Unlocking the Growth Potential: Valuation Strategies for Startups In the dynamic landscape of entrepreneurship, valuation stands as a pivotal tool, capable of propelling startups towards unprecedented growth trajectories. It’s not just a financial metric; it’s a strategic lever that can open doors to funding, attract top talent, and fuel expansion into new markets or product innovations.The decision to seek external funding or bootstrap can significantly shape a startup’s journey. While funding from investors can provide the necessary capital for rapid scaling, bootstrapping allows for autonomy and a focus on immediate profitability. Ultimately, the choice hinges on the unique needs and aspirations of each venture.
But how does one arrive at a startup’s valuation? It’s a multi-faceted process that involves a comprehensive evaluation of financial indicators, revenue streams, competitive positioning, growth prospects, and intangible assets. Let’s break down the steps involved:
Extract Financial Data: Begin by delving into the financial statements to understand the company’s fiscal health, including cash flow, balance sheets, and income statements.
Examine Revenue Sources: Analyze revenue streams to identify sources of income and assess their predictability and stability, discerning trends that could impact future earnings.
Analyze the Competitive Landscape: Gain insights into the competitive environment by studying rivals, their market share, and growth potential, positioning the startup within the industry ecosystem.
Assess Growth Prospects: Evaluate the company’s growth potential based on its value proposition, target market size, and strategic alliances, exploring avenues for expansion like new product lines or market penetration.
Employ Valuation Techniques: Utilize valuation methodologies such as discounted cash flow analysis, market multiples analysis, and precedent transactions analysis to ascertain the company’s worth.
Consider Intangible Assets: Recognize the significance of intangible assets like brand equity, reputation, and customer relationships, which contribute to the overall valuation.
Valuation, however, is not a one-size-fits-all endeavor. It demands expertise and nuance, often necessitating collaboration with seasoned professionals who possess industry-specific insights. The valuation process itself follows a structured approach:
Define the Purpose: Identify the asset to be valued and the objective of the appraisal, gathering pertinent information to inform the valuation process.
Data Collection: Collate relevant data, including market trends, financial records, and other pertinent details that could influence the asset’s valuation.
Selection of Valuation Techniques: Choose appropriate methodologies based on the gathered information, tailoring the approach to suit the unique characteristics of the asset.
Determination of Value: Apply selected valuation techniques to determine the asset’s worth, considering future financial projections, market comparables, and industry dynamics.
Review and Adjustments: Evaluate the valuation findings, making necessary adjustments and accounting for intangible factors that impact the asset’s value.
Reporting: Compile a comprehensive report outlining the appraisal findings, which can be utilized for financial reporting, tax compliance, legal purposes, and strategic decision-making.
While a high valuation can enhance a startup’s visibility and attractiveness to investors, it’s essential to recognize that success hinges on more than just financial metrics. A robust business plan, product-market fit, and effective execution are equally vital for sustainable growth and long-term success.
In essence, valuation serves as a guiding beacon, illuminating the path towards growth and innovation. By harnessing its power judiciously, startups can navigate the complexities of the entrepreneurial journey with confidence and clarity.
In the landscape of business structures and investment vehicles, Limited Liability Partnerships (LLPs) have gained significant popularity due to their flexibility and liability protection. However, there are often questions regarding the scope of activities an LLP can undertake, especially concerning investments in other companies, both listed and unlisted.
This question surfaces frequently across various professional platforms, reflecting the curiosity and perhaps the desire of many entrepreneurs and investors to explore alternative avenues for wealth creation and asset management.
The straightforward answer to this question is: No, an LLP cannot be registered with the sole objective of making investments in other companies, whether listed or unlisted.
Why is that the case?
The rationale behind this restriction lies in the regulatory framework established by the Reserve Bank of India (RBI) regarding Non-Banking Financial Companies (NBFCs). NBFCs are entities engaged in the business of making investments in other entities, among other financial activities.
However, for an entity to qualify as an NBFC and engage in such activities, It has to be a company under Indian law. This is where the limitation for LLPs becomes apparent. An LLP, as its name suggests, is a partnership and not a company. Therefore, it cannot fulfill the prerequisite of being a company for NBFC registration.
Even if one attempts to register an LLP with the sole intention of engaging in investment activities, they would encounter obstacles during the registration process. The Ministry of Corporate Affairs (MCA) portal, where LLP registrations are processed, mandates a declaration stating that the LLP will not conduct any business until obtaining the Certificate of Registration (COR) from the RBI.
This requirement effectively underscores the fact that an LLP cannot pursue investment activities as its primary business function. The declaration serves as a deterrent against attempting to circumvent regulatory norms by using LLP structures for activities that fall under the domain of NBFCs.
In essence, while LLPs offer numerous advantages in terms of flexibility, limited liability, and ease of operation, they are not suitable vehicles for pure investment activities. Those considering such endeavors would need to explore alternative structures or entities that align with regulatory requirements and business objectives.
In conclusion, the question of whether an LLP can be solely dedicated to investing in other companies is met with a clear regulatory boundary. While the desire for innovation and exploration in investment strategies is commendable, it must be pursued within the confines of established legal and regulatory frameworks.
BUDGETING BASICS FOR STARTUPS In the dynamic world of startups, where every decision can pivot the path to success or failure, budgeting is not just a financial exercise; it’s the backbone of your business strategy. A well-structured budget does more than just track spending; it ensures you manage your resources wisely, paving the way for growth and sustainability. Here’s a comprehensive guide to mastering the budgeting basics, ensuring your startup not only survives but thrives in its crucial early stages.
The Foundation of Financial Planning
Why Budgeting? Budgeting for startups is critical. It helps you keep a tight rein on your finances, make informed decisions, and demonstrate your business’s viability to investors. A solid budget forecasts future revenue, manages expenses, and lays down the groundwork for achieving your business objectives.
Setting Your Financial Compass
Establish Clear Goals Begin with clear, achievable financial goals. Whether it’s launching a new product, penetrating a specific market segment, or hitting a revenue milestone, your financial objectives should guide every aspect of your budget.
The Initial Step: Estimating Startup Costs
Know What You’re Diving Into Accurately estimating your startup costs—both one-time and recurring—is vital. This includes everything from business registration fees to monthly rent and salaries. A good rule of thumb is to add a contingency buffer to your estimates, preparing you for the unforeseen.
Revenue Projections: The Art of Looking Forward
Be Pragmatic Projecting your revenue can be challenging, especially in the initial stages. It’s crucial to base your forecasts on realistic market analysis and sales strategies. Overoptimism here can lead to financial strain, so err on the side of caution.
