Late Payment Follow Up