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Dean Kaplan
Works at The Kaplan Group
Attended University of Chicago
Lives in San Luis Obispo
87 followers|10,510 views
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Dean Kaplan

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CPN Fraud is taking a bigger toll on businesses.  Read our guest blog by Kathryn Brown, owner of the consulting firm The Fraud Experts to learn more about this disturbing trend.  She explains the problem and how to improve processes to reduce the chance of being a victim.    

Training your staff can keep your customers on the up and up.  Don’t let fraudsters steal from your company!
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Dean Kaplan

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Get our new free ebook the Credit Application Handbook, the most comprehensive resource for developing applications that protect your company if things go wrong.  It includes a 40 item checklist for evaluating your current application, 20 sample applications, and detailed discussion and sample wording for all key terms.  Some tips implemented by our clients have saved them huge amounts each year.  
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What can you do when a customer wants to make a large purchase but his available credit is not enough?  When typical credit fixes don’t work, is there anything else you can do?  Check out how one industrious Credit Manager we know came up with a creative solution. The Credit Manager became a hero to the customer and to his sales department.

Read this week’s blog to hear the whole story.  The Credit Department can often do a lot more than just  chase past due invoices!
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No one wants to make their receivables less collectible, right?  You’d have to be crazy to do this, but in reality, a lot of us are doing it without even knowing it!  This week’s blog discusses numerous ways that companies, through their actions or policies,can actually be discouraging their customers to pay.  Learn how to make sure you are not creating a collection problem for yourself.

By looking at a few key areas and analyzing your company’s performance, you can identify fixable issues that will cause your receivables to be more collectible not less!
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When your customers refuse to pay because they claim that an unauthorized person signed the contract, what can you do?  Read this week’s blog which explains why debtors try to use this excuse and why it is usually bogus.  Learn what questions to ask to lead debtors to the conclusion that they are still legally bound by the contract regardless of who signed it and get back to the business of getting paid!
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This blog explains how we train our debt collectors and our clients’ in-house collectors to mentally prepare for each collection call.  Learn what we emphasize in our collection strategies to get paid now.  Not only do our strategies  lead to a high level of collection success but we are also frequently able to maintain positive relationships between our clients and their customers.  Read our blog to learn what we do.
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Dean Kaplan

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Did you know 40% of your action our out of habit, not design?  We all have habits, good and bad.  Do you spend much time thinking about how good habits help your life?  Probably not.  Do you spend time fretting about your bad habits and how difficult they are are to break?  Well, studies show that habits are a big part of lives, and fostering good habits is worth the time and effort.  

This blog tells about the Habit Loop that we all are on and how to use it to make your life work better.  Read how to start new Good Habit Loops to make 2015 a productive and fruitful year!
Creating habits can make your life work better both at the office and in your personal life. Debt collection success can improve from the hints in this blog.
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It may be hard to imagine what Credit Managers and debt collectors can learn from the bestselling book, “Flash Boys, A Wall Street Revolt”.  This is a true story of how a Wall Street trader saw something that didn’t look right and analyzed it.  Because of his good detective work, not only has his company saved money, but Wall Street is even taking note .  His analysis and perseverance was the key to his success.

In the business of managing credit risk and collecting delinquent invoices, good detective work often comes into play.  Read this blog to learn how observation, analysis, and the correct actions can get you paid now!
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When a salesperson hears his account is being turned over to a collection agency, it’s a bad day.  Visions of nasty collection calls, threats and more make him think his personal relationship with the customer is about to be destroyed.  But, one Credit Manager we work with devised a strategy for using collection agencies to preserve customer relationships.  It has been working for more than a decade with fantastic results.


Read this week’s blog to learn his 4 step process for saving customers.  Afterall, we all know that it’s easier to save an existing customer than go out and find a new one!
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Did you know that you can use free resources on the internet to  easily check information provided on a customer’s  Credit Application and avoid being defrauded?  That’s right and who wouldn’t want to take five minutes to avoid fraud?  It literally can take an entry level employee five minutes to check 4 free internet resources.  Read this blog to find out what the resources are, how to get to them and what to do.

By doing a little bit of research up front you can avoid fraud, and prevent future collection issues.  What’s not to like about that?
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When your business customer cries poor but won’t provide financials to prove it, running a personal credit report on the owner can give you the information you really need.  Unfortunately, when a customer is past due, this is not the optimal time to ask permission to run the credit report.  More and more companies are adding a term to the credit application, asking up front for permission to run the personal credit report, thereby enabling the company to run it when needed, including after non-payment.

This week’s blog explains what wording companies are using and why this report can be extremely helpful in the debt collection process.
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One of our Trucking clients uses a federal regulation to offer its customers a discounted balance if paid on time.  When an account goes delinquent, the balance leaps to the non-discounted amount and often motivates the customer to pay the original amount.  When an account goes to collections, we are able to use the non-discounted balance as a powerful collection tool to collect the original amount plus the client’s collection fees.  Read our blog to learn more about this interesting invoicing strategy.
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87 people
The National List of Attorneys's profile photo
A Work of Art's profile photo
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Jon Spiels's profile photo
Lucretia Sheriff's profile photo
Dave Hicks's profile photo
Osprey Strategic Research MSP Lead Generation Company's profile photo
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Work
Occupation
Negotiator | Consultant | Debt Collector
Employment
  • The Kaplan Group
    President, 2002 - present
  • DKAM Consulting
    President, 1991 - 2013
  • UrFilez
    Vice President, 2009 - 2011
  • Serial Port Memory Technology
    Vice President, 2006 - 2010
  • Beatnik
    CFO, 2001 - 2008
  • Vidomi
    COO, 2000 - 2002
  • Xing Technology
    CFO, 1998 - 1999
  • KPMG
    Consultant Sr. Manager, 1984 - 1991
  • AMI
    President, 1991 - 1999
Places
Map of the places this user has livedMap of the places this user has livedMap of the places this user has lived
Currently
San Luis Obispo
Previously
Torrance - Redondo Beach - Chicago - Claremont - Santa Paula
Links
Story
Tagline
Negotiator | Consultant | Debt Collector
Introduction

I’ve spent the past 30 years consulting for and negotiating with hundreds of companies across the world, helping everyone from small business owners to Fortune 100 company executives to complete transactions and resolve debt collection issues.

I've resolved thousands of commercial debt collection matters and completed over $500 million in transactions while traveling to 40 countries to get deals done. I understand the culture of business like few others, from being in the trenches with small business owners, to analyzing the operations of mid-size companies, to representing billion dollar companies in complex international negotiations. I've been a senior executive and/or owner at several companies giving me unique insights into how to solve problems.

I've compiled my best negotiation, debt collection, and financial statement analysis insights, tips and strategies on The Kaplan Group website. We have more than 200 pages of free, no-strings-attached blog posts, videos, white papers, tutorials and templates on our site!

Let's connect! I'm always eager to meet new business contacts and learn from each other. Let me know what I can do to help YOU today!

Education
  • University of Chicago
    MBA - Finance, 1980 - 1982
  • Claremont McKenna College
    BA - Economics, 1977 - 1980
Basic Information
Gender
Male