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Cash flow is a key indicator of a business’ financial health. Knowing how to maintain a healthy cash flow is essential to being a successful business.
1) Payment Options with Clients- Increase the number of ways that you accept payments from your customers/clients. Many people will pay faster if there is an option to pay with a debit or credit card.
2) Billing Frequency- Be sure to consistently invoice your customers regularly. Change your due date to “due on receipt”. If you are charging for a meeting, provide the client an invoice before they leave. The quicker you bill, the quicker you can get paid!
3) Advance Deposit & Retainers- If you are offering a fixed rate service, ask for a deposit before you begin the work. A typical retainer is usually 50% of the fee.
4) Credit Cards on File- Gain permission to keep your clients credit card on file. That way when the invoice is due, you can charge the card (or better yet, draft a payment from a bank account with fewer fees).
5) Early Pay Incentives- Offer an incentive to pay early. Give a discount of 2%-5%.
6) Collections- Proactively work on collecting payments from customers that are past due. Start with a friendly email; get the customer to commit to a reasonable payment plan. If that doesn’t work, you can stop work.
7) Reconciling Bank Accounts- When you reconcile your checking account, you may catch a deposit that hasn’t posted or maybe even a payment that bounced.
8) Track Time Spent- This will help you understand the time you and your staff are using. You can’t manage what you don’t measure. Compare billable time to non-billable time. Have conversations with employees/team members to increase billable time.
9) Measure Job or Customer Profitability- Be sure you understand which jobs/customers/projects are more profitable. Once you understand the areas that have the greatest profit margin, you can target your marketing to do business that is the most profitable.
10) Stop Overspending- A penny saved is a penny earned. If you earn a penny, don’t spend two! Look at your expenses objectively. What can you cut out and what can you cut back? Look for other vendors that provide the same service for less. Change deductibles in policies that are wise to do so. Don’t be an emotional spender!
11) Build up a savings account- Remember that it all adds up. You can start small and increase over time. You may even find that once it’s out of sight, it’s out of mind. Save 3-6 months of expenses for emergencies. This is a key to having the cash to cover the ebb and flow of income and expenses.
12) Watch your numbers –Weekly and monthly. Compare last year to this year. Compare last month to this month. Know your numbers.
13) Increase Prices- You are offering something of value. Be comfortable in checking out comparable services and adjust accordingly.
14) Profit Formula- Plan for a profit. What profit percentage are you targeting? 5%? 10%? 20%? Take that percentage amount and use it as an expense line item in your budget. That way, you will hit your goal instead of taking whatever profit shows at the end of the year!
15) Evaluate Terms- Compare client receivables and vendor payable terms. If your client pays in 47 days and you pay in 24 days- you have to float that money for 23 days!
16) Make it a Companywide Priority- Employees are motivated by the targets you give them. Institute a policy for the sales team where they only receive commissions if the account gets written off.
17) Trim your inventory- Money spent on inventory is not producing any interest or any savings. Find a way to narrow down only having what is needed. Focus to quality and not quantity.
18) Stick to Budgets- Set a budget on what you will spend for typical expenses (Advertising, Continuing Education, Employee Benefits, Insurance, Travel, Meals, Fixed Assets) Watch out for “Budget Creep”…a couple hundred dollars here or there doesn’t seem like a lot, but it will quickly add up if there are multiple projects exceeding budget.
19) Add a Shift VS Taking on More Space- If your business is growing, evaluate the cost of adding another shift before you add additional office space.
20) Consider Buying Used- Before you go out and spend thousands of dollars on new equipment, consider renting or buying used machinery. Pay cash. Don’t finance.
21) Have a Referral System- Word of mouth marketing is the most powerful and cost effective way for a business to acquire new clients. People like to do business with those they like and trust. Look to your clients, business partners and employees to help grow.