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NEW Trends in Corporate Debt Recovery and Collection Techniques post Covid CBF007
Location: Global Markets & Time Zones
First Date: Feb 26 - 27 2024
Duration: 2 days
Programme Director: Dennis Cox FCSI FRISM FCA AIIA BFP
All Dates & Locations
Venue Details
Experience the highly-interactive expert-led social learning through Virtual Classroom via Cisco WebEx from Risk Reward.
All our 2024 Live, on-site and live Virtual Classroom events feature shared (or discrete) live chat between delegates and the expert, participate in topical surveys, polling questions, group exercises and case studies for a tried -and- true engaging and gratifying learning experience.
Need to bring this course in-house and/or Face-to-Face for your Relationship Managers, Workout and Special Asset teams for an integrated learning experience and improved outcomes? Simply contact us for significant cost savings and dates to meet your business requirements.
"Dennis made me think in ways I never would."Relationships Manager, Corporate Banking, HSBC
Agenda Highlights
Session 1: What goes wrong and how to spot and prevent it
Session 2: Timing
Session 3: Strategies, planning and procedures
Session 4: The case for direct/personal collections
Session 5: Standard and customised communications
Session 6: Success
Session 7: When to give up
Session 8: Discussion, Q&A
"Most valuable topic? How to rope in the SA team approach to support the RM role. We should have been doing this sooner."Head of Corporate Banking, San Francisco, US Bank
Overview
The global financial crisis under Covid 19 and the widespread recession have placed the finances of most economies under considerable strain. One of the earliest casualties of these twin pressures is the ability of companies of all sizes in the economy to meet their commitments on time. Automated debt recovery systems have become the norm but in a recession the computer’s inability to say “maybe, tell me more” can be a major obstacle to achieving significant levels of recoveries.
Banking/lending is and always has been a relationships business and whilst automation is here to stay – and has a major role – it is not the only and certainly not always the best method of persuading people to meet their obligations.
The modern recoveries managers need to employ the right balance between yesterday’s collection methods and automation if they are to achieve the best returns in practice. Knowing what to do, how to do it and when, is the key.
"'Excellent course. I learned a great deal especially about Covid-era client communications, Dennis did a great job adapting to the on-line delivery method for the course.'"Senior Relationship Manager, Corporate Banking, Japanese-USA Bank, New York
Who Should Attend
This course is designed to provide Recoveries Managers, Heads of Departments and senior staff with the key skills that they require to manage and operate a problem loan assessment and recovery system that uses the optimum combination – for them – of automation and hands on techniques. It also offers a refresher on lending policies in general to ensure mistakes or problems have not become “built in” to the banks system and can be avoided in future without having to take the drastic step of suspending lending completely. The emphasis is on the practical as well as the theoretical with numerous examples and case studies throughout the course as well as in depth discussions so that delegates can pool their experiences and learn from both mistakes and successes.
Additional Course Information
What Does It Cover?
What goes wrong and how to spot and prevent it
- The “big five” causes of financial difficulties
- The importance of initial data gathering
- Early signs and how to spot them
- Systems/strategies for monitoring potential problems
- Risk/reward considerations
- Security and when to call/enforce it
Timing
- When to act on a problem loan
- Can’t pay? Or Won’t pay?
- The warning signs
- Special control accounts
- Out of order accounts
- Hopeless accounts
- Negotiation
- Restructuring
- Working with the client
- The working receiver approach
- Difficult cases
Strategies, planning and procedures
- How to design a debt management system
- How to implement it
- Hands on versus automated
- Planning the process
- Setting up procedures
- Responsibilities
- The case for legal action and how to manage it
- Outcomes & follow up
The Case for Direct/Personal Collections
- When is it worth intervening personally
- The impact of Covid 19
- How direct?
- The involvement of allocated personnel
- Proportionality
- Management
- Monitoring
- The danger of “personalising” collections
- When to switch to an automated approach instead
Case Study/Exercise: Several of each throughout the session
Standard and Customised Communications
- Standardised communications
- Customised communications
- Other standardised methods
- Other customised methods
- Management’s role
- When to switch – both ways – more than once?
- Monitoring
- Costs
Case Study/Exercise: Several of each throughout the session
Success
- Strategies that work
- When to recognise the problems are over
- Stepping back
- Restoring normal relations
- Follow up procedures
- Monitoring, management and decision procedures
- Convincing ex-problem clients to stay
When to Give Up
- Basic considerations
- Risk/reward
- The dangers of personalising the process
- Signs that it is hopeless
- Public/moral duty versus cost
- Recording write offs
- Managing write offs
- The role of external agencies
Discussion, Q&A and Optional Quiz
END
Learning Objectives
Delegates will gain a full, detailed and above all, practical knowledge of the challenges facing the “problem loan” team and will be able to apply a mixture of hands-on and automated skills by the course end. Specifically
- Lending refresher
- What goes wrong and how to spot and prevent it – and timing
- Strategies, planning and procedures
- The case for direct/personal collections
- Standard and customised letters
- Standardisation & automation
- Templates/formats/systems
- Management systems
- Success & When to give up
All delegates completing the course will receive a Certificate in Trends in Corporate Debt Recovery and Collection Techniques; and for those who require a demonstration of competency via training a fully invigilated, 20-multiple choice assessment with results report plus one resit is available at no additional cost.
Social Learning & Methods
Highly interactive expert-led intensive presentation, Q&A, group real-time in-depth case studies, regulation and discussion supported by key principles and theory. The virtual learning platform uses safe, industry preferred encrypted Cisco WebEx to optimize live face-to-face visual interaction, discrete chat, for polling and quizzes.
(An invitation via email with access link is included for all participants.)
Registration
NEW Trends in Corporate Debt Recovery and Collection Techniques post Covid
Course Fee
Apply 10% discount code RISK10 by December 15, 2023 at check-out
Course Fee (per person):
GBP £1,995.00 (+ UK VAT when applicable)
Get in touch and see how Risk Reward can help you
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