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Client Management Skills Improvement

Duration: 1 Day

Designed for:

Practising Client Managers who wish to improve their performance, by enhancing their knowledge of risk, business cashflow and financial analysis and how to handle difficult issues with clients.

Objectives

After completing this module participants will have improved skills of risk management, both in the wider context of the general economy and with enhanced fraud awareness. The cashflow analysis and financial statements coverage is intended for client managers who are already comfortable with these statements but wish to gain an enhanced understanding and focus on the importance of cash. By using role play and case studies the participants will practice handling difficult client situations.

Content:

The learning methods will be: PowerPoint presentation, discussion, case studies/ role play exercises and quizzes. The content will include:

The Complexity of Trade Debt

Why trade debt is so important to an invoice financier, its key features and what puts its collection at risk
Industry related trade debt issues and how to overcome them

Cashflow Analysis & the Financial Statements

Why cashflow is critical to a client’s business
Understanding a cashflow forecast and its limitations
Measuring cash changes in the financial statements
Analysing a client’s financial statements
Trusting the budgets and the use of covenants

Risk Management

Product associated risks and management
The risks involved in the information supplied by the client
Monitoring directors’ changing circumstances and the impact of such changes
Highlighting deteriorating clients' circumstances and responding to them

Economic Risk Context

Sourcing information about current World and UK economies, the industry of your client, its competitors and its suppliers
How are these external factors affecting your client and does their financial performance ‘stack up’ in this context?

Fraud Management

Features of common and rare frauds
Highlighting clients with a motive - extra measures you can put in place
What to do if you suspect fraud – a checklist approach
Confirming fraud and when to bring in third parties

Booking information

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