ProFee continually undertakes research on the relationship dynamics between practices and their clients, with a particular focus on debtor management issues. Three key philosophies always emerge as constants, not just of the ProFee concept, but how ProFee transforms a practice's debtor management culture.

(1) Debtor management - It's not just collecting fees

Too many practices regard debtor management (DM) as an exercise that commences once the fee is presented to the client, or worse, that DM is put into place once the client has exceeded the firm’s credit terms.

Astute practices acknowledge that DM must commence far earlier in the practice-client relationship time line.

It is our view that DM must be locked into practice operating procedures / templates at the point where:

(i)                   Credit terms are decided

And just as important but often overlooked:

(ii)                 Client fee-paying options are decided

In other words, debtor management isn’t just about “collecting fees” but rather facilitating individual client’s capacity, choices and therefore motivation to pay promptly.

Once you decide to use ProFee, you will have entrée to more support material in the Professional Access section of the web site.

(2) If you keep doing the same things, you will keep getting the same results

Unless a practice is [or commits to becoming] proactive in debtor management strategies, it is unlikely to significantly improve its fee collections status quo. Our experience to date reflects that practices with an active approach to DM generally achieve significantly better results when they utilise ProFee in their practice. Similarly, practices who commit to a more planned DM activity as they deploy ProFee seem to achieve a dramatic turnaround. However, practices with ineffective DM systems, only using ProFee with financially distressed clients will see little improvement.