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Description

Reducing DSO: Analysing Receivables, Improving Invoicing Accuracy and Collections

Shorten customer collection times by acting on invoicing quality as much as on follow-up

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

Average customer payment time has a direct impact on cash, yet it is rarely determined by collections alone. An order recorded incorrectly, an invoice sent to the wrong contact or a dispute left untracked is enough to delay cash receipt by several weeks. Reminders then pile up on receivables the customer simply cannot settle as they stand.

These two days start from the analysis of outstanding receivables and work back up the chain to the upstream root causes. Participants build a segmented collection plan, dispute-handling rules and a dashboard that tracks the real effect of each action on DSO.

Learning objectives

  • Break down DSO and separate the share caused by late payment from the share caused by agreed terms
  • Analyse the aged receivables balance to target the accounts to be addressed first
  • Identify upstream causes of delay within the order-to-invoice process
  • Build a collection plan segmented by customer profile and exposure
  • Organise dispute handling and resolution within controlled timeframes
  • Steer collection improvement actions through relevant tracking indicators

What makes this programme different

Analysis is carried out on the aged receivables balance brought by each participant
Upstream causes of delay are traced back to sales and order management teams
A segmented collection plan and its calendar are formalised before the end of the session

Programme

1Measuring and breaking down customer payment time

Understanding what the figure really covers

  • Methods for calculating average collection time and the limits of each
  • Distinction between contractual terms
  • late payment and seasonal effects
  • Reading the aged balance and identifying structurally significant receivables
  • Impact of customer payment time on working capital requirements

2Upstream causes and invoicing reliability

Tracing unpaid invoices back to their source

  • Order recording and the payment terms actually applied
  • Accuracy of invoicing data and correct document recipients
  • Customer-side approval circuit and conditions for releasing payment
  • Traceability of deliveries and services invoiced
  • Coordination between sales
  • order management and accounting

3Follow-up and amicable collection

Adapting pressure to the customer profile

  • Portfolio segmentation by exposure and payment behaviour
  • Reminder scenarios and choice of channel at each stage
  • Conducting the telephone collection call and handling objections
  • Negotiating an instalment plan and monitoring compliance with it
  • Alignment with the commercial relationship and escalation rules

4Disputes, safeguards and performance steering

Resolving blockages and tracking the effects

  • Qualifying disputes and assigning an owner for resolution
  • Target resolution times and monitoring of open cases
  • Tools for securing the receivables position and their conditions of use
  • Building the customer credit dashboard and setting useful alerts
  • Moving to legal recovery and the criteria for that decision

Who is it for

Credit managers · collections managers · accounts receivable accountants · finance and administration managers and order management supervisors involved in the invoicing cycle.

Prerequisites

Familiarity with your organisation's customer invoicing and cash collection cycle.

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.