Client Behavior Analysis

Our AI engine processes multiple data points to create a comprehensive understanding of each client:

Core Analysis Components:
- Payment History Patterns: When, how, and how quickly clients typically pay
- Communication Responses: How clients interact with collection emails
- Relationship Dynamics: The quality and value of the business relationship
- Risk Assessment: Likelihood of payment delays or defaults

The system updates these analyses in real-time as new data becomes available, ensuring your collection strategy stays current and effective.

Payment history is the strongest predictor of future payment behavior:

Key Metrics Tracked:
- Average Payment Days: How many days past due date clients typically pay
- Late Payment Count: Number of times client has paid late
- Payment Velocity Trends: Whether payment times are improving or worsening
- Seasonal Patterns: Monthly/quarterly payment behavior variations
- Payment Method Preferences: Preferred payment channels and timing

Analysis Example:
``
Client: Acme Corp
Average Payment Days: 5 days early
Late Payment Count: 0 out of 15 invoices
Payment Velocity: Improving
Risk Assessment: Low
Recommended Strategy: Gentle approach with extended delays
``

How This Affects Sequences:
- Clients with good payment history get longer delays between steps
- Clients with poor history receive accelerated follow-ups
- Payment method preferences influence email content

Understanding how clients communicate helps optimize engagement:

Communication Metrics:
- Response Rate: Percentage of emails that receive replies (0.0 - 1.0)
- Average Response Time: How quickly clients typically respond
- Engagement Patterns: Open rates, click rates, and interaction quality
- Preferred Contact Times: When clients are most likely to engage
- Communication Channel Preferences: Email, phone, or portal preferences

Response Classification:
- Payment Promise: Client commits to specific payment date
- Dispute: Client raises concerns about invoice or payment terms
- Question: Client requests clarification or additional information
- Acknowledgment: Client confirms receipt without specific commitment

Sentiment Analysis:
- Positive: Cooperative and willing to resolve
- Neutral: Standard business communication
- Negative: Frustrated or unwilling to pay

Impact on Sequences:
- High-response clients get more detailed communication
- Low-response clients receive simplified, action-focused messages
- Negative sentiment triggers manual review alerts

Risk profiles help determine the appropriate collection approach:

Low Risk Clients (Score 8-10):
- Characteristics: Consistent early payments, good communication
- Strategy: Gentle, relationship-preserving approach
- Sequence Timing: Extended delays, friendly tone throughout
- Special Handling: VIP treatment, manual review for any issues

Medium Risk Clients (Score 5-7):
- Characteristics: Generally reliable with occasional delays
- Strategy: Standard sequence with moderate escalation
- Sequence Timing: Normal progression with slight adaptations
- Special Handling: Monitor for pattern changes

High Risk Clients (Score 3-4):
- Characteristics: Frequent late payments, poor communication
- Strategy: Firmer approach with accelerated timeline
- Sequence Timing: Shortened delays, earlier escalation
- Special Handling: Close monitoring, potential credit hold

Critical Risk Clients (Score 1-2):
- Characteristics: Chronic late payments, payment disputes
- Strategy: Immediate escalation, firm collection approach
- Sequence Timing: Minimal delays, firm tone from start
- Special Handling: Consider external collection or credit restrictions

Relationship scores (1-10) combine multiple factors:

Scoring Components:

Payment History (40% weight):
- On-time payment percentage
- Average days to payment
- Payment amount consistency
- Historical reliability

Response Patterns (25% weight):
- Communication responsiveness
- Engagement quality
- Issue resolution cooperation
- Professional courtesy

Business Value (20% weight):
- Total invoice volume
- Payment frequency
- Account longevity
- Future business potential

Communication Quality (15% weight):
- Response tone and professionalism
- Issue resolution attitude
- Feedback and collaboration
- Overall relationship health

Score Interpretation:
- 9-10: Premium clients deserving white-glove treatment
- 7-8: Valued clients requiring careful relationship management
- 5-6: Standard clients with normal collection approaches
- 3-4: Problematic clients needing firmer collection methods
- 1-2: High-risk clients requiring immediate action