Operating Expenses: Keeping the Lights On
Plan Your Spend A detailed plan for your operating expenses ensures you know where every dollar is going. This includes fixed costs like rent and variable expenses such as marketing campaigns. Monitoring these expenses closely helps you maintain financial health.
The Lifeblood of Your Startup: Cash Flow Management
Stay Liquid Effective cash flow management is crucial for keeping your startup alive. This means having strategies in place to ensure cash coming in exceeds cash going out. Regular monitoring and smart management of receivables and payables are key practices.
Fueling Growth: Smart Reinvestment Strategies
Grow Wisely Growth requires reinvestment, but it’s essential to do this wisely. Allocate funds for areas that promise the highest return, whether that be in product development, market expansion, or team growth.
The Ever-evolving Budget
Stay Agile Your budget is not set in stone. Regular reviews and adjustments are necessary to adapt to changing market conditions and business needs. A quarterly review is a good practice, allowing you to stay flexible and responsive.
Embrace Technology
Leverage Tools Modern budgeting and accounting software can be a game-changer for startups. Look for tools that offer real-time financial tracking, reporting, and integration with your banking services to streamline your financial operations.
Ready for the Spotlight: Budgeting for Fundraising
Impress Investors A well-prepared budget is invaluable in fundraising efforts, showing potential investors that your startup is a worthy investment. It demonstrates your understanding of the business, your ability to manage finances, and your roadmap to success.
Conclusion
Effective budgeting is more than crunching numbers; it’s about setting a strategic foundation for your startup’s success. By accurately estimating costs, projecting revenue, managing cash flow, and planning for growth, you create a financial blueprint that guides your business decisions and supports your growth ambitions. Remember, the goal of budgeting is not to restrict freedom but to enhance financial clarity, enabling smarter, more informed decisions that drive your startup forward.
Tax planning is the process of analysing a financial situation or business operation with the goal of minimizing tax liability through legal and efficient means. It involves evaluating various tax strategies, deductions, credits, and exemptions available under tax laws and regulations to optimize financial outcomes. Tax planning aims to maximize after-tax income for individuals and businesses by strategically managing financial activities such as income recognition, expenses, investments, and asset transfers. Additionally, tax planning may involve long-term strategies, such as retirement and estate planning, to minimize tax burdens over time. Overall, tax planning is essential for individuals and businesses to ensure compliance with tax laws while maximizing financial efficiency and minimizing tax liabilities.
Benefits of Tax Planning for Businesses and Individuals:
Tax planning offers various benefits for both businesses and individuals. Here’s a breakdown of some of the key advantages:
Benefits for Businesses:
Maximizing Tax Deductions: Tax planning helps businesses identify and utilize all available deductions, credits, and exemptions, thereby reducing taxable income and lowering overall tax liabilities.
Improved Cash Flow: By strategically timing expenses and income recognition, businesses can manage their cash flow more effectively, ensuring they have sufficient funds for operations, investments, and expansion.
Reducing Tax Liability: Through careful planning, businesses can minimize their tax burden by utilizing legal tax avoidance strategies, such as investing in tax-efficient assets or structuring transactions in a tax-advantageous manner.
Avoiding Penalties and Audits: Proper tax planning helps businesses stay compliant with tax regulations, reducing the risk of penalties, fines, and audits from tax authorities.
Enhancing Competitiveness: Lowering tax costs can improve a business’s competitive position by allowing them to offer lower prices, invest in innovation, or allocate resources more efficiently.
Business Growth and Expansion: Tax planning can free up capital that can be reinvested in the business for growth initiatives, such as hiring additional staff, expanding operations, or developing new products and services.
Benefits for Individuals:
Minimizing Tax Liabilities: Individuals can use tax planning strategies to legally reduce their tax bills by taking advantage of deductions, credits, and exemptions available to them based on their personal circumstances.
Increasing Disposable Income: By lowering their tax liabilities, individuals can retain more of their earnings, thereby increasing their disposable income for saving, investing, or spending on personal needs and desires.
Planning for Retirement: Tax planning plays a crucial role in retirement planning, helping individuals optimize retirement account contributions, withdrawals, and distributions to minimize taxes during retirement years.
Estate Planning: Tax planning allows individuals to structure their estate in a tax-efficient manner, ensuring that their assets are transferred to their heirs with minimal tax consequences, thus preserving wealth for future generations.
Managing Investments: Tax planning helps individuals make informed investment decisions, considering the tax implications of different investment options, such as capital gains, dividends, and interest income.
Avoiding Tax Penalties: By staying compliant with tax laws and regulations, individuals can avoid penalties, interest charges, and other consequences of non-compliance, preserving their financial well-being.
When the Tax Planning should be done:
Tax planning should ideally be done throughout the year to ensure the implementation of effective strategies and to maximize benefits. However, there are certain key times when tax planning is particularly important:
Start of the Fiscal Year: At the beginning of the fiscal year, individuals and businesses should review their financial situations, set financial goals, and devise tax planning strategies accordingly. This allows for proactive planning and implementation of tax-saving measures.
Major Life Events: Significant life events such as marriage, divorce, birth or adoption of a child, purchase of a home, retirement, or starting a business can have significant tax implications. Tax planning should be done before and after these events to optimize tax outcomes.
Mid-Year Review: Around mid-year, individuals and businesses should conduct a review of their financial activities and tax liabilities to identify any potential tax-saving opportunities or areas for improvement.
End of the Year: As the end of the tax year approaches, taxpayers should conduct a comprehensive review of their financial records, income, expenses, investments, and tax liabilities. This allows them to take advantage of any remaining tax deductions, credits, or opportunities before the end of the tax year.
Quarterly Estimated Taxes: For self-employed individuals, freelancers, and business owners who are required to pay quarterly estimated taxes, tax planning should be done quarterly to estimate tax liabilities accurately and make timely payments.
Changes in Tax Laws: Tax laws and regulations are subject to change, so taxpayers should stay updated on any changes that may affect their tax liabilities. Tax planning should be done in response to changes in tax laws to adapt strategies accordingly and minimize tax risks.
Retirement Planning: Tax planning plays a crucial role in retirement planning. Individuals should review their retirement accounts, contributions, withdrawals, and distribution strategies regularly to ensure tax-efficient retirement income.
CRUCIAL INFORMATION FOR ALL NON-BANKING FINANCIAL COMPANY (NBFC)
As per the recent revised regulatory framework by the Reserve Bank of India (RBI), existing NBFCs are required to increase their Net Owned Funds (NOF) from Rs. 2 crore to a minimum of Rs. 5 crore by 31st March 2025, and further to Rs. 7 crore by 31st March 2027. It’s imperative to note that any failure to meet these requirements may result in the cancellation of the NBFC license by the RBI.
