Category: Business Numbers

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How to recover your accounts receivables

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How to Recover Your Accounts Receivables After Covid-19

The pandemic has not been kind to business. Many companies have struggled with poor cash flow, defaulting on payments and many have even gone bankrupt. Even now, businesses still struggle, so, understandably, that the financial situation of most businesses in the world is bleak. With that being said, however, with the high vaccine rollout, Covid-19 IS receding (albeit, slowly).

To plan for post-crisis growth, every business will soon have to assess its financial position. This includes a review of receivables: how much they are owed and how well they’ve managed them before the crisis.

Here is how to recover your accounts receivable to prepare for post-Covid growth.

1. Take an honest assessment of your current business situation

Although the business world is slowly opening up again and life is resuming to some sort of normality, there will be an inevitable lag in business. What this means is that business liquidity isn’t going to improve until 2022.

So how can you prepare for this? First, look at your receivables, specifically how much you owe and what percentage of these will be paid back in the next year. Next, you need to forecast your cash flow to make sure that you can survive this period. Lastly, it’s good practice to segment your portfolio of clients into A, B and C. A are great clients, B are average, and C are the poor payers. Prioritise who you need to chase for cash flow payments.

2. Prepare for different scenarios by improving your processes

Things are changing all the time still, so consider what changes could help your business if a third wave of Covid hits or you experience other technical challenges. How will this impact your business? Could you survive?

To remain financially stable in almost any scenario, you need to improve your processes, especially shifting your accounts receivable set up to recall more reliable payments.  You can also reset your accounts receivable to be flexible for the recovery by closely examining payment deferrals and ensuring that payment chasing procedures are followed up consistently. The goal here is to get more customers to pay on time moving forward.

3. Think about customer expectations and invest in tech

Needs and expectations are evolving, especially throughout the pandemic, so the key to recovery is to anticipate these needs. Technology is a big area that a lot of businesses are focusing on and for good reason.

To build recovery-proof receivables in your business, you need to streamline and automate processes. For example, automated invoice reminders, credit control software, and customer payment portals etc.

Prepare your business for whatever comes next

The pandemic recovery is going to be painful, but you can take a few steps to prepare for and quickly react to changing situations. This is the key to post-crisis growth: consistently analysing your accounts receivables and adjusting your processes and operations until you create an adaptive model that aids growth instead of hinders.

 

10 ways to make sure your invoices get paid!

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Wouldn’t life be simple if you could guarantee that your invoice would get paid on time every time? Sadly, this isn’t always the reality. With the economy coming out of recession, there is a danger that your business invoices may not get paid in a timely fashion. Here are our best tips for getting your invoices paid:

1. Invoice promptly

The longer you take to invoice someone, the more likely it won’t get paid. Of course, no invoice normally means no payment…

Cloud accounting software such as Xero includes the feature to do recurring invoices. So, where you have a regular repeating invoice for the same amount with a customer, use this recurring invoice feature to cut down the chance of missing an invoice.

If you are finding that you are getting behind on your admin, then give us a call. We can take care of your bookkeeping to leave you free to run your business

2. No surprises!

If a bill is not expected, it probably won’t get paid! If a project is going to occur some extra expense or cost, always talk to the client or customer about it. If you just crack on with it and don’t tell the customer about the unexpected cost coming their way, you risk getting into a payment dispute.

Before you bill someone, always make sure that:

  • They are aware and expecting the bill
  •  They have agreed to pay the bill

3. Make it easy

This is such a simple one but easily missed. Make sure you are removing any barriers to pay your bill. Such as:

  •  Including a ‘pay now’ button linked to a payment gateway on your invoices. For example, Xero will do this for you with a Stripe account. Some customers may be happy for you to type in their card details over the phone using this option.
  • If you visit the customer on-site, then have the means to take payment whilst you are on site. E.g. with a card machine.
  •  Including your bank details on the invoice. (You will be surprised how many businesses and tradespeople don’t do this).
  • Offer multiple ways for your customers to pay. Eg. Bank transfer, direct debit, or credit card. Try to avoid offering the option to pay by cheque as getting to the bank can take time.

