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Saturday, 30 August 2014

Fix your Cash-Flow; Here's How...

...it's the best way to get your business on track...

Ask a Business Owner to describe their business and they will probably tell you what they do, how long they have been doing it and what their annual Turnover is..

Very few will tell you that they run a 65% Gross, 18% Net Margin business with cash reserves...

Why is this...?

Because it makes them feel good, remember;

Turnover = Vanity...
Profit = Sanity...
Cash = Reality...

No business ever went out of business due to lack of Sales; a business goes under because of lack of Cash, and yet I bet there are more Salespeople, Sales Managers and Sales Meetings than there are Cashpeople, Cash Managers and Cash Meetings...

How many more companies have a Sales Target than a Cash Flow or cash Position Target...?

Cash-flow is ignored as the territory of the Accountant, when in reality it is a fundamental aspect of any business; ignore it at your peril...

Here are some tips to help you get your Cash under control...

1. Measure - you need to know exactly what cash you have, what is due and what is owed. It's called a cash-flow forecast and is one of the best tools you'll ever have to keep your business under control.

2. Consequences - positive cash-flow is simply a consequence of other key aspects of your business. You can't just get more cash - you have to influence the factors that affect it.

  • Debtors - get them down. Measure your debtor days and have a target to be achieved by a manager in the business. Mainly for B2B companies, have a target each month that has to be achieved. 
  • Creditors - get them up, if necessary. Pay people when you agree to pay them, but do deals to extend the credit you get from them if it helps keep the cash in your account instead of theirs.
  • Stop Discounting - if your GP is 50% and you give a 25% discount, you have just cut your profit in half. If you only make 25% Net, you have given your profit away. Margin translates into cash, stop sacrificing it in the hope of achieving volume.
  • Costs - stop spending money. Sounds obvious but look at every expense and make sure it is justified. You can't build a business on cost cutting, but you can keep your accountant and shareholders happy.
  • Targets - make sure that the Sales Team don't either discount to get the order, or offer extended credit as a "hidden" benefit for clients. Make sure all aspects of the deal is targeted and measured monthly.
  • Pricing - get your value offering up and price accordingly. Build margin and cash will follow, too many businesses run on thin margins so that effectively all profits are paid to fund the ledger.
  • Waste - the biggest cost in a company may be the waste that is generated. Tighten up on productivity, efficiency and planning. Money saved here not only goes to the bottom line but hangs around in your bank account too.
3. Report - make cash-flow part of the DNA of your business, keep it in the conversation on a regular basis. Raise awareness and the critical nature of the need for cash in the business. As some have a bell to ring when a new sale is made, have another for when the cash position is surpassed.

4. Reward - people hit Sales targets and get rewarded, do the same for the business hitting cash targets - at least you can afford this and have the money to pay it. Have the cash targets and reward as part of the Sales, Marketing, Operations and Finance team.

PS - the Koala is just a distraction; bit like Sales can be to your business...
PPS - the Koala is not a bear, it's a marsupial...

Why should you contact me...?
Simple - you will be better off with me as your Coach than you are without me.
I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next.

I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...


Next Events...
Places available at our Get More Clients, Customers and Students Workshop in October and November 2014; bring your Team along and learn how to grow your Business- click on your preferred Location below...




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