1. What is AR Management and Why Should I Care?

2. Not only the type of government, but whether there is sufficient government to uphold the rule of law (news report on Somali pirates)

3. Government receivables are unique as they relate to the shared responsibilities of society

4. When Government agencies are stiffed on the billing – who pays?

5. What makes some public agencies timid or neglectful in collecting their debt?

6. We all might complain about fines or fees, but don’t we also expect them to be collected?

7. 50,000 Foot Fly Over Topics: WHY; HOW; WHAT and of Course WHO Results Collecting More Money Collecting More Money Faster Collecting More Money Faster for Less Cost Means (How to Do It) Restorative Recoveries Written communications Telephoning Skip tracing Credit reporting Other legal remedies

8. Stiffed on the Billing Why Should I Care?

9. Yale Law & Policy Review The Collection Gap: Underenforcement of Corporate and White-Collar Fines and Penalties By: Ezra Ross and Martin Pritikin

10. The modern administrative state depends in large part on fines, penalties, restitution orders, and similar sanctions. Contemporary policy assumes that the state, once it orders offenders to pay those sanctions, will collect them. This article suggests that we cannot depend on that assumption. Even where offenders are corporate or white- collar executives with the resources to pay, a fine imposed is in many cases not a fine collected. To the contrary, the available data shows a massive gap between penalties imposed “on the books” and penalties collected in reality.

11. .. existing scholarship has not seriously addressed what happens after the state orders offenders to pay these sanctions. Instead, the administrative enforcement literature has essentially ignored to what extent offenders actually pay the penalties imposed against them. This Article seeks to describe empirically, for the first time, the degree to which regulators follow through on enforcing corporate and white-collar fines and penalties.

12. …Administrative agencies never collect the vast brunt of regulatory and criminal penalties. The U.S. Department of Justice, for example, has collected in recent years less than 4% of criminal penalties and fines it imposes.

13. … The disconnect between enforcement expectations and enforcement reality extends to agency attitudes. According to scholars, regulators impose fines to deter misconduct, compensate victims, and generate government revenue. Ensuring offenders actually pay helps achieve those enforcement goals.

14. During a recession in which governments are slashing budgets, cutting back public services, and laying off workers, they are at the same time neglecting to recover huge sums from corporations and executives that have actually been found to have engaged in wrongdoing. Particularly in such an economic environment, one would expect a groundswell of support to push government agencies to improve their fine collection rates. End of Excerpt from Yale Law & Policy Review

15. Stiffed on the Billing Why Should I Care?

16. The incentive problems that undermine a commitment to collections at the personnel and management levels of administrative agencies likely lie at the heart of undercollection. Page 507

17. Fines collected by agencies typically go to general coffers rather than to the collecting agency. Page 467

18. Stiffed on the Billing Why Should I Care?

19. Why Should I Care? Very simply because society is relying on you to make it a functional reality!

20. 50,000 Foot Fly Over Topics: WHY; HOW; WHAT and of Course WHO Results Collecting More Money Collecting More Money Faster Collecting More Money Faster for Less Cost Means (How to Do It) Restorative Recoveries Written communications Telephoning Skip tracing Credit reporting Other legal remedies

21. Stiffed on the Billing HOW Should I Proceed?

22. Stiffed on the Billing HOW Should I Proceed? Justly

23. Stiffed on the Billing HOW Should I Proceed? Knowledgeably

24. Stiffed on the Billing HOW Should I Proceed? Evenly

25. Stiffed on the Billing HOW Should I Proceed? A Citizen Friendly Approach

26. Stiffed on the Billing HOW Should I Proceed? With Equitable Process

27. Stiffed on the Billing HOW Should I Proceed? Justly

28. How Do I Collect Justly? What are the just tools, processes, and rules?  Fair Debt Collection Practices Act  Fair Credit Reporting Act  No Preferential Treatment  Address Any Complaints Head On  Invite Inspection and Transparency

