Business concerns should maintain an equitable pace between production and sale on the one hand and collection of dues on the other. These letters are written with an aim to make collection as and when they fall due. Defaulters should be gently reminded of their duty. There is a delicate balance between over enthusiasm and negligence in this area. If the tone of the letter is over-enthusiastic, in collection, the customer would runaway. If the attitude is negligence, default will become unbearable causing undue hardship. Retention of the customers / clientele and prompt collection are the twin objectives of a collection letter.