1 day workshop
INTRODUCTION
In order to be an effective collector, 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.
When it comes to time, resources, and money, your AP operation is filled with opportunities for improvement … and this seminar shows you exactly how to tap into them! You'll learn how to conserve cash resources while keeping vendors satisfied. You'll discover dozens of tips for eliminating the typical time-wasters that deplete your workday. You'll explore ways to cut through the complexities of payment cycles, terms, vendor discounts, and more, and you'll find out how to maximize company resources while minimizing the hassles
COURSE OBJECTIVES
By the end of this course you will be able to:
Understanding Negotiation Techniques
Profiling Your Customers
Use Practical Debt Recovery Approaches
Review Legal Case Studies
Create a smooth-running payment system that saves time, money and resources
Identify Operational & Capex Expenditure for Saving
Resolving the burning issues in your Account Payable Department
Using Technology to improve payment to supplier relationship
Understand the Best Practices Metrics for Accounts Payable
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
Module 1: Negotiation Techniques
Soft Negotiation
Hard Negotiation
Principles Negotiation
Successful Negotiation
Profiling Your Debtors
Handling Complaints & Difficult Customers
Focus on Large Customer
Visit your Debtor
Module 2: Improve Telephone Skills
Improve Telephone Skills
Collection Skills Via Telephone
Collection Skills Via Telephone
Persistency
Speak Your Customer Language
Profiling Customers
Flow Along with The Customers
Module 3: Case Studies on Collection
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 4: AP Burning Issues
Timely payment due incomplete documents
Received invoices late from vendor/outlets
PO not stated on the invoice
Timely closing of AP/accruals
PO issued but invoice never reached AP.
Cancellation of PO was never informed.
Changes in price quoted was not informed
Module 5: Strategy in AP Management- Sourcing
Steps in Cost Reduction
Identify Operational Expenditure for Saving
Identify Capex Expenditure for Saving
CFO Initiatives
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 , 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, 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
He is currently providing management consultancy and training specializing in Fast closing monthly, leadership, Strategic Planning, Sales Management, budgeting, accounting, finance, Cost reduction, credit management & loan recovery.
Testimonial from past participants
AR & Collection
“Before the credit seminar training, I am a very straight forward person in collection & sometimes customers cannot take it. After the training, I realize I should be cool & focus in the collection process. I am practicing them now & seeing a real change in my attitude towards the customers.
Really thank you to Dr Steven Liew” Head of Business Support Section, Johor Port Bhd
“The credit seminar indeed is very beneficial as I am now cutting down bad cases, do more prevention during evaluation stage, and ask for advance payment. Before that, we will provide the professional services, bill them, & then chase for collection. Really, appreciate the skills & input from Dr Steven Liew. And also, thank you for follow up with us after the credit & collection training session” Lim Kai Siang & Co Chartered Accountant
Account Payable & Payment
“I like the way Dr Steven presentation, easy to understand, at least he is not too serious and no tension.” Sim Yen Fong @ Amy Sim, Senior Accounts Officer, Tiara Labuan Hotel Sdn Bhd
“What I like most about this AP Program is the Management on invoices and payment voucher, plus to understand what auditors actually look for in acquisition & payment cycle. Overall very good presentation” Elvymarlia binti Miol, Accounts Assistant , Sabah Tourism Board
“Get to know more about AP and creating an AP Strategy” And also learn more about voucher entry & maintenance entry” Nureuine Qistina Sibil Abdullah , Executive , Labuan FSA
“The speaker’s way to engage us into discussion and the speaker additional info that we can apply to our lives.” Asreena Ngadim , Accounts & Admin Executive , CMS Infra Trading SB
“AP efficiency can lower the cost of expenses incurred” Pamela Eva , Account Assistant, Kuching Specialist Hospital SB