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Debt Recovery and Credit Management

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Overview

YES-There is a BETTER and FASTER way to collect your money!

Wehave developed Credit Management and Debt Collection Recovery live seminars because
professionals like you have asked for training that would help sort out all of the important
issues that your business confronts on a daily basis. These hands on practical workshops are
filled with invaluable tips, how to information and dos and dont's.
This intensive learning session covers everything you need to know comprehensively.
In this seminar, you will be equipped with the tools, techniques and professional skills needed
to collect commercial accounts more effectively and by design, rather than by default without
losing the customer or client while building a lasting customer relationship and opportunity for
future sales.
If any part of your job involves collecting outstanding receivables and/or managing people who
perform this business critical asset management function, you must attend this collection
seminar to sharpen your skills and achieve your receivable cash flow goals.
Delegates will learn to apply stress management techniques , as well as listening and
communication skills needed to remain motivated, in control and show confidence during the
collection process while professionally collecting more past due accounts receivables faster
and more effectively.
Cash flow management is so important in managing the health of a running business. With the
implementation of GST by 2015 for Malaysia, it is even more critical to tighten the credit
management and debt recovery policies in your business.
A better understanding of the credit assessment policy and its control mechanism, which

covers credit evaluation and credit limit review, would lay down a strong foundation to manage
your companys risks to minimize bad debts.
Collecting book debts appears to be so difficult to many people and deem uninteresting. Many
people also find collecting debts an unpleasant job, not to mention frustrating and even
complicating at times, even to senior staff. However, with the understanding of the credit
recovery policy plus acquiring of the appropriate tools, strategies and techniques through
training, collecting a debt can be professionally challenging and exciting career.
In this workshop, you will hear and learn from the experienced facilitator who would be sharing
his 30 years of practical experience in credit management and MILLION DOLLAR DEBT
RECOVERY experience. This is a MUST investment for all business!

Learning Outcomes

By the end of the seminar, you will be able to:

Realise the impact of sound credit management techniques.
Understand the importance good credit management practice from top management and
all aspects of the business.
Review your organisations credit policy and identify areas for improvement.
Manage Problematic Debts
Profile your Customers
Recover debt recovery in practical approaches
Understand Legal Debt Recovery Strategies
Initiate Legal Actions
Avoid Futile Effort in Recovery
Review Legal Case Studies

Who Must Attend

Entrepreneurs, Bankers, Accountants, Business and Finance Managers, Marketing Managers,

Collection professionals, customer service managers, Small Medium business owners, Sales
people, Finance Executives, Supervisors, Managers, Credit Analysts, Credit Controller,
Bookkeepers and Recovery Officers.

Course Details

PROGRAMME OUTLINE
Day 1:
Sharing Real-Life of Problematic Debt Experiences
Role play and reverse role play on current difficult and sticky debt situations
Negotiating for Debt Recovery

Soft Negotiation
Hard Negotiation
Principles Negotiation
Successful Negotiation

Profiling Your Debtors

Handling Complaints & Difficult Customers
Focus on Large Customer
Visit your Debtor
Evaluating Credit and Monitoring

Importance of Credit Evaluation and Monitoring

Criteria For Approval Or Rejection
Setting the Credit Limit
Monitoring Customer Account
Group exercises

Day 2
Exploring Recoveries techniques
External Outsourcing To Collection Agencies
When and why to outsource debts to collection agency
Outsourcing Cost
Internal Outsourcing to Staff
Why should outsource to staff and when not to outsource to staff
Going into Legal Procedure

What To Do Before Litigation

Contents for the Letter Of Demand
Factors To Consider Before Suing
Preparation For Suing
Preparation For Trial
Enforcement Of Judgments

Developing Good Qualities of An Effective Collector

Identify the qualities of an effective collector and rank them
Role play and reverse play on your attributes as effective Collector
Case Studies and Group Discussion

Case Study 1 (Negotiation Skills)

Case Study 2 (Credit Evaluation)
Case Study 3 (Handling Difficulty Debtor)
Case Study 4 (Effective Collector)
Case Study 5 (Dealing with Non Performing Loan borrowers)
Case Study 6 (Detecting early warning signs)
Case Study 7 (Government Accounts)

Methodology


Case Study and Group Discussion. Real-current problematic debt cases will be analyzed and
scenario solutions will be discussed within the workshop.

Course Leader

Dr WC, Liew
Chartered Accountant
PhD International Finance (US)
MBA (Singapore)

