Accounts Receivable Training
Imagine if you will, some of the smartest and most influential people in the world, past and present, were brought in as consultants for your collection team, and you asked them the question: ‘How Would You Collect a Past-Due Invoice?’
Give them some time to ‘noodle’ on it and then listen and take notes.
That is the premise of Tim Paulsen’s book, “How Would Confucius Collect a Past-Due Invoice – How Would Donald Trump?”
Increase the expectation and performance of your accounts receivable training when you add advice and suggestions from the likes of:
Martin Luther King Jr.
This business of effective collections is both an Art and a Science. Most firms have CMS (Collection Management Systems), automated diallers, behavioural scoring and much more. In collections, like so many other fields, science allows us to be incredibly productive compared to the way we worked just a few years ago. However, when push comes to shove, metaphorically speaking, you still have one person talking to another on the telephone, by email, letter or perhaps in person, trying to convince them to do something they don’t want to do – and like it. That my friends, is an Art.
How then, might some of the best persuaders in history have fared as a collector? Like the title says, how would Confucius collect a past due invoice? Saint Paul, who one author called “The Greatest Salesman in the World” was no slouch when it came to writing letters, you only need to ask the Corinthians, how might he have sent an email?
Is there something for us to learn by imagining the techniques used by some of the most successful and perhaps notorious people who have ever lived. I think so and I hope that you do to.
It seems to me there are lessons to be learned and much fun to experience.
Care to join me?
(or anyone with a gun)
Hear Donald Trump’s collection call from his chapter: