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