The primary objective behind this regulatory change is to eliminate non-operational NBFCs from the ecosystem and from the RBI’s regulatory framework. It’s a strategic move to ensure that NBFCs actively engaged in business maintain a sufficient level of financial strength and stability.
One significant update worth highlighting is that the RBI has ceased giving approvals for takeovers of non-operational NBFCs. This step aims to prevent individuals from engaging in trading of licenses issued by the RBI. Previously, takeovers were common, often pursued solely for the sake of obtaining an NBFC license. However, this avenue is no longer feasible.
Despite this development, many professionals remain unaware of these changes, leading to a misconception that non-operational NBFCs still hold substantial value due to their licenses. However, with the RBI’s stringent regulations and the discontinuation of approval for takeovers, the viability of such entities is questionable.
At this juncture, it’s crucial for NBFC promoters and professionals to reassess their strategies and take necessary actions to comply with the revised regulatory requirements. For NBFCs that have been non-operational for an extended period, the options are limited – either surrender the license or seek an interested purchaser who is willing to actively pursue NBFC business.
As trusted advisors in the financial sector, we understand the complexities and challenges associated with these regulatory changes. Our team is here to provide professional advice and assist in devising action plans tailored to your specific needs and circumstances.
In conclusion, staying informed and proactive is key to navigating the evolving regulatory landscape of the NBFC sector. Let’s work together to ensure compliance and sustainability in the ever-changing financial ecosystem.
In recent years, the proliferation of digital technologies has catalyzed significant transformations across various sectors, including finance. One such innovation that has garnered attention is the emergence of account aggregators in India. These entities play a pivotal role in facilitating seamless access and sharing of financial data, thereby empowering individuals and businesses to manage their finances more efficiently. Recognizing their potential and the need for regulatory oversight, the Reserve Bank of India (RBI) introduced a comprehensive regulatory framework for account aggregators in 2015. This regulatory intervention aimed to ensure the integrity, security, and consumer protection within the burgeoning landscape of financial data sharing.
Understanding Account Aggregators:
Account aggregators serve as intermediaries that enable individuals and businesses to aggregate their financial information from various sources, including banks, mutual funds, insurance companies, and other financial institutions. Through a secure and standardized platform, users can consolidate their financial data, gaining a comprehensive view of their financial position and transactions. This consolidated data can then be shared with authorized third parties, such as lenders, wealth managers, and financial advisors, to avail of personalized financial products and services.
Why Regulatory Framework for Account Aggregators?
The introduction of account aggregators brought forth several benefits, including enhanced financial inclusion, improved credit assessment processes, and greater transparency in financial transactions. However, the rapid proliferation of these entities also raised concerns regarding data privacy, security, and the potential misuse of sensitive financial information. Recognizing these challenges, the RBI deemed it imperative to establish a robust regulatory framework to govern the operations of account aggregators effectively.
Key Objectives of RBI’s Regulatory Framework:
The regulatory framework introduced by the RBI in 2015 aimed to achieve the following key objectives:
i. Consumer Protection: Safeguarding the interests of consumers by ensuring the secure and responsible handling of their financial data.
ii. Data Privacy and Security: Establishing stringent protocols and standards to protect the confidentiality and integrity of financial information shared through account aggregators.
iii. Standardization and Interoperability: Promoting interoperability and standardization across different account aggregator platforms to facilitate seamless data exchange.
iv. Regulatory Compliance: Enforcing compliance with regulatory requirements and standards to mitigate risks associated with financial data sharing.
v. Promoting Innovation: Fostering an environment conducive to innovation and technological advancements in the domain of financial services, while maintaining regulatory compliance.
Implementation and Evolution of Regulatory Framework:
Following the issuance of guidelines in 2015, the RBI worked closely with stakeholders to implement the regulatory framework effectively. This involved setting eligibility criteria for entities seeking to operate as account aggregators, defining operational guidelines, and establishing mechanisms for monitoring and supervision. Over time, the regulatory framework has evolved to address emerging challenges and incorporate feedback from industry participants, thereby ensuring its relevance and efficacy in a dynamic financial landscape.
The business model of Account Aggregators:
Registered Entity: Account aggregators are entities licensed and regulated by the Reserve Bank of India (RBI). These entities operate as intermediaries between Financial Information User and financial information Providers.
Financial Information User (FIU): These are the entities regulated by institutions like SEBI, IRDAI and RBI. These entities could be other insurance companies, NBFCs, banks, etc.
Financial Information Provider (FIP): This entity offers financial services and gives details about the customers.
What information is consolidated as the financial information?
· Details of bank deposits of customers like savings deposits, fixed deposits, current account details, recurring deposits, etc.
· Structured Investment Products (SIP), Commercial Paper (CP), deposits with NBFCs, Certificates of Deposit (CD), Tradable Government Securities, Bonds, Equity shares, Debentures, Mutual funds units, Collective investment Schemes units, Exchange-traded funds, Alternative Investment funds units, Balances under the National Pension Systems, Units of real estate investments, infrastructure investment details, and any other investment detail.
Technology Platform: Account aggregators operate on technology platforms that facilitate the secure collection, aggregation, and transmission of financial data between data providers and data users. These platforms adhere to strict security standards and protocols to ensure the confidentiality and integrity of the data exchanged.
Consent Management System: Account aggregators typically employ consent management systems that enable data providers to grant and revoke consent for sharing their financial data with specific data users. These systems ensure that data sharing occurs only with explicit consent from the data provider and in accordance with regulatory requirements.
Revenue Model: Account aggregators generate revenue through various channels, including subscription fees charged to data users for accessing aggregated financial data, transaction fees for facilitating data sharing transactions, and licensing fees for providing access to their technology platforms.
Compliance and Governance: Account aggregators are subject to regulatory oversight by the RBI, which mandates compliance with regulatory guidelines and standards pertaining to data privacy, security, transparency, and consumer protection. These entities are required to implement robust governance frameworks and risk management practices to ensure regulatory compliance and mitigate operational risks.
Overall, the business model and structure of account aggregators in India revolve around facilitating secure and efficient access to financial data while adhering to regulatory requirements and safeguarding the interests of both data providers and data users.
