Have YOU ever wondered...

Managers and Business Owners

• How do I strategically manage overdue accounts?
• How do I ensure our Accounts Receivables jewel remains shiny?
• How can I raise my department's exposure to reflect the importance of what we do?
• How can I help new supervisors excel in their performance and in my expectations of them?

Supervisors

• How to motivate and lead my collection teams to higher results?
• How to reduce my team's absenteeism rate?
• What challenges are my new collectors likely to encounter?
• How can I help my more experienced collectors move on to the next level?

Collectors

• What are the steps to an effective collection call?
• How to diffuse upset customers and still collect the money?
• How to quickly overcome payment excuses and objections?
• How to convert more accounts into more Promises to Pay?
  (shared secrets of the Masters?)
  

This practical seminar emphasizes the most up-to-the-minute, hands-on credit and collection strategies to help you accelerate your cash flow to improve your company's bottomline.

It gives you a solid understanding of the principles of managing credit and implementing a well-structured credit and collection system that fits the needs of your company and clients. When you complete this program, you will be able to review or reorganize your organization's accounts receivables strategies to minimize bad debts and maximize profits.

How You Will Benefit

• Acquire fresh and innovative ideas to lower bad debt, aging and DSO levels
• Effectively strategize your accounts receivables campaigns
• Establish effective credit and collection policies
• Set early, mid and late stage collection strategies
• Reduce the risk of accepting high credit risks
• Ensure your credit collection department and its people are "on the road" to world class performance
• Effectively manage your agents and legal firms to increase recovery rates
• Tips and guidelines on handling corporate accounts
  
  

Immediate Benefit To :

• Credit & Collection Managers/Executives
• Finance & Accounts Managers/Executives
• Credit Control Managers/Executives
• Credit Analysts & Loans Managers/Executives
• Top Collectors with Supervisory potential
• Treasurers, Finance Controllers, CFOs, Accountants
• Debt Collection Agencies & Business Owners
• IT staff who support credit and collection departments
• Sales Managers to better understand their credit & collection counterparts
  

TEAM ATTENDANCE HIGHLY RECOMMENDED!
This program aims to impart skills to help companies strengthen their collection strategies and minimize the risk of loss. Don't miss it!Send in a team to participate. (Group discounts available)

Certificate of Participation will be awarded on completion of the seminar.

OVERVIEW OF THE A/R FIELD

• To extend or not to extend?
• The Genesis Question: Primary roles of a Credit Analyst, Bill Collector,
  Supervisor & Manager?
• Value of Accounts Receivables and you
• Collection = Sales
• Properly Measuring DSO's impact
• Where to put the credit & collections department?

PROVEN CREDIT STRATEGIES

• Importance of an "active" credit department
• What to do before a single Ringgit is extended as credit
• Tips and guidelines on writing a credit policy
• Techniques on setting credit lines
• How to quickly improve your credit analysis skills?
• Effectively using the 5 + 1 credit filters
• The "art" of rejecting accounts
• Understanding credit and behavioral scoring systems
• 8 signs of a "sick" credit department

MANAGING OR SUPERVISING PEOPLE IN CREDIT & COLLECTIONS

• How to develop creativity within yourself and your people?
• How to motivate your people?
• Creating a World-Class credit or collection department
• Recruiting and selecting top performers
• Working with peers and superiors to achieve your goals and theirs
• The "Matrix-Revolution" method of motivating yourself and your team
  Creating a "Visceral Vision"
• Setting high standards
• How to promote serious fun?
• How to reduce employee turnover and MC's?
• How to create a career development scheme within your department?
• Managing poor performers and coaching them to excellence

STRATEGIES IN MANAGING CONSUMER RECEIVABLES

• The Collection's Cycle
• Value of OVERDUE customers (CRM impacts)
• Correctly focusing on the right accounts
• Early, mid and late-stage strategies
• Tips on writing "action oriented" Dunning Letters and Emails
• Creating effective collection treatments
• Generating the right reports
• 6 easy steps of a collection call
• How to create effective, professional scripts to collect more money; while keeping more customers?
• How to find the "why" in debtors' excuses?
• How to handle excuses, objections & irate customers (A.U.S + E technique)
• Words to use and avoid in collections
• Learn the "Master's Shortcuts": Speed tips to collect more money
• Quick and easy negotiation techniques
• How to conduct field visits?
• Understand the tools in your collection tool box

EXTERNAL AGENT AND LEGAL STRATEGIES

• When to bring out the "Hired Guns"
• Importance of your agents and legal partners
• Key selection criteria in choosing agents and lawyers
• Managing agents and lawyers
• Conducting agent and legal audits

CORPORATE AND GOVERNMENT COLLECTION STRATEGIES

• Nature of the "beast", tips on collecting from corporates
• Tips and guidelines on collecting from the government
• Main causes of corporate and government delinquency
• BIF'n & PIF'n and the corporate animal

AVOIDING SELF-INFLICTED COLLECTION PAIN

• Working with senior management
• Avoiding "Friendly Fire": Working with Sales
• Creating the "Credit Talk"
• Helping your people avoid "Distress"
• Simple stress tips for the stressful field of collections

FUTURE TRENDS IN COLLECTIONS PLUS PROFESSIONAL DEVELOPMENT

• Key trends in collections
• Future technologies on the horizon: auto dialers, credit/behavioral scoring, voice recorders,
  ACD's, PABX's, advanced credit bureaus and the latest software systems
• Books, magazines, resources and websites every A/R professional should know