Implementing Effective Debt Collection Techniques

26-27 Mar, 2018, GRAND SEASONS HOTEL KUALA LUMPUR

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MR. S. S. DANIEL, B. Commerce, M.I.M.M. has over 25 years of experience in Accounting and Financial Management and has worked as a Corporate Loan Officer, Branch Manager and Vice President in the Audit Department of a leading prominent local bank. He had the responsibilities for reviewing, developing and implementing internal controls and compliance procedures for the bank.

Daniel is an accomplished speaker / trainer in the accounting and finance field. He was previously involved in lecturing on Financial & Management Accounting for CIMA and ACCA programs at local institutions of higher learning for over 15 years.

At present Daniel is the Principal Consultant of his own professional training firm and is fully committed in conducting training programs on Accounting and Financial Management, Money Management and Principles, Investment Options and Strategies, Internal Auditing, Credit Management and Branch Operations for several prominent banks and MNCs.

Following are the accounting and finance-related courses conducted by him: -
• Implementing Effective Debt Collection Techniques
• Effective Financial Skills For Non-Finance Managers;
• Contemporary Internal Auditing;
• Credit Management & Debt Recovery Techniques;
• Advanced Financial Statement Analysis;
• Financial Statement Analysis – A Practical Approach;
• Detecting, Investigating & Preventing Fraud;
• Corporate Credit Analysis; and
• Effective Cash Flow Management

Daniel provides practical hands-on and dynamic lively training sessions, which have received excellent feedback from past participants from both local and overseas market. He has also designed and implemented collection procedures, realizing a 90% improvement in collection time for a large corporation. 

His training sessions are well regarded and participative in nature and the evaluation by the participants who have attended his programs attest to his ability to part the practical knowledge that he had acquired during his 25 years experience in the financial sector.

Venue Details

GRAND SEASONS HOTEL KUALA LUMPUR
No. 72, Jalan Pahang, 53000 Kuala Lumpur, - 53000
Phone : (603) 2697 8888
Fax : (603) 2698 5888

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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

COURSE HIGHLIGHTS

  • Understanding The Nature Of Credit In Business Transactions
  • Review Of Myths Of Debt Collection
  • Employing Strategic Concepts To Initiate Collection
  • Understanding Your “Opponent” – The Debtor
  • Getting Results With The Right Tools And Techniques
  • Strategic Approach To Debt Collection
  • Practical Aspects Of Telephone Collection
  • Minimising Overdues
  • Detecting Symptoms Of Financial Problems
  • How To Deal With Delaying Tactics

    PLUS: A WORKSHOP ON TESTED & WORKABLE COLLECTION TECHNIQUES
  • Basic Rules Of Collection Policy
  • Stages Of Collection Procedures
  • Effective Collection Letters
  • Tactful Use Of Telephone Calls
  • Effective Use Of Email/Telex/Fax
  • How To Spot Payment Delaying Tactics
  • When To Stop Supplies
WHO SHOULD ATTEND

This course is designed for personnel involved in debt collection, sales/order administration and marketing, credit control, finance and administration, commercial credit and collection, credit and marketing officers, analysts and controllers, accounts, trade promotion.

METHODOLOGY
  1. Establishing clear and effective credit and collection policies and procedures.
  2. Learning to screening collection problems from the beginning before extending credit.
  3. Training your collectors to be effective and also understand the role of a debt collector.
  4. Formulating effective billing techniques and obtaining your debtors attention on the importance of settling the bills.
  5. Changing the collection odds in your favor so you become a victor, not a victim.
  6. Learning the methods to handle delinquent customers for ultimate recovery and also keeping your customers on good terms.
  7. Planning your collections well to achieve the anticipated cash flow.
  8. Preserving company profits and minimising risks involved.
AFTER ATTENDING THIS COURSE,
YOU WILL RETURN TO YOUR JOBS …
Interactive Lectures, Practical Exercises, Workshop Session On Tested & Workable Collection Techniques, Discussion and Q & A
  
DAY 1
9:00 UNDERSTANDING THE NATURE OF CREDIT IN BUSINESS TRANSACTIONS
  • Cash Vs Credit Term
  • The Risks Involved
  • Types Of Credit Exposure
  • The Credit Process Evaluation, Control And Collection
10:00 REVIEW OF MYTHS OF DEBT COLLECTION
  • Assumptions
  • Mistakes
  • Strategic Aspects
11:30 EMPLOYING STRATEGIC CONCEPTS TO INITIATE COLLECTION
  • How To Assess Your Strengths And Weaknesses
  • Determining The Status Of Your Debt
  • Classifying Your Debt
  • Credit Exposure
  • Analysis Of Loss Potential
1:00 Lunch

2:00 UNDERSTANDING YOUR “OPPONENT” – THE DEBTOR
  • Liabilities Of The Debtor
  • Personality Assessment
  • Type Of Character
  • Profile Of Your Debtor
  • Asset Fall-Back
  • Debtor’s Assets
  • Market News And Developments
  • Financial Condition
  • Determining Payback Ability
3:45 GETTING RESULTS WITH THE RIGHT TOOLS AND TECHNIQUES
  • Sending Of Reminders
  • Collection Letters
  • Email/Telex/Facsimile
  • Telephone Collection
  • Personal Visits
  • Use Of Collection Agencies
5:00 End of Day 1
DAY 2
9:00 STRATEGIC APPROACH TO DEBT COLLECTION
  • “Sob” Technique
  • “Hot-Stove” Technique
  • Relationship Consideration
  • Diplomacy
  • Assertiveness
  • Psychological Factors
  • Indirect Threat
10:00 PRACTICAL ASPECTS OF TELEPHONE COLLECTION
  • Getting Your Call Through To The Right Person
  • Listening To What Debts Have To Say
  • Negotiating For Payment
  • Planning Your Strategy To Get Results
11:30 MINIMISING OVERDUES
  • Debtors’ Meeting
  • Clearing Disputes
  • Negotiations For Settlement
1:00 Lunch

2:00 DETECT SYMPTOMS OF FINANCIAL PROBLEMS
  • Symptoms Of Problematic Accounts
  • Causes Of Bad Debts
  • Mismanagement Of Receivables
3:00 HOW TO DEAL WITH DELAYING TACTICS
  • Types Of Tactics Often Employed
  • Handling Special Situations Such As
    - Force Threat
    - Abusiveness
    - Intentional Delays
    - Excuses
4:00 A WORKSHOP ON TESTED & WORKABLE COLLECTION TECHNIQUES
  • Basic Rules Of Collection Policy
  • Stages Of Collection Procedures
  • Effective Collection Letters
  • Tactful Use Of Telephone Calls
  • Effective Use Of Email/Telex/Fax
  • How To Spot Payment Delaying Tactics
  • When To Stop Supplies
5:00 End of Course