Description

Preventing customer risk, managing outstanding debts, organizing amicable recovery actions, ensuring collaboration with the sales force, being part of a customer relationship mindset requires both technical and behavioral skills that the new Credit manager will develop in this professional training cycle.

Who is this training for ?

For whom ?

New Credit manager. Financial officer. ADV manager. Accounting manager. RAF.

Prerequisites

Training objectives

Implement a customer risk prevention approach.

Succeed in taking up the role of credit manager.

Build an amicable recovery procedure.

Identify cash flow crises.

Manage the consequences of clients filing for bankruptcy.

Training program

• Define the credit policy
  • Marginal analysis: combining risk control and commercial dynamism.
  • Customer segmentation.
  • From the procedure to the credit charter.
  • Operation of the credit committee.
• Assess customer creditworthiness
  • External sources: commercial surveys, credit insurance, other suppliers...
  • Locate key information from commercial surveys.
  • Determine specific field risk criteria
  • Involve salespeople, ADV... in risk assessment.
  • Payment habits
  • The points method.
  • Credit limit setting methods.
  • Evaluate and guarantee international customer risk
• Manage outstanding amounts well
  • Evaluate the need for outstandings and the outstandings at risk.
  • Anticipate blocking situations through forward-looking management of outstandings.
  • Negotiate guarantees .
• Create synergy with sales
  • Develop a customer relationship spirit.
  • Solicit the intervention of salespeople in prevention and recovery.
  • Know how to lead a meeting with salespeople.
• Master the legal and financial framework of the recovery
  • Impact of late payments on cash flow and profit.
  • Laws on payment deadlines.
  • Discount for early payment.
  • Exploit late payment penalties.
  • Arguments for negotiating payment deadlines.
  • General conditions of sale.
  • The different payment methods.
• Diagnose customer outstandings
  • Identify the internal and external causes of late payments.
  • Define a preventive action plan.
• Effectively follow up on late payments
  • Performance indicators.
  • Build recovery schedules.
  • Turn the handling of disputes into an opportunity to strengthen customer relations.
  • The 4 steps of a telephone follow-up.
  • Use the balance in your relationship with salespeople.
  • Specificities of international collection for individuals and the public sector
• Negotiate well 5 rules for successful negotiation
  • Look for a 'win-win' solution.
  • Develop self-affirmation.
  • Know how to say no and preserve the commercial relationship.
• Make an order for payment
  • In which situation should you choose this procedure?
  • Steps of the procedure.
  • Case study: carrying out an order for payment yourself.
• Conduct a financial diagnosis
  • The 4 stages: activity, profitability, invested capital and financial structure.
  • Interpret the evolution of the result: jaws effect and breakeven effect.
  • Capacity
  • Financial balances: working capital (FR), Working capital requirement (WCR), Net cash flow.
  • Main ratios: management of WCR, financial structure, cash flow, coverage of financial costs
• Identify cash flow crises and signs of deterioration
  • The 5 cash flow crises.
  • Spotting signs of deterioration on accounting documents: case study: financial analysis over 3 years, detection of signs of deterioration in direct reading, knowing how to apply the right questions.
• Managing the consequences of a client filing for bankruptcy
  • Steps and actors in the procedure.
  • The supplier's reflexes: produce their claims, claim for goods, continuation of current contracts, when to obtain compensation for mutual claims?
  • Declare your debts.
  • Judge a proposal for settlement of liabilities
• Manage the credit function
  • Develop the budget for the function.
  • Dashboard for your function.
  • Organize a sales meeting.