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Description

Customer Credit Risk: Assessing Solvency, Setting Limits and Recovering Receivables

Extending credit to customers without turning revenue into irrecoverable receivables

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

A payment term granted to a customer is an interest-free credit facility, and it is often granted without any analysis. Sales wants to close the deal, finance wants to be paid, and the decision is taken under the pressure of the order. Overdue balances then surface at the time of a late reminder, once further deliveries have already been made to the same customer.

Two days to organise customer credit risk control: assess the solvency of a prospect, set credit limits consistent with margin, secure contractual terms, build a structured collection process, then handle late payments before matters escalate to formal recovery. Each participant leaves with a credit procedure tailored to their own organisation.

Learning objectives

  • Analyse a customer's financial position from published financial statements
  • Set a credit limit and payment terms aligned with the level of risk
  • Secure the receivable through contractual clauses and available guarantees
  • Organise a progressive and fully traceable collection process
  • Handle late payments and trigger recovery action at the right moment

What makes this programme different

Analysis of real customer files leading to a fully argued credit limit decision
Build-up of a collection scenario from the first day of delay to the formal demand letter
Drafting of a credit procedure that aligns the sales and finance functions

Programme

1Risk Assessment

Knowing who you sell to

  • Gather the information available on a customer
  • Read published financial statements and spot early signs of weakness
  • Interpret payment incidents and market intelligence
  • Monitor how risk evolves on a customer already in the portfolio

2Credit Decision

Setting a sustainable credit limit

  • Define a credit limit and the method used to calculate it
  • Adapt payment terms to the level of risk and to margin
  • Balance business development against credit exposure
  • Formalise the decision and schedule its periodic review

3Securing the Receivable

Preparing recovery from the moment of sale

  • Check the mandatory particulars and the general terms and conditions of sale
  • Use retention of title and the usual guarantees
  • Secure invoicing and proof of delivery
  • Make use of credit insurance and factoring

4Collection and Recovery

Acting early and keeping a clear audit trail

  • Build a collection plan by customer segment
  • Conduct a collection call with a customer
  • Resolve the disputes that are blocking payment
  • Issue the formal demand letter and initiate contentious recovery

Who is it for

Credit managers · accounts receivable accountants · sales administration managers · management controllers and sales professionals involved in outstanding customer balances.

Prerequisites

No prerequisites

Dates & locations

36 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.