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Collections Etiquette: How Far Should You Go?

Learn the techniques and tools needed to secure timely payment from customers.

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 250 companies, to enable you to determine the tactics you will use and the limits you will impose at your company.

87 minutes
Course Exam
Certificate of Completion
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Why Lorman?

Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

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
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Why Lorman?

Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Course

This course was last revised on January 23, 2020.

Call 1-866-352-9540 for further credit information.

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

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Why Lorman?

Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

John G. Salek

John G. Salek

Revenue Management Associates, LLC

  • President of Revenue Management Associates, LLC, a receivables, and order to cash consultancy (www.optimizear.net)
  • Highly experienced financial professional with proven performance in the order to cash process, including order and contract processing, billing, dispute management, credit control, collections, and cash application
  • Worked in a broad range of industries with more than 250 clients, including IBM, GE, Hewlett-Packard, Cardinal Health, Thomson Reuters, Starbucks, Honeywell, and EMC
  • 32 years of consulting experience including a variety of engagements that have generated more than $800 million of increased cash flow, improved productivity, and enhanced customer service
  • Author of Accounts Receivable Management Best Practices, published by John Wiley & Sons
  • Member of advisory board of The Accounts Receivable Network (TARN) and the IOFM
  • M.B.A. degree in finance, The Amos Tuck School of Business Administration at Dartmouth College; B.S. degree, University of Connecticut
  • Can be contacted at 203-231-8138 or [email protected]
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Why Lorman?

Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

All of your training, right here at Lorman

All of your training, right here at Lorman.

Pay once and get a full year of unlimited training in any format, any time!

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  • State Specific Credit Tracker
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Questions? Call 877-296-2169 to speak with a real person.

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Product ID: 407366
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