Great analysis on the issue of drawn out payment schedules, and agree with Robert Kramer of the need to distinguish between late payments and long payment terms.

An additional way that companies can reconcile long payment terms without alienating important clients is by outsourcing their lending to third-party, alternative lenders. Would be interested in a follow up story that discusses the different options businesses have to deal with long payment schedules and each's merits and disadvantages. Would be happy to discuss merchant cash advance functioning as a line of credit with you.