Sunday, July 27, 2003

Success often equals less cash

Slow cash flow

By Rhonda Abrams
Gannett News Service

I've got a problem: The better my business does, the less money I have. And I'm not alone. Virtually all growing companies have problems with cash flow.

A business going through a growth phase is like a teenage boy - he eats and eats and eats and yet seems to stay hungry. Sure, he's getting bigger - and hopefully healthier - but meanwhile, it's costing a fortune.

In past years, I've had clients who've returned from trade shows glowing, having landed big orders for their young companies. They're excited by their success, but now they have the very real problem of coming up with the money to fill those orders. They're the lucky ones.

Investing the funds

Typically, if you want to grow a small company, you've got to sink the funds into new product development, additional locations or expanded marketing activities before you make the sales.

When customers come, you've got to pour more dollars into staffing, supplies, inventory, customer service and more. Healthy, growing businesses cost money - money you often don't see for many months after you make a sale.

Before you start looking for money, sit down and create realistic financial projections. Do you need money to fill orders? Do you have good accounts receivable? If so, you'll be able to choose different solutions than if your growth is more speculative.

So what are the options? How can any company feed the constant appetite for cash of a growing company?

• Revenue. Funding growth on income from sales is the best - and the slowest - way to expand. You can only do that if your company is very small and not cash-intensive.

• Personal debt. If you've got a short-term growth spurt - the kind from a big order - you can pull out the credit cards or take out a home equity line of credit. This is expensive and risky, but easy.

• Friends and family. Another way to handle a money crunch that is certain to be short term in nature is to turn to a relative or close friend.

• Business debt. A typical way to finance growth spurts is to establish a business line of credit. This is a revolving source of money that can expand and shrink as you need it. For bigger expenses, especially equipment or additional facilities, you can seek bank term loans.

• Suppliers. Buying or producing inventory may be your biggest growth expense. Here's the good news: suppliers have a vested interest in your success - the more you grow, the bigger orders you'll place with them. Discuss your growth plans with suppliers and see if you can negotiate better terms.

• Investors. Your growth may require more money than you can charge, borrow, or finagle. So, you may have to turn to private investors or sell stock in your company. This means giving up some ownership of your company.

Remember, you don't have to grow. You can have a small, profitable company that maintains your lifestyle. But if you want to build for wealth and long-term value, you're going to have to grow your business. That means finding a way to feed its hungry appetite for cash.


For Rhonda's free business newsletter, register at

Goodbye to P&G, hello HP
Cheap money fuels sale of used cars
Business reform beginning to have impact
First prosecution under new accounting law looms
Reform's authors see a good beginning
Off-books activity restricted
Business notes
What's the Buzz?
Tristate business notebook

Survival through addition
Self-publishing proves better route for some writers
Success often equals less cash