Collections Segmentation & Strategies

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Day One
Start time: 10 am Finish: 5.30 pm
Module 1:
Collections Process and Objectives
  • •The benefit of Collections
  • •Goals of management
  • •The Collections process
  • •Challenges

Module 2:

Segmentation
  • •Policy groups
  • •Simple segmentation
  • •Advanced segmentation: Clusters and Trees

Module 3:

Basic Strategies
  • •Triage
  • •What is strategy ?
  • •Tilting
  • •Considerations by stage

Module 4:

Scorecards
  • •How scoring works
  • •Characteristics
  • •Issues
  • •Example scorecards
  • •Scorecard power

Module 5:

Champion/Challenger Testing
  • •Why test?
  • •Case study
  • •Example challengers
  • •The 6 principles
  • •Sample size

Day Two
Start time: 9 am Finish: 4.30 pm
Module 6:

Metrics: Efficacy and Efficiency
  • •Overall performance metrics
  • •Evaluating agent performance
  • •Write-off proxies and roll rates

Module 7:

Tracking Strategies
  • •The impact of costs
  • •Collections Efficiency Ratio
  • •Comparing the Champion and Challenger
  • •Testing score vs strategy

Module 8:

Advanced Strategies
  • PTP strategies
  • •Action specific strategies
  • •Exit strategies
  • •Late collections case study

Module 9:

Markov Chains and forecasting
•
  • •Simple forecasts
  • •Roll rate forecasts
  • •Markov models
  • •Other forecasting approaches

Module 10:

Customer Scorecards and Strategies
  • •Why customer based collections ?
  • •Strategy options
  • •Scoring at  a customer level