Course Overview

Effective debt collection and credit control are fundamental to maintaining organizational liquidity, minimizing financial risk, and ensuring long-term financial sustainability. In today`s increasingly complex business environment, organizations must adopt structured credit management frameworks, proactive debt recovery strategies, and professional negotiation techniques that balance financial recovery with the preservation of customer relationships.

This intensive five-day executive training programme is designed to provide participants with comprehensive knowledge and practical skills in modern debt collection, credit control, debt recovery, and financial risk management. The programme combines internationally recognized best practices with practical case studies, workshops, simulations, and hands-on exercises that enable participants to immediately apply the concepts within their organizations.

Participants will gain a thorough understanding of the complete credit management cycle, advanced recovery techniques, legal and regulatory considerations, financial analysis, negotiation strategies, and the use of digital technologies that improve operational efficiency and decision-making.

Course Objectives

By the End of this Course, Participants will be able to:

• Understand the strategic role of credit management in organizational financial performance.
• Develop effective credit control policies and procedures aligned with organizational objectives.
• Apply advanced debt collection and recovery methodologies to improve collection performance.
• Evaluate customer creditworthiness using financial and risk assessment techniques.
• Design proactive credit monitoring systems that reduce overdue accounts and bad debts.
• Apply professional negotiation, communication, and conflict resolution techniques during debt recovery.
• Utilize financial analysis and key performance indicators (KPIs) to support informed credit decisions.
• Implement digital solutions for automating credit management and monitoring receivables.
• Ensure compliance with legal, contractual, ethical, and regulatory requirements governing debt collection.
• Develop comprehensive debt recovery action plans that improve cash flow while maintaining strong customer relationships.

Target Audience

This Course is Designed for:

• Credit Managers
• Debt Collection Officers
• Finance Managers
• Financial Controllers
• Accounts Receivable Managers
• Revenue Managers
• Treasury Officers
• Risk Management Professionals
• Internal Auditors
• Banking and Financial Services Professionals
• Government Revenue Collection Officers
• Customs Debt Recovery Officers
• Tax Collection Officers
• Legal and Compliance Officers
• Business Owners and Finance Executives

Training Methodology

The Course combines theory with practical application through:

• Interactive presentations
• Practical workshops
• Case studies
• Group discussions
• Role-playing and negotiation simulations
• Financial analysis exercises
• Credit assessment workshops
• Excel-based applications
• Performance measurement exercises
• Real-life debt recovery scenarios

Course Outline

Day One : Foundations of Credit Control and Debt Management

Module 1: Strategic Credit Management

• The strategic importance of credit management
• The credit management lifecycle
• Principles of effective credit control
• Types of commercial credit
• Developing effective credit policies
• Credit governance and organizational responsibilities

Module 2: Credit Assessment and Customer Evaluation

• Customer due diligence
• Financial statement analysis
• Credit scoring models
• Customer risk profiling
• Setting credit limits
• Credit approval processes
• Workshop
• Developing a comprehensive organizational credit policy.

Day Two : Debt Collection and Recovery Strategies

Module 3: Professional Debt Collection Frameworks

• Collection strategies and methodologies
• Collection cycle management
• Prioritizing delinquent accounts
• Collection planning
• Escalation procedures
• Recovery performance measurement

Module 4: Effective Debt Recovery Techniques

• Early intervention strategies
• Managing overdue accounts
• Payment arrangements
• Settlement negotiations
• Recovery action planning
• Managing difficult debtors
• Practical Exercise
• Designing an effective debt recovery strategy for different customer categories.

Day Three : Negotiation Excellence and Legal Considerations

Module 5: Advanced Negotiation Skills

• Psychology of negotiation
• Negotiation planning
• Communication techniques
• Persuasion and influence
• Conflict resolution
• Handling objections
• Win-win negotiation approaches

Module 6: Legal and Regulatory Framework

• Legal principles governing debt collection
• Contractual obligations
• Documentation requirements
• Collection compliance
• Ethical debt collection practices
• Managing legal risks
• International best practices
• Role Play
• Professional debt recovery negotiation simulations.

Day Four : Credit Risk Management and Digital Transformation

Module 7: Credit Risk Management

• Enterprise credit risk
• Risk identification
• Portfolio analysis
• Credit monitoring systems
• Early warning indicators
• Non-performing receivables management
• Bad debt prevention strategies

Module 8: Digital Credit Management Solutions

• Credit management automation
• Accounts receivable systems
• Financial dashboards
• KPI monitoring
• Excel applications for debt analysis
• QuickBooks applications
• Sage accounting applications
• CRM integration
• Collection reporting automation
• Workshop
• Building credit monitoring dashboards and collection reports.

Day Five : Performance Improvement and Strategic Financial Management

Module 9: Performance Measurement and Continuous Improvement

• Collection performance KPIs
• Days Sales Outstanding (DSO)
• Collection Effectiveness Index (CEI)
• Aging analysis
• Portfolio performance evaluation
• Root cause analysis
• Continuous improvement methodologies

Module 10: Building a Sustainable Credit Management Framework

• Aligning credit strategy with business objectives
• Organizational governance
• Business continuity through effective receivables management
• Financial resilience strategies
• Action planning
• Change management
• Developing organizational improvement roadmaps
• Capstone Exercise
• Participants develop a comprehensive Debt Collection and Credit Control Improvement Plan for implementation within their organizations.