By attending this event, delegates will understand:

• The importance of credit to the company and the economy
• The “cost of credit” and its impact on company profitability
• Practical steps that reduce bad debt losses and “uncollectible” debtors
• How to deal with companies, sole traders, consumers
• How to use different tools and techniques to maximize cash collection effort
• The Legal Framework for collection activities

This seminar provides a user-friendly environment to develop the knowledge and techniques related to accounts receivable and is valuable for:

• Finance Managers
• Accountants
• Credit Control
• Accounts Receivable staff
• and others who are working within accounts receivable process or who wish to develop a practical toolkit to complement their existing professional or technical skills

This interactive Training will be highly interactive, with opportunities to advance your opinions and ideas and will include;

• Lectures
• Workshop & Work Presentation
• Case Studies and Practical Exercise
• Videos and General Discussions

DAY 1

An Introduction to Accounts Receivable

• Working Capital and Cash Management
• Managing working capital
• Cash management and the bank facility (line of credit)
• Understanding “the cost of credit”
  • Why credit management is important to the survival of businesses
  • The ‘order to cash’ process
  • Understanding “risk” in “credit”
• Accounts Receivable and effective customer service
  • Identifying underperforming areas to increase customer satisfaction

DAY 2

Customers and trading terms

• Terms of trading
• Customer credit evaluation
• Tools and techniques of financial analysis: ratios; trends; common size analysis
• • The best performance measure – cash or profit?
  • Financial distress and the Altman's Z score-type analyses
  • Trend analysis
  • Common size (or horizontal) trend analysis of financial statements
  • Vertical trend analysis of financial statements
• Segmental analysis of financial statements
• Value added analysis of financial statement

DAY 3

Developing Effective Strategies to Maximize Cash Collection

• Identifying effective “pre-delinquency” collection campaigns
• Defining “post-delinquency” activities
  • Customer-sensitive collection strategies
  • Collection techniques and letter cycles
  • Appropriate internal and external escalation steps
• Using workflow management to maximize collector performance

DAY 4

Practical Collection tools and Techniques

• Eliminating barriers to payment
  • Good practice in billing management
  • Managing customer queries
• Recognizing excuses and delaying tactics
• Providing solutions to non-payment
• Litigation and recoveries
  • Legal steps and enforcement

Telephone Collection Techniques

• Preparing for the call
• Negotiation skills for successful collections
• Communicating and listening skills
• Building relationships with customers

DAY 5

Managing the Receivables Ledger

• Developing effective internal relationships to maximize performance
• Setting targets and tracking performance
• Managing information that dazzles
• Defining meaningful KPI’s

Latest Developments in Accounts receivable

BTS attendance certificate will be issued to all attendees completing minimum of 75% of the total course duration.