Business Value Resources

Revenue Resilience

Not all revenue is equally certain. A business which relies on winning a small number of large contracts each year may well earn the same revenue and profit as a business that gets its income from a large volume of contracted subscriptions and a third company that gets all its income from ad-hoc repair and maintenance across a moderate number of existing customers.

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Systemisation

The value of a business depends on its growth prospects, profitability, cash conversion and the degree to which that future cash flow is at risk. One of the main risks for small businesses is their reliance upon key personnel, particularly the owner, who know and do things that no-one else knows or can do. This risk is present even if you have no plans to sell the business. If you the owner or one of your key staff are unable to work for an extended period what happens to your business?

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Financing Options

There are a number of different ways to obtain finance for your business. When deciding which route to take you should consider the use to which the money is to be put, who carries the risk and the overall cost.

All of these questions should be addressed by your business plan, which should include detailed profit and loss, cash flow and balance sheet forecasts. The rest of the plan should underpin the numbers and cover marketing, sales, HR and operations. Any lender or investor will want to see this before they make a decision.

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Cash Flow

There is no point in increasing turnover or improving margins if your don’t turn it into cash

The main ways you will leak cash are

  • Not collecting money from customers quickly and fully
  • Not managing your supplier terms and payments carefully
  • Holding too much stock

Collect money from customers quickly and fully

Negotiate the best terms you can with your suppliers

Hold the minimum amount of stock you can

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