Introduction

It is not uncommon to find that in many companies, sales take precedent over sound credit decision. In their efforts to achieve sales target, all cautions are thrown to the wind. This eventually increases their credit risk and debtors' delinquency. Many businesses are therefore finding it hard to collect and their cash flow is badly affected.

This seminar aims to examine the various processes in credit management with a view to eliminating malpractices and to put in place best practices in credit control. It also aims to define the important role played by credit personnel in the organisation and a need to empower them in the decision making process. This seminar provide participants an opportunity to look at new way of assessing the risks factors in granting credit during this turbulent time and how to maximize efficiencies in the credit control function without hampering sales.

Course Outline

I) Assessing the Risk Factors to minimize and monitor risks during economic turmoil

• Importance of getting complete information on existing and potential customers
• Application form and verification of related documents
• Balance sheet analysis
• Third party reports and monitoring
• Customer visit
• Danger signs
• Industry groups and competitors’ relationship
• Keeping up to date and exercise influence in credit associations.
• Review of credit limit and credit terms

 II) Maximize Efficiencies in Credit Control without hampering sales

• Defining the role of credit controller in an economically challenging environment
• Developing strategies to improve the relationship between sales and credit control
• Balancing the sales target with collection
• Customer service and collection
• Setting regular reviews in credit policy and sales agreement to improve bottom line

 III) Improving Performance, Efficiency and Security in Accounts Receivables

• Staffing requirements for accounts receivables
• Credit control process
• Key Performance Indicators (KPIs)
• Types of security for credit

Who should attend?

• Chief executive officers
• Chief financial officers
• Financial controllers
• Credit managers & Analyst
• Marketing & Sales professionals
• Anyone involved in credit control

Facilitator’s Profile

Dr Steven 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 had worked in private sector companies, ranging from family-run businesses to multi-national corporations in South Asia and the ASEAN region. He has accumulated more than 23 years working experience in senior financial & operational management positions spearheading the profitability and growth of companies.

Dr Liew had conducted various seminars for corporate clientele including Association of Credit Management Malaysia, CIMA, MIM, MIA, IBBM, Nestle, IQPC Worldwide, Singapore, Proton Edar Malaysia, Brunei Investment Agency, SMIDEC, Ministry of Development, Brunei, BICPA Asean Management, Brunei, International Paint; RISDA, Sales & Marketing Training Forum, Sri Lanka.

He is currently providing management consultancy and training specialising in credit management & loan recovery. Dr Liew also teaches courses in strategy, business and financial.

Venue, Time & Date

14 & 15 July 2010 (Wednesday & Thursday), 9.00 am – 5.00 pm

Melia Hotel, 16 Jalan Imbi, 55100 Kuala Lumpur

Course Fee

RM1,050 per person, Course fee includes 2 tea breaks (morning and afternoon), a lunch, course material and certificate of attendance.

Group Discount

Group of 3 or more participants from the same company will enjoy a 10% discount on the applicable fee.

HRDF - SBL Claimable

Registration

Ms Pang or Pn Ela @ 03-40423309

Executive Training (001821415-V)
Lot 136, 1st Floor, Wisma MPL, Jalan Raja Chulan, 50200 Kuala Lumpur
Email: reg.executivetraining@gmail.com or exec.train@gmail.com