Watching
how small businesses manage cash flow is part of making any reasonable, sound
credit decision. In offering guidance to small businesses, credit professionals
emphasize the importance of proper cash flow management and why it should be
achieved prior to seeking additional funding.
Small
businesses - no more than 500 employees - that are failing and heading toward
bankruptcy pose "a huge problem" for credit managers, said Credit &
Financial Development Division (CFDD) member Chris Montross, CBF. With about
six million new businesses starting every year and then only 800,000 of them
filing for bankruptcy, the remaining businesses are closing their doors.
Creditors can be part of the solution by actively engaging with customers.
"It's
something that we have to be conscious of. The No. 1 reason why these
businesses are failing is because they're undercapitalized," Montross said. We
need to look at how to direct them to make sure they're managing cash flow a
lot better and what we should be looking out for when trying to grant [credit]
to somebody who's a brand-new business or a small business that doesn't have
that longevity.
The
first step is simple: communicate. Have customers share their business plans
and dive into how they're managing their accounts receivable. In some cases,
creditors might recognize entrepreneurs who are overachievers and display
exorbitant amounts of self-confidence. They think they know anything and
everything about business operations; meanwhile, Montross said, they don't have
a person(s) dedicated to handling the financials.
Although
medium, or even large, businesses might have a staff to manage accounts
receivable, Montross said small businesses typically only have one or two
employees whose main job is to manage cash flow. Both the creditor and customer
should ask themselves, "How does cash coming in compare to cash going out?" At
the very least, he said, businesses should shoot for neutral cash flow.
"Most
entrepreneurs are really great marketers and sellers, but they're not always
great business managers," Montross said. "For the accounts receivable portion
of it, making sure they've got good cash flow is really important - without a
healthy cash flow, small businesses end up over-leveraging their vendors and/or
won't get that additional capital to continue to advance their operations."
It
comes back to asking more questions and ensuring the small businesses are
operating efficiently. Making sure business owners understand their total cost
of entry and can cover the costs of their ongoing business needs, such as
maintaining inventory, rent and payroll, are critical to their longevity and
solvency. Credit professionals should be willing to share their knowledge with
small businesses to ensure a mutually beneficial relationship. Sharing best
practices on credit applications, terms and collection efforts can help small
businesses improve their accounts receivable, which in turn makes it more
likely the creditor will get paid timely.
One
thing creditors should avoid, though, is granting extended terms to unproven
business entities. An increasing amount of small businesses are negotiating, or
sometimes demanding, longer payment terms, said Val Hardesty, CCE, CICP, a
director of credit. Hardesty, also a CFDD member, said she understands it's a
way for businesses to hold on to their cash a little longer, but it's something
creditors, like herself, are trying to "stand up against."
Sometimes,
a creditors guidance is a must, even if the customer doesn't want it, she
added. For example, she said, a customer might improperly manage their
inventory by ordering more than they're selling. This creates a disrupted cash
flow, which backfires when it's time for the customer to pay back the creditor.
"Order
what you need, convert it quickly and then you'll have the cash," Hardesty
said, because you don't want the customers payment slipping further and
further past due.
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