End-to-End Process for Accounts Receivables


An onsite accounts receivable seminar.

Learn the complete Accounts Receivable Process from start to finish.

(CPE credits available)

In this onsite accounts receivable seminar you will learn the keys to effectively processing accounts receivable all the way through to collecting payments on time and developing new up-to-date strategies for your Accounts Receivable process. We teach best practice techniques used by both small and large companies to maximize their cash flow from Accounts Receivable.

Accounts Receivable and Collections have a significant impact on the bottom line of all small, medium and large businesses. This 1-day onsite Accounts Receivable Process training seminar helps you increase cash flow and control over one of your most valuable assets.

In most companies, account receivables comprises 40% to 60% of the balance sheet, yet the risk management of this valuable asset is often not proportionate to its financial importance.

In this interactive Accounts Receivable training, participants will become thoroughly grounded in all aspects of AR administration, cash application, credit management and the collections process. The session has been carefully designed to engage all levels of credit/receivable staff and management employed in any business where invoices are issued and credit is given. 

This Accounts Receivable course is specifically tailored to your industry and the products and services you provide.

Who should attend

This course is designed for CEOs, CFOs, Senior Managers, Sales Managers, Accounting Staff.

Training Benefits

  • Apply current accounts receivable management techniques
  • Understand the importance of contract management to the A/R process
  • Institute best practices for a credit & collections function
  • Learn the importance of training of everyone in the total A/R process
  • Protect the company by understanding the risk inherent in your customer list
  • Understand why the use of a loss mitigation company is only a matter of “when” not “if”
  • Streamline your process for maximum efficiency and improved cash position

Overview of Topics and Learning Points Developed

  • When and how to process Accounts Receivable to maximize cash flow
  • Contract administration and its effect on managing Accounts Receivable
  • How does time effect the value of your Accounts Receivable
  • Learn to calculate the cost of your Accounts Receivable process
  • Understand what makes a good in-house collector
  • Learn the value of an outside loss mitigation company

Course Outline

Definition of End-to-End Process

  • Begins before you accept a new customer
  • Continues through the life of the customer relationship
  • Must consider and classify your client's ability to pay at all times
  • Considers economic factors
  • Need to know legal ramifications
  • Need to know your core competencies and not be afraid to get help
  • How to select an outside collection agency

Accounts Receivable

  • Why is Accounts Receivable so important
  • Contract administration and its effect on managing Accounts Receivable
  • Importance of cash applications process
  • Cash management techniques
  • When to invoice
  • Where does invoice info come from
  • Methods of presenting invoices for payment
  • Methods of receiving payments
  • Management reporting of aging
  • Importance of status calls to customers
  • How and when to talk to the sales staff
  • How to handle customer questions

Customer Vetting

  • Who are your customers? 
  • What are their needs? 
  • What is their financial situation? 
  • How have they treated other vendors? 
  • How have they treated their other payment obligations like the government? 
  • What is their industry? 
  • Who owns them? 
  • Who is their ultimate owner? 
  • Are they domestic or foreign? 
  • Where are they located? 
  • Who is their law firm? 
  • Who is their accounting firm? 
  • Why do they want to do business with you? 
  • Are they a related party? 
  • Is address of company a mail drop? 
  • How do they answer the phone? 
  • Where did the lead come from?
  • What is a Z Score?

Customer Monitoring

  • Payment history 
  • Occurrences of NSFs 
  • Returned invoices 
  • Unusual address changes 
  • Economic conditions of your customers 
  • Where is the risk?

Following the terms of the contract

  • Are you following contract terms? 
  • Is the customer following the terms of the agreement? 
  • Do you have a central repository for contracts? 
  • How are contract terms communicated to Accounts Receivable staff
  • Who monitors changes? 
  • Are your contracts backed up off site? 
  • When do you stop delivering? Get legal advice!!!

Cash applications

  • How current are your cash applications? 
  • The dirty little secret of “cash suspense” 
  • By the way, who owns your cash float? 
  • Does your invoicing process facilitate easy payment?

In-House Collections

  • Who does in-house collections? Are they really collectors? 
  • How are they trained? 
  • What is their “real” job? 
  • Do they use a script? 
  • Do they have an up-to-date contact list? 
  • How is the salesman involved?  
  • Are his/her commissions effected by slow pays or charge-offs? 
  • Are collections your core competency? 
  • How much does it cost to collect in-house?  
  • What system do you use to track collections? 
  • What is the most important thing in collecting an account? 
  • Collectors are a different breed of cat 
  • How do you motivate collectors? 
  • What are the legal ramifications of a personal accounts vs. commercial accounts? 
  • Does legal need to be involved?
  • Stopping the Domino Effect

When is it time to call in the professionals?

  • Do you do your own roofing?  Do you build your own computers? 
  • You have to know your internal costs to make an informed decision
  • Size matters 
  • Volume matters 
  • Systems matter 
  • Experience matters 
  • What about international accounts? 
  • When do you take legal action? 
  • Letting go
  • Bringing other solutions to your customers

Financial Impact of Past Due Accounts

  • Liquidity 
  • Debt Covenants and the Bank 
  • Factoring 
  • Matching of Cash inflow and outflow 
  • Do you have a policy for your allowance for doubtful accounts?


To receive more information about this training call toll free at 877-385-5515. 

You may also email us at This email address is being protected from spambots. You need JavaScript enabled to view it. .