Prospect Evaluation & Survey

Enhances your due diligence process through excellence in prospect evaluation and survey techniques.
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Who is this course appropriate for?

Evaluating prospects and undertaking sound due diligence ensures client longevity, continued income streams whilst minimising and potential client loss. This course ensures your client portfolio remains within credit policy without undermining your sales targets.

It is an ideal course for Business Development staff, Client Managers, Surveyors, Auditors and all involved with generating, acquiring and processing new business.

Content Summary

  • Marketing your invoice finance products
  • Conversion rates of various marketing channels
  • Screening initial enquiries
  • Reviewing & prioritising leads
  • Conducting initial new business appraisal
  • Background checks & survey
  • Financial analysis & working capital appraisal
  • Management capability
  • Industry sector risk
  • Sales ledger analysis
  • Stock profiling & other assessments
  • Report writing fundamentals
  • Writing a new business proposal
  • Writing a survey report
  • Recommendations & conditions
  • Commonality of goals betwen sales & survey

Delegate Development Outcomes

  • Longer client life results from enhanced due diligence & improved survey skills
  • More effective use of support & sales’ staff time
  • Ability to analyse financial strength & weakness of prospect clients
  • Awareness of industry sector risks & mitigating post-commencement conditions
  • Improved communication skills & professional report writing skills
  • Skilled departmental cooperation on background checking & speed of due diligence process
  • Development of shared goals between sales & survey staff
The course was outstanding… I learnt so much! Jonathan

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