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Be Passionate
Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session
Credit Matters VIII Discovering DNA 2.5
Moderator – Dean UnruePanelists - Laszlo Rab, Rahul Malhorta
ACCEE - Association of Credit for Central & Eastern Europe
ACCEE is the leading provider of best practices in Credit Management, working with our clients and partners to implement continuous improvement and sustainable processes through our specialized training & award-winning technology partners.
Our main objective is to Challenge the Status Quo so that Credit Management, which includes all aspects of Order to Cash, is recognized as a vital contributor to the sustainable profitability added value of every business.
We are the only specialists in Order to Cash, with more than 30 years operational experience in blue chip organizations and Shared Services in the Central and Eastern European region, supporting all generation from newcomers to directors.
ACCEE - Association of Credit for Central & Eastern Europe
u ACCEE Services are delivered via:
u Three levels of O2C Training & Accreditation (ACCEE Academy)
u High quality Conferences and Web Based data sharing for O2C professionals
u Strong community of Technology Partners
u Workshops and Consulting Services structured to Contextual Training and Process Improvement
Clients include
Languages: English, French, Italian, Spanish, German, Czech Supporting all generations from newcomers to directors
How did you first engage with ACCEE?
What were the specific Process or Training needs?
What are the Qualifications required for your O2C Specialists?
How has Technology, RPA and AI effected the Upskilling Requirements of your O2C Professionals?
How did ACCEE help address those training needs or Projects?
What was the end result and are there metrics to support the improvements?
What Metrics do you use to represent the success and maturity of
your O2C Process?
How instrumental was ACCEE in achieving your Metrics?
Transforming Order-to-Cash at Cognizant KCI OperationsLászló RábOTC Leader
Re-align Collections and Disputes Team
Training and Education
§ Team structure§ Outcome-focused metrics§ Revamped Variable Incentive Compensation§ Re-branding (ongoing)
§ Consultancy§ ACCEE Foundations (entire Collections &Disputes team)§ Journeyman (17 participants)§ Credit Matters VIII (10)§ ICRP – in the near future
Tools and Partners
Transformation – the next level
§ Acquainted with new solutions and vendors§ Advanced auto-cash application§ Eye-opener for OTC team
§ Smart intake solution (orders, remittances)§ RPA for Invoicing, Order Entry, Cash application§ Master Data ticketing/workflow tool§ New collection tool
Turning OTC Around
Past Due and Past Due % TrendEME – Europe & Middle East markets
18,017,2
16,3
19,4
17,1
18,7
15,214,5
17,8
13,414,2 14,3 14,5
12,9
11,712,1
11,211,7
10,39,5
10,836%
35%
28%
33%
30%
33%
28%27%
32%
27%28% 28% 27% 27%
25%26%
23%
25%
22%21%
23%
20%
25%
30%
35%
40%
45%
50%
0,0
2,0
4,0
6,0
8,0
10,0
12,0
14,0
16,0
18,0
20,0
XII.17 I.18 II.18 III.18 IV.18 V.18 VI.18 VII.18 VIII.18 IX.18 X.18 XI.18 XII.18 I.19 II.19 III.19 IV.19 V.19 VI.19 VII.19 VIII.19
Past DueMill USD
Past Due % of AR
DSO and Collection Efficiency Trend131
128
114
10092
9691 93 91 91 88 86 87
60
70
80
90
100
110
120
130
2015 Dec 2016 Dec 2017 Dec 2018 May 2018 Dec Jan Feb Mar Apr May Jun July Aug¬19
DSO
19% 22% 23% 21%32% 31%
38%
25%34%
24%31% 26% 30% 28% 27%
34%27%
40%32% 29%
40%29% 34% 39% 38% 35%
43% 40%47%
56%
42%52%
0%
10%
20%
30%
40%
50%
60%
I.17 II.17III.17IV.17V.17VI.17VII.17VIII.17IX.17X.17XI.17XII.17I.18 II.18III.18IV.18V.18VI.18VII.18VIII.18IX.18X.18XI.18XII.18I.19 II.19III.19IV.19V.19VI.19VII.19VIII.19
Collection Efficiency PD
Řada2
Questions
Top Challenges identified in our Research and Community
Adding Value Back to the Business:
Improved Cash Flow - Improved DSO and Working Capital Optimization Terms,
Reduction in Bad Debt & Reserve Reduction, Logistics,
Strong Credit Management, Documented Credit Policies & Procedures
Cost Reduction / Labor Arbitrage - Business Case and ROI Accuracy
Strong Financial Controls - Process Optimization & Defendable Processes
Allow ACCEE to Assist in Resolving these ChallengesStop by our Booth , see Mark & other ACCEE representatives
Top Challenges identified in our Research and Community
Up-skilling / Right-skilling Employees in changing Technological environment & Employee Retention
Data Visibility, (Accurate, Timely, Meaningful Reporting), with Analysis and Insights
Migration from Transactional Skill Set to Analytical & Business minded Skill Set
Effective Training & Accreditation – migration from offsite workshops to onsite contextual training –Current Generation Workforce
Allow ACCEE to Assist in Resolving these ChallengesStop by our Booth , see Mark & other ACCEE representatives
Top Challenges identified in our Research and Community
Continuous Technology improvement in Cost and Data Analytics
RPA, AI (Process efficiency in throughput, scalability, accuracy and cost reduction)
Big Data (Revenue Leakage & Analytics to Effectuate Financial Improvement)
Clear Strategic Path to Single ERP and Workflow
Allow ACCEE to assist in Resolving these ChallengesStop by our Booth , see Mark & other ACCEE representatives
Be Passionate
Credit Matters VIII Discovering DNA 2.5
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THANK YOU