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Len Sklar
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"Every dollar
collected goes right to the bottom line!"
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Almost every company has some degree of collection
concern, with good reason. For some, excessive
accounts receivable creates a serious cash crunch.
For a few others, with a crushing A/R problem,
solving it may allow the company to survive.
Collection concerns are highly susceptible to a
significant correction with a long term benefit.
Fortunately, every dollar recovered goes right to
the bottom line, since the costs to create and
sell your product or service have already been
spent.
With
over 30 years of experience in consulting and
speaking to almost every type of business, in all
50 states, Len has developed an approach to
customizing his presentations and consulting work
to the specific differences that each company and
industry exhibit, so that the Return On Investment
is typically 20 times the cost. Len is author of “The Check Is NOT In
The Mail”, a 289 page industry standard
book.
Speaker
Background
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For 20 years, Len
presented collection seminars to
audiences in 200 cities in all 50
states. He continues speaking, writing,
and consulting to a variety of
audiences.
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Early in his career, he
owned and operated a collection agency,
so you can be sure that the insights you
learn are time-tested and practical.
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KEY
ISSUES ANALYZED
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Why you now have
collection issues and getting clear about
who causes them.
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Conflicts – real
or potential - between sales and credit, and
how to resolve.
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How to create a
payment policy that not only minimizes
future collection problems but also actually
helps to build the business or practice.
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How to
communicate the policy in a way that gets
customer understanding and compliance.
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Better internal
collection systems to minimize costs,
increase dollars recovered, and reduce
stress.
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Getting brutally
realistic about how long and hard to work on
delinquent accounts, and what are the tools
that provide that understanding.
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How to deal with
the discomfort that many people have when
doing collection work.
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Learning how to
ask for money effectively, plus an overview
of the many ways that collection people ask
badly and the poor results that produces.
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How to respond
skillfully to the huge variety of debtor
excuses, stalls, and evasions.
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Being clear
about the rules of harassment – what you can
and cannot say or do.
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What are your
choices (there are five of them) when it is
no longer cost effective to continue
collection work in house – when to use them,
costs, and typical results.
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How to use role
playing to accelerate the skill level of
anyone doing collecting.
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Dealing with the
inevitable resistance to change that this
process entails.
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For larger
organizations, getting management buy-in to
an improved credit and collection process.
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What Clients are saying..
“We had Len speak
at our monthly Attorney Action Club
meeting, and he received rave
reviews from the audience. If you
want to know real strategies that
you can apply the same day to get
paid what you are owed, in full and
on time, then we highly recommend
you contact Len today! He is
definitely an expert and
professional in his field. Len can
help you improve your cash flow and
make a positive impact on your
business.” Crystal
Shanks, M.S., Certified Business Coach
“Thank you very
much for taking the time to make
your presentation this morning. The
information was very informative and
practical, as well as “entertaining”
at times.” William
C.
Harris, Manager, Collections, Johns
Hopkins Hospital
“Mr. Sklar was
hired to help the company owners
improve their business and
management skills. He was
instrumental in improving cash flow
by helping to improve accounts
receivable and collection policies
and forms as well as upgrading staff
training with the latest debt
collection techniques.” Steve
Christiansen, Owner, Impact Paper
& Ink, Ltd.
“I’ve been
receiving nothing but great feedback
about your seminar, and on behalf of
our members, I’d like to
thank you for the invaluable
information you shared with us.” Peter
Schwartz, Executive V.P., American
Supply Association
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