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In debt recovery, a lesson you learn very fast is that not every debtor is broke.
While some may be struggling, others are simply comfortable using your money. On the phone, the two sound almost identical. “Boss, mambo imekuwa tight”. The real skill is knowing whether the problem is the economy, the business or the debtor’s attitude.
Here is the uncomfortable part that most creditors miss. Many Kenyan businesses are not killed by lack of sales. They are killed by financing their customers. That is the real reason recovery matters and it is why we start by asking a simple question about every debtor: Can they pay or are they not going to pay?
In credit, we call them the can’t pay and the won’t pay. The can’t pay debtor has a genuine cashflow problem. The business may have customers, stock, even profitable contracts, but the money is coming in too slowly.
