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The objective of this research is to design a scoring model for the efficient management of the client’s portfolio in a collection agency in Colombia. For this, a logistic regression model was used with a database of 16,000 delinquent bank clients, cooperatives and public utilities companies. The results indicate that, according to socio-economic characteristics, delinquency, income and indebtedness, 50% of commercial, consumer and micro-credit portfolios are recoverable. In conclusion, scoring models are very useful for financial management as they facilitate the implementation of sales policies in terms of deadlines and quotas, and since they perform more individualized monitoring of clients.

Diseño de un modelo de scoring para la gestión eficiente de la cartera en una agencia de cobranzas