8 steps to aCUSTOMER-CENTRIC

approach to collections

1

Build a cohesive team.

1

Build a cohesive team.This should consist of your collections employees, butalso people in the other parts of your AR operation, aswell as Sales and other departments that touch the customer experience. Your team should also include any of your service providers and the solutions they supply that allow your organization to be more customer-centric.

2

Set up your team for success.

2

Set up your team for success.

Employees who are overburdenedand operating in an atmosphereof disorganization and clutterwill not be in the best possibleframe of mind to offer top-notchcustomer experiences. Helpthem help you. Give them thetools they need to succeed, including procedures, training andtechnology that allow them to spend moretime helping customers and less time on manual, outdated tasks.

Work with a shared set ofgoals and expectations.

Work with a shared set ofgoals and expectations.

Different AR teams have different policies that work best for their organizations. What works best for yours? Ensure your team members buy into the policies by including them in establishing the way your customer experience procedures function. That way everyone shares the same expectations.

4

Hold individuals accountable.

4

Hold individuals accountable.Your team is only as great as yourweakest link when it comes to thecustomer experience. You andmembers of your team have to holdeach other accountable for upholdingyour shared goals and expectations.Make sure your message is not justrhetoric but very real.

5

Measure your performance.

5

Measure your performance.

Use reporting tools to determine how your team is doing in serving customers, and discuss these to correct course when necessary. For example, rather than just telling team members to respond to customers in a timely manner, actually measure response time. This way you can continueenhancing the overall customer experience.

6

Don't treat all customersthe same.

6

Don't treat all customersthe same.

Exceptional customer service is not “one size fits all.” Once yourteam understands this concept, you can begin to enhance thecustomer experience in ways tailored to meeteach customer’s needs and wants.For instance, in AR, many customers prefer a self-service option such as asupplier portal to check the status ofinvoices or fill out a form to make aninquiry. Others prefer the personal contact of a live voice when they’reasking a question outside the scopeof a receivables solution.

7

Don't treat all issues the same.

7

Don't treat all issues the same.

Anyone who has ever handled thecustomer experience knows thereare two types of people who call:those with questions that couldhave been answered with somequick online research (or througha self-service portal if you had one),and those who have issues thatrequire more work to resolve. Everyoneshould be treated with the same courtesy,but your team should accept that not all issues will fit into aneat box. Give your team members the latitude to becomeproblem-solvers and troubleshooters, and you’ll see themenjoy serving customers even more.

Listen to your customers.

Listen to your customers.

They’ll tell you how they want to be served. Remember, people who approach your organization with a complaint and feel you’ve actuallyl listened to them and helped them resolve the issue will become your biggest cheerleaders. Provide waysfor them to give you the feedback youneed.

Don't stop here!Download IOFM's full white paper now!

8 Steps to a Customer-CentricApproach to Collections

Or simply copy and paste thisURL into your browser:

http://quitpaper.esker.com/white-paper-customer-centric-approach-collections-social.html