case studies

Primary Focus

The primary focus of all presentations, seminars and In-House Training workshops since we first started running them back in 1991 is to

    • show delegates how to set up a collection system from scratch quickly or operate a recently created one,
    • give them practical "real-world" skills, solutions and strategies to get more accounts paid on time, and, most importantly,
    • explain how to maintain customer goodwill while doing so.


    • A realistic plan-of-attack is created that addresses each delegates current situation, taking into account staffing, time available, personal preferences and need.
    • A "New Customer" procedure customised and designed for each business.
    • A procedure for collecting overdue accounts including telephone scripts, email and letter templates for immediate use.

Main Topics

    • Psychology of Debt (Understanding the underlying principles that underpin all successful account collections)
    • The New Customer Procedure (how to gently introduce new account customers to a credit facility from first contact.)
    • How to "Tidy Up" the existing situation (how to collect present outstandings quickly, )
    • Ongoing Collection procedures. (how to systemise ongoing collection procedures and make it a “No Brainer”.)

Skills learnt

    • Effective and time-efficient account collection procedures.
    • Practical Collection Techniques.
    • Advanced telephone skills and techniques.
    • How to customise a collection procedure.
    • When and how to apply certain collection strategies.
    • How to get additional help when needed.
    • How to deal with problem accounts.