The only constant in our world is change. This also applies to the legal regulations and procedural requirements relating to receivables management. Many companies are confronted with decisive questions:
- How can more effective liquidity protection and planning be achieved?
- How can claims be realised without losing customers?
- Which new legal regulations must be observed?
- What economic developments can be expected?
We will be more than happy to personally assist you for a guaranteed informative and productive exchange – by telephone, video chat or on site. Our webinars, workshops and training programmes also allow you to gain valuable knowledge and keep up to date.
Here is an overview:
Webinars
We are currently placing more emphasis on webinars. Our hands-on online resources cover topics such as legal regulations or rulings. You are more than welcome to contact us regarding content, participation fees as well as technical prerequisites.
On-site
We are continuing to conduct our nationwide workshops and training programmes, such as telephone training for conversations with customers who are in default. Where the local conditions do not allow it, we also offer these as webinars.
Participation
Our webinars and face-to-face workshops are primarily aimed at employees in the finance, legal, collection and enforcement departments, as well as debtor and receivables management and debt collection departments.
Speakers
Our speakers are all experts in their field. They possess highly qualified specialist knowledge as well as many years of practical experience from various management positions.
Training in effective telephone communication for cost-effective reduction of outstanding receivables
Target group:
The target group consists of employees in accounts-receivable and accounts-payable departments and legal, collection and enforcement departments, as well as in debtor and claims management and debt collection departments.
Workshop objectives and content:It is an unfortunate fact of life that due instalments are often either transferred too late or not at all. Reminder letters are nowadays relatively ineffective and are often simply thrown unopened into the waste paper. This necessitates alternative methods of collecting money you are owed. The most effective aid in such situations is telephone collection. It enables you to form a personal bond with defaulting customers and to create a better picture of their situation, credibility and willingness to pay. The customer must express himself personally and the employee processing the debt can argue directly with the customer to locate individual solutions (as specified by the company). Between 50% and 60% of overdue invoices are realised at the third reminder stage by telephone collection!
This special communication training seminar on the subject of telephone collection explains the strategies, tactics, and conversation methods that you can use on the telephone to persuade your customers to render fast payment.
Use of rhetoric in telephone collection:
- Special questioning techniques
- Respectful handling of objections
- Active listening
- Successful formulations
- Expressing negative aspects positivel
Conversation methods:
- Devising a specific conversation guide
- Telephone business card
- Reason for calling
- Three possible customer responses
- Use of yellow card
- Three principles of telephone debt collection
- Making binding agreements
Practical exercises based on example cases using a dedicated telephone training system!
Methods:
Introductory presentation, group exercises, brainstorming, examples taken from practice, telephone exercises with audio recordings, participant materials, visualisation on flip chart
Duration:
Basic seminar: 1 day
Dates:
By arrangement
Time:
Coordinated according to individual requirements
Venue:
The seminar can be held either at your premises or in the teaching rooms at INTERWEGA.
Group size:
Minimum 4, maximum 12
Cost:
By arrangement
Effective claims management for companies - reminder strategies for improving liquidity
Target group:
The target group consists of employees in accounts-receivable and accounts-payable departments and legal, collection and enforcement departments, as well as in debtor and claims management and debt collection departments.
Workshop objectives and content:
It is of great importance nowadays that effective and quick-responding claims management remains customer-oriented.
In this seminar, you will learn how to effectively reduce your outstanding receivables, reduce bad debt losses, benefit from cost saving potentials, and secure sales, while at the same time preserving your customer relationships.
The following seminar components deal specifically with this topic:
From credit assessment to credit management
- Search/information sources
- Credit checks through credit agencies
- Customer scoring
- Safeguarding through contract design
- Credit limit and securities
Debtor monitoring and management
- Monitoring payment behaviour
- Early detection of receivables defaults
Collection strategies and methods
- Reminders using new media
- Instalment payment agreements
- Collection communication and customer argumentation: communication strategies in customer conversations, argumentation against customer objections
Process optimisation in internal collection procedures
- Key figures in claims management: Days Sales Outstanding (DSO)
- Early detection of default risks
- Internal communication: cooperation rather than confrontation between sales and accounts
- Lawyer or debt collection procedure (checklist of selection criteria)
- Optimum cooperation with a service provider
Process optimisation in internal collection procedures
- Judicial default actions - legal enforcement
- Ordinary and consumer insolvency
Methods:
Introductory presentation, group exercises, brainstorming, examples taken from practice, participant materials, visualisation on flip chart
Duration:
Basic seminar: 1 day
Dates:
By arrangement
Time:
Coordinated according to individual requirements
Venue:
The seminar can be held either at your premises or in the teaching rooms at INTERWEGA.
Group size:
Minimum 4, maximum 12
Cost:
By arrangement
Minimising outstanding receivables: Claims Management Specialist (FUW)
Target group:
The target group consists of employees in accounts-receivable and accounts-payable departments and legal, collection and enforcement departments, as well as in debtor and claims management and debt collection departments.
Course objectives and content:
This state-certified and approved distance-learning course (ZFU course approval, Approval No. 775099) is ideal for all those interested in completing their further training individually and with their own personal timetable, while working full time. The broad-based knowledge gained from the consecutive modules will enable you to handle outstanding receivables from defaulting customers in a professional manner. You will learn everything of importance in the daily business of debt reminders and collection, from individual reminder letters, to telephone collection procedures and default summonses to legal enforcement. All presented in a clear and practical way.
Good to know:
Distance learning courses are an integral part of the education landscape in Germany today. Unlike seminars held at academies or education institutes, this form of training is organised to be highly flexible in use. Instead of students being required to attend lectures, the course materials are delivered to them at home.
Part 1:
Introduction
- Course 1: The effective individual reminder
- Course 2: Objections and examination of legal basis
- Course 3: Legal certainty assessment
- Course 4: Principles of debt collection
- Course 5: Telephone collection: telephone debt collection procedures and dealing with customer objections Examination questions
Part 2:
- Course 6: Supplier credit – credit system basics
- Course 7: Securing the claim
- Course 8: Judicial default actions and legal enforcement
- Course 9: Special aspects concerning private individuals
- Course 10: Special aspects concerning companies
Examination questions:
After completing the course, participants have the opportunity to take part in the institute’s internal assessment assignment, leading to the qualification of Claims Management Specialist (FUW).
Methods:
The course materials are delivered to your home. The materials will remain a practical source of reference for the future.
Duration:
The calculated time requirements are 4–6 months for the distance-learning course and 4–6 weeks for the final assignment
Dates:
You yourself determine when you wish to begin the course. There is no prescribed semester start. You can learn when you have the time and wherever you enjoy learning. Distance learning involves no expensive and time-consuming travel.
Cost:
By arrangement.
