Collection Management Handbook: The Art of Getting Paid / Edition 3

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For most of today’s successful companies, the overridingcorporate mission is to generate new customers and dazzle creditorswith new technology. But maintaining a healthy bottom lineisn’t the sole province of sales and marketing. The fact is,more than any other aspect of a business, the management ofreceivables–or getting existing customers to pay and avoidingbad debt write-offs–can mean the difference between profitsand peril.

You don’t have to be gifted to be a great credit collector.Experience isn’t necessarily the answer, either. All you needis a desire to learn from the best...and that’s the level ofexpertise this exhaustively researched volume puts right at yourfingertips. The Collection Management Handbook: The Art of GettingPaid, Third Edition, by consummate bill collector and bestsellingauthor A. Michael Coleman, puts you on the fast track to becoming adebt recovery dynamo. Drawing on actual cases from the collectionindustry’s top achievers, this expanded edition redefinescollection methodology. Focusing on multiple avenues of strategiccreditor recourse, it goes beyond yesterday’s dunning notices,showing you how to extract money from the most hard-to-reachnonpaying customers.

The Third Edition features an indispensable set of new tools:easy-to-implement strategies on utilizing small-claims courtsnationwide; expanded investigative resources; a look at recovery ofmoney judgments; and much more. You’ll get up to speed onpotent legal remedies, including how to initiate an impleaderaction, which trumps the "I can’t pay you because Ihaven’t been paid" excuse. There’s also an accountsreceivable exam/solutions gauge, which arms you with the legalknowledge and strategic insight to go after the worst debtoroffenders.

In the credit-granting arena, the book offers plenty of simplecreditor-shielding methods designed to prevent a bad debt, whileemphasizing that the science of receivables management hinges onnumerous persuasion skills, from negotiation to intimidation.

The ultimate goal of any professional bill collector is simple:to turn credit sales into bank deposits. The trick is to multiplyyour debt recoveries when your livelihood depends on it. For that,you can depend on the Collection Management Handbook.

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Product Details

  • ISBN-13: 9780471456049
  • Publisher: Wiley
  • Publication date: 12/8/2003
  • Edition description: Subsequent
  • Edition number: 3
  • Pages: 312
  • Product dimensions: 7.00 (w) x 10.00 (h) x 0.75 (d)

Meet the Author

A. MICHAEL COLEMAN is a paralegal and accomplished bill collector. He has authored countless articles and the bestselling book The Art of Getting Paid.

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Table of Contents



Chapter 1. A New Collection Science Is Born.

Chapter 2. Oratory and Advanced Communication Skills.

Chapter 3. Selling Psychology Applied to Collections.

Chapter 4. Advanced Collection Techniques.

Chapter 5. Small-Balance Collection.

Chapter 6. Suing in Small Claims Court.

Chapter 7. Making Your Debtors an Offer They Can't Refuse.

Chapter 8. Skip Tracing and Asset Searches.

Chapter 9. Legal Recovery.

Chapter 10. Enforcement of Money Judgments and InvestigatorySkills.

Chapter 11. Case Studies.

Chapter 12. Conclusion.

Appendix: Accounts Receivable Proficiency Exam.


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