Eligibility Norms for NBFC Account Aggregator Licence:
The eligibility norms for obtaining an account aggregator license in India are set by the Reserve Bank of India (RBI). While specific details may evolve over time, the general eligibility criteria typically include the following:
i. Legal Entity: The applicant must be a company incorporated under the Companies Act, 2013.
ii. Capital Requirements: The RBI mandates a minimum NOF requirement for entities seeking to obtain an account aggregator license. The specific amount may vary and is subject to RBI’s discretion.
iii. Fit and Proper Criteria: The promoters, directors, and key managerial personnel of the applicant entity must meet the RBI’s fit and proper criteria, which assess their integrity, competency, and past track record in financial services or related sectors.
iv. Technology Infrastructure: The applicant must demonstrate the capability to develop and maintain robust technology infrastructure, including secure data storage, encryption, and transmission mechanisms, to ensure the confidentiality and integrity of financial data shared through the account aggregator platform.
v. Business Plan: The applicant must submit a comprehensive business plan outlining the objectives, operations, revenue model, risk management framework, and compliance mechanisms of the proposed account aggregator business.
vi. Compliance with Regulatory Requirements: The applicant must demonstrate a clear understanding of and willingness to comply with regulatory guidelines issued by the RBI regarding account aggregator operations, data privacy, security standards, consumer protection, and other relevant regulations.
vii. Experience and Expertise: While not explicitly mandated, having prior experience or expertise in financial services, technology, data management, or related domains can strengthen the applicant’s case and improve the likelihood of obtaining an account aggregator license.
viii. Other Regulatory Approvals: The applicant must obtain any other regulatory approvals or clearances required by relevant authorities in India for operating as an account aggregator, including compliance with provisions of the Information Technology Act, 2000, and other applicable laws.
Checklist of documents required for registering as a Non-Banking Financial Company – Account Aggregator (NBFC-AA).
i. Identity Proofs of promoters/directors
ii. Aadhar Card/Voter ID Card/Passport or Driving License of promoters/directors
iii. Copy of PAN Card of promoters/directors
iv. Passport Size Photos of promoters
v. Certified Copy of Certificate of Registration of the Company
vi. Copy of Fixed Deposit receipt and bankers’ certificate of lien indicating balances in support of Net Owned Funds (2cr.)
vii. Bankers Report for Applicant Company/group companies.
viii. Bankers Report for promoters/directors
ix. Certified copy of an extract of the main object clause in the MOA (Memorandum of Association).
x. Certified Copy of certain board resolutions.
xi. CIBIL reports of all shareholders (more than 10% share in Company) and directors.
xii. Education qualification certificates & Experience proof of directors.
xiii. Net worth certificates of shareholders.
Procedure for Registering as NBFC Account Aggregator:
The registration process for a NBFC-AA with the Reserve Bank of India (RBI) involves several steps and compliance requirements. Here’s a detailed procedure for registering as an NBFC-Account Aggregator:
1. Pre-Application Stage:
a) Eligibility Check: Ensure that the proposed entity meets the eligibility criteria set by the RBI for NBFC-AA registration. This includes requirements related to NOF, fit and proper criteria for promoters and directors, and other regulatory norms.
b) Incorporation of Company: Incorporate the NBFC-AA as a company under the Companies Act, 2013.
2. Application Satge:
a) Documentation: Prepare a comprehensive application for registration as an NBFC-AA, including all required documentation and information as per the RBI’s guidelines and instructions. This may include:
· Memorandum and Articles of Association of the company.
· Board resolution authorizing the application for NBFC-AA registration.
· Business plan outlining the proposed operations, revenue model, risk management framework, and compliance mechanisms.
· Information about the promoters, directors, and key managerial personnel, along with their fit and proper declarations.
· Details of the proposed technology infrastructure and data security measures.
· Any other documents as prescribed by the RBI from time to time.
· The company must get the necessary infrastructure to offer services of customers data sharing and data protection.
b) Submissionof Documents: Submit the application form along with all required documents to the RBI.
3. Review and Due Diligence:
c) Processing of Application: The RBI will review the application and conduct due diligence on the proposed NBFC-AA. This may involve scrutiny of the application, verification of documents, and assessment of the entity’s compliance with regulatory requirements.
· The character or image of the management must be good and should not be contradictory to the public interest.
· The company must have the minimum net owned fund of Rs. 2 crores
· The Board of the company must be fit and proper as per the master directions of RBI.
· The IT infrastructure should be advanced enough to ensure safe data transfer and data protection of the customer.
d) Grant of Registration: Upon satisfactory review and compliance with all regulatory requirements, the RBI may grant registration to the NBFC-AA.
e) Registration Certificate: The RBI will issue in-principal approval detailing the conditions and terms subject to which the NBFC-AA registration certificate will be issued.
Navigating Cash Flow Challenges: Tips for Entrepreneurs
Cash flow is the lifeblood of any business, and effectively managing it is crucial for entrepreneurial success. However, many entrepreneurs face cash flow challenges that can hinder growth and sustainability. In this article, we will provide practical advice on navigating cash flow challenges by offering tips on cash flow forecasting, optimizing receivables and payables, and accessing additional funding. By implementing these strategies, entrepreneurs can proactively manage their cash flow and ensure the financial health of their businesses.
Cash Flow Forecasting: Cash flow forecasting involves estimating the future inflows and outflows of cash for your business. By creating a detailed cash flow projection, you can anticipate potential gaps or surpluses in cash and plan accordingly. Here are some tips for effective cash flow forecasting: a) Monitor and update your cash flow forecast regularly, ideally on a weekly or monthly basis, to reflect any changes in your business operations or market conditions. b) Analyze historical data and trends to make more accurate predictions about future cash flows. c) Consider various scenarios and potential risks, allowing you to develop contingency plans and mitigate cash flow fluctuations.
Optimizing Receivables and Payables: Managing receivables and payables efficiently is vital for maintaining a healthy cash flow. Here are strategies to optimize these processes: a) Accounts Receivable: i. Establish clear payment terms and ensure prompt and accurate invoicing. ii. Regularly review aging accounts receivable to identify any late payments and follow up with customers to ensure timely collection. iii. Consider offering incentives for early payments, such as discounts or rewards, to encourage prompt settlement. b) Accounts Payable: i. Negotiate favorable payment terms with suppliers, such as extended payment windows or early payment discounts. ii. Optimize your inventory management to avoid excessive carrying costs and minimize the impact on cash flow. iii. Regularly review and analyze your expenses to identify opportunities for cost savings or efficiencies.
