Revenue Collection: Maximizing the Cash Collection Effort Course
Corporate Finance, Banking and Auditing

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Revenue Collection: Maximizing the Cash Collection Effort Course
Course Overview:
The Revenue Collection: Maximizing the Cash Collection Effort course looks towards providing practical tools and strategies to participants on how to optimize the revenue collection process.
After the completion of this course, the learners will understand how to evaluate collection risks, employ technology to aid in the collection effort, boost collector efficiency, and design customer-oriented such collection efforts.
The course also centers on defining those realistic Key Performance Indicators (KPIs) that will be used to measure success over the objectives set.
This will assist learners appreciate the details of credit risk, proper billing, collection strategies which include but are not limited to relationship building and negotiation.
It will be useful to persons in the areas of collections, accounts receivable, and finance as they will be able to upgrade their collection strategies and performance.
Course Objectives:
After end of this Revenue Collection Maximizing the Cash Collection Effort course, participants will be able to do:
- Assess collection risk
- Make the most of developments in Revenue Collections technology
- Maximize Collector effectiveness
- Develop customer-sensitive collection strategies
- Create action-oriented KPI’s (key performance indicators)
Who Should Attend?
This Revenue Collection Training course is suitable for a wide range of professionals employed in Revenue Collection, but it will be particularly beneficial to:
- Collections Team Leaders & Senior Supervisors
- Accounts Receivable and Credit Team
- Billing Team
- Accountants
- Financial Controllers
- Finance Professionals who wish to improve their understanding of this area
Course Outlines:
Credit Risk Assessment – Why Prevention is better than Cure!
- Credit Risk Assessment – Tools, Tips, and Techniques
- Analyzing Financial Statements to determine Company Health
- Establishing Credit Limits
- Offsetting Credit Risk: Guarantees, Bonds and Insurance Options
- Key Data required for the Customer Master File
- Creditworthiness as a basis for Debtor Classification
Billing Process - Getting It Right First Time
- Billing Process Defined
- Authorization Levels, Audit and Control Checks
- Billing Frequency and Reconciliations
- Accounting for VAT
- Using Technology to Leverage the Billing Process
- Benefits of an Integrated Billing/Accounts Receivable Solution
Key Collection Tools and Techniques
- Eliminating Barriers to Payment
- Recognizing Excuses and Delaying Tactics
- Telephone Collection Techniques
- Developing Personal Assertiveness
- Negotiation Skills for Successful Collections
- Building Relationships with Customers
Developing Effective Strategies to Maximize Cash Collection
- Identifying Effective “Pre-Delinquency” Collection Campaigns
- Defining “Post-Delinquency” Activities
- Customer Sensitive Collection Strategies
- Collection Techniques and Correspondence Cycles
- Using Work Flow Management to Maximize Collector Performance
Managing Revenue Collections
- Setting Targets and Tracking Performance
- Creating Action-Oriented Reports
- Measuring Team/Individual Performance
- The People Plan – Motivating the Team and Managing Performance
- Developing your Personal Action Plan