The training focuses on effective and profitable management of trade credit and receivables. Participants will gain practical knowledge in assessing customers’ creditworthiness, limiting risk, monitoring receivables, and managing cash flows.
The program emphasizes building long-term customer relationships, supporting sales through informed credit decisions, and effective cooperation between sales and credit departments, enabling companies to increase competitiveness while maintaining financial security.
Outline Program*
Session 1: Profitable Granting of Trade Credit
- Understanding the credit industry
- Understanding customers’ needs and expectations
- Internal analysis of the credit context
- Using the appropriate credit application form
- Limiting credit risk
- Analysis of the creditworthiness of potential customers
Session 2: Receivables Management
- Understanding the cost of credit
- Competition and the granting of trade credit
- Using credit to build and maintain a competitive advantage
- Focusing limited resources on four key areas of credit management
- Segmentation of credit customers
- Managing customer relationships within the credit management process
- Performance management
- Synergy between the sales department and the credit department
Session 3: Effective Receivables Collection (Efficient Cash Collection)
- Effective communication with customers
- Using technology to stay in contact with customers
- Investing in strong interpersonal skills
- Understanding the causes of payment delays
- Debt collection techniques
- Practical methods for timely payment collection
- Dealing with different types of customers
- Negotiation skills in the debt collection process
Details
Duration: 3, 3-hour sessions
Language: English
Time: 9:00-12:00 CET
Date:
- Module 1: 17 November 2026
- Module 2: 19 November 2026
- Module 3: 20 November 2026
Location: Zoom Meeting platform
Price:
- 175 EUR net + VAT if applicable/module
- 435 EUR net + VAT/total
Promotion valid until: 18 September 2026
- 10% discount for individual registrations
- 15% discount for registrations of at least 2 participants
More details can be found in the PFD*
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Keynote Speaker
Josef Busuttil, MBA, Dip. M MCIM, FCICM
- Co-founder of the Malta Association of Credit Management, serving as Chief Executive Officer
- Malta’s representative to the Federation of European Credit Management Associations
- Holds a postgraduate diploma and the Chartered Marketer status awarded by the Chartered Institute of Marketing
- Completed an MBA at Henley Management College, specializing in trade credit management
- An experienced lecturer and speaker with extensive international training experience
