debt recovery / Training course: Cycle: Difficult collections and recovery of bad debts Process and relationships of debt recovery and payment delays Best Training

Training course: Cycle: Difficult collections and recovery of bad debts
Process and relationships of debt recovery and payment delays Best Training




 Full immersion Presencial Professional objective: Essential

 BEST The issue of doubtful collections, bad debts and recovery of debts is unavoidable in the times we live.

One of the negative effects of the economic depression in Portugal was the increasing number of days that consumers and companies took to pay their bills in arrears, with the concern of the management centered on the fiscal consequences and the negative effects of bad loans for survival of companies.

This course allows you to:

Establish a relationship of trust with the client in the debt recovery contact;
Learn to argue persuasively and without aggression;
Acquire appropriate techniques and procedures to deal with potentially conflictual situations in the relationship with the client;
Develop a mindset and negotiation skills geared towards achieving favorable commitments;
Build convincing negotiation strategies to find balanced solutions for each party;
Know the legal constraints inherent to the credit recovery activity.
PROGRAM
HEADED TO?
GOALS
METHODS
STRONG POINTS
The training program
PART 1 - Recovery of credit: steps and principles of the negotiation process
Conduct an out-of-court recovery of outdated credit contact
The Steps of a Credit Recovery Contact.
The importance of contact preparation:
to know what is at stake: negotiating issues, objectives and minimum limits for negotiation;
define the approach: know how to create pressure according to the history and the profile of the client as well as the objectives of the company.
Creating favorable conditions for the establishment of the
How to frame the client about the reason for the contact and their debt situation.
How to know the current financial situation of the client overcoming its resistance in the sharing of information.
How to persuade the client to pay the total amount in arrears without resorting to any negotiation
Establish a credible and sustainable agreement with the customer
Gather the best conditions to start the negotiation.
Conduct the contact according to the established objectives and the client's financial situation
Enhance customer cooperation: integrative tactics.
End the interaction while safeguarding compliance with the agreement
Reformulate the terms of the agreement and involve the client in its implementation.
Ensure the regular payment of overdue loans and the continuity of the business relationship.
Part 2 - The economic and financial aspects related to the ACCOUNTS RECEIVED
Know the IMPACT OF DELAYS IN COLLECTION
Establish the differences between an economic transaction and a financial transaction.
Identify financial cycles.
Calculate the average time of receipt, payment and storage.
Evaluate the multiplier effect of Accounts Receivable.
Determine the (financial) costs of extending the receipt deadlines.
Know the IMPACT OF NON-COLLECTION
Evaluate the additional sales volume to cover UNBEATABLE.
Part 3 - The legal aspects related to the ACCOUNTS RECEIVED
Evaluate payment delays
Review the regulation of delays. The right to MORATORIARY INTEREST.
Calculate default interest; Interest rates, time counting, calculation formula.
Analyze a case study.
Mastering the modes of payment, forms of financing and risk coverage
THE CHECK: the Uniform Law, the check without "coverage" and the term of presentation, the availability of the funds.
BANK TRANSFERS and DIRECT DEBTS: characteristics, advantages and disadvantages.
ACCOUNTED ACCOUNTS and ACCOUNTS to be DISCOVERED: scope of use, care to be taken in its use.
FACTORING and CONFIRMING: how and when to use, the pros and cons of these financial tools.
CREDIT INSURANCE AND BANK GUARANTEES:
What are? When to use?
Benefits? Disadvantages?
DOCUMENTARY CREDIT:

What is?

How it works?
When to use?
Cegoc advantages
Certified Trainers
Experienced and experienced
Several annual editions
Lisbon and Porto
Continuous Improvement
Satisfaction Guaranteed
Customer Care & Sales Advisor
A dedicated team
To whom it is directed:
Credit Recovery.
Accounting and finance departments.
Collaborators of the administrative areas of support to the management with functions of collection of debts and delays of payment.
Goals
At the end of the training the participants should be able to:

use a set of mechanisms aimed at reducing / solving uncollectibles and delays in payment;
apply methods and techniques for recovery solutions which do not jeopardize the commercial relationship;
guarantee the effectiveness of action in the collection process using tools that facilitate recovery with lower cost and better gain.
Methods
Practical exercises.
Case study and analysis of concrete situations.
"Role-plays" to allow each trainee to experiment with some techniques.
Strong points
Improve credit and collection processes:

Know how to make a friendly recovery before leaving for a drastic solution;
To obtain the collection without the activity is constant, inconvenient and abusive.