Outstanding payment detected
Real Case Study | ATV / A Toda Velocidad
From stalled debt to a new US$50,000 opportunity: commercial recovery at ATV.
How a forensic account analysis, platform usage evidence, and high-level negotiation recovered an outstanding payment and turned a conflict into a strategic new sale.
Analysis, preparation, and negotiation
New data warehouse sale
Outstanding payment recovered
This case took place at ATV / A Toda Velocidad, within a software development operation.
The company had developed and implemented a solution for a client. The client had already received the project, the platform was functioning, and it had been in use for approximately a year. However, the client refused to pay, arguing that they barely used the platform.
Problem
The account was more than an outstanding invoice: it was a revenue leak.
The software had already been delivered, the platform was implemented, and the client had used it for about a year. Even so, the collection had not been made, and ATV continued to bear hosting costs.
The client had built a narrative to avoid payment, claiming low usage of the tool. The situation had not been resolved by the previous administration and required evidence, leadership, and negotiation.
Solution already delivered and implemented
Approximate usage by the client
Costs assumed by ATV while collection was pending
Usage evidence to support the negotiation
Forensic analysis, preparation, and management
Additional consultative sale of a data warehouse
The problem was not just collecting a debt. It was demonstrating with evidence that the solution was already generating value and that it could enable a larger business opportunity.
Diagnosis
Upon taking control of the company, the accounts did not add up.
Based on that inconsistency, Guillermo conducted a forensic audit to understand what had been sold, what had been delivered, what the client was using, how long the platform had been active, and what costs it continued to generate for ATV.
The analysis allowed the identification of unpaid revenue for approximately a year and hosting costs assumed by ATV. Additionally, the platform's statistical usage data was reviewed, which proved that the solution was indeed used and resolved a real business pain point.
Strategy
Turning a collection conversation into a value conversation.
Instead of arriving solely to demand the overdue payment, Guillermo prepared a meeting with senior stakeholders equipped with evidence: the implemented solution, the actual usage of the platform, the problem it solved, and the value it was generating for the client.
The objective was to reposition the conversation. It was not just an outstanding invoice, but a solution that the client needed to move forward.
Before
- Client refusing to pay.
- Software already delivered and implemented.
- Platform in use for approximately one year.
- Hosting costs assumed by ATV.
- Pending revenue with no effective management.
- Conversation centered on a collection conflict.
After
- Forensic audit of accounts and usage.
- Statistical evidence of the platform's value.
- Meeting with the client's senior stakeholders.
- Overdue payment recovered.
- Additional data warehouse sale for US$50,000.
- Conversation repositioned toward business value.
Execution
The negotiation was sustained by evidence, not pressure.
The process took approximately three months between analysis, detecting the problem, preparing arguments, and negotiating the meeting. In the meeting, Guillermo re-presented the solution, showed statistical usage data, and connected the tool with the pain point it resolved for the client.
The conversation stopped being a discussion about whether it was 'used very little' and became a discussion about the real value the solution delivered.
1
Taking control of the company
2
Accounts that did not add up
3
Forensic audit of the case
4
Uncollected revenue
5
Actual platform usage
6
Meeting with senior stakeholders
7
Value-based negotiation
8
Overdue payment + data warehouse
Result
Overdue payment was recovered and a US$50,000 data warehouse was sold.
The client recognized the value of the solution and the overdue payment was successfully collected. Furthermore, in the same session, the conversation opened a larger commercial opportunity: the sale of an additional data warehouse solution for US$50,000.
The case went from a stalled account and a collection conflict to revenue recovery and a new high-value consultative sale.
Guillermo's Role
Connecting financial analysis, usage evidence, and high-level negotiation.
Guillermo led the forensic analysis of the case, the detection of pending revenue, the review of platform usage, the preparation of the meeting with senior stakeholders, the negotiation with the client, and the consultative sale of the additional solution.
His role was to connect financial analysis, usage evidence, understanding of the client's business, and high-level negotiation to transform a stalled debt into a larger commercial opportunity.
Leadership Insight
A stalled account is not recovered by collection tactics alone.
It is recovered by demonstrating value, negotiating with evidence, and elevating the conversation to the business level. High-level negotiation doesn't start when payment is requested; it starts when you understand what real value the client is avoiding acknowledging.