Catch a falling starfish?

A few years back, I was called in to suggest collection training material and revisions at an organization in the Middle East. During my presentation, a manager from the sales division, attending as a guest, said, ‘Let’s be realistic, most of the people won’t be staying in the finance department more than a few years, do you expect the training you are offering will make a difference?’

I shared the story I heard about a man who came upon a motivational speaker on the beach who was picking up stranded starfish one by one and throwing them back into the ocean and when asked, said he was saving them. ‘There are thousands of them’ the other man said, waving his hands in both directions, ‘how can you possibly expect to make a difference.’

The speaker bent over, picked up a starfish and tossed it into the ocean. Over his shoulder, he said, ‘I made a difference to that one.’

True enough, not all of our collection training, no matter how well crafted and presented will make a difference to the performance of every person who attends. But, it sure will make a difference to some and raising the level of performance in your receivables department can’t help but have a positive effect on the entire organization.

Allow me, if I may, to toss my starfish.

Some of you are aware of our new program CCAT (Collection Certification and Training), with five modules, just like the five arms of a starfish, how cool is that. You can find details and view a sample video at this page.

The first two people who visit the site and send an email to me of the single line of text above the video will receive free registration for either the Classic or Premium Program.