【观点】越难，越需要破局思维

坏账多、回款周期长，是很多企业多年存在的“老大难”问题。资金流无异于企业的血液，很多时候，企业的离场，并非是输给了竞争对手，而是输给了“钱”。

“供货前约定得好好的，回款却没有一次按时，也不敢得罪客户。”

“企业养这么多员工，每天睁开眼都是一大笔开销，但客户就是拿不出钱，我也不知道能怎么办？”

“超过两年还要不回来的旧账，基本上就放弃了。” CXO UNION-CXO联盟（cxounion.cn）

“整个行业大环境不好，谁都没办法，企业能不能活下去，看老天爷的安排。”

……

面对应收款项，你是不是也有类似的无奈，感到无力破局？

听天由命，命运只能是掌握在别人手中。

唯有提升认知，转换思维，才能从看似无解中找到一条生路。

01

这两年，中国房地产行业进入深刻调整期，上到万亿规模的地产商爆雷，下到中小开发商普遍躺平，房地产行业势态萧条。

唇亡齿寒，房产经纪公司的日子也不好过。一家知名的连锁房产中介，被开发商拖欠着一百多亿的佣金，尽管他们在追要佣金上想尽了办法，但效果并不明显，实际平均回款周期仍然长达百天，并且坏账越来越多，回款风险越来越大。

按照行业惯例，中介公司替开发商卖房子，后者只有拿到购房人的全款后，才会支付佣金给中介公司，周期最长往往在三个月到半年之间。在行业动荡期，回款周期可能更长，存在着极大的风险。

“为什么就必须先干活后结算呢？行业惯例就不能被打破吗？开发商要想让我们为他卖房子，就必须先预付一部分佣金。” CXO UNION-CXO联盟（cxounion.cn）

当这位经营者把自己的想法讲出来时，团队伙伴都觉得他是异想天开。

在整个房地产产业链里，开发商一向稳坐链条顶端，无论是供应商、建筑商、甚至是金融机构，向来都是开发商给它们打“欠条”，他怎么可能给中介公司预付佣金。

这家连锁房产中介的经营者选择迎难而上，当时，他心里只有一个念头：不能就这样被拖下水。为了企业生存，不管多难，都要去挑战，去尝试。

他找一些开发商来谈，“你看，我们帮你卖房，你预付一部分佣金，其实是用小钱撬动了大钱，比如你给我们3%，我们因为回款有了保障，就会全力以赴去卖你的房子，让你的销售变得更好、变得更快，你的首付款、按揭贷款也会更短时间能回来。”

谈判过程自然是不容易的。当惯了“甲方”的开发商，不管怎么说都不愿意先付钱。他就带着团队反复去谈，一次不行两次，两次不行三次，终于有开发商愿意这么做了，而且一试效果还不错。慢慢地，愿意接受预付佣金的合作伙伴越来越多了。

一年后，这家房产中介企业的预付佣金占比突破了50%，应收款也从160多亿下降到40多亿，坏账也下降了50%，新增坏账很少，取得了远超预期的成绩。 CXO UNION-CXO联盟（cxounion.cn）

02

也许有人觉得，只有大企业、连锁机构才能推动这种变革，小企业是做不成的——这其实也是一种固化思维、限制性想法。

举个例子，一家成立八年的小型服装公司，每年都会亏点儿钱，一直找不到盈利模式。为了在渠道铺货，企业的现金流经常吃紧。

被逼无奈，他们跟渠道说必须先收钱再发货，为此，企业愿意降低一些价格。渠道商算过账后，觉得划算，最后也同意了这种合作方式。

结果，这家小服装公司就这样解决了回款难的问题，从而把更多的精力用在创新和降本增效上。

过去八年未能解决的问题，转换思维模式后，仅用一年就实现了盈利。

哲学家叔本华曾说：“世界上最大的监狱，是人的思维，我们每个人，都被自己的认知牢牢禁锢着。”

当我们墨守成规，不敢、不知道要打破一些惯例的时候，我们往往就是在画地为牢。

看起来没有出路的绝境，或许正是在呼唤一次颠覆既有模式的创新性思维。

公司规模大小、战略方向或许都有不同，预付款的模式或许也并非适用全部公司。但是，那些大大小小习以为常、未经省察的因循随俗的惯性模式一旦过时，或许就成为了难以察觉的陷阱。

如何才能洞察本质，看破陷阱呢？ CXO UNION-CXO联盟（cxounion.cn）

心纯才能见真。

一颗大我升起的纯粹的心，智慧和能量本自具足，可以无惧风雨，不被条条框框所固化和束缚，从而突破限制性思维，真正解决问题，抢先占领高地。

翻译：

The harder it is, the more game-breaking thinking is needed

Many bad debts and long payment cycle are the “old difficult” problems that many enterprises have existed for many years. Capital flow is tantamount to the blood of the enterprise, and many times, the departure of the enterprise is not lost to competitors, but lost to “money”.

