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Description

Debt Recovery: Chasing Payment | Negotiating | Reducing Payment Delays

Structure customer collections to get paid sooner without damaging the commercial relationship

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

Reminders go out whenever someone remembers, usually late and always in writing. Sales protects the customer, accounting demands payment and nobody makes the call. Meanwhile the delay stretches out, cash flow tightens and the same accounts reappear month after month in the aged receivables report without the real cause of non-payment ever being identified.

These two days put a collections process in place. Participants learn to segment their portfolio, to build a reminder sequence by customer profile, to conduct a collection call through to a dated commitment and to resolve the disputes that block settlement. A tracking dashboard completes the approach.

Learning objectives

  • Analyse the aged receivables report to prioritise the debts to chase
  • Build a progressive reminder sequence adapted to the customer profile
  • Conduct a collection call through to a dated commitment
  • Resolve the disputes blocking payment with the departments concerned
  • Monitor outstanding receivables using indicators shared with the finance function

What makes this programme different

Collection calls are role-played then debriefed on securing a dated commitment
Each participant leaves with a reminder sequence built on their own aged receivables report
Dispute handling is practised using the language of the sales teams

Programme

1Understanding Late Payment

Reading your portfolio before chasing

  • Reading the aged receivables report and the average collection period
  • Real causes of non-payment: oversight, dispute or cash difficulty
  • Customer segmentation by exposure and payment behaviour
  • Respective roles of sales, sales administration and accounting

2Building Your Reminder Sequence

Chasing at the right time through the right channel

  • Reminder sequence before and after the due date
  • Choosing between written message, call and visit
  • Drafting clear and progressively firmer reminder letters
  • Transition points towards formal notice of default

3The Collection Call

Securing a precise commitment

  • Preparing the call and gathering the necessary information
  • Conducting the conversation and restating the commitment
  • Responding to the debtor's most common objections
  • Handling aggression while preserving the relationship

4Disputes, Follow-Up and Escalation

No more dormant files

  • Identifying and qualifying blocking disputes
  • Resolution route with the operational departments
  • Tracking dashboard for payment promises
  • Criteria for referral to external collection or legal action

Who is it for

Accounts receivable accountants and collections officers, as well as sales administration coordinators and sales staff involved in payment follow-up.

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.