Desarrollo e implementación de estrategias de negociación para recuperación de cartera pyme Banco Davivienda

Abstract

Promociones y Cobranzas Beta SA, a subsidiary of Banco Davivienda for years, has been in charge of recovering the delinquent portfolio only and exclusively for the natural person segment in the different default ranges, which is why it is proposed to start with the recovery of the business portfolio in the first instance With the SME segment, clients assigned with debt from $ 500,000 pesos to $ 280,000,000 pesos maximum, in addition to this to carry out the improvement plan, it is proposed to develop negotiation strategies that need to have a more effective negotiation that exposes a competitive advantage and in this way apply theories related to negotiation in practice, using the Harvard method with its main basic principles. In the application of the proposal, several important elements were found that allowed the over-execution of the goals set per month by Banco Davivienda, as well as contributing to the improvement in customer service, expansion of knowledge and information on small and medium-sized companies. This process provided an opportunity to learn about the different situations that clients have gone through in their companies and which factors, both internal and external, have affected their cash flow, causing them to fail to pay their financial obligations, so that the scope of our participation as managers at the time of collection and financial advice.