Accounts Receivable Mastery: Optimising Collections, Cash Flow and Customer Relations
Introduction
Granting credit is both a powerful sales tool and a significant financial risk. Bad debts, delayed payments, uncertainty, and strained business relationships can quickly undermine profitability. In today’s highly competitive environment, companies are seeking smarter strategies to manage credit, strengthen customer relations, and maximise cash flow.
This programme equips participants with cutting-edge practices in accounts receivable, showing how leading organisations worldwide manage risk, reduce bad debt, and optimise collections while maintaining strong customer relationships. By blending global best practices with practical tools, delegates will gain a roadmap to elevate their receivables management to world-class standards.
Objectives
By the end of this course, participants will be able to:
* Work effectively with the fundamentals of Accounts Receivable, financial accounting, and working capital optimisation.
* Understand and apply Accounts Receivable systems to improve business efficiency.
* Analyse the impact of credit risk and incorporate uncertainty into receivables management.
* Implement practical steps to reduce bad debts and uncollectible accounts.
* Review, assess, and apply best practice in collection methods and cash management.
* Strengthen customer relations while optimising cash collection efforts.
Who Should Attend
This programme is ideal for:
* Accounts Receivable, Accounts Payable, and Credit Control professionals.
* Finance Managers, Controllers, and Treasurers.
* Business Analysts, Auditors, and Risk Management staff.
* Operational Managers responsible for customer accounts and cash flow.
* Anyone involved in receivables, cash collection, or working capital management.
Methodology
The course employs a practical, interactive approach including:
* Case studies from global organisations.
* Hands-on exercises and role-playing for collection strategies.
* Group discussions to share experiences and best practices.
* Real-world tools and templates for immediate workplace application.
Benefits of Attending
* Gain tools to minimise bad debts and uncollectible accounts.
* Strengthen cash flow and improve working capital efficiency.
* Enhance customer service while enforcing effective credit policies.
* Learn best practices from global industry leaders.
* Master collection techniques, including negotiation and communication skills.
* Build confidence in handling risk, disputes, and escalations professionally.
Course Content
Day One – An Introduction to Accounts Receivable
* Working Capital and Cash Management
* Managing working capital efficiently
* Cash management and bank facilities (lines of credit)
* Understanding “the cost of credit” and its impact on profitability
* Why credit management is vital for business survival
* The ‘Order to Cash’ process
* Identifying and managing credit risk
* Accounts Receivable and customer service: aligning finance with satisfaction
Day Two – Customers and Trading Terms
* Terms of trading and their financial impact
* Customer credit evaluation techniques
* Financial analysis tools: ratios, trends, common-size analysis
* Performance measures – cash vs. profit
* Spotting financial distress (Altman’s Z-score and other models)
* Trend, vertical, and horizontal financial statement analysis
* Segmental and value-added analysis of financial data
Day Three – Developing Effective Strategies to Maximise Cash Collection
* Pre-delinquency campaigns and proactive prevention
* Post-delinquency activities: effective escalation methods
* Customer-sensitive collection strategies
* Designing collection letter cycles
* Internal and external escalation procedures
* Workflow management for maximising collector performance
Day Four – Practical Collection Tools and Techniques
* Removing barriers to payment
* Best practices in billing and invoice management
* Handling customer queries effectively
* Identifying excuses and delaying tactics
* Negotiation and problem-solving strategies for collections
* Litigation and recovery processes
* Telephone collection techniques
* Building customer relationships through effective communication
Day Five – Managing the Receivables Ledger
* Strengthening internal collaboration for better receivables performance
* Setting targets and monitoring collection KPIs
* Turning data into actionable insights
* Designing meaningful KPIs for receivables teams
* Exploring the latest developments in Accounts Receivable management
* Creating a culture of continuous improvement in credit and collections
Enquiries and Registration
Enquiry at : admin@keleaders.com
Whatsapp: 0044 790 125 9494
For more details visit our website : www.keleaders.com
