BAD DEBT - THE MAJOR PROFIT LEAK
Strategies & techniques for collecting debts successfully
47-757June72015,7Singapore
277-7287August72015,7Singapore
@CentralhubConnYandYgetY10%7offO
BONUS88
REGISTER7for
theYfollowing
coursesYat
70%7off
Early7Bird7f7Group7Discounts
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FacilitatedYby:
SECUREYYOURYPLACEYTODAYO
T:Y6655Y6.84Y64m7
F:Y6655Y677mYm979
E:Yadmin@centralhubconnections2com
Gerard7Assey
OrganisedYBy:
BADDEBT-THEMAJORPROFITLEAK
27 - 28 August 2015, Singapore
SECURE YOURPLACE TODAY!
Phone: (65) 6384 6420
Fax: (65) 6702 2909
e: [email protected]
Program Overview
BAD DEBT is undeniably one of the major profit leak in an organisation. Many times, organisations are left
facing the challenge of how best to approach or resolve these issues in the least damaging way. What
more, the currently unstable economic climate makes it more compelling for organisations to collect debts
in an effective manner and yet be able to retain their customers. This training would cover the basics in
credit & cash flow management right from how bad debt occurs with methods to prevent the same,
through the steps of an effective collection call - both on the phone and face-to-face - with emphasis on
the importance of documentation / reports / procedures for systematic follow-up; including series of letters
and general tips for chasing your money too, by encouraging proactive methods.
Objectives
- To ensure participants are equipped with the necessary skills in collecting and minimising the
outstanding using a very professional approach, yet keeping the customer.
- To provide a thorough understanding of how bad debt occurs, how to prevent it, and the impact it has
on the organisation.
- To ensure that the team is equipped with the skills to manage / control / monitor collections on a dayto-day basis
- To ensure participants are better equipped in negotiating deals
- To equip participants with the skills in understanding the behavior pattern of customers (defaulters), in
order to ensure that they fine-tune theirs to that of each customer.
Who Should Attend:
Credit Controllers, Credit Executives, Accounts & Finance Managers & Executives, Accounts Receivables &
Payables Personnel, Customer Service Managers & Executives, Recovery Officers, Bookkeepers, Sales
Managers & Executives, Business Owners & Managers, Entrepreneurs, Collection professionals, Small
Medium Business Owners, Supervisors, Credit Analysts, Marketing Managers.
UPCOMING
COURSES:
Corruption: Breaking The
Chain in The Corporate
World
- 4-5 June 2015
Open-Source Intelligence
(OSINT)
- 30-31 July 2015
Presenting Powerfully With
Numbers: How to
Successfully Present
Facts, Figures & Commercial
Data to Stakeholders
- 18 September 2015
Creating Successful Tenders
& Winning Bids
- 28-29 September 2015
Gerard Assey is a graduate in Economics, a PGD in Management (HRD), a Distinction holder in
Advertising at the LCCI, London – UK; holds several International Diplomas in Sales, Collections,
Training & Teaching, and is a Fellow of the prestigious Institute of Sales & Marketing Management -UK,
a Certified NLP Practitioner, a Certified Trainer, an Accredited Management Teacher, and a Certified
Management Consultant. Gerard is also a Member of the Institute of Management Consultants with several
years experience in varied industries and holds an Etiquette Consultant Certification from the USA. He was
also a recipient of a scholarship for extensive training in Japan on Corporate Management for India.
His specialisation is in the area of Sales Training (Basic, Advanced levels, Presentation, Negotiation,
& Managerial Skills for all sectors), Customer Service & Customer Retention Programs, Training for
Prevention & Collection of Debt, Self & Personal Development Programs (Time Management, Teamwork
& Team Building, Business Etiquette & Personal Grooming, Leadership & Managerial Skills, People
Management Skills, Train-the-Trainer etc), including preparation of Custom-designed Business Manuals
for Internal (HR, Induction, and Sales etc) & External use (Instruction, User Manuals).
Your Trainer Profile
Besides public programs conducted regularly, both in India & Abroad, he has some of the top names
as clients whom he services from Single Owners to large Public & Government undertakings, covering
all sectors, for their in-house needs including reputed names like ‘Airtel’- Bharti Cellular Ltd, ITC Ltd,
Confederation of India Industries (CII), MRF Ltd, Murugappa Group, Malayala Manorama Group,
ACC Cements Ltd, Dubai Institute of Business Management, ETA Ascon-UAE, Gulf Agency CorporationQATAR, Grand Hyatt Doha, GECO Mechanical & Electrical Ltd-UAE, Galfar-Qatar, Tata TeleServices Ltd,
DHL Express, BSNL, Arvind Mills, Ispat, Timken, Viveks’ Group, Indian Terrain (A Celebrity Fashions Group),
Ahlers-Belgium, LKP Forex (now part of Thomas Cook), TANSTIA-FNF Service Centre and the
Amalgamations Group, together with Institutions such as the Stella Maris College, The Institute of
Chartered Accountants of India, Madras Christian College & National Management School (Georgia State
University) to name some.