“The agreement before the supply is good, but the payment is not on time, and I dare not offend customers.”

“The company has so many employees, and it is a big cost to open your eyes every day, but the customer can’t take the money, I don’t know what to do.”

“I basically gave up the old debts that I could not return for more than two years.”

“The whole industry environment is not good, no one can do, whether the enterprise can live, depending on God’s arrangement.”

…

Faced with receivables, do you have a similar helplessness, feeling powerless to break the situation?

Fate can only be in the hands of others. CXO UNION-CXO联盟（cxounion.cn）

Only by improving cognition and changing thinking can we find a way out of seemingly unsolved problems.

01

In the past two years, China’s real estate industry has entered a period of profound adjustment, with trillions of real estate developers exploding, and small and medium-sized developers generally lying flat, and the real estate industry is depressed.

When the mouth is cold, so is the real estate agency. A well-known chain real estate agency is owed more than 10 billion yuan commission by the developer, although they have tried their best to catch up on the commission, but the effect is not obvious, the actual average payment cycle is still as long as 100 days, and more and more bad debts, the risk of payment is increasing.

According to industry practice, agents sell homes for developers, who pay commissions only after receiving the buyer’s full payment, often in a period of three months to six months. In the turbulent period of the industry, the payment cycle may be longer, and there is a great risk.

“Why do you have to work first and settle later? Can’t industry practices be broken? If the developer wants us to sell for him, he has to pay a part of the commission upfront.”

When the manager talked about his ideas, the team members thought he was crazy.

In the entire real estate industry chain, developers have always sat on the top of the chain, whether it is suppliers, builders, or even financial institutions, developers have always given them “ious”, how can he prepay commissions to intermediary companies.

The operator of this chain of real estate agents chose to confront the difficulties, at that time, he had only one idea in mind: can not be dragged into the water like this. In order to survive, no matter how hard it is, we must challenge and try.

He found some developers to talk, “You see, we help you sell your house, you pay a part of the commission in advance, in fact, it is a small money to leverage big money, such as you give us 3%, because we have the guarantee of return, we will go all out to sell your house, so that your sales become better, become faster, your down payment, mortgage loan will be back in a shorter time.”

The negotiation process is naturally not easy. Developers who are used to “Party A” are not willing to pay up front anyway. He took the team to talk repeatedly, once not twice, twice not three times, and finally a developer is willing to do so, and the effect is good. Slowly, more and more partners are willing to accept upfront commissions. CXO UNION-CXO联盟（cxounion.cn）

A year later, the real estate agency’s prepaid commission accounted for more than 50%, the receivables also dropped from more than 16 billion to more than 4 billion, bad debts also dropped by 50%, new bad debts are very few, and achieved far more than expected results.

02

Perhaps some people think that only large enterprises and chain institutions can promote this change, and small enterprises can not do it – this is actually a solidified thinking and restrictive idea.

For example, an eight-year-old small clothing company loses a little money every year and has been unable to find a profit model. In order to distribute goods in the channel, the cash flow of enterprises is often tight.

Forced to, they told the channel that they must first collect money and then ship, for this reason, companies are willing to reduce some prices. Channel business after accounting, feel cost-effective, and finally agreed to this way of cooperation.

As a result, this small clothing company solved the problem of difficult payment, and put more energy into innovation and cost reduction and efficiency.

The problem that failed to be solved in the past eight years, after changing the mindset, became profitable in just one year.

The philosopher Schopenhauer once said: “The greatest prison in the world is the human mind, and each of us is firmly imprisoned by our own cognition.”

When we are stuck in a rut and do not dare or know to break some conventions, we are often in a prison.

The seemingly hopeless situation may be calling for an innovative thinking that subverts the existing model. CXO UNION-CXO联盟（cxounion.cn）

Companies may vary in size and strategic direction, and the upfront payment model may not work for all companies. However, the habitual patterns of conformity that large and small people take for granted and go unexamined may become invisible traps once they become obsolete.

How can we see the essence and see through the trap?

Only the pure heart can see the true.

A pure heart that arises from the big self, with its own wisdom and energy, can be fearless of wind and rain, and not be solidified and bound by rules and regulations, so as to break through restrictive thinking, truly solve problems, and occupy the high ground first.

由CXO UNION-CXO联盟（cxounion.cn）转载而成，来源于润泽园官方；编辑/翻译：CXO UNIONCXO联盟小U。

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