Credit Evaluation & its Control

Course Information

1 Day Course

Time: 9am – 5pm


Course Introduction

Bad debt, the opposite of profit, unfortunately, is a part of doing business, but not something that cannot be managed and control to a minimum thus ensure the company stays on the right track of profitability. A better understanding of the credit assessment policy and its control mechanism, which covers credit evaluation and credit limit review, would lay down a strong foundation to manage your company’s risks to minimize bad debts.

In this workshop, the facilitator hopes to share his 37 years of practical experience in credit management i.e. credit assessment and recovery, the 2 important components that would outline how to carry out the roles, functions and responsibilities appropriately to cope with the pressures, within or outside your organization, in handling professionally issues related to debt collection and ensure the company stays on course to achieving its goals.

Learning Outcome

  • Understand the meaning and reasons for Credit Management.
  • Appreciate the important of credit policy in defining the objectives, function and responsibilities of credit department to achieve maximum profitability from trading.
  • Realize the need of credit assessment due to selective risk-taking in the interests of increasing overall profitability.

Who Should Attend

  • Credit Assistants, Executives & Managers
  • Finance, Accounts & Admin. Executives & Managers
  • Executives to Senior Managers
  • Marketing Professionals in-charge of collection

Course Outlines

Topic 1: Setting Expectations
  • What do you expect to learn from this course?
Topic 2: Credit Management
  • Its purpose & objectives
  • Policies and procedures
Topic 3: Important of credit assessment
  • Credit Assessment Policy
  • Establishing Creditworthiness
    o Opening New Account
    ▪ Basic Information Source
    ▪ In-dept Information Source
    ▪ Credit Visits
    o Credit Limit
    o Credit Term
  • Credit Limit Review
  • Mind teaser
    o Characteristic of a good credit controller
Topic 4: The C’s of business credit
  • What are the C’s of business credit?
Topic 5: Credit History & Payment Behavior
  • Why is this important?
  • Where to get the information?
Topic 6: Understanding Financial Statements
  • An ability to understand the financial health of a company is one of the most vital skills – financial statements offer a window into the health of a company, which can be difficult to gauge using other means.
  • Mind teaser
    o What are the important things to analyze while reading an annual report?
Topic 7: Questioning and Probing Skills
  • Practical steps to effective questioning and probing skills
  • Assertive communication enhances questioning
  • Active listening improves questioning and probing results
Topic 8: Who are our customers?
  • How many types of customers
  • How to handle difficult customers
Topic 9: Sales & Credit Relationship
  • The greatest threat to effective credit management
Topic 10: Case Study
  • How to check the creditworthiness of a new customer?

Trainer's Profile

Ms. Koh Siew Min

Koh Siew Min leads a team in providing financial consultancy and training to banks, MNCs and management institutes in the Asia-Pacific region. In addition to possessing a degree in Accountancy from the National University of Singapore, Siew Min is also a qualified Chartered Financial Analyst (CFA, USA). She taught Corporate Finance as well as Bank Financial Management for the Master in Financial Management by University of London (“UOL”). She has also been teaching banking and finance courses for the UOL at the Singapore Institute of Management since 1995 (teaching Financial Management/Corporate Finance, Principles of Banking, International Financial Management). These courses cover treasury risk management, corporate risk management and use of derivatives. She was in the adjunct faculty with the Nanyang Technological University in Singapore (teaching Commercial Bank Management, Corporate Finance, Investment Analysis and Portfolio Management etc). She also teaches Commercial Bank Management and Credit Lending Decision for the University of Canberra. In the above capacities, she teaches subjects covering retail and corporate bank management, loan packaging and monitoring, credit evaluation, investment analysis and corporate finance, analysis of financial statements and international financial management, amongst others.

Her broad exposure in the banking sector involved working with bank branch network and top executives of client organisations across a variety of industries. Her areas of specialisation covers retail banking, investment analysis and portfolio management, financial management and credit management.

Siew Min has delivered trainings to large organisations : Keppel Land Ltd, KPMG, Hewlett – Packard, Intel, BPP Asia, Ministry of Finance, Accountant General Dept, MINDEF, SingTel, Motorola, Institute of Banking and Finance, Premas International, Chartered Semiconductors, Courts, Nomura Singapore Limited, Thai Village Holding Ltd, Flextech Holding Ltd, Institute of Certified Public Accountants of Singapore (ICPAS), Citibank, Institute Bank- Bank Malaysia, Bank of China, OCBC Bank, Southern Bank, Bank Mandiri and Standard Chartered Bank (Jakarta). Siew Min is bilingual in English and Chinese and she conducts programs in Mandarin for China participants in a variety of banking subjects. She brings to her training programs a unique blend of academia and practical industry experience in banking and finance gleaned from years of research, teaching and business management in the sector.

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