Lead-to-cash/Stage 4 of 7

Invoice

Creating, checking, and delivering accurate invoices.

What happens at this stage

The invoice stage converts the contract into a bill the client can pay without questions. That means the right PO number, the right line items and prices, correct tax, and delivery to the right person in the format their AP team expects.

Every invoice error adds days before the cash arrives: the client rejects it, asks for a credit note, or simply parks it until someone chases. Billing platforms, merchant of record services, and usage metering all sit in this stage.

Where it usually breaks

  • Invoices go out late because they are assembled by hand from several systems.
  • PO numbers, quantities, or prices do not match the order, so AP rejects the invoice.
  • Usage and subscription changes are billed from spreadsheets instead of a system.

Metrics to watch

  • Days from delivery to invoice sent
  • Invoice rejection or dispute rate
  • Invoices corrected after sending

Guides for this stage