ca$h flow the pulse - chris james
DESCRIPTION
Chris James a partner with B2B CFO. He talks about Cash Flow and how this is the pulse and lifeblood of any business.TRANSCRIPT
Ca$h FlowThe Lifeblood
of Your Business
Infrastructure, Cash Flow& Corporate Health
Chris JamesPartnerB2B CFO®972.955.5743
Cash… the Lifeblood
What’s Your Pulse?
Unofficial Organization Chart
• Finders – owners, future thinkers, relationship builders, risk takers
• Minders – historical view, lives in past, desires order, resists change
• Grinders – live for today, non-dreamer, non-delegator, the doer
4 Stages of CashStage 1: Infrastructure Creation
Owner’s Activities• Building relationships with customers• Creating relationships with vendors• Delegating tasks to employees or associates• Causing sales and cash to come into the company
Stage 2: Infrastructure Peak
The result of Infrastructure Creation is Infrastructure Peak• Few customer complaints• High customer service• Low overhead• Company runs “lean and mean”• Short cash collection cycles• Personal sacrifice by the Finder
Stage 3: Outgrowth
Result of running lean is burn-out of owner and employees Attitudes change, owner thinks:
• “I should have a raise”• “We need more people so we can take time off”• “We need a better building”• “I need a new car/house/vacation……”• “We should buy more equipment or inventory”
Needs Change During Outgrowth Phase
Heightened Need For Infrastructure• Cash Flow Forecasting, Budgets, Goals• Expense Control• Policies and Procedures• Employee Training• Management Expertise• Planning – to Avoid “The Danger Zone”
During Outgrowth
Needs of a Finder Change
FOCUS ON THE PAST• Historical reports should
be used to identify• Trends• Baseline (KPI’s)• Areas for
improvement
FOCUS ON THE FUTURE• New Tools are Needed to Ensure Financial Stability & Growth
•Budgets•Cash Flow visibility•Strategic Planning•Experienced Managers•Flash Report
The Finder is a visionary who knows that yesterday cannot be changed, focus is on the future while applying
the knowledge gained in the past
Business Styles
RE-ACTIVE
the business drives you• Poor Visibility• Putting Out Fires• Lack of infrastructure• Long hours• Lack of clear goals
PRO-ACTIVE
you drive the business• Weekly Flash• Cash Flow Visibility• Process Improvement• Creating opportunities• Setting goals
What’s Your Pulse?
Re-Active Organizations
•Lack of appropriate infrastructure
•Cash problems
•Fire fighting mentality
•Long Hours
•Customer Service problems
•Lack of goals
•Frustration sets in
Due to these issues and staff limitations…the Finder shifts towards being a Minder,
Working IN the business rather than ON the business
The Result ?The Danger Zone
The Danger Zone is created when the cash needs of your company far exceed the cash available to meet those needs
Danger ZonePotential Outcome
• Loss of current and future customers & vendors• Damaged business relationships• Lost enthusiasm or energy of the Finder• Damaged relationships with family members• Death of the dream of the founder• Death of the company
• Leave Minding activities to other capable persons
• Weekly Status reporting(keep your finger on the pulse)
• Timely and Accurate financials
• Sales or cash? – let others find the cash, Finders need to generate sales with good margins & set goals
Avoiding the Danger Zone
Rescuing the Finderfrom The Danger Zone
• Stop trying to solve all the problems• Rely on others for Minding
– Find someone who is good at it– Bring in someone the Finder can trust
• Return the focus to finding new customers• Refocus on product and market factors• Create a reporting system that measures the Pulse
of the business– Meaningful financial and performance reports– not Quickbooks/Peachtree standard formats
Forward looking
Sales per Employee
2,000
3,000
4,000
5,000
6,000
1 2 3 4
Period
Plan per EE Actual per EE
Reports for Finders
Sales by Month
0
50000
100000
150000
200000
250000
300000
1 2 3 4
Period
Sa
les Plan
Actual
Analytics
Dashboard
Ca$h Flow Model
Reports for Finders
Cash Flow ForecastWhy Companies Fail
Cash Out exceeds Cash In
Finder is drawn into Minder duties
The plan was to grow but lack of planning results in:
Poor ManagementOverspending
Surprises Firefighting slow vendor payments & time spent seeking new vendors
poor morale turnoverpoor collections
poor customer serviceloss of customers
FORECASTING alerts you to possible future problems and allows time to:
•investigate alternatives & take action
•find additional funding
•improve performance
•Survive & Grow
Danger Signs• Prompt payers begin to slow• Orders decrease• Bad Debt will increase• Surprise order from new customer (prior vendor shut them off due to non-payment)• Employee Fraud increases
Planning• take advantage of the 2008 Economic Stimulus
Package to reduce tax liability• run Lean, cut costs now• surround yourself with experienced advisors• know your cash balance and projected cash balance• "In a true crisis you are managing cash, not managing the
numbers… In a turnaround situation, there is no cost that is fixed." - Bettina Whyte, Advisory Board Chairman, Bridge Associates
The Economy
Survival & Growth• Surround Yourself With Talent and Information
• CEO & Business Roundtables• Flash Reports• Budget vs. Actual reporting• Seasoned professionals you can trust• Forward looking (realistic) projections
• Identify & Take Action• Company Strengths and Weaknesses
SWOT Analysis• Employee Strengths and Weaknesses
let competitors hire your weak employees• Customer Strengths and Weaknesses
will they weather the storm• Vendor Strengths and Weaknesses
establish 2nd sources
• Be a Finder• Build an infrastructure that allows you to be a Finder• Find the right Minders • Visit customers, maintain excellent relations• Impart your vision to the staff• celebrate successes
and keep your finger on the PULSE