CUSTOMISED
IN-HOUSE
TRAININGS:
If you have a number of staff
that require training, Centralhub
Connections offers customised
training solutions. Contact us now
to discuss how you can save on
public courses.
Let us know how we can make
training viable for you. Call us at
(65) 6384 6420 or email us at
[email protected]
and a friendly representative will
assist you.
BADDEBT-THEMAJORPROFITLEAK
27 - 28 August 2015, Singapore
SECURE YOURPLACE TODAY!
Phone (65) 6384 6420
Fax (65) 6702 2909
Email [email protected]
Introduction
- Qualities & Attributes that can make you a Professional Collector
- Attitudes in collection
- Key activities & responsibilities of a collector
Business Cycle (Cash Flow Merry-go-round)
- Slide to Insolvency
- How money is lost everyday
- Pareto Principle (80:20 rule)
Bad Debt - A Major Profit Leak
- Major causes for bad debt
- Why customers don’t pay
- Cost of giving credit
Various Stages of Credit Management
- Assessing creditworthiness of customers
- Categorizing defaulters with specific skills sets to handle each type
- Importance of coding customers / Unique method of coding
Mode of Collection (Methods of Payment)
- Strategy for Collection
- Implementing the Collection Program
- Reminder letters & other methods of Chasing
Steps to an Effective Collection
- Objectives of your call
- Pre-Call Planning / Importance of Preparation
(Physical, Mental, Voice, Tools, Client information: Past History, Assessing intent / Ability to pay, Market /
Industry/ Competition Analysis / Situation, Call Strategy)
- The collection call (from approach to close)
- Your telephone voice
- Communicating with confidence - being assertive
- Opening your call: What to say
UPCOMING
COURSES:
Corruption: Breaking The
Chain in The Corporate
World
- 4-5 June 2015
Open-Source Intelligence
(OSINT)
- 30-31 July 2015
Presenting Powerfully With
Numbers: How to
Successfully Present
Facts, Figures & Commercial
Data to Stakeholders
- 18 September 2015
Creating Successful Tenders
& Winning Bids
- 28-29 September 2015
Fact Finding
- Effective listening & obstacles to listening
- Skillful questioning use of open-ended questions
- Confirming understanding / paraphrasing
Transition to Payment Arrangement
- Handling defaulters excuses
- Dealing with difficult debtors - Common behavioral traits
- Follow-up / The payment plan / Closing
Case Study: How Would You Rate This Call?
Q & A session / Post Training Assessment
Group Exercises would be conducted on the following areas:
- Benefits of paying on time
- What’s preventing us from collecting our money
- An exhaustive exercise on the various excuses and objections raised by customers and the professional
approach used to handle these
- Exhaustive exercise on understanding others better, how to use this tool in interacting with the
internal & external customers and to build long-term relationships
Role Play within groups, followed by role-plays in front of audience
The approach of this training will be more of a SEE & REMEMBER, along with DO & UNDERSTAND,
using audiovisuals, video clippings at each stage of the call , exercises, role-plays, and case studies
with finally video clippings on a ‘GOOD’ & ‘BAD’ call shown followed by role-plays to ensure that participants
are equipped with the necessary skills.
CUSTOMISED
IN-HOUSE
TRAININGS:
If you have a number of staff
that require training, Centralhub
Connections offers customised
training solutions. Contact us now
to discuss how you can save on
public courses.
Let us know how we can make
training viable for you. Call us at
(65) 6384 6420 or email us at
[email protected]
and a friendly representative will
assist you.
2-Day Workshop Fee:
Bad Debt - The Major Profit Leak
*SDF Claimable
S$2,398
Early Bird Special by 27 July 2015
27 - 28 August 2015 . Singapore
S$2,198
Group Discount of 3 pax and above:
Please scan this form immediately and fax to:
(65) 6384 6420 or scan and email it to
[email protected]
S$2,598
Standard Fee after 27 July 2015
* Claimable under Cat C. More information at skillsconnect.gov.sg
All delegates who complete this course will each be given a
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Fax: (65) 6702 2909
Email: [email protected]
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