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Accounts Receivable and Credit Policies Management Course


A sizable share of a company's working capital is tied up in Accounts Receivable (AR) and this poses a high liquidity risk. In this course, we expand your knowledge and expertise in AR. This will enable you and your organization to manage your accounts receivable effectively without compromising your credit sales.


5 Days


Accounts receivable department managers, credit managers, AR staff, AR and revenue accountants, credit officers, billing and collection clerks, AR specialists, and professionals in accounting, finance, operations and sales who interact with the accounts receivable and credit department.


At the end of this IRES training seminar, you will learn to:

  • Develop effective credit policies that meet a company’s objectives
  • Use billing best practices techniques
  • Employ effective collection policies
  • Partner with the sales force for the benefit of the company
  • Evaluate the accounts receivable process and implement best practices
  • Apply tools and techniques to effectively monitor AR performance


Credit policies management

  • Credit department responsibility
  • Factors affecting credit policies
  • The five Cs of credit
  • Non-financial factors affecting credit decision
  • Outline of a credit policy
    • Credit department mission
    • Credit department objectives
    • Roles and responsibilities
    • Procedures
    • Measuring results
  • Review new accounts
  • Re-evaluate existing accounts
  • Financial statements: what to look for
  • Analyzing selected financial ratios
  • Setting the credit limit
  • Establishing a profitable relationship with the customer
  • Meeting the needs of the customer

The billing process

  • An efficient billing process means faster collection
  • Preventing the fatal mistake: sending the bill with errors
  • The use of technology
  • Impact of up-front operations on billing
  • Best practices in billing

You made the sale, now collect your money

  • Cash: it is worth your efforts
  • Tips, techniques and guidelines for faster collection
  • Importance of setting a collection policy
  • Using different collection approaches
  • Strategies in dispute management
  • Best practices in collection
  • Accounts receivable factoring, pledging and assignment

The relationship between sales and credit

  • Breaking the ice
  • Maintaining credit sales relationship
  • Role of sales in issuing credit and in collection

Accounts receivable process analysis

  • Improving the quality of accounts receivable
  • Aging of accounts receivable and bad-debts reserves
  • Alternatives in computing bad-debt
  • Reducing bad-debt write-offs
  • Calculating accounts receivable turnover
  • Calculating Days Sales Outstanding (DSO)
  • Calculating Best Possible Days Sales Outstanding (BPDSO)
  • Collection Effectiveness Index (CEI)
  • Analyzing the operating and cash cycles
  • Managing AR through portfolio strategy
  • Analyzing the size, composition and complexity of the AR portfolio
  • Segmenting the portfolio
  • Formulating an approach for specific segments

Staying in control

  • Internal controls in AR processes
  • AR and the monthly closing of accounts
  • Outsourcing of accounts receivable functions


The instructor led trainings are delivered using a blended learning approach and comprise of presentations, guided sessions of practical exercise, web-based tutorials and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields.

All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.


Upon successful completion of this training, participants will be issued with an Indepth Research Services (IRES) certificate.


The training is residential and will be held at IRES training Centre. The course fee covers the course tuition, training materials, two break refreshments, lunch, and study visits.

All participants will additionally cater for their, travel expenses, visa application, insurance, and other personal expenses.


Accommodation is arranged upon request. For reservations contact the Training Officer.

Email:  This email address is being protected from spambots. You need JavaScript enabled to view it.   

Mob: +254 715 077 817

Tel: 020 211 3814


This training can also be customized for your institution upon request to a minimum of 4 participants. You can have it delivered in our training centre or at a convenient location.

For further inquiries, please contact us on Tel: +254715077817, +254(020) 211 3814 or mail This email address is being protected from spambots. You need JavaScript enabled to view it.


Payment should be transferred to IRES account through bank on or before C.O.B. 13th July 2020.

Send proof of payment to This email address is being protected from spambots. You need JavaScript enabled to view it.


Payment for all courses includes a registration fee, which is non-refundable and equals 15% of the total sum of the course fee.

1.    Participants may cancel attendance 14 days or more prior to the training commencement date.

2.    No refunds will be made 14 days or less to the training commencement date. However, participants who are unable to attend may opt to attend a similar training at a later date, or send a substitute participant provided the participation criteria have been met.

Please Note: The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.

Event Properties

Event Duration 5 Days
Event Date 20-07-2020
Event End Date 24-07-2020
Cut off date 13-07-2020
Individual Price(Kenyan) KES 69,000
Individual Price (International) EUR 790
Individual Price(International in Dollars) USD 920
Location Nairobi, Kenya
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