A staffing firm running $25–40M in monthly payroll. Margins looked great. Rates were negotiated well. Growth was real. And yet — $10 million of labor was paid before the first dollar from those invoices cleared. I call this the Rate vs. Terms Trap. Good rates don't save you when payroll outruns cash conversion. In staffing, growth makes the gap wider — not safer. Profit stayed positive. Liquidity didn't. Invoice factoring as a strategic cash flow lever changed the game. Approved invoices convert
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A staffing firm running $25–40M in monthly payroll. Margins looked great. Rates were negotiated well. Growth was real. And yet — $10 million of labor was paid before the first dollar
Larry Carnahan. Larry Carnahan · Original audio. A staffing firm running $25–40M in monthly payroll. Margins looked great. Rates were negotiated well. Growth was real. And yet — $10 million of labor was paid before the first dollar from those invoices cleared. I call this the Rate vs. Terms Trap. Good rates don't save you when payroll ...
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There's a myth I keep hearing from staffing owners: "Our AR is fine, the aging report looks clean." Last week I took a call with a mid-market staffing firm running $8–15M a month in payroll. AR was current. Very little over 30 days. On paper, everything looked healthy. But here's what the aging report hid: dilution. Short pays. Missed billable hours. Fee disputes. Credits applied weeks later. Payroll hit weekly. Collections came later. In one recent cycle, they ran $10 million in biweekly payrol
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There's a myth I keep hearing from staffing owners: "Our AR is fine, the aging report looks clean." Last week I took a call with a mid-market staffing firm running $8–15M a month in payroll. AR was current. Very little over 30 days. On paper, everything looked healthy. But here's what the aging report hid: dilution. Short pays. Missed billable hours. Fee disputes. Credits applied weeks later. Payroll hit weekly. Collections came later. In one recent cycle, they ran $10 million in biweekly payrol
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There's a myth I keep hearing from staffing owners: "Our AR is fine, the aging report looks clean." Last week I took a call with a mid-market staffing firm running $8–15M a month in payroll. AR was current. Very little over 30 days. On paper, everything looked healthy. But here's what the aging report hid: dilution. Short pays. Missed billable hours. Fee disputes. Credits applied weeks later. Payroll hit weekly. Collections came later. In one recent cycle, they ran $10 million in biweekly payrol
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