The Balance Between Paying Fast and Preserving Cash
Most business advice focuses on collecting money faster. But the other side of the equation matters just as much: when you pay your own bills. Accounts payable turnover tells you how many times per year you cycle through your vendor obligations, and DPO translates that into the average number of days you take to pay.
The goal is not to pay as fast as possible or as slow as possible. The goal is to pay strategically—matching your outflows to your inflows so you maintain healthy cash reserves without damaging the vendor relationships your business depends on.
Understanding Standard Payment Terms
Most B2B transactions operate on credit terms. The most common are:
- Net 30: Payment due 30 days after invoice. This is the default for most industries and the benchmark most vendors expect.
- Net 60: Payment due 60 days after invoice. More common in construction, manufacturing, and government contracting where project timelines are long.
- 2/10 Net 30: A 2% discount if you pay within 10 days, otherwise full amount due in 30. That 2% discount annualizes to roughly 36% APR—almost always worth taking if you have the cash.
- Due on Receipt: Payment expected immediately. Common with new vendor relationships or when credit has not been established.
How DPO Affects Vendor Relationships
Vendors track who pays on time. Consistent late payment creates a cascade of consequences that many business owners do not see until it's too late:
- Lost priority. When supply is tight, vendors ship to reliable payers first. During material shortages, late payers wait longest.
- Tighter credit terms. A vendor who gives you Net 30 today may switch to COD (cash on delivery) if you consistently pay at 60 days.
- Higher prices. Some vendors quietly build a "slow payer premium" into your quotes. You may be paying 5-10% more than their best customers without realizing it.
- Missed discounts. Early-payment discounts like 2/10 Net 30 are extremely valuable. Missing them consistently is like paying 36% annual interest on your payables.
Strategic Payment Timing
The most financially savvy small businesses align their payable timing with their receivable timing. If your customers pay you in 45 days (DSO), but you pay your vendors in 15 days (DPO), you have a 30-day gap where you're financing operations out of pocket.
According to the SBA, this cash conversion cycle gap is one of the top reasons small businesses face cash crunches even when profitable. The fix is not to stiff your vendors—it's to collect faster from customers, negotiate longer terms with vendors, or both.
A practical approach: pay vendors on the day payment is due, not before. If terms are Net 30, schedule the payment for day 28-30. There is no financial benefit to paying on day 5 unless you are capturing an early-payment discount.
When Paying Fast Makes Sense
Despite the general advice to preserve cash, there are clear situations where paying quickly is the right move:
- Early-payment discounts are offered. A 2/10 Net 30 discount is almost always worth taking. The math: $100,000 in annual purchases with 2% discount saves $2,000 per year.
- You depend on a critical vendor. If one supplier provides 40% of your materials, keeping them happy with prompt payment is worth the cash cost.
- You have excess cash. If your cash reserves are strong and earning minimal interest, using that cash to build vendor goodwill is a reasonable strategy.
- You're building credit. New businesses often need to establish payment history before vendors extend favorable terms.
When Slowing Down Makes Sense
On the other side, extending your DPO can be a legitimate cash management strategy:
- Seasonal businesses that need cash reserves to cover slow months should hold cash during peak season rather than paying vendors ahead of schedule.
- Growth phases where every dollar of working capital is needed to fund new projects or inventory.
- When your DSO is high. If customers take 60 days to pay you, paying your vendors in 15 days creates an unnecessary cash squeeze.
The key is communication. If you need to extend terms, call your vendor before the invoice is due. Most vendors will work with you on timing if you are transparent. What they will not tolerate is silence followed by a late payment.
Sources
- SBA — Manage Your Finances — Cash flow management for small businesses
- SCORE — Templates and Resources — Financial planning tools and vendor management guides
- Federal Reserve — Consumer Credit (G.19) — Credit terms and payment trend data