29. Stiffed on the Billing HOW Should I Proceed? Knowledgeably

30. How Do I Collect Knowledgeably? How Do I Go About Learning and Developing?  Define Success in Your Collections Environment  Learn to Measure What Matters  Develop A Review Process  Tap in to Best Practices  Never Stop Learning and Growing

31. Stiffed on the Billing HOW Should I Proceed? Evenly

32. How Do I Collect Evenly? What is “Evenness” in Collections?  Get in Control of Your Time  Develop a Written Credit and Collections Policy  Don’t Break Your Stride for Exceptions  Use a Systematic Process

33. Stiffed on the Billing HOW Should I Proceed? A Citizen Friendly Approach

34. How Do I Make Collections Citizen Friendly? How Can I Set Up Citizen Friendly Collections?  Put Yourself in the Other Person’s Shoes  Expect the Best of People  Educate, Counsel, and Advise for THEIR sake  Know the Various Reasons People Do Not Pay  Never Assume the Worst  Customer Service is before a problem  Damage control is after a problem has occurred

35. Stiffed on the Billing HOW Should I Proceed? With Equitable Process

36. What is Equitable Process in Collections? How Can I See Equitable Process in Collections?  Are the Right People Paying?  Are the Lawful Payers Being Well Represented?  Is a Clear and Helpful Example Being Set?  Are Those Out of Compliance Held Accountable?  Are the Tax Payers Being Well Represented?  Is the System Free of Favortism?  Are Justice and Mercy in Balance?

37. 50,000 Foot Fly Over Topics: WHY; HOW; WHAT and of Course WHO Results Collecting More Money Collecting More Money Faster Collecting More Money Faster for Less Cost Means (How to Do It) Restorative Recoveries Written communications Telephoning Skip tracing Credit reporting Other legal remedies

38. Stiffed on the Billing WHAT can be done?

39. Stiffed on the Billing WHAT can be done? Define Success

40. Stiffed on the Billing WHAT can be done? Optimize Processes

41. Stiffed on the Billing WHAT can be done? All That Should Be Done, Is Done

42. Stiffed on the Billing WHAT can be done? Employ Economy of Scale When Helpful

43. Stiffed on the Billing WHAT can be done? Define Success

44. You Get What You Measure

45. You Get What You Measure Your Receivables Dashboard

46. Value of a Dashboard

47. “Research in human psychology and crisis case studies have shown that even when the public doesn't know where a crisis is headed, if they are able to have confidence in the process, heart rates drop, physical stress is reduced, and emotional upset is calmed.” – Kaulkin Media

48. What Are The Deliverables in Receivables? 1.Do No Harm 2.Collect More Money 3.Collect More Money Faster 4.Collect More Money Faster for Less Cost Instruments on your dashboard should tell you the following: Citizen Friendly - Proven Collecting More Money Collecting More Money Faster – Placement to Receipt of Cash Collecting More Money Faster for Less Cost

49. Do No Harm Dashboard Citizen Friendly 100% 100% Transparent Process Complaints at Zero to None

50. Recovery Rate % of Total Batch Recovered % who Respond % Fully Worked

51. Time from Placed To Receipt # Months for Recovery Cash Flow Path to Your Hands Decay of Collectible Value

52. Collection Cost Net Back $ Paid to Collection Agency % Cost to Collect

53. Million Dollar Mountain One million in receivables are represented by this mountain. This is YOUR money, owed and past due.