Dr Liew is a fellow member of the Chartered Institute of Management Accountants, UK and is

a Chartered Accountant by profession. He has a Asia Pacific Executive MBA (for senior
executives) from the National University of Singapore and a PhD in international finance with
Rushmore University of USA.
Dr Liew has been appointed as the Chief Financial Controller for several private sector
companies, ranging from family-run businesses to professionally managed multi-national
corporations in South Asia and the ASEAN region.
Dr Liew brings to you more than 30 years working experience in senior financial and
operational management positions spearheading the profitability and growth of companies.
He has worked for the MBF Finance and its related group of companies over the 10 years
before moving on to hold leading positions in Indonesia and Sri Lanka.
He is now actively involved in speaking and training in Malaysia, Singapore and the Asia
Pacific region.
WHO HAVE ATTEND DR LIEW'S LIVE TRAININGS
Dr Liew had conducted various seminars for corporate clientele including Association of Credit
Management Malaysia, Chartered Institute of Management Accountants, Malaysia Institute of
Management, Malaysia Institute of Accountants, Institute of Bank-Bank Malaysia, Nestle,
IQPC Worldwide Pte Ltd , Singapore, Lexis Nexis, Proton Edar Malaysia , Brunei Investment
Agency, Small Medium Industries Development Corporation , Ministry of Development, Brunei
, BICPA Asean Management, Brunei, Risda Group Of Companies, Sales & Marketing
Training Forum in Sri Lanka, Giant Retail Sdn Bhd, Telekom Brunei & Ministry of Foreign
Affairs, Malaysia, Sabah Electricity Sdn Bhd, Bank Islam Brunei Darussalam. Continental
Tyres, Sime Darby Bhd ,Sony Malaysia Sdn Bhd , Perodua Sdn Bhd & Credit Guarantee
Corporation (M) Bhd; Fujixerox, UDA Holdings, SPNB, Diners Club, Elk Desa Capital Bhd,
Antah Schindler, UCSI and Ministry of Finance (MOF, Malaysia).
He specialised in Credit management and debt recovery and provides management
consultancy and training specialising in Fast closing monthly, leadership, Strategic Planning,
KPI, Balance Score card, budgeting, accounting, finance, Cost reduction, credit management
and loan recovery.
To contact Dr Liew, please write to us at info@iTrainingExpert.com or call +603 8074 9045 |
+603 8082 3707 | +6016 662 0448

Testimonies

"After the 2 day workshop on Credit Management and Debt Recovery, the
following improvement are obvious, I set customer dateline for customers to pay, as the
trainer impressed with the phrase customer always want to pay Now I have the passion
for collection from my customers"Shafanie, Admin and Customer Relationship Manager,
Salihin Consulting Group
"The clear improvement is the boosting of my confidence in negotiation with the
customers on default payment, knowing what to ask, how to approach the customers as
many role plays of customer interaction facilitated by Dr Liew really helps me in the
collection process. Really nice to hear from you again and following up on my
collection position."Alynn Tan, Credit Control Officer
"Before the credit seminar training, I am a very straight forward person in
collection and sometimes customers cannot take it. After the training, I realize I should
be cool and focus in the collection process. I am practicing them now and seeing a real
change in my attitude towards the customers. Really thank you to Dr Liew."Punitha
Subramaniam, Head Of Business Support Section, Johor Port Bhd
"The credit management and collection seminar reinforce my belief in
building strong rapport with customer, help the customers and even take some risk if
necessary to recover the debt. The skills learnt from the practical training process in
solving and recovery the debts are indeed rewarding and challenging. Dr Liew, feel free
to drop by for a cup of drink and chat."Woon Tein Khow, Marketing Manager and Credit
Head, Theen Seng Paper Manufacturer Sdn Bhd
"The credit seminar indeed is very beneficial as I am now cutting down bad cases, do
more prevention during evaluation stage and ask for advance payment. Before that, we
will provide the professional services, bill them and then chase for collection. Really
appreciate the skills and input from Dr Steven Liew. And also thank you for follow up
with us after the credit and collection training session."Lim Kai Siang and Co, Chartered
Accountant
"After the credit and collection seminar, Now I have the pretty good picture of guiding my
credit staffs in the monitoring and collection process. Today, my Account Receiver (AR)
is in a pretty good shape."Tan Kok Leong, Finance Manager, Omni Precision Sdn Bhd
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"The greatest improvement after the 2 day credit and collection workshop by Dr
Steven Liew is implementation of outsourcing to collection agency. What very effective
and the bad cases have improved tremendously. The human touch, negotiates skills
learnt , review and monitor accounts are really put to good use." Jumarin Ismail, Senior
Internal Auditor, Technology Park Malaysia Corporation Sdn Bhd

Investment

Normal fee
Sign up 1 pax

 Pay before course starts

MYR 2,780.00
USD 650.00
Early Bird
Sign up 1 pax
Pay 14 days before course starts
MYR 2,180.00
USD 500.00
Group Fee
Sign up 3 pax or more
Pay 14 days before course starts
MYR 2,080.00
USD 480.00

(Fee inclusive of GST, Buffet Lunch, Refreshment, Welcome Pack, Training Materials Certificate of Achievement)

Certificate
Upon successful completion of this program, you will receive a Certificate of Achievement.
Certificates are distributed on the final day of the program.

Payment mode:
1. ONLINE PAYMENT by Credit card: You can opt to register and pay online with our latest
payment integration system through our website.
2. BANK IN CHEQUE
Bank in and then scan the Bank-in slip and email to us before the course commence to confirm
your seat.
Courier your cheque payment to our Finance HQ.
*Note that we DO NOT take any payments during the event.
3. BANK IN CASH:You can also pay by cash through bank-in our company bank account.
4. Telegraphic Transfer- You can also opt to use GIRO or telegraphic transfer of payment via
international banks.