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CUSTOMER CREDIT ANALYSIS AND EVALUATION MODELING

An ounce of prevention is worth a pound of cure. This is also true with credit risk management. Thus, carrying out prior credit analysis and evaluation of the client is extremely important. How to evaluate a client’s credit standing? This program will provide you with the systematic thoughts and methods on this subject.

Training Objectives

To diagnose customer risks through internal & external information
To develop business negotiation abilities
Provide new sales solutions without raising risks
To build an instrument panel for the credit division

Training Attendees

Finance manager, credit manager, sales manager
Credit staff or accounting professionals
Relative staff in charge of credit or receivables


	Training Outline

	The lifeline of account receivable management
	Customer credit management and the corporate capital turnover crisis
	The cost of customer credit management
	Balance between credit control and marketing
	Customer Credit Management in the Overall Credit Management Mode
	The basic reason for credit risks
	6 steps to credit risks control
	The setup of credit management functions
	Customer credit management - the critical step
	Departments and personnel involved - responsibilities, communication and coordination
	The Collection and Management of Customer Credit Information
	Basic principles
	How to collect customer credit information
	- How to collect customer information from within the corporation
	- How to collect information from communications with customers
	- How to collect information from public information channels
	- How to investigate through the credit of professional bodies
	An analysis of common errors
	The establishment and maintenance of a customer database
	The Initial Recognition of Credit Risks
	The recognition of a new customer’s legal identity

	- How to recognize the Certificate of Incorporation
	- Procedures and particulars of confirming a new customer’s legal identity
	- How to secure and verify a customer’s registration
	General risks recognition
	- Qualitative information and data
	- Quantitative information and data
	- Credit history
	How to recognize business fraud and traps
	- Common business fraud and traps
	- Common tactics of business fraud and traps
	- Precautions against business fraud and traps
	Customer Credit Analysis and Evaluation
	Credit evaluation model: how to predict a customer’s ability to pay
	- Factors affecting a customer’s credit: 4 aspects of credit evaluation
	- To select credit evaluation indexes
	- Rating standards for the indexes
	- The importance of balancing different indexes
	- Understanding and application of evaluation results
	- Credit policies of making credit ratings
	Customer selection and maintenance
	- Ratings of customer credit
	- Periodically investigate customer credit and adjust credit ratings