54. Million Dollar Mountain Cherry Picked Accounts Identified for collections The rest of your receivables Typical Collections Approach

55. Million Dollar Mountain These accounts are worked intensely This loss is the hidden cost of typical approaches to collections These accounts, not worked or lightly worked, deteriorate by at least10% per month. This loss is the hidden cost of typical approaches to collections Typical Collections Approach

56. Restorative Recoveries Restore Communication Debtor to Creditor They Reconcile Amount Owed Both Parties Recover

57. Restorative Recoveries 100% Worked Systematically Direct Pay to Agency Fixed Fee Provides ROI

58. Restorative Recoveries 100% Worked Systematically Fastest to Money Minimum 400% ROI

59. Collecting More Money

60. Collect More Money

62. Collect it Faster

63. Collect More Money Collect it Faster Collect it for Less Cost

64. Do No Harm Dashboard Citizen Friendly 100% 100% Transparent Process Complaints at Zero to None

65. Collect More Money Use a Systematic Process

66. Start—30 to 60 Days Delinquent Month 1Month 2Month 3Month 4 Letter 1 -Day 1 -Audit -Demand -Bad Check Optional Letter -Day 30 -Employment Verification Letter 2 -Day 30 -Mailgram Letter 3 -Day 42 -Strong Demand Letter 4 -Day 56 -Attorney Demand Letter 5 -Day 70 -Final Demand Credit Reporting -Day 100 Telephone Predictive Dialing Secondary PhaseSecondary Phase Skip Tracing

67. Collect More Money Have a Written Credit and Collections Policy

68. Collect More Money Have a Written Credit and Collections Policy What do you do at 30 days? 60 days? 90 days?

69. Collect More Money Optimize Stages of Recovery

70. Traditional 2-Step Collection Process Late AccountLate Account Day 75 Day 240 Step 1- Internal Collection—Letters, Calls, Invoices, etc. EffectiveIneffective Step 2- Contingency

71. Recommended 3-Step Collection Process Late AccountLate Account Day 75 Day 195 Step 1- Internal Collection Effective Effective for 3 rd Party Step 2- Early Out/ Fixed Fee Step 3- Contingency

72. Collect More Money Be Ready to Negotiate

73. Collect More Money Be Ready to Negotiate First Payment

74. Collect More Money Be Ready to Negotiate First Payment 40%

75. Collect More Money Outsource the RIGHT Tasks

76. Restorative Recoveries 3 Recovery 1 Restoration 2 Reconciliation

77. Start—30 to 60 Days Delinquent Month 1Month 2Month 3Month 4 Letter 1 -Day 1 -Audit -Demand -Bad Check Optional Letter -Day 30 -Employment Verification Letter 2 -Day 30 -Mailgram Letter 3 -Day 42 -Strong Demand Letter 4 -Day 56 -Attorney Demand Letter 5 -Day 70 -Final Demand Credit Reporting -Day 100 Telephone Predictive Dialing Secondary PhaseSecondary Phase Skip Tracing

78. Faithfulness Works in Three Ways! It works, because we work, and you can see our works! Faithfulness Works! It is effective. A faithful and equitable process is better in every way. It stresses compliance, and recovers more money faster for less cost. Randomness is randomly effective. Faithfulness works! Faithfulness Works! It works and it works hard. A faithful process works every account in the same systematic way. Every account placed, WILL be worked. Working each and every account is a sustainable, transparent, and verifiable means of resolving every case to the maximum extent possible. Faithfulness Works! These "works" are faithfulness works. It works, because as we work, these are works of faithfulness. Send a series of fully compliant letters - each a work of faithfulness. Make a series of fully compliant phone calls. Skip trace with a system that tracks the untrackable. Credit report to incentivize payment and to protect other creditors from fraud. Works of faithfulness characterize system's components.