Accessing Additional Funding: In certain situations, accessing additional funding can help bridge cash flow gaps or fuel growth. Consider the following options: i. Business Loans: Research and evaluate different loan options from banks or alternative lenders. Prepare a comprehensive business plan and financial statements to demonstrate your ability to repay the loan. Compare interest rates, repayment terms, and any associated fees to select the most suitable loan for your needs. ii. Private Equity: Private equity firms often offer customized funding solutions tailored to the specific needs of the company. They can provide not only growth capital but also assistance with restructuring, management buyouts, or recapitalizations. This flexibility allows entrepreneurs to access the funding they require while also benefiting from the expertise and guidance provided by the private equity firm. It is important to note that private equity may not be suitable for every business or entrepreneur. The decision to pursue private equity funding should consider factors such as the company’s growth prospects, the entrepreneur’s willingness to relinquish partial ownership and decision-making control, and the alignment of long-term goals with the private equity firm’s investment strategy. In summary, private equity can be an attractive option for entrepreneurs seeking additional funding. It offers not only capital but also strategic guidance and operational support to help businesses grow and increase their value. However, entrepreneurs should carefully evaluate the terms, alignment of interests, and potential impact on their ownership and control before entering into a private equity partnership
Conclusion: Effectively managing cash flow is a critical aspect of running a successful business. By implementing the tips outlined in this article, entrepreneurs can navigate cash flow challenges with greater confidence. Regular cash flow forecasting, optimizing receivables and payables, and accessing additional funding when necessary will enable entrepreneurs to maintain a healthy financial position, seize growth opportunities, and ensure the long-term viability of their businesses. Remember, proactive cash flow management is the key to a resilient and thriving entrepreneurial journey.
At Finout, we assist companies in navigating cash flow challenges by offering comprehensive cash flow analysis, forecasting, and monitoring. Our expertise enables us to optimize receivables and payables, provide financial advisory services, and facilitate access to additional funding options. With our support, companies can proactively manage their cash flow, make informed decisions, and achieve long-term financial stability.
10 Key Financial Metrics Every Entrepreneur Should Track
As an entrepreneur, keeping a close eye on your business’s financial health is essential for long-term success. While there are numerous metrics and indicators available, understanding the most critical financial metrics will empower you to make informed decisions and drive your company’s growth. In this article, we will explore the ten key financial metrics that every entrepreneur should track to gain valuable insights into their business’s performance.
Gross Profit Margin:
Gross profit margin is a fundamental metric that reveals the profitability of your core business operations. It is calculated by subtracting the cost of goods sold (COGS) from the total revenue and dividing the result by the revenue. Monitoring your gross profit margin enables you to assess the efficiency of your production processes and pricing strategies.
Net Profit Margin:
Net profit margin provides a comprehensive view of your business’s profitability after accounting for all expenses, including COGS, operating expenses, and taxes. Calculated by dividing net profit by total revenue, this metric helps you understand how effectively your business generates profit from its operations.
Cash Flow:
Cash flow is the lifeblood of any business. Tracking your cash flow allows you to monitor the inflow and outflow of cash, ensuring you have enough liquidity to meet financial obligations, invest in growth, and weather unexpected expenses. Regular cash flow analysis helps identify potential bottlenecks and enables proactive measures to manage working capital effectively.
Burn Rate:
The burn rate indicates how quickly your business is spending its available capital. It measures the rate at which your cash reserves are being depleted. By monitoring your burn rate, you can estimate how long your business can sustain operations before requiring additional funding or reaching profitability.
Customer Acquisition Cost (CAC):
CAC measures the average cost required to acquire a new customer. Calculated by dividing total sales and marketing expenses by the number of new customers acquired, CAC helps you evaluate the efficiency of your marketing and sales strategies. By optimizing your CAC, you can allocate resources more effectively and improve overall profitability.
Customer Lifetime Value (CLTV):
CLTV represents the total revenue generated by a customer throughout their relationship with your business. By analyzing CLTV, you can determine the long-term value of each customer and focus on strategies to enhance customer loyalty, retention, and repeat purchases.
Accounts Receivable (AR) Aging:
Monitoring the aging of accounts receivable allows you to assess the average time it takes for your customers to pay their invoices. By tracking AR aging, you can identify potential collection issues, improve cash flow management, and take proactive steps to minimize bad debts.
Inventory Turnover:
For businesses that deal with physical products, inventory turnover is a crucial metric. It measures how quickly you sell and replace your inventory. By optimizing inventory turnover, you can avoid excessive carrying costs, identify slow-moving items, and ensure efficient supply chain management.
Return on Investment (ROI):
ROI measures the profitability of an investment relative to its cost. As an entrepreneur, calculating ROI helps you assess the viability and potential returns of various projects or initiatives. By comparing different investments, you can make informed decisions on resource allocation and prioritize those that offer the highest returns.
Debt-to-Equity Ratio:
The debt-to-equity ratio indicates the proportion of debt and equity financing used to fund your business. It helps assess your company’s financial leverage and risk exposure. Monitoring this ratio ensures a healthy balance between debt and equity, reducing the risk of excessive debt burden and optimizing capital structure.
Conclusion:
By tracking these ten key financial metrics, entrepreneurs can gain a comprehensive understanding of their business’s financial performance and make data-driven decisions. Regular analysis of these metrics provides insights into profitability, cash flow, efficiency, and risk management. Remember, these metrics should be tailored to your industry and business model, enabling you to identify trends, address challenges, and seize opportunities for growth. As you monitor and analyze these metrics, you’ll be better equipped to navigate the financial landscape and steer your business toward sustainable success.
We at Finout recognize that every business is unique, and their reporting needs may vary. Our services are tailored to your specific requirements. We design customized reports that focus on the key financial metrics relevant to your industry. Whether it’s a monthly, quarterly, or annual reporting schedule, we will ensure that the reports are clear, concise, and easy to understand.
Our team goes beyond the numbers, providing in-depth analysis and interpretation of the reported metrics. We will help you understand the implications of these metrics on your business’s performance, identify trends, and pinpoint areas for improvement. Our goal is to empower you with actionable insights that drive strategic decision-making.
Streamlining Success – The Value of Centralizing F&A in the F&B Industry
Like the secret ingredient in a perfectly crafted dish, efficient F&A support adds flavor to the success of F&B outlets, offering a competitive edge in an ever-evolving industry.
Efficient and reliable Finance and Accounting (F&A) support is an indispensable asset that many Food and Beverage (F&B) outlet owners often underestimate until they experience its transformative impact. Here are a few points of importance of efficient F&A support to F&B outlets:
Behind the bustling world of F&B outlets lies the invisible engine of efficient Finance and Accounting support, a vital component that ensures financial stability and strategic growth.”
Navigating the complex financial landscape is a challenge for F&B owners, but with efficient F&A support, they can gain clarity, make informed decisions, and drive their businesses towards profitability.
Efficient F&A support acts as a guiding light, illuminating the often-overlooked financial blind spots, helping F&B owners identify cost-saving opportunities and maximize revenue streams.
