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Business

Strategies to Reduce Non-Performance Loans (NPL) or Debts Logo cima

  Dr Steven Liew |   Free |   Member network events

INTRODUCTION

In order to reduce Non-Performance loans (NPL) or Debts, you need to have the heart of an entrepreneur. This course will help to provide you with an environment that stimulates proactive behaviour in order to achieve greater goals for yourselves and your organisation. By creating value for your organisation, you will be amazed at the speed of career advancement. Real-current problematic debt cases will be analysed and scenario solutions will be provided under the guidance of the trainer.

COURSE OBJECTIVES

By the end of this course you will be able to:

  • Understand negotiation techniques
  • Profile your customers
  • Use practical debt recovery approaches
  • Understand legal debt recovery strategies
  • Know when to initiate legal actions
  • Understand the importance of putting your house in order
  • Understand the collection case studies

METHODOLOGY

Case study and group discussion. Real-current problematic debt cases will be analysed and scenario solutions will be discussed at the workshop.

WHO SHOULD ATTEND

Bankers, Accountants, Business Managers, Marketing Managers, Collection Executives, Sales Executives, Finance Executives, Supervisors, Managers, Credit Analysts, Credit Controller & Recovery Officers.

PROGRAMME OUTLINE

Module 1: Burning issues in debt recovery

  • Uncontactable/Missing customers
  • Contactable but can’t afford to pay
  • Avoiding payment with a thousand reasons
  • Interference from top management on collection section
  • Customer delays payment on purpose
  • Incomplete documents
  • Financial /Cash flow problems

Module 2: Minimise provision for bad debt provision

  • Asset based
  • Cash balance approach
  • Trade credit insurance

Module 3: Know your customers

  • Customer risk profile
  • Assessing your risk factors
  • Why customers are not paying you
  • Plan your site visit
  • Focus on collectable debts and big customers

Module 4: Be Flexible, creative and think out of the box approach

  • Outsourcing (collection agency)
  • Insourcing (staff incentive)
  • Asset conversion
  • Business takeover
  • Revaluation of assets

Module 5: Collection negotiation tactics

  • The building block technique
  • Silence
  • Repeat, repeat…
  • Recess
  • Divide & rule
  • Empathy
  • Re-escalation of demand
  • “One more thing”
  • Deadlines
  • Slicing

Kindly be informed that you are required to bring your own laptop.

Topics covered:
  • Financial accounting & reporting: Business: Strategy, Intermediate

Comments/Reflections