79. Collecting More Money FASTER

80. Collect More Money FASTER

81. Do No Harm Dashboard Citizen Friendly 100% 100% Transparent Process Complaints at Zero to None

82. Collect More Money

83. Collect it Faster

84. Collect More Money Collect it Faster Collect it for Less Cost

85. Collect More Money FASTER Collect More Money Collect it Faster Collect it for Less Cost

86. Collect More Money Use a Systematic Process

87. Start—30 to 60 Days Delinquent Month 1Month 2Month 3Month 4 Letter 1 -Day 1 -Audit -Demand -Bad Check Optional Letter -Day 30 -Employment Verification Letter 2 -Day 30 -Mailgram Letter 3 -Day 42 -Strong Demand Letter 4 -Day 56 -Attorney Demand Letter 5 -Day 70 -Final Demand Credit Reporting -Day 100 Telephone Predictive Dialing Secondary PhaseSecondary Phase Skip Tracing

88. Collect More Money Faster WHY? It’s What Works Justice Delayed is Justice Denied

89. Collect More Money Faster HOW?

90. Collect More Money Faster HOW? Don’t Let the Exception Become the Rule

91. Collect More Money Faster HOW? Don’t Let the Exception Become the Rule [Move now on the clear cases]

92. Collect More Money Faster HOW?

93. Collect More Money Faster HOW? Find and Eliminate Unnecessary Tasks

94. Collect More Money Faster HOW?

95. Collect More Money Faster HOW? Decide WHEN you will work on them and then do it

96. Collect More Money Faster WHAT?

97. Collect More Money Faster WHAT? Clarify and Notify

98. Faithfulness Works in Three Ways! It works, because we work, and you can see our works! Faithfulness Works! It is effective. A faithful and equitable process is better in every way. It stresses compliance, and recovers more money faster for less cost. Randomness is randomly effective. Faithfulness works! Faithfulness Works! It works and it works hard. A faithful process works every account in the same systematic way. Every account placed, WILL be worked. Working each and every account is a sustainable, transparent, and verifiable means of resolving every case to the maximum extent possible. Faithfulness Works! These "works" are faithfulness works. It works, because as we work, these are works of faithfulness. Send a series of fully compliant letters - each a work of faithfulness. Make a series of fully compliant phone calls. Skip trace with a system that tracks the untrackable. Credit report to incentivize payment and to protect other creditors from fraud. Works of faithfulness characterize system's components.

99. Collect More Money Faster WHAT?

100. Collect More Money Faster WHAT? Remind and Advance

101. Collect More Money Faster WHAT?

102. Collect More Money Faster WHAT? Use the tools faithfully and consistently

103. TAKE ACTION SOONER BEFORE: RESULTS $4968 BEFORE: $4968/MO BEFORE: AGE OF CLAIMS 180-400

104. TAKE ACTION SOONER AFTER: RESULTS EXCELLENT AFTER: $18,842/MO AFTER: AGE OF CLAIMS 75-150

105. TAKE ACTION SOONER BEFORE: RESULTS $4968 BEFORE: $4968/MO BEFORE: AGE OF CLAIMS 180-400

106. TAKE ACTION SOONER AFTER: RESULTS $18,842 INCREASE 379% AFTER: AGE OF CLAIMS 75-150

107. Start—30 to 60 Days Delinquent Month 1Month 2Month 3Month 4 Letter 1 -Day 1 -Audit -Demand -Bad Check Optional Letter -Day 30 -Employment Verification Letter 2 -Day 30 -Mailgram Letter 3 -Day 42 -Strong Demand Letter 4 -Day 56 -Attorney Demand Letter 5 -Day 70 -Final Demand Credit Reporting -Day 100 Telephone Predictive Dialing Secondary PhaseSecondary Phase Skip Tracing

108. Collecting More Money Faster FOR LESS COST

109. Collect More Money Faster FOR LESS COST

110. Do No Harm Dashboard Citizen Friendly 100% 100% Transparent Process Complaints at Zero to None

111. Collect More Money

112. Collect More Money Faster Collect More Money Collect it Faster

113. Collect More Money Faster FOR LESS COST Collect More Money Collect it Faster Collect it for Less Cost

114. To Lower Collection Costs Use a Systematic Process

115. Start—30 to 60 Days Delinquent Month 1Month 2Month 3Month 4 Letter 1 -Day 1 -Audit -Demand -Bad Check Optional Letter -Day 30 -Employment Verification Letter 2 -Day 30 -Mailgram Letter 3 -Day 42 -Strong Demand Letter 4 -Day 56 -Attorney Demand Letter 5 -Day 70 -Final Demand Credit Reporting -Day 100 Telephone Predictive Dialing Secondary PhaseSecondary Phase Skip Tracing

