Legal Framework & Effective Steps to Debt Recovery

27-28 Mar, 2017, Furama Hotel Kuala Lumpur

IPA Training is Registered with

Learn from the Best

MR. K. PATHMANATHAN, has 23 years of experience in the field of training and education. He is a hands-on, bilingual trainer who graduated with LL.B (Hons) from the University of London and the CLP (Mal.)

 

In his 23 years, he has trained personnel from various companies and levels, from top level management to collection officers and clerks, in various areas of law including credit control and debt recovery.

 

After attending his Debt Recovery program, many companies have acknowledged the fact that their debt collection has actually improved. They have supported his training programs by sending more and new personnel to gain more knowledge about these techniques.

 

His goal in conducting this program is to ensure that your company has a more effective and rewarding system in debt collection, to minimize outstanding debts and to ensure that the participants are able to manage debt recovery even to the legal stage.

 

Participants have found his training programs to be interesting, highly effective and practical for their daily duties. These have been manifested in the post-training evaluation reports and the strong recommendation by participants for others to attend Mr. Pathma’s programs. He has a personal commitment to help individuals and organizations to achieve their highest potential and vision.

 

His clients are mostly from the petrochemical industries, manufacturing sectors, banking, telecommunications, consumer products and services industries namely big corporate companies such as Petronas, Tenaga Nasional, PSMB, AmBank, BSN, Bank Rakyat, Jabatan Air, Telekom, TM Touch, Hitachi, Tioxide (M) Sdn. Bhd., Proton, Nippon Oil Exploration, Hewlett Packard, B Braun, Toray Group Malaysia, Infineon Technologies, Penang Port, Penang Bridge Sdn Bhd, Measat Broadcasting Network Systems, Sony, Knowles Engineering, Sime Darby, PLUS, Various Private Medical Centres, Various Universities, Teknik Janakuasa, Bax Global, Transocean Malaysia, Harbour Board – Sarawak, Silitek Corporation, Mattel (M), United Sweethearts Garment, Yan Jin (M), BAX Global, Circle Freight, Kintetsu Air Services, Bayview Beach Resort, Cititel Penang, Evergreen Laurel Hotel, DIC Compounds, Sitt Tatt Co, Tim Electronics, Petronas Fertilizer (Kedah) and its subsidiaries, Fed Ex, GD Express, H. K. Lamtech, Advance Sound Products, Paramount Engineering, Motosikal & Enjin Nasional Berhad (Modenas), Yamaha, Suzuki and Sime Tyres International to name a few. Participation from the Government sectors include those from the Land Department, Risda, Felda, Lembaga Hasil Dalam Negeri, Tentera Laut Diraja Malaysia, Jabatan Kesihatan PP, Customs Department, Local Councils and other government agencies.

Venue Details

Furama Hotel Kuala Lumpur
136, Jalan Changkat Thambi Dollah, 55100 Kuala Lumpur, - 55100
Phone : (603) 2788 8888
Fax : (603) 2788 8889

Click For Hotel Location

Contact us

Juliany,
03 2283 6109
juliany@ipa.com.my

Phoebe,
03 2283 6100
phoebe@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Jane,
03 2283 6101
Jane@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my

FOCUSING ON
  • Financial Analysis Techniques – Credit Affirmative
  • Communication Skills & Styles
  • Analysing Yourself / Analysing Your Debtors
  • Dealing With Excuses
  • Recovery Strategies (Non Legal Process)
  • The 8 Step Collection Process (Telephone)
  • Learning Negotiation Skills for Debt Recovery
  • Review of Documentation
  • Understanding Laws Contract : Securing Payment & Credit Extension
  • Pre-considerations For Legal Proceedings
  • Legal Procedures Involved in Debt Recovery
  • Court Orders & Enforcement
  • Bankruptcy – latest developments

