How to buy and sell Collection-Improvement Ideas

Your Collectors are alert and fast-thinking people. Even if they don't begin the job with those qualities, those traits do develop with experience. Your Collectors have ideas, too. All those ideas are not workable, but some are.

Don't brush your Collectors aside, when they wish to discuss ideas with you. On the contrary, promote such contacts. Brushing aside triggers sulking and growling, negative attitudes. Collectors need consistent positive attitudes, to perform their pressurized jobs. Don't waste time either. Do this:

Tell your Collectors, when they have ideas... to come see you. Tell them to prepare to talk to you. Ask them to bring a SPRA (Situation - Proposal - Reason - Action).

Have them express the Situation. Then have them make a Proposal (a course of action) to you. Next, have them present a Reason why this idea is good for the organization. Action is where they ask you to make a commitment... and where they made a commitment to you.

SPRA doesn't sell the idea. But it's an excellent base for discussion which often leads to changes resulting in improved cash flow.

And about you: try this approach in presenting your ideas to your superior. With SPRA, you and your subordinates can keep pace with change... and make your area of control the most productive in the organization.

Counselling Collectors
Explain the acronym "IDEAS" to each of your Collectors...