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How to be a
cashflow
commando



James Thomson
SmartCompany.com.au
Marc Peskett
MPR Group
James Thomson
Editor
SmartCompany.com.au
Marc Peskett
Partner
MPR Group
Poll question


  In the last 12 months has your cashflow got
                 better or worse?
Get the focus right
• Many businesses focus solely on
  – revenue
  – profits
  – decision making based on P&L and Balance Sheet
• Cash flow:
     • Keeps you in business
     • Increases business value
     • To manage you need to measure
Cashflow KING
• Knowing
  – current cash position and your cash to cash cycle.
• Innovating to increase free cash flow
  – shorten the length of the cash cycle, improve
    margins, reduce waste
• Nostradamus
  – Seeing problems before they hit
  – Understanding the future cash needs of the business
• Growth
  – Growth needs cash
Cash to cash cycle

        Production    Sales &
        & Inventory   Delivery   Billing &
        Cycle         Cycle      Payment Cycle

            90        30           60
            days      days         days
                      180
  Cash                days                Cash
  Payment                                 Receipt
Measure so you can manage
• Liquidity
• Cashflow budget
• Rolling cashflow forecast
  (weekly, monthly, quarterly)
• Actual vs Forecast
• Regular review of aged debtors and payables
Get on the front foot with customers
•   Set payment terms to suit your business
•   Communicate your terms up front
•   Obtain trade references and conduct a credit check
•   Don’t take on clients that can’t pay
•   Use COD to test payment capacity
•   Have an accurate and efficient billing system
•   Offer convenient payment options
•   Consistent with sales and customer relationship
    policies
•   Sack the client
Handling problems that arise
•   Active management of debtors
•   Early communication with creditors, ATO, your
    bank
•   Put payment plans in place
•   Daily or weekly assessment of cash flow
    management
•   Share your problems with advisors, mentors,
    friends
Dealing with problem debtors
•   Chase late payers immediately
•   Keep regular contact with debtors using
    different forms of communication
•   Escalate your demands
•   Understand the customer before offering
    special payment terms
•   Withdraw credit or get payment upfront before
    accepting further sales
•   Use debt collection agencies
Funding growth – where the
problems arise
• Profit margins are too low
• Long Cash to Cash Cycle
  – Investment in Working Capital > Growth in Sales
• Not enough cash left in the business to fund
  growth
  – Owners lifestyle costs
• Poor investment decisions
• Reactive in seeking funding help
  – Seeking funding for prior year growth ?
Funding Options
   •   Self funding
   •   Bank lending
   •   Equity
   •   Grants
www.mprgroup.com.au
Thank you

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How to be a cashflow commando

  • 1. How to be a cashflow commando James Thomson SmartCompany.com.au Marc Peskett MPR Group
  • 4. Poll question In the last 12 months has your cashflow got better or worse?
  • 5. Get the focus right • Many businesses focus solely on – revenue – profits – decision making based on P&L and Balance Sheet • Cash flow: • Keeps you in business • Increases business value • To manage you need to measure
  • 6. Cashflow KING • Knowing – current cash position and your cash to cash cycle. • Innovating to increase free cash flow – shorten the length of the cash cycle, improve margins, reduce waste • Nostradamus – Seeing problems before they hit – Understanding the future cash needs of the business • Growth – Growth needs cash
  • 7. Cash to cash cycle Production Sales & & Inventory Delivery Billing & Cycle Cycle Payment Cycle 90 30 60 days days days 180 Cash days Cash Payment Receipt
  • 8. Measure so you can manage • Liquidity • Cashflow budget • Rolling cashflow forecast (weekly, monthly, quarterly) • Actual vs Forecast • Regular review of aged debtors and payables
  • 9. Get on the front foot with customers • Set payment terms to suit your business • Communicate your terms up front • Obtain trade references and conduct a credit check • Don’t take on clients that can’t pay • Use COD to test payment capacity • Have an accurate and efficient billing system • Offer convenient payment options • Consistent with sales and customer relationship policies • Sack the client
  • 10. Handling problems that arise • Active management of debtors • Early communication with creditors, ATO, your bank • Put payment plans in place • Daily or weekly assessment of cash flow management • Share your problems with advisors, mentors, friends
  • 11. Dealing with problem debtors • Chase late payers immediately • Keep regular contact with debtors using different forms of communication • Escalate your demands • Understand the customer before offering special payment terms • Withdraw credit or get payment upfront before accepting further sales • Use debt collection agencies
  • 12. Funding growth – where the problems arise • Profit margins are too low • Long Cash to Cash Cycle – Investment in Working Capital > Growth in Sales • Not enough cash left in the business to fund growth – Owners lifestyle costs • Poor investment decisions • Reactive in seeking funding help – Seeking funding for prior year growth ?
  • 13. Funding Options • Self funding • Bank lending • Equity • Grants