Professional Training

A Qualitative Approach to Receivable Management and Debt Recovery Practice

5/3/2019

Module Objectives:

The module enables the participants to brush up their receivable management skills and review proven collection techniques. Through the use of realistic case studies, they will learn how and when to apply workable cash-producing tools that help turn promises into payments. The program is an excellent introduction to the credit and collection functions, or for those employees who wish to refine existing receivable management skills. Various collection negotiations styles, critical processes and tactics will be thoroughly discussed.

What to Expect:

Understand the concept of Receivable Cycle
The Cash-Flow Cycle
Potential cost of waiting
How write-offs impact sales
Days Sales Outstanding (DSO)
Danger signals
Assessment of debtor
Plan and prepare procedure
Communication technique
- The “POWER” module of telephone collection
- Personal style – The N2 Model
- Effective written collection messages
Negotiate debt settlement

How to effectively collect Overseas Receivables

5/3/2019

Module Objective:

The global trading has been evolving from time to time, how to grasp the business opportunities without losing sight on the receivable recovery is a popular subject that business owners always like to seek for the right mix. The seminar will share with the participants the their best practices in particular to cope with the legal, custom and time zone difference when making collection activities to overseas debtors.

What to Expect:

Identify risks in various aspects of International trade: Country, Political, Foreign Exchange & Commercial risks.
Payment practice in various countries
Understand the cash cycle & payment index
Make the right credit decision in international trade
Sound risks management practices for global trader
How to identity danger signals during collection process
Collect overseas debt receivable more effectively
Recent real case discussion

Debt Collection and Asset Recovery Practices in Hong Kong: A True Collection Practitioner’s Approach

5/3/2019

Module Objective:

In this informative and fast paced half day seminar, participants will brush up on their receivable management skills and review proven collection techniques. Through the use of practical exercises and realistic case studies, participants will learn how and when to apply workable cash-producing tools that help turn promises into payments. This program is an excellent review to the credit and collection functions, and for those employees who wish to refine existing receivable management skills. The workshop format offers participants a unique interactive opportunity to discuss with our specialized trainer the collection challenges they face each day on the job.

What to Expect:

Receivables Management Overview
- Internal receivables management framework
- Relationship with other departments
Manage Your In-House Collection Dept
- Practices that accelerate payment
- Measure your department’s collection effectiveness
- Evaluate collectors’ productivity
- Collection forecasts analysis
Collectibility Models
- Effective collection tools
- Develop your own collectibility models
- Internal control
Planning, Organizing & Controlling Time
- The “To-do-list”
- Organizing and setting priorities
- Successful project control
- Receivables control program
- Third party collection services

Effective Telephone Collection Technique

5/3/2019

Module Objective:

Past due receivables represent one of the most costly problems facing businesses today. Clearly, the receivables themselves can spell the difference between profit and loss.

Collection by telephone has proved to be the most direct and cost effective ways of collecting overdue accounts.

This seminar will help participants master the telephone collection skills necessary to diplomatically and efficiently collect outstanding receivables. Success in receivables relies on excellent negotiating tactics and strategies.

What to Expect:

Understanding the receivable cycle
Master the communication skills necessary to accomplish telephone collection calls
The model of behavior
The key elements of a successful collection call
Effective Planning, Organizing & controlling Time
Debtor to recognize and taking the responsibility of repayment
Overcome common objections encountered when making collection calls
Recognizing danger signals
"You" are the Importance

Big Data and Credit Management

5/3/2019

Module Objective:

This module discusses big data and its functionality characteristics. A review of big data, analytics, and statistics is provided. Applications of big data, including to an Order-to-Cash process, is offered. A scientific approach to credit management is introduced. IFRS 9 and the estimation of a trade receivable’s expected loss are shared.

What to Expect:

Big data and its aspects
Big data vs Analytics vs Statistics
Essential skills of big data analytics
Learn from the casino's scientific profit model
The quantifiable approach to credit management
IFRS 9 and the Expected Loss Model
Prediction of a trade receivable’s chance of default
Delay payment vs default payment
When should an overdue payment be classified as a bad debt?
How to estimate an Expected Loss?

Big Data and Business Management

5/3/2019

Module Objectives:

This module further extends the use of big data to formulating a business strategy. The nature of business management is reviewed. Various data types and techniques, such as industry benchmarking, and customs data, will be discussed. The implications of pricing strategy will be demonstrated.

What to Expect:

Big data and our traditional education
The nature of business management
From big data to business strategy
Why big data analytics work?
The CEO’s work and big data
What types of Business Intelligence that can help B2B sales?
- Knowing your competitors' sales volume and pricing
- Using the customs data to increase sales
The power of Industry Benchmarking
The most advanced business tactics – the Pricing Strategy
The role of Competitor Intelligence

Scientific Approach to Receivable Management and Debt Recovery Practice

5/3/2019

Module Objectives:

The module aims to guide the collection practitioner to set up a receivable management framework for the organization. A scientific approach will be used to review the concept of collectability models and index. The ways how to make more accurate bad debt provisions will be discussed. It is designed as a guide for the Credit and Receivable management professionals to use as a reference tool for all aspects of collecting receivables.

What to Expect:

Receivable Management Framework
- Established Policies and Procedures
- Performance Objectives
Measuring Performance
- Days Sales outstanding (DSO)
- Account Receivables Records and Aging
- Evaluate collection productivity and effectiveness
Collectability Models
- Decision making factors
- Weighing the variables
- Controlling collection exposure
Collectability Index
- How to predict collectability
- Collectability debt age
- How to estimate bad debt provision

Legal Aspects of Collection

5/3/2019

Module Objectives:

Often, outstanding accounts reach the point where it is necessary to take legal action. In this module, participants will learn techniques to aid them in the preparation for this possibility. Legal action can be very complicated. Participants will gain knowledge of a company’s rights, and available options as a creditor when collecting on receivables. The module covers key elements of what you need to know when you are considering legal action to collect receivables, and provides a working knowledge regarding your rights and remedies as a creditor collecting accounts receivable.

What to Expect:

Making the decisions to sue
Understand the important issues in taking legal action
The legal status of debtors
Information concerning the debtor’s repayment capabilities
Evaluate debtor’s assets so that judgment can be enforced
Understand the legal process of collection
- Identify the appropriate court to commence proceedings for debt recovery
- The judgment, award of interest and appeals
- Enforcement of judgment
- Bankruptcy and winding up
- Litigation costs
- Debtor outside the jurisdiction of Hong Kong

Categorize alternative ways of resolving disputes and know which is most efficient
Maximize potential recoveries through legal action
Alternative Receivable Collections
- Internal Collections
- Third Party Collections

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香港: 852-2201-8888
台灣免費撥打: 00806-651-932
中國內地固話免費撥打: 108-002-652-681

電郵地址
info@rmshk.com

地址
九龍觀塘巧明街 100號 Landmark East AXA Tower
27樓 2701-3室

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Hong Kong: 852-2201-8888
Free Calling from Taiwan: 00806-651-932
Free Calling from China on Fixed Line: 108-002-652-681

Email
info@rmshk.com

Address
Suites 2701-3, 27/F, AXA Tower, Landmark East,
100 How Ming Street, Kwun Tong, Kowloon
Hong Kong

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香港: 852-2201-8888
台湾→無料通話: 00806-651-932
中国→無料通話 (固定回線): 108-002-652-681

メールアドレス
info@rmshk.com

所在地
Suites 2701-3, 27/F, AXA Tower, Landmark East,
100 How Ming Street, Kwun Tong, Kowloon
Hong Kong

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