2 days workshop
INTRODUCTION
In order to Reduce Non-Performance loan (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 behavior in order to achieve greater goals for yourselves and your organization. By creating value for your organization, you will be amazed at the speed of career advancement. Real-current problematic debt cases will be analyzed and scenario solutions will be provided under the guidance of Dr. Steven Liew.
COURSE OBJECTIVES
By the end of this course you will be able to:
Assess Credit analysis & profiling customers
Identify Solution to Burning issues in collection
Review Collection Strategies
Understand Risk Based Site Visit Improvement Process
Understand Thinking Out Of Box Collection Strategies
Strategies to Minimse Provision for Bad Debt
Know When to Initiate Legal Actions
Importance of Putting Your House in Order
Understand Collection Case Studies
METHODOLOGY
Case Study & Group Discussion. Real-current problematic debt cases will be analyzed and scenario solutions will be discussed within 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.
Special Feature: NOTE: Please bring laptop along
PROGRAMME OUTLINE
Day 1
Module 1: Burning Issues in Debt Recovery
Uncontactable/Missing customers
Contactable-but can’t afford to pay
Avoid payment with thousand reasons
Interference from top management on collection section
Customer delay payment purposely
Incomplete document
Financial /Cash flow problem
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 & big customers
Module 4: Be Flexible, Creative & Think Out of The Box Approach
Outsourcing (collection agency)
Insourcing (staff incentive)
Asset conversion
Business Take over
Revaluation of assets
Day 2
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
Module 6: Put Your House in Order
Credit evaluation & Monitoring ,7cs
Management support & involvement
Clear SOP
Strong credit manpower team
Qualities of an effective collectors
Module 7: Collection Case Studies (Part 1)
Case Study 1 (Negotiation Skill)
Case Study 2 (Credit Evaluation)
Case Study 3 (Handling Difficulty Debtor)
Case Study 4 (Bank Branch Manager Task)
Case Study 5 (Head of Credit Controller Task)
Case Study 6 (Dealing with NPL borrowers)
Case Study 7 (Detecting early warning sign)
Case Study 8 (Government Accounts)
Module 8: Legal Procedure
What to Do Before Litigation
Contents of Letter of Demand
Factors to Consider Before Suing
Preparation for Suing
Preparation for Trial
Enforcement of Judgments
Dr Steven Liew is a fellow member of the Chartered Institute of Management Accountants, UK and is a Chartered Accountant by profession. He has an Asia Pacific Executive MBA (for senior executives) from the National University of Singapore and a PhD in international finance with Rushmore University of USA.
Dr Liew had worked in private sector companies, ranging from family-run businesses to professionally manage multi-national corporations in South Asia and the ASEAN region. He has accumulated more than 30 years working experience in senior financial & operational management positions spearheading the profitability and growth of companies. He has worked for the MBF Finance & its related group of companies over the 10 years period
He is a registered Trainer with the Government Human Resources Development Berhad (Pembangunan Sumber Manusia Berhad). And he is a GST Tax Consultant and had successfully completed the Custom examination
Dr Steven Liew had conducted various seminars for corporate clientele including Association of Credit Management Malaysia, Chartered Institute of Management Accountants, Malaysia Institute of Management, Malaysia Institute of Accountants, Institute of Bank Bank Malaysia, Nestle, IQPC Worldwide Pte Ltd , Singapore, Lexis Nexis,, Proton Edar Malaysia , Brunei Investment Agency, Small Medium Industries Development Corporation, Asia Business Forum Pte Ltd, Hong Kong, Ministry of Development, Brunei , BICPA Asean Management, Brunei, Risda Group Of Companies, Sales & Marketing Training Forum, Sri Lanka, Giant Retail Sdn Bhd, Telekom Brunei & Ministry of Foreign Affairs, Malaysia, Sabah Electricity Sdn Bhd, Bank Islam Brunei Darussalam. Continental Tyres, Sime Darby Bhd ,Sony Malaysia Sdn Bhd , Perodua Sdn Bhd & Credit Guarantee Corporation (M) Bhd; Fujixerox, SYNERGY RMS PTE LTD, India; UDA Holdings, SPNB, Diners Club, Elk Desa Capital Bhd, Antah Schindler, UCSI & Ministry of Finance; Seccom Sdn Bhd; Bridgestone Chemical Products (M) sdn Bhd; Dialog Group Bhd; SEDCO, KK ; Hosiden Electronics (M) Sdn Bhd; STO Maldives; Indah Water Consortium Sdn Bhd; CPA Australia (M) Sdn Bhd & VMAC Business Group (M) Sdn Bhd, China
He is currently providing management consultancy and training specialising in GST, Forecasting , Fast closing monthly, leadership, Strategic Planning, budgeting, accounting, finance, Cost reduction, credit management & loan recovery.
Testimonial from past participants
“After the credit & collection seminar, now I have the pretty good picture of guiding my credit staffs in the monitoring & collection process. Today, my Account Receiver (AR) is in a pretty good shape” Finance Manager, Omni Precision Sdn Bhd
“I realized my credit team is too nice with the customers. It gives me now the urgency to train the down line on the importance of customers & its credit exposure. Thank you Dr Liew for still remembering me. Do keep in touch please” Herbert Poh, Manager, Proton Edar Sdn Bhd
“The greatest improvement after the 2 day credit & collection workshop by Dr Steven Liew is implementation of outsourcing to collection agency. Very effective & the bad cases have improved tremendously. The “human touch”, negotiates skills learnt, review & monitor accounts are really put to good use” Senior Internal Auditor, Technology Park Malaysia Corporation Sdn Bhd