    WORKSHOPS AND Q&A SESSIONS WILL BE HELD THROUGHOUT THE COURSE
WHO SHOULD ATTEND
  • Company Directors
  • General Managers
  • Credit Control Managers & Executives
  • Financial Controllers
  • Accounts & Finance Managers & Executives
  • Sales Personnel
  • Marketing Executives
  • Administration Managers & Executives
  • Entrepreneurs
METHODOLOGY
Interactive lectures, group discussion, case studies, Q & A sessions and practical learning.
AFTER ATTENDING THIS COURSE, YOU WILL RETURN TO YOUR JOBS...
  1. Understanding proven techniques in credit evaluation and risk assessment
  2. Being able to investigate the credit worthiness of your clients
  3. Able to Analyze yourself and your clients
  4. Learning to use the best communication skills and styles in Debt Recovery
  5. Learning workable collection techniques (legal and non-legal) to maximize your debt recovery
  6. Understanding fundamental laws of contract principles pertaining to credit extension and collection
  7. Understanding the legal procedures involved in debt recovery; obtaining judgment and enforcing judgment which will help in debt collection
 
DAY 1
9:00 CREDIT ADMINISTRATION & AFFIRMATION ACTION
  • Evaluating Credit Worthiness of Corporate and Individual Clientele
  • Private Companies and Sole Proprietorship
    -- The Differences in Risk Evaluation
  DEALING WITH EXCUSES BY CLIENTS!
  • Common Types of Delaying Tactics Employed
  • Overdue Payments & Common Excuses
  • How to Handle them
  • Different Categories of Customers
  • Different Types of Collection Approach
10:45 COMMUNICATION AND YOU
  • Factors that affect how you communicate
  • Barriers of communication
  • 7 C’s of Communication to use:
    Clarity / Completeness / Coherence / Conciseness / Credibility / Correctness / Continuity
  ANALYSING YOURSELF – RESHAPING PERSONALITIES
  • The importance of making the right ‘first impression’
  • Assessing your own personal communication style and how this affects your results
  • How do you (or might you) look in the debtor’s eyes? What would you like to change?
  • Collectors to understand their own potential for greater results
  ANALYSING YOUR DEBTORS
  • Types of debtor
    -- The delaying debtor
    -- The genuine debtor
    -- The cashflow or hardship problem debtor
    -- The ones who never intended to pay
  • The collectors are ready to identify the type of debtor they are talking to on the phone and react accordingly.
1:00 Lunch

2:00 RECOVERY STRATEGIES (NON LEGAL PROCESS) USING THE PHONE EFFECTIVELY
  • Using the Telephone for Collection
  • Plan & Prepare
  • Use the Right Techniques
  • Use POWER – Prepare, Open strongly, Work thru’ objections, End with a commitment, React quickly to broken promises.
3:45 THE EIGHT STEP COLLECTION PROCESS
  • Adopting a Win-Win approach
  • Use the SEF approach
  • Strategize your Negotiation
  • Explore all Options
  • Formulate a New Agreement
5:00 End of Day One
DAY 2
9:00 UNDERSTANDING CONTRACTS IN COLLECTION SECURING PAYMENTS AND CREDIT EXTENSION
  • How Buyers Can Evade Payment Due to Breach of Contract on the Part of Sellers
  • Sections Pertaining to The Above Situations
  • Contractual Principles – Callers to Check
    -- Formation of Contract
    -- Capacity to Contract
    -- Intention to Create Legal Relations
    -- Oral Contracts
    -- Consent and Its Vitiating Factors
10:45 LEGAL PROCEEDINGS TO RECOVER DEBTS
  • Pre-considerations
    -- Statute of Limitations and Debts Becoming Statute-Barred
    -- Capacity of Company to Sue
    + Cause OF Action
    + When Did It Arise
    -- Status of Client and Its Legal Considerations
    + Company, Partnership or Sole- Proprietorship
    + Individuals, Estate of Deceased Persons, Bankrupts etc
  REVIEW OF DOCUMENTATION HELD
  • The Importance of having all the Documents
  • Stamping and Registration of Documents
    -- What Happens When Documents Are Not Stamped or Understamped
    -- What happens when the documents are missing or incorrect?
1:00 Lunch

2:00 LEGAL PROCEDURES INVOLVED IN DEBT RECOVERY
  • Territorial Jurisdiction
  • Originating Processes Used to Recover Debts
  • Service of Documents
  • Court Procedures
3:45 COURT ORDERS AND EXECUTION PROCEEDINGS
How to enforce our collection successfully!
  • Summary Judgments
  • Attachment Proceedings
  • Charging Orders
  • Garnishee Proceedings
  • Bankruptcy / Winding-Up
  • Latest developments in Bankruptcy
5:00 End of Course