Receivable Management

Receivable Management

Course Overview:
Day 1: An introduction to Accounts Receivable
  • Working Capital and Cash Management
  • Understanding “the cost of credit”
  • The ‘order to cash’ process
  • Understanding “risk” in “credit”
  • Accounts Receivable and effective customer service
  • Identifying under-performing areas to increase customer satisfaction
Day 2: Customers and trading terms
  • Terms of trading
  • 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
  • Value added analysis of financial statement
Day 3: Developing effective strategies to maximise 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 work flow management to maximize collector performance
Day 4: Practical collection tools and techniques
  • Eliminating barriers to payment
  • Recognizing excuses and delaying tactics
  • Providing solutions to non-payment
  • Telephone collection techniques
  • Negotiation skills for successful collections
  • 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