F&B owners juggle countless responsibilities, and it is the seamless F&A support that relieves them from financial burdens, enabling them to focus on their passion for creating culinary experiences.
Invisible superheroes, F&A professionals provide F&B owners with the gift of time, allowing them to step away from tedious number crunching and concentrate on refining their menus and customer experiences.
Behind every successful F&B outlet is a strong financial backbone provided by efficient F&A support—a solid foundation that ensures sustainable growth, even during challenging times.
Efficient F&A support acts as a compass, guiding F&B owners through the maze of taxes, regulations, and financial intricacies, ensuring compliance and minimizing risks.
Beyond just crunching numbers, F&A support brings clarity and vision to F&B outlets, providing valuable insights that unlock untapped potential and foster long-term success.
F&B owners often discover the hidden power of efficient F&A support when they witness reduced costs, improved profitability, and a newfound ability to make data-driven decisions.
Imagine a bustling F&B outlet, where every dish is a masterpiece and every customer leaves with a satisfied smile. Amidst the vibrant atmosphere, a secret force is at work, ensuring the financial gears are turning smoothly and seamlessly. This force is a centralized Finance and Accounting (F&A) function, working its magic to achieve all the benefits mentioned earlier.
In this F&B wonderland, the centralized F&A function acts as the conductor of a harmonious symphony. With a wave of our wand, we gather all the scattered financial data from various outlets, suppliers, and revenue streams. We bring order to the chaos, transforming disconnected numbers into a beautiful melody of financial insights.
Like master chefs, We at Finout mix the perfect recipe for success. We analyze the financial performance of each outlet, identifying areas where costs can be trimmed without sacrificing quality. We discover hidden patterns and trends that escape the untrained eye, helping F&B owners make data-driven decisions that elevate their business to new heights.
With our meticulous attention to detail and our centralized F&A function, we ensure that no financial ingredient is overlooked. We navigate the labyrinthine world of taxes and regulations, effortlessly guiding F&B owners through the maze of compliance. Like guardians of prosperity, we safeguard against financial risks and uncertainties, providing a solid foundation upon which F&B outlets can flourish.
In this magical realm, time is a precious commodity, and the centralized F&A function is the ultimate timekeeper. By handling the monotonous tasks of bookkeeping, financial reporting, and cash flow management, we liberate F&B owners from the shackles of paperwork. Freed from these burdens, F&B owners can devote their energy to crafting delightful menus and creating memorable experiences for their patrons.
The centralized F&A function at FinOut is more than just number crunching. We are the architects of financial growth. Armed with insights, sharing strategies to optimize profitability, streamline operations, and explore innovative revenue streams. We uncover the secret ingredient to success and empower F&B outlets to achieve sustainable growth in a highly competitive industry.
In this fantastical realm of centralized F&A function, F&B outlets thrive. They witness reduced costs, increased profitability, and enhanced financial visibility, all orchestrated by the wizards of finance and accounting.
So, Embrace the transformative power of a centralized F&A function for F&B outlets, and embark on a journey where finance and flavor intertwine, creating an unforgettable feast for the senses.
Centralizing the accounts and finance function can bring significant value to companies in the Food and Beverage (F&B) industry. By consolidating and streamlining financial operations, businesses can benefit from improved efficiency, accuracy, and strategic decision-making. Here are some ways in which centralizing the accounts and finance function adds value to F&B companies:
Enhanced Financial Visibility: Centralizing accounts and finance allows for a holistic view of the company’s financial position. By consolidating financial data from various locations or departments, businesses can gain real-time insights into their financial health, including revenue, costs, profitability, and cash flow. This visibility enables better monitoring, analysis, and informed decision-making.
Standardized Processes: Centralization enables the establishment of standardized financial processes and procedures across the organization. This ensures consistency in accounting practices, financial reporting, and internal controls. By implementing uniform processes, F&B companies can reduce errors, streamline operations, and enhance compliance with regulatory requirements.
Cost Savings: Centralizing the accounts and finance function can result in cost savings for F&B companies. By eliminating redundant tasks, duplicate efforts, and unnecessary resources, businesses can optimize their financial operations. Additionally, centralized procurement and vendor management can lead to better negotiation power and cost efficiencies.
Improved Risk Management: Centralizing the accounts and finance function allows for better risk management in the F&B industry. By consolidating financial data and implementing robust control systems, companies can identify and address potential risks more effectively. This includes mitigating fraud, ensuring regulatory compliance, and improving data security.
Strategic Decision-making: With centralized financial information readily available, F&B companies can make more informed and data-driven decisions. Financial analysis, forecasting, and budgeting become more accurate and reliable. This enables businesses to identify growth opportunities, optimize resource allocation, and make strategic investments to drive profitability and sustainable growth.
Scalability and Expansion: Centralizing accounts and finance functions provides a scalable platform for growth and expansion. As F&B companies open new locations or expand their operations, centralized systems can accommodate the increased financial complexity more efficiently. This ensures a smoother transition, standardized reporting, and better control over financial processes across the organization.
Efficient Compliance: The F&B industry is subject to various regulatory requirements, including tax regulations, food safety standards, and labor laws. Centralizing accounts and finance helps ensure compliance by establishing consistent processes and controls. It facilitates accurate and timely reporting, tax filings, and adherence to industry-specific regulations, reducing the risk of penalties or legal issues.
Overall, centralizing the accounts and finance function brings numerous advantages to F&B companies. It enables enhanced financial visibility, streamlined processes, cost savings, improved risk management, data-driven decision-making, scalability, and efficient compliance. By leveraging the benefits of centralization, F&B businesses can optimize their financial operations and position themselves for long-term success in a competitive industry.
Finout is not just a practical solution; it is a manifestation of our commitment to fostering growth and innovation in the F&B industry. We believe in the transformative power of efficient F&A support, and through Finout, we unlock a world of possibilities for F&B outlets. We are driven by the vision of a thriving ecosystem, where financial clarity, strategic decision-making, and sustainable growth intertwine seamlessly.
Is Your Business Ready to Take the Next Step? Check for These 7 Signs
Every business leader dreams of growing taking their business to new heights. Whether it is growing headcount, investing in new products, or opening new regions, scaling helps you build a financially stronger and operationally resilient organization. Considering the investment in time, money, or people, it’s important to know when and how to begin this process. Start hiring too soon and you’ll end up wasting resources that spend time sitting on the bench. Start too late and you could miss opportunities.
Over the years we at Finout have helped dozens of companies navigate these tricky questions and scale successfully. Here are 7 key signs we’ve noticed that can indicate your company is ready to take the next step.
