Working together
Challenge
Working together to improve cash culture
For any small business, improving cash flow means speeding up the processes involved in creating, sourcing, stocking and selling a product, as well as the collection of payment from debtors.
Because all of these elements have a part to play, cash flow isn’t just a concern for the finance department; it’s everyone’s responsibility within the business.
What is a cash culture? A business with a cash culture is one where the whole team understands the impact their actions have on cash flow, how to improve cash flow through their actions and are tasked to do so as part of their job.
Embedding a cash culture throughout a business will help you improve your cash position.
This section of the guide covers five key areas:
1. Improving cash flow
Improving cash flow typically means negotiating credit from suppliers (to the maximum extent it is available without damaging relationships), and ensuring customers pay on time.
For many, it also means manufacturing stock as quickly and efficiently as possible to support sales, whilst also minimising write-offs or quality control issues.
The management team needs to take action to ensure that people throughout the organisation understand that cash is key and that they should look for areas of improvement. This will mean that people in different departments will need to take different actions.
2. How cash-aware are your team?
Just as staff can be incentivised to improve the operating performance of the business, they can also be incentivised to improve cash flow. If cash is the key obstacle or challenge for a business and there is budget for staff incentives, the incentives should prioritise improving cash flow for employees whose actions can influence it.
Top tip: It’s crucial that staff do not address cash to the detriment of other areas of the business, such as sales or the cost of materials, and therefore profitability.
3. Involving the wider team in cash management
Stock and inventory management: Any member of the team that’s involved in the controlling of manufacturing and stock should be in a position to look for improvements in cash tied up in inventory.
Managing creditors and debtors: Finance and credit control will be keen to improve the amount tied up in debtors. However, the sales team can also help. For example, prompt invoicing and spotting early warning signs of customer financial problems. The procurement team can also be incentivised to improve the terms that are agreed with suppliers, too.
Strategic decision-making: Higher-level decisions, such as the timing of key purchases (provided delay does not have a negative effect on performance, or jeopardise any key customers), directly impacts working capital. It’s vital that this is discussed at board level, particularly in challenging times.
Financing change: The other decision is around the use of facilities, such as asset-based lending (ABL), supply chain finance, overdrafts or drawing down on loans.
Read more about reviewing finance options for improving working capital.
Review incentives: If incentives have been created for staff to improve operating performance, you can put regular reviews in place to establish whether the incentives are having the desired effect. Is the focus on continuous improvement? Are cash flow performance targets set at an achievable and realistic level?
4. Top tips: debtor management and the impact on cash
- Issue invoices promptly, and follow up late payments immediately
- Identify slow-paying customers, and if necessary, introduce cash on-delivery rather than cancelling business with slow-payers
- Offer discounts to customers for prompt payment
- Request deposits when orders are taken
- Ensure credit checks are taken on all new credit customers
- Sell old, obsolete stock for the best price you can, as soon as you can
Top tip: Read our three steps to managing late payment
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