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Risks & Collection
KPI Model
30-Mar-15 1
Making Your Data
Actionable
2
30-Mar-15
That are yet to be
provided with
payment
The goods are gone,
but there’s no invoice
yet
It is possible for customers to become a risk. Could we tell in time?
Reality Check
 There are several stages in the sales procedure that expose us
 There are more than a few layers of risks that we face when conducting a sale
Open
Invoices
Deliveries
Without
Invoices
Due Date is beyond
Invoice’s Due Date
Postdated
Checks
3
30-Mar-15
This is our definition
In The Face Of Danger
Customer’s
Payment is
running late
Effective Credit
higher than
recommended
Debt is likely to
become Bad
Debt
Late payments
result in
increasing
credit lineRISK
4
30-Mar-15
Our goal is to decipher the risk’s components and make sure you stay alert.
How?
Fight Or Flight Time
A. Determining top 10 risky clients
» By ranking the highest values of debts based on the total sum owed
B. Understanding the Risk
» By illustrating the magnitude of each component of your customer’s debt
C. Displaying Customer Behavior
» By providing a long term glance over Customers’ procrastination tendencies and addressing
Open Orders and the leverage they might offer
D. Returning to the Source
» By examining tabular data that displays detailed information in regarding to each customer’s
activity
E. Exploring The Salesrep Angle
» By looking into Customer behavior through the Salesrep’s point of view
5
30-Mar-15
Alerts Dashboard provides a current overview with immediate warning
Feeling The Numbers
Debt Components
Document Details
Debt Analysis
Ranking
customers
by the
highest
debt
And
comparing
to their own
history
Once selecting a specific group of customers, we can continue the exploration
Alert
Dashboard
Analysis By
Salesrep
6
30-Mar-15
The Debt’s components can determine our next course of action
Breaking Down The Risk
Debt
Components
Document Details
Debt Analysis
Alert Dashboard
Understand
the
magnitude
of each
piece
And
compare to
others in
the same
group
Analysis By
Salesrep
This part help us understand Customer’s behavior, and we can drill further into Customer level
7
30-Mar-15
Drilling into Customer level enables further understanding of the Risk
Look It In The Eye
Debt Components
Document Details
Debt Analysis
Alert Dashboard
Analysis By
Salesrep
Unravelling
all aspects
in order to
strive to
action
Providing a
whole view
on a
Customer’s
Debt
Interactive
dashboard
allows high
user-
involvement
8
30-Mar-15
Using tabular data when appropriate – when we need to know the details
All Options Are On The Table
Debt Components
Document
Details
Debt Analysis
Alert Dashboard
Analysis By
Salesrep
Realizing
the when’s
and where’s Breaking
down
Customer
activity to
documents
All along the
User
determines
what to
focus on
9
30-Mar-15
There is always another angle to look at, especially when it comes to customers
The World Is Not Enough
Debt Components
Document Details
Debt Analysis
Alert Dashboard
Analysis By
Salesrep
Looking for
actionable
data, we
aim to
understand
every part
Salesrep is
an essential
part of the
collection
process
10
30-Mar-15
See how simply we can identify the who’s, the how’s and the when’s?
Knowledge Is Power
Isolating the source of risk
Unraveling the risk’s components and their financial meaning
Determining a course of action to protect yourself
11
30-Mar-15
Eventually, KPI Analyses are a means to an end
Key Word: ACTIONABLE
 Visualization of Data encourages fast and accurate understanding of countless pieces
of information – immediate recognition of threats and risks
 Tailored to your exact needs and definition, KPI Analysis is a tool for maximizing your
options – intuitive and quick improvement of debts and risks management
 Short Question – Clear Answer: KPI Analyses are specifically designed to clarify
what is needed to be done to get you where you want to be – knowledgably
managing your relationships with customers
The point is… When facing ‘Risky’ customers – wouldn’t you like to know?
30-Mar-15
12
Thank You For
Your Attention

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Operational wisdom collection model demo

  • 1. Risks & Collection KPI Model 30-Mar-15 1 Making Your Data Actionable
  • 2. 2 30-Mar-15 That are yet to be provided with payment The goods are gone, but there’s no invoice yet It is possible for customers to become a risk. Could we tell in time? Reality Check  There are several stages in the sales procedure that expose us  There are more than a few layers of risks that we face when conducting a sale Open Invoices Deliveries Without Invoices Due Date is beyond Invoice’s Due Date Postdated Checks
  • 3. 3 30-Mar-15 This is our definition In The Face Of Danger Customer’s Payment is running late Effective Credit higher than recommended Debt is likely to become Bad Debt Late payments result in increasing credit lineRISK
  • 4. 4 30-Mar-15 Our goal is to decipher the risk’s components and make sure you stay alert. How? Fight Or Flight Time A. Determining top 10 risky clients » By ranking the highest values of debts based on the total sum owed B. Understanding the Risk » By illustrating the magnitude of each component of your customer’s debt C. Displaying Customer Behavior » By providing a long term glance over Customers’ procrastination tendencies and addressing Open Orders and the leverage they might offer D. Returning to the Source » By examining tabular data that displays detailed information in regarding to each customer’s activity E. Exploring The Salesrep Angle » By looking into Customer behavior through the Salesrep’s point of view
  • 5. 5 30-Mar-15 Alerts Dashboard provides a current overview with immediate warning Feeling The Numbers Debt Components Document Details Debt Analysis Ranking customers by the highest debt And comparing to their own history Once selecting a specific group of customers, we can continue the exploration Alert Dashboard Analysis By Salesrep
  • 6. 6 30-Mar-15 The Debt’s components can determine our next course of action Breaking Down The Risk Debt Components Document Details Debt Analysis Alert Dashboard Understand the magnitude of each piece And compare to others in the same group Analysis By Salesrep This part help us understand Customer’s behavior, and we can drill further into Customer level
  • 7. 7 30-Mar-15 Drilling into Customer level enables further understanding of the Risk Look It In The Eye Debt Components Document Details Debt Analysis Alert Dashboard Analysis By Salesrep Unravelling all aspects in order to strive to action Providing a whole view on a Customer’s Debt Interactive dashboard allows high user- involvement
  • 8. 8 30-Mar-15 Using tabular data when appropriate – when we need to know the details All Options Are On The Table Debt Components Document Details Debt Analysis Alert Dashboard Analysis By Salesrep Realizing the when’s and where’s Breaking down Customer activity to documents All along the User determines what to focus on
  • 9. 9 30-Mar-15 There is always another angle to look at, especially when it comes to customers The World Is Not Enough Debt Components Document Details Debt Analysis Alert Dashboard Analysis By Salesrep Looking for actionable data, we aim to understand every part Salesrep is an essential part of the collection process
  • 10. 10 30-Mar-15 See how simply we can identify the who’s, the how’s and the when’s? Knowledge Is Power Isolating the source of risk Unraveling the risk’s components and their financial meaning Determining a course of action to protect yourself
  • 11. 11 30-Mar-15 Eventually, KPI Analyses are a means to an end Key Word: ACTIONABLE  Visualization of Data encourages fast and accurate understanding of countless pieces of information – immediate recognition of threats and risks  Tailored to your exact needs and definition, KPI Analysis is a tool for maximizing your options – intuitive and quick improvement of debts and risks management  Short Question – Clear Answer: KPI Analyses are specifically designed to clarify what is needed to be done to get you where you want to be – knowledgably managing your relationships with customers The point is… When facing ‘Risky’ customers – wouldn’t you like to know?
  • 13. Thank You For Your Attention