1.Good Financial performance, aka profitability or cash flow positive:
Before you start scaling up, you must first have a strong financial foundation. We’re not talking about the depth of your pockets but about whether your business is cashflow positive and generates a profit. If you are spending more money than you are making, or if you have issues with payment cycles, it is best to fix such problems first because they will only get worse with scale.
2.Backlog – demand for your product/service exceeds supply:
Does your demand exceed supply? In other words, you are turning away new customers or orders because you have resource constraints? If your product is in high demand and you know It may be time to scale so that you can level up your production.
3.Strong customer retention:
If you have clients that have been with you for long and show no signs of leaving, it proves that you’ve found product market fit. On the flip side, if customers are not sticking around, then that is the problem you fix. Find out where the service gap is and prove that you can build long-term relationships so that you can reap greater benefits when you decide to scale.
4.Sales predictability
Do you occasionally have a huge month of sales? A sign your business is not ready to scale is when you have really big swing in sales from period to period. And no, I am not talking about seasonal fluctuations here. I’m referring to sales swings that occur because sales are lumpy in the industry or there are procurement hurdles and such. If you don’t yet understand your company and industry’s sales performance, you will be placing high-risk bets on growth initiatives that have low odds of paying off.
5.Confidence outside your core team:
Are the rest of your team as reliable as your core team? If you were to launch a new branch, hire new people, launch a new product – how confident are you that the rest of your team can adapt to this challenge and execute? For example some tech start-up founders may overweigh the importance of scaling technology to launch versus focusing on building a sustainable and successful business.
6.Emotional stability:
Mental health is a crucial but overlooked factor in your success. If you are eager and excited about growth, then that’s a good sign that you are ready for the responsibilities that come with scaling. On the other hand, if you are having a crisis of confidence from week to week, then you may need to hold steady until things stabilize before taking on the burden of increased payroll and other scale commitments.
7.Time
If your days are fully consumed fighting the daily fires of entrepreneurship, you likely don’t have the necessary bandwidth to kick off sales initiatives, especially if they involve fundraising. Offload responsibilities to your management team to ensure you are ready for growth.
In our experience, checking off all these indicators means you are ready to scale. This would mean reinforcing your infrastructure, hiring more people, increase your sales, making big moves and planning out three to five years growth scenarios.
Finance plays a large role in ensuring your scaling activities go according to plan. Keep the following points in mind before launching.
a) Financial roadmap
When you are about to take your business to where it has never been before, it’s critical that you lay out a financial plan. As Maya Angelou said, “Hoping for the best, prepared for the worst and unsurprised by anything in between.”
I would recommend creating a two-to-three-year long monthly budget based on various revenue scenarios to ensure you understand how much cash you may need before you reach break even. Make sure your assumptions are clarified, written down, so you can check back and calibrate accordingly.
b) Audit ready accounting records
Get your books and records in order because you are likely going to establish or increase your corporate line of credit, or receive growth funding from investors. Do not start conversations with your banks and investors if your book-keeping and records are not upto date.
c) Access to capital:
Before you scale up or hire in mass, you will have to ensure you have sufficient working capital aka cash, to ensure you don’t run out of money. Make a list of all potential sources of cash that you can access, and initiate conversations with lenders, strategic partners, potential investors all in parallel.
Scaling is an exciting opportunity for any entrepreneur. To ensure your scaling period goes according to plan it is essential you have the scaling indicators mentioned above lit bright green. Robust financial planning is a must and we urge you to spend adequate time on poring over your financial records and coming up with the right financial strategies to aid your growth plans.
5 Game-Changing Tips to Revamp Your Finance and Accounting Processes
As a financial services and accounting firm, we’ve seen a pattern of issues that plague companies of all sizes. Some of these can be easily rectified while some require deeper introspection. Without further ado, here are 5 common problems and their solutions to make your finance function more robust and insightful.
Outdated accounting software Old software makes finance inaccessible.
The reason old software is bad is purely because it is old. It is past its prime but stays alive because some financial professionals do not bother to keep up with the latest trends. There is a lot of ourdated accounting software that is neither user friendly nor mobile compatible. If in 2023 you cannot manage your finances from your smartphone or access vital information with just a single click you need to update your software.
Our recommendation: Upgrade to a cloud-based accounting system. You’ll not only enhance your team’s productivity but also stay ahead of the curve. Just remember to choose a system that fits your business requirements and don’t be tempted by complex ERP systems unless they’re truly necessary.
Financial performance reviews not a priority:
Regular assessments lead to gradual improvements.
Examine your core financial reports every month. As your business expands, it’s essential to monitor your Profit and Loss statement, Balance Sheet, Cash Flow statement, and other important reports. Analyzing your current performance against previous periods helps you identify trends and make smarter decisions. You can gain amazing insights by comparing P&L statements from one period to another. Want to know how prepared your business is for the future? Get a forward looking cash flow forecast as well as a budget to actual variance report to get a better grip on your financial health.
Not having a financial plan in place:
No Plan, No Budget, Really? How is that working for you?
Our proposal: Create a financial plan using Excel. Ambitious businesses need a robust plan, and developing one will encourage valuable discussions among your team members. Once you have a budget in place, monitor your progress with variance reports to ensure you stay on track.
Chronically delayed bookkeeping
If your bookkeeping is consistently late, it’s likely due to a lack of a well-defined calendar. Familiarize yourself with the rhythm of your F&A department and set up a timetable for invoicing and payments. Establish calendars for payroll, invoicing and payments and stick to them through rain and shine. This builds a discipline that trickles into every function. Try it. We promise this will change your operations for the better.
Always worried about cash
They say ‘Cash is king’ for a reason. Cash is the lifeblood of any business, and any delays in the cashflow process will leave you stressed. Traditional advice recommends having 3-6 months of cashflow reserves on hand, but one month is a good place to start. You will be able to meet payroll and honour cheques – both of which are important metrics to keep your credibility in the market. Focus on obtaining a bank loan if necessary. This will help you avoid the chaos and trouble that comes with constantly having to check whether you have cash available.
Succeeding as a business is not easy. There are hundreds of factors – many not in our control – that can impact your bottom line. The right habits, however, can make this difficult ride a lot more fruitful. At Finout, our goal is to help businesses overcome these procedural financial hurdles so they can spend time serving their core customers better. Need help? We’re always here for you.
