Escalation is different from repetition. Sending the same friendly reminder four times is noise; moving from 'did this slip?' to 'please confirm a date by Thursday' to copying the customer's controller is a sequence. In Reeve's data, 19% of recovered invoices needed a firm or escalated message; those are the ones that would otherwise have become write-offs.
Glossary
Escalation
In collections, escalation is the step where follow-up on an overdue invoice moves to a firmer tone, a more senior contact on the customer side, or a stated consequence.
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