Collections Etiquette: How Far Should You Go?

Getting customers to pay and pay on time is a challenge faced every day by all companies who sell on credit. Cash flow is the lifeblood of any business. There are many techniques and tools used to secure timely payment from customers.

A key dilemma facing every company is: how hard can you push and how far can you go to collect money owed to you? The answer is different for every company, influenced by law, ethics, the customer base, the product/service offered, and the posture defined by leadership.

This topic will provide you with the information, based on experience with over 150 companies, to enable you to determine the tactics you will use and the limits you will impose at your company.

Learning Objectives:

• You will be able to review the determinants of collection etiquette.
• You will be able to discuss developing your collection etiquette.
• You will be able to describe the benefits of a well-conceived collection etiquette.
• You will be able to explain customer analysis.

This Live Webinar Covers These Hot Issues:

Overview

The Determinants of Collection Etiquette

• Law
  
• Ethics
  
• Market Position
  
• Accounts Receivable Strategy
  
• Customer Base
  
• Nature of Product/Service Offered

Developing Your Collection Etiquette

• Approach
  
• Customer Analysis
  
• Execution

Benefits of a Well-Conceived Collection Etiquette

Credit Information (Sponsored by Lorman Education Services)

• CPE
• NASBA

For Detailed Credit Information page click here

Only registered attendee will receive continuing education credit.

Faculty

John G. Salek

• Vice president of Business Services of Genpact’s Order to Cash Team
• Highly experienced financial professional with proven performance in revenue management, including order and contract processing, billing, dispute management, credit control, collections and cash application
• Worked in a broad range of industries with more than 150 clients, including IBM, GE, Hewlett-Packard, Cardinal Health, Thomson, Sara Lee and Stryker
• 25 years of consulting experience including a variety of engagements that have generated more than $1 billion of increased cash flow, improved productivity and enhanced customer service
• Writer of Accounts Receivable Management Best Practices published by John Wiley & Sons
• Member of advisory board of The Accounts Receivable Network (TARN)
• Speaker at Insurance Collection Executives, the International Quality & Productivity Center, Broadcast Cable Credit Association and others
• M.B.A. degree in finance, The Amos Tuck School of Business Administration at Dartmouth College; B.S. degree in business administration, University of Connecticut
• Can be contacted at 862-703-6532 or john.salek@genpact.com