{"id":1880,"date":"2017-06-13T08:16:26","date_gmt":"2017-06-13T08:16:26","guid":{"rendered":"http:\/\/edebex.com\/risque-client-gerez-le-comme-une-multinationale\/"},"modified":"2020-02-21T11:46:53","modified_gmt":"2020-02-21T11:46:53","slug":"risque-client-gerez-le-comme-une-multinationale","status":"publish","type":"post","link":"https:\/\/edebex.com\/fr-be\/blog\/risque-client-gerez-le-comme-une-multinationale\/","title":{"rendered":"Risque client: g\u00e9rez-le comme une multinationale!"},"content":{"rendered":"<h4><strong>Comment \u00e9valuer et g\u00e9rer le risque li\u00e9 aux transactions avec vos clients? Des outils existent et ils ne sont pas r\u00e9serv\u00e9s qu\u2019aux multinationales! N\u2019h\u00e9sitez donc pas \u00e0 les activer pour prot\u00e9ger votre tr\u00e9sorerie et r\u00e9duire votre risque client.<\/strong><\/h4>\n<p>La gestion de votre encours client (la somme, \u00e0 un moment donn\u00e9, de vos cr\u00e9ances clients) et des risques potentiels qui y sont associ\u00e9s (besoin de financement et risque de d\u00e9faut de paiement) est critique pour votre activit\u00e9 et pour la stabilit\u00e9 financi\u00e8re de votre entreprise. Il est donc primordial de pouvoir fixer\u00a0 la limite de cr\u00e9dit accord\u00e9e, afin de garder un contr\u00f4le sur le risque client.<\/p>\n<p>Contrairement \u00e0 certaines id\u00e9es re\u00e7ues, cet exercice n\u2019est pas limit\u00e9 aux entreprises de grande taille. Des outils sont accessibles aux plus petites structures. Il n\u2019existe pas de mod\u00e8le unique et la multitude des crit\u00e8res (type de client, montant moyen des transactions, secteur, etc.) vous am\u00e8ne \u00e0 devoir d\u00e9finir votre approche personnelle, en ligne avec votre organisation et votre type d\u2019activit\u00e9.<\/p>\n<h2><strong>Etape 1 : fixez une limite de cr\u00e9dit<\/strong><\/h2>\n<p>Quels sont les diff\u00e9rents outils \u00e0 votre disposition pour \u00e9valuer la solvabilit\u00e9 d\u2019un client potentiel afin de fixer un plafond ad\u00e9quat en termes de limite de cr\u00e9dit? En voici plusieurs pour vous permettre de r\u00e9duire au maximum votre risque client.<\/p>\n<ul>\n<li><strong>Analyse des \u00e9tats financiers.<\/strong>\u00a0Votre comptable peut vous \u00e9pauler dans cette d\u00e9marche. Bilan et compte de r\u00e9sultats sont en principe publics et donc accessibles pour votre \u00e9valuation, mais n\u2019oubliez pas que ces documents constituent une photographie du pass\u00e9 et non une projection de l\u2019avenir. Int\u00e9ressez-vous malgr\u00e9 tout \u00e0 certains indicateurs comme le niveau d\u2019endettement, le d\u00e9lai moyen de paiement des fournisseurs, la valeur des cr\u00e9ances douteuses (indiquant les difficult\u00e9s potentielles de votre prospect \u00e0 r\u00e9cup\u00e9rer l\u2019argent aupr\u00e8s de ses propres clients). Compl\u00e9tez si possible cette analyse par une collecte d\u2019information de terrain, plus qualitative, via vos commerciaux, vos fournisseurs et vos relations.<\/li>\n<li><strong>Scoring.<\/strong>\u00a0Les soci\u00e9t\u00e9s de \u00abscoring\u00bb vous fournissent diff\u00e9rentes informations\u00a0 sur la sant\u00e9 financi\u00e8re de votre d\u00e9biteur, ainsi que sur ses habitudes de paiement. Ces scores se basent sur diff\u00e9rentes analyses statistiques plus pouss\u00e9es que les revues de bilans, ainsi que sur des donn\u00e9es historiques. Tout cela peut objectiver les choses et vous \u00e9clairer au moment de prendre les d\u00e9cisions relatives notamment aux conditions de paiement et au plafond de cr\u00e9dit que vous vous autoriserez lors des transactions \u00e0 venir avec ce client.<\/li>\n<li><strong>Assurance-cr\u00e9dit.