116. Collect More Money Faster FOR LESS COST Two approaches:

117. Collect More Money Faster FOR LESS COST Two approaches: 1. Cost cutting

118. Collect More Money Faster FOR LESS COST Two approaches: 1. Cost cutting 2. Productivity of assets

119. Collect More Money Faster FOR LESS COST Two approaches: 1. Cost cutting 2. Productivity of assets

120. To Lower Collection Costs Total Cost of Ownership

121. To Lower Collection Costs What is THE most expensive component in debt collection?

122. To Lower Collection Costs What is THE most expensive component in debt collection? TIME

123. To Lower Collection Costs What is THE most costly behavior in debt collection?

124. To Lower Collection Costs What is THE most costly behavior in debt collection? NEGLECT

125. To Lower Collection Costs A cliché because it is so helpful and true:

126. To Lower Collection Costs A cliché because it is so helpful and true: An ounce of prevention is worth a pound of cure

127. To Lower Collection Costs An ounce of prevention is worth a pound of cure That’s 16 to 1

128. To Lower Collection Costs Know the Value Oregon audit “…median return rate for collection costs was over eight dollars for each dollar spent.” Yale Law and Policy Review: Page 498 fn 299

129. To Lower Collection Costs Seize the Day! GAO “..average delay between entry of judgment and lien filing was 639 days” Yale Law and Policy Review: Page 489

130. To Lower Collection Costs Do the Math! Netback IS the key. Here’s how to calculate: Recovery rate – collection cost = netback

131. To Lower Collection Costs Do the Math! NETBACK 3% Recovery Rate 33% Cost to Collect 2% Netback

132. To Lower Collection Costs Do the Math! NETBACK 20% Recovery Rate 50% Cost to Collect 10% Netback

133. To Lower Collection Costs Do the Math! NETBACK 30.3% Recovery Rate 5.78% Cost to Collect 28.55% Netback

134. To Lower Collection Costs We Have Found Optimize Each Stage 30-75 days: work internally 75-120 days: fixed fee method 120 days+: sort into categories

135. Who Should Care? All Citizens, Financial Decision Makers, Elected Officials, Finance Officers, Budget Directors, Billing Managers

136. Who Gets it Done? Compliance Professionals

137. 50,000 Foot Fly Over Topics: WHY; HOW; WHAT and of Course WHO Results Collecting More Money Collecting More Money Faster Collecting More Money Faster for Less Cost Means (How to Do It) Restorative Recoveries Written communications Telephoning Skip tracing Credit reporting Other legal remedies

138. Faithfulness Works in Three Ways! It works, because we work, and you can see our works! Faithfulness Works! It is effective. A faithful and equitable process is better in every way. It stresses compliance, and recovers more money faster for less cost. Randomness is randomly effective. Faithfulness works! Faithfulness Works! It works and it works hard. A faithful process works every account in the same systematic way. Every account placed, WILL be worked. Working each and every account is a sustainable, transparent, and verifiable means of resolving every case to the maximum extent possible. Faithfulness Works! These "works" are faithfulness works. It works, because as we work, these are works of faithfulness. Send a series of fully compliant letters - each a work of faithfulness. Make a series of fully compliant phone calls. Skip trace with a system that tracks the untrackable. Credit report to incentivize payment and to protect other creditors from fraud. Works of faithfulness characterize system's components.

139. “Research in human psychology and crisis case studies have shown that even when the public doesn't know where a crisis is headed, if they are able to have confidence in the process, heart rates drop, physical stress is reduced, and emotional upset is calmed.” – Kaulkin Media