Course Overview

The course is designed to provide a comprehensive overview of the fundamentals of billing and accounts receivable management. It covers the roles, responsibilities and processes of billing and revenue management. It also covers the systems, processes and techniques used in billing and accounts receivable management with particular focus on optimizing them to facilitate the billing and revenue management process. The course is beneficial for personnel responsible for financial planning and analysis, billing, revenue management and operations. It is also beneficial for business leaders and analysts who need to understand these concepts for decision making.

Learning Outcomes

At the end of the course, participants will have an understanding of:

  1. The fundamentals of billing and revenue management
  2. The systems, processes and techniques used in billing and revenue management and;
  3. Use billing best practices and techniques

Course Coverage


  • Concepts of billing
  • Revenue recognition and invoicing
  • If It Was Easy, Everyone Would Do It (Well)
  • Influences outside the Control of the Responsible Manager
  • Conflicting Priorities


Billing Antecedents

  • Quotation
  • Contract Administration
  • Pricing Administration
  • Credit Controls
  • Order Processing
  • Invoicing


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


Collecting your bills

  • 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
  • Eliminating barriers to payment
  • Online payment portal
  • Recognizing excuses and delaying tactics
  • Providing solutions to non-payment
  • Telephone collection techniques
  • Negotiation skills for successful collections
  • Building relationships with customers


Analysis of outstanding bills

  • 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
  • Analyzing the size, composition and complexity of the AR portfolio
  • Segmenting the portfolio
  • Formulating an approach for specific segments


Addressing Delays in Collection of Bills

  • Consistent Follow-up
  • Personal Visits
  • Regular Communication
  • Identify Delaying Tactics
  • Blockage of Account
  • Legal Action, if required


Knowing your Customer

  • Legal Status of the company
  • Financial Standing
  • Financial Statements
  • Third Party Confirmations
  • Anticipated Turnover
  • Credit Requirement
  • Setting Credit Limit


Credit Policy

  • 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


Cost: USD 3500/-

Venue: Nairobi, Kenya