<\/strong>\u00a0Cette solution vous permet d\u2019assurer vos cr\u00e9ances clients jusqu\u2019\u00e0 une certaine limite, fix\u00e9e par l\u2019assureur-cr\u00e9dit sur base de sa propre \u00e9valuation du risque en fonction de diff\u00e9rents crit\u00e8res. Cette approche a bien \u00e9videmment un co\u00fbt, mais elle vous permet de ne pas supporter seul tout le risque en cas de d\u00e9faut de paiement de votre client. Avantage non-n\u00e9gligeable en cas de vente \u00e0 l\u2019\u00e9tranger, notamment! Vous pourrez, en effet, compter sur le r\u00e9seau international et les relais locaux dont dispose probablement votre assureur-cr\u00e9dit en cas de souci.<\/li>\n<\/ul>\n<h2><strong>N\u2019accordez pas des conditions de paiement \u00e0 la l\u00e9g\u00e8re!<\/strong><\/h2>\n<p>Votre encours moyen pour un client sera fonction des d\u00e9lais de paiement que vous lui accordez et que vous aurez pris soin de formaliser au niveau de vos contrats et de vos factures. Soyez donc vigilant lors de la n\u00e9gociation \u00e0 ne pas vous montrer trop g\u00e9n\u00e9reux \u00e0 cet \u00e9gard, notamment avec un nouveau client qui n\u2019a pas encore\u00a0<a>d\u00e9montr\u00e9 sa capacit\u00e9 \u00e0 respecter ses engagements<\/a>. Ensuite, assurez-vous de l\u2019efficacit\u00e9 de votre proc\u00e9dure de relance et de gestion de vos factures impay\u00e9es. Cela contribuera \u00e0 \u00e9viter un d\u00e9passement du plafond que vous avez fix\u00e9 et limitera les risques. Pensez \u00e9galement \u00e0 revoir r\u00e9guli\u00e8rement ces termes et conditions de paiement en fonction de l\u2019\u00e9volution de votre relation commerciale avec votre client.<\/p>\n<h2><strong>Et en cas de d\u00e9passement du plafond de cr\u00e9dit?<\/strong><\/h2>\n<p>Avec ou sans assurance-cr\u00e9dit, la d\u00e9cision d\u2019aller au-del\u00e0 du plafond fix\u00e9 pour une commande ou un client donn\u00e9 vous appartient, mais prenez-la en connaissance de cause. Envisagez une discussion ouverte avec votre client et mettez-vous d\u2019accord sur un plan de r\u00e9duction de son encours. Comment ? Par exemple, en proposant le r\u00e8glement anticip\u00e9 de certaines factures ou le paiement d\u2019un acompte substantiel lors de nouvelles commandes. De mani\u00e8re g\u00e9n\u00e9rale, revoyez cette limite de cr\u00e9dit de fa\u00e7on r\u00e9guli\u00e8re, en tenant compte de l\u2019\u00e9volution de votre volume d\u2019affaires avec ce client, de votre exp\u00e9rience par rapport \u00e0 ses habitudes de paiement et du contexte \u00e9conomiqueglobal.<\/p>\n<p>Conclusion, r\u00e9duire votre risque client, c\u2019est avant tout apprendre \u00e0 conna\u00eetre ce dernier afin de prendre les mesures adapt\u00e9es.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Comment \u00e9valuer et g\u00e9rer le risque li\u00e9 aux transactions avec vos clients? Des outils existent et ils ne sont pas r\u00e9serv\u00e9s qu\u2019aux multinationales! N\u2019h\u00e9sitez donc pas \u00e0 les activer pour prot\u00e9ger votre tr\u00e9sorerie et r\u00e9duire votre risque client. La gestion de votre encours client (la somme, \u00e0 un moment donn\u00e9, de vos cr\u00e9ances clients) et [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":1530,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[209],"tags":[],"class_list":["post-1880","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gestions-des-clients-fr-be"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.1 (Yoast SEO v27.5) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Risque client: g\u00e9rez-le comme une multinationale! | Edebex<\/title>\n<meta name=\"description\" content=\"Comment g\u00e9rer le risque li\u00e9 aux paiements de vos clients? 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