Knowledge makes all the difference – the INTERWEGA Academy

The only thing that is constant in this world is change. And this applies equally to legal regulations and process requirements in debtor management. But not everyone has the spare time to teach themselves the necessary knowledge and to keep abreast of developments. 

The INTERWEGA Academy is there to do this work for you. We offer workshops and training programmes throughout the country on a range of current topics. Whether you are interested in legal revisions and judgements, telephone training for meetings with defaulting customers, or the best collection strategies to assure optimum liquidity. 

Target groups:
Our workshops are principally directed at employees in financial, legal, collection and enforcement departments, as well as debtor and claims management and debt collection departments

Trainers:
All of our trainers are experts in their field. They all possess a high level of specialist knowledge, along with many years of practical experience in a variety of management positions. 

Workshops:
All workshops can be conducted either on your premises or in training rooms at the INTERWEGA Academy, according to your preferences.

Overview of our current workshops:

Workshop I | Telephone collection

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

To assessment results at INTERWEGA

Workshop II | Effective claims management for companies

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

To assessment results at INTERWEGA

Distance learning course | Claims Management Specialist (FUW)

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.

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