Pros & Cons of outsoucing your Finance & Accounting function
Are you surrounded by piles of receipts and invoices? your eyes glaze over as you stare at a never-ending spreadsheet? No more boring spradsheets and endless calculations. Lets understand how outsourcing f&A function can actually spice up your financial game. It can be the light at the end of the tunnel. In fact, it’s like having a magical unicorn take care of all your financial woes while you sit back and sip on a pina colada. Okay, maybe not exactly like that, but outsourcing can provide a range of benefits, from cost savings to improved efficiency, leaving you with more time to focus on the things that matter.
Finance and accounting are critical functions within any organization, but they can also be time-consuming and complex. As businesses look for ways to streamline their operations and focus on core competencies, many are turning to outsourcing their finance and accounting functions. Outsourcing these functions can provide a range of benefits, including cost savings, improved efficiency, and access to specialized expertise. However, outsourcing finance and accounting functions also comes with its own set of challenges and risks. In this article, we will explore the pros and cons of outsourcing finance and accounting, and provide guidance on how to manage the process effectively.
Here is a run down of the pros and cons to keep in mind when you are deciding whether to hire or outsource your F&A function.
Save on costs. Outsourcing bookkeeping services are generally less than hiring a full-time bookkeeper, but when you add in Controller and CFO services the spend gap widens greatly between hiring full time resources and outsourcing. An outsourced team can easily save you 50% on your current F&A spend.
Work with experts. How confident are you in your ability to assess a Controller skill set for hire? Although the average founder excels in many areas, accounting is not generally one of them. It can take a long time to realize when you have made a bad hire in F&A, and unfortunately the costs can be tremendous.
Only pay for what you need. It’s generally easier in an outsourced relationship to limit the scope of an engagement and if you choose a modern service provider they will certainly be leveraging the latest accounting tools cutting down on resource time and improving data accuracy.
Timely reporting. One of the most common complaints about in-house accounting departments is that they are too slow and financial reporting is not being circulated every month. For whatever reason, it seems extra challenging for business owners to hold their F&A department accountable. An outsourced firm has the duty to deliver or risk contract termination so it drives consistent performance.
Affordable CFO guidance. Business owners are increasingly seeking a CFO to help them co-pilot their business. An outsourced F&A that includes CFO expertise can provide a small business owner with a financial co-pilot for making strategic plans and decisions.
Minimizing the great resignation impact. It’s well known that we are in the era of the “Great Resignation” and business owners have to weather the expense and stress this impact has on their business. If you choose to outsource, this is one less area of burden. Although your outsourced provider may experience turnover of their own, it will be their responsibility to manage accordingly and ensure your service impact is minimized
Improved business focus. The savings from outsourcing F&A can be reinvested into customer acquisition initiatives to grow your revenues.
There are some cons to consider as well.
Divided attention. When you have adhoc requests it may take more time for you to hear back from your external teammate because you likely aren’t their only client.
Slower turnaround time. A benefit of an in-house team is that you can easily drop by for greater response times on adhoc requests.
Out-of-scope costs. Over time business owners may want to add more reporting and services to the relationship which can lead to scope creep and increased costs. To contain spend you’ll want to ensure additional costs are discussed in advance to avoid nasty surprises when the bills come in.
More control. When hiring an in-house team, you can direct how the work is performed and exactly what the reports look like. When engaging with an outsourced provider, you get to clarify what information you want, but generally the vendor essentially decides how the work is performed, including reporting design, etc.
Unmet Expectations = Frustration. Outsourcing F&A does not mean you will eliminate all frustrations. There will still be errors from time to time and the frustration can sometimes feel greater for those who thought that outsourcing a business process would result in complete elimination of all departmental issues.
Choosing the right vendor. All outsourced F&A providers are not created equal. Ensuring you select a reputable service provider with the right expertise for your business will ensure a better experience.
If you are considering outsourcing your finance function keep these pros and cons in mind and be sure to do your research on the F&A provider before engaging to ensure they are the right fit for your business.
If you’d like to have a conversation with a us at Finout.in about outsourcing your finance contact us today.
Ever wonder if your services are priced correctly? If you own a service-based business, here are 6 tips to pricing your services from a financial perspective.
We mention financial perspective because pricing is one of the 4Ps of marketing. The concept of the 4Ps of marketing has been around since the 1950’s and refers to the interaction of product, price, place and promotion when it comes to the key factors that are involved with marketing a product or service. Generally speaking I tend to defer to marketing first when it comes to pricing strategies but equally important is a financial perspective.
Here we go with the top financial factors for pricing the service model for your business.
1. Profit
Profit is extremely important. if you are a project based service company you are seriously cutting off your potential to access investment funds if you are not profitable. Investors do not ‘fund losses’ – in other words any time you are securing growth capital you need to convince the investor that it is to fund growth and if your business is not currently profitable that is an uphill battle.
Growth
Nothwithstanding #1, growth can be the acceptable exception to profitability. To grow a service based business you need to invest in sales and marketing initiatives which will erode profits in the short-term. This is acceptable as long as you have a clear sight to profitability within 12-18 months and can demonstrate that the only reason you are not profitable is that you intentionally started to spend money to grow your revenues and the profits will soon be following.
3. Target profitability
How much profit do you want? That’s up to you but if you haven’t picked a number, 20% net profit is a decent target. To be clear we refer to ‘net profit’, not ‘gross profit’. Gross profit is the difference between revenues and your direct variable costs. Net profit includes all other business operating expenses and overhead costs. In order to generate a 20% net profit margin you likely need to be hitting a 50% gross margin. That means a 100% markup on your loaded human resource costs or in other words you should charge 2X your resource costs.
Pricing evolution
If you aren’t currently charging 2X your resource costs you are not alone. It is very common for start up service businesses to charge less than this. When you are new you may not have the clout to command your worth so you’ll undercharge in order to win business. This can be helpful for launching but over time you need to evolve your pricing to ensure it supports a sustainable and profitable business model. Once you have secured some satisfied clients and established a reputation for quality or expertise you can and should move your price upstream to ensure you are building a sustainable successful business.
Utilization
Consider your utilization – billable vs. non-billable time. This can vary by company. Don’t speculate – check timesheets and confirm how your staff are billing. For typical tech service companies, It could be based on 70%, 20%, 10%. 70% of time could be billable, 20% could be for administrative and training and 10% could be leave (vacation, sick). For project based companies that ensure projects are completed on time this may apply, but honestly it is worth it to confirm what utilization rate your business is working from.
Testing
Test it out. If you aren’t losing 20% of deals on price you are likely leaving money on the table. Keep track of your win/loss ratio. Also don’t be afraid to increase pricing for current customers. You can often increase pricing for current customers by 25% before you start impacting retention. Just be sure to give ample notice and take time to explain why the price increase is necessary.
Learn more about how we at Finout can help you with pricing your services.
