Importance and impact of trade credit

• The nature of credit
• Why grant credit
• Is cash really king ?
• Cash flow and liquidity risk
• Credit and the customer relation

 Granting credit

• The 5C’s of credit risk
• Credit risk assessment
• Rating agencies and information providers
• Credit scoring
• Altman Z model
• Qualitative models
• Determining and using credit limits
• Data collection
• Data as an investment
• Credit portfolio

Credit collection

• Customer follow up
• Collection techniques

Organisation of the credit department

• Credit procedures
• Organising the customer relation
• Measuring performance
• Balanced scorecard
• Using external partners

Integrated credit management

• Collaboration with sales
• Credit marketing
• Credit management as part of the strategy
• Integrated Credit Management

• You will understand the importance of trade credit and the impact of professional credit management.
• You will understand and be able to use different techniques to evaluate the creditworthiness of a company.
• You will understand how credit management can improve the customer relation.
• You will understand the impact of different collection techniques.
• You will understand different methods for risk reduction.
• You will be able to organise the complete credit management process.
• You will know how to introduce the awareness on the importance of credit management in the whole organisation.