From Friction to Flow: Elevating Receivables Strategy Through Automation and Partnership

In today’s volatile economic landscape, where liquidity is paramount and operational efficiency is non-negotiable, financial leaders are rethinking how they manage receivables. At a recent webinar presented by Scotiabank in collaboration with AFP Toronto, treasury and cash management experts came together to unpack the strategic importance of receivables and how automation, ERP integration, and partnerships can transform this traditionally back-office function into a growth enabler.

The panel featured Nasreen Somani, Treasurer at Great Gulf Group; Jonathan Poupart, Director of Cash Management Solutions at Scotiabank; Jaime Hunte, Senior Manager of Partner Solutions at Scotiabank; and moderator Damian Jones, Vice President of Global Transaction Banking for Canadian Commercial Banking with Scotiabank. Their insights converged on a powerful message: receivables are no longer just about collections—they’re about unlocking capital, enabling strategic decisions, and driving transformation.

Receivables are the “foundation of liquidity.” When cash is collected predictably and applied cleanly, businesses borrow less, reduce costs, and gain the confidence to invest. But when receivables are delayed or misapplied, every decision becomes defensive.

“Receivables should be treated as infrastructure,” Nasreen emphasized. “They set the rhythm for borrowing, hedging, and investment decisions. When payments flow into your ledger cleanly and on time, that ledger becomes a forward-looking tool—not just a rearview mirror.”

This shift from reactive to proactive treasury management is not just operational—it’s strategic. It empowers finance teams to direct capital rather than chase it.

A recurring theme throughout the discussion was the importance of doing your homework. Nasreen shared how Great Gulf began its transformation not by selecting a tool, but by diagnosing their pain points. Her team mapped the end-to-end receivables flow, identified delays, and asked the hard “why” questions until root causes surfaced.

Many organizations rush into implementing treasury management software without first understanding their cash application workflows. “You end up with a shiny tool that shows a balance but doesn’t help you understand available liquidity,” JP warned, echoing this sentiment.

The takeaway? Technology is only as effective as the process it supports. Understanding workflows, pain points, and stakeholder needs is the foundation of any successful receivables’ strategy.

One size does not fit all. Whether it’s different divisions within the same company or varying industries, receivables strategies must be tailored. Different divisions can operate on different ERPs and payment cycles, requiring distinct approaches.

This applies to clients across multiple sectors—from mining companies with straightforward deal-based payments to automotive firms managing hundreds of invoices with complex discounting structures. Standardization has its value, but forcing a single model can create friction and mask inefficiencies.

The key is to design a strategy that accelerates cash, improves visibility, and aligns with each business unit’s unique needs.

Banks and FinTechs must move beyond being vendors to become problem solvers, leveraging their partnerships to bring forward innovative solutions. “The best outcomes come when everyone is aligned—client, bank, and partner,” said Jamie. “It’s not just about technology; it’s about mindset.”

Partnerships enable co-creation of solutions that are fit for purpose. By sharing their reality—what works and what doesn’t—clients empower banks to tailor tools and services that drive meaningful impact.

So how does an organization begin this journey? Start with the highest-value pain points—unapplied payments, slow cash application, blind spots in forecasting—and link them to outcomes stakeholders care about, such as time savings, unlocked liquidity, and reduced financing costs.

It’s imperative to involve the people who do the work—AR clerks, reconciliation specialists, and legacy system experts. “Change starts with the people,” Jonathan said. “Give your experts a voice. Their insights are critical to mapping workflows and identifying bottlenecks.”

Jamie added that while 76% of corporates plan to adopt receivables automation in the next two years, 44% cite ERP integration as a challenge¹. Listening to internal experts and engaging external partners is essential to overcoming these hurdles.

Receivables strategy is no longer a back-office concern. It’s a strategic imperative that touches liquidity, forecasting, and growth. With the right mindset, tools, and partners, financial leaders can turn every invoice into an opportunity—and every payment into progress.

For help on finding a receivable strategy that works for you, reach out to your Scotiabank Relationship Manager or contact us today to explore how we can help your business.