Introduction

Effective receivables management is the lifeblood of any organization, directly impacting cash flow, profitability, and financial stability. This Receivables Management training course provides a comprehensive and practical framework to optimize your company's credit and collections processes. By mastering key strategies for credit analysis, timely invoicing, and efficient collection, your finance team will be empowered to reduce outstanding debt, minimize risk, and enhance the overall financial health of the business. This program is designed to transform your finance team into a proactive and strategic asset. Participants will learn how to implement best practices that improve the entire order-to-cash cycle. From setting clear credit policies to leveraging technology for automation, this course will equip your team with the skills to accelerate cash conversion, build stronger customer relationships, and unlock valuable working capital.

Duration: 5 Days

Target Audience

• Finance and accounting professionals
• Credit and collections specialists
• Accounts receivable clerks
• Financial managers and controllers
• Team leads and supervisors
• Professionals in sales and customer service
• Small business owners
• Individuals seeking to specialize in corporate finance
• Business analysts
• Anyone involved in the order-to-cash cycle

Objectives

• Understand the core principles of accounts receivable management.
• Implement effective credit and collections policies.

• Develop strategies for proactive customer communication.
• Master techniques for negotiating and resolving payment disputes.
• Analyze and mitigate credit risk.
• Improve the efficiency of the invoicing process.
• Learn to use data and technology for better decision-making.
• Reduce Days Sales Outstanding (DSO) and bad debt.
• Enhance cash flow and working capital.

Course Modules

Module 1: Foundations of Receivables Management

• The importance of receivables management on cash flow.
• The order-to-cash process overview.
• Key performance indicators (KPIs) in receivables.
• Understanding the role of the finance team.
• The link between receivables and profitability.

Module 2: Credit Policy and Analysis

• Establishing a clear and effective credit policy.
• Performing credit checks and risk assessments.
• Setting appropriate credit limits and terms.
• Using credit scoring models for new customers.
• The legal and ethical considerations of credit decisions.

Module 3: Invoicing and Billing Best Practices

• Designing clear and professional invoices.
• The role of accurate and timely billing.
• Automating the invoicing and reminder process.
• Handling billing disputes and adjustments.
• Implementing electronic invoicing systems.

Module 4: Proactive Collections Strategies

• Creating a collections workflow and schedule.
• Communication best practices for collections calls and emails.
• Techniques for early-stage collections.
• The importance of a customer-centric approach.

• Using a tiered collections strategy.

Module 5: Dispute Resolution and Negotiation

• Identifying the root causes of payment disputes.
• Effective communication for difficult conversations.
• Negotiating payment plans and settlements.
• Documentation of all communication and agreements.
• Escalation paths for unresolved disputes.

Module 6: Advanced Collections Techniques

• Using third-party collections agencies.
• The legal framework for debt collection.
• Strategies for collecting on past-due accounts.
• Working with legal counsel for complex cases.
• The process of writing off bad debt.

Module 7: Leveraging Technology for Receivables

• An overview of accounts receivable automation (ARA) tools.
• Using CRM and ERP systems for receivables management.
• Implementing a cloud-based receivables platform.
• The benefits of electronic payments and portals.
• Using data analytics for forecasting and risk assessment.

Module 8: Financial Reporting and Analysis

• Calculating key metrics like DSO and collection effectiveness index.
• Creating an aging report and its importance.
• Reporting on bad debt and provision for doubtful accounts.
• Analyzing customer payment trends.
• Providing insights and recommendations to management.

Module 9: Building Stronger Customer Relationships

• The link between collections and customer retention.
• Fostering a collaborative relationship with sales and customer service.
• Providing a positive and professional payment experience.

• The value of continuous feedback and improvement.
• Using receivables as a strategic business tool.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 5 working days before commencement of the training.