4. Set up a Direct Debit

If you have regular customers, getting a direct debit mandate signed from them is a great way to be more in control of when they pay you. GoCardless is an inexpensive direct debit solution that integrates well with the likes of Xero and other accounting software.

5. Get paid up front

There is no rule saying you can only invoice after you start work for a client. In fact, we will ask for payment upfront for some of our services, such as a client wanting a one-off tax return. If you or your customers are not happy with a 100% upfront payment, why not ask for a deposit to get the work started?

6. Build a relationship with the person who pays you

It always helps to be on good terms with the person at your customer’s business who pays your invoices. The stronger the relationship you have with them the less chance you have of having your payment “delayed”. If you don’t already know who this person is at your customer’s organisation it might help to find out.

7. Understand your customers’ accounts process

Do you need a PO number on your invoice? How does the invoice need to be addressed and who too? What needs to be on the invoice for it to be paid promptly? Who at your customer’s organisation needs to sign off the invoice before it will be paid? Who in the customer’s organisation is responsible for accounts payable? And can you get their name and contact details to help ‘ease the way for your invoice to be paid’?

When a finance department is preserving cash for a business, they will reject an invoice for payment for the smallest reason.

8. Create a process for unpaid invoices

For example, this could include a series of communications when the invoice is issued. Then a call or email the day before the invoice is due to see when it is going to be paid. Then a series of calls or emails several days and weeks after the invoice is due to be paid.

Also, most accounting software have a feature that will automate reminders for you.

9. Consider offering a payment plan

Most customers want to pay your bill, but sometimes stuff gets in the way. Consider offering a payment plan. Getting paid over 6 months in instalments is better than not getting paid at all.

10. Stop work if your invoices don’t get paid

If you get to the point where you have unpaid invoices and work still to do, stop working. Don’t carry on in the hope that they will get paid eventually as you may start to incur debts yourself. You’ll be surprised how quickly your unpaid invoices may get paid if you stop working for a client.

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What finance is available for small businesses in 2021?

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Just thinking about how much the government has forked out during the COVID-19 crisis is scary; never mind hearing the numbers (it was £284 billion at the end of 2020, just FYI). But the funny thing about the economy is that you have to borrow to build.

Small businesses have relied on government-backed financial support this past year, with schemes such as the Business Interruption Loan Scheme and the Bounce Back Loan Scheme keeping them afloat. However, the time has come to tighten eligibility, so these came to end as of March 31st.

The wounds of the pandemic are still being felt for many, so the question is then, what help is available to get through this next stage?

What are your needs?

Before you look at the options available, it’s worth thinking about what will be the most beneficial to you. Do you need immediate short-term support or medium-term financing? Will a one-off payment be enough or will you need finance again at some stage in the near future?

Once you know what your needs are, you can look at what new financial support schemes are available and choose the one that suits you best.

Financial support

  • The Recovery Loan Scheme – replaces the loan schemes that have just closed, and the government will guarantee up to 80% of loans from £25,000 to £10m. The scheme is open until 31st December 2021.
  • Restart Grant Scheme – a £5bn fund set up for non-essential retailers and hospitality and leisure businesses. If eligible, they could receive grants of up to £6,000 and £18,000 respectively, per premises.
  • Business rates relief – businesses in the retail, hospitality and leisure sectors in England will not have to pay business rates for the 2020 to 2021 tax year. Check eligibility here.
  • Self-Employment Income Support Scheme – to claim the fourth grant, you must be a self-employed individual or a member of a partnership. You also have to show evidence that supports a reduction in business activity, capacity, demand or inability to trade due to Coronavirus between 1st February 2021 and 30th April 2021.

Keep yourself informed & seek advice

2021 is looking better than 2020, but it’s still a rough road ahead. Especially for businesses. To help plan for an uncertain future, always keep up to date with announcements, check the Gov.uk website, and always consult your financial advisor for advice before applying for a scheme.

lady with tablet in factory

Self-employed Income Support Grants Extended

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In line with the further extension of the CJRS furlough scheme for employees the chancellor has also set out further support for the self-employed. We had been waiting for the details of the calculation of the fourth SEISS grant covering the period to 30 April and we now know that the support will continue to be 80% of average profits for the reference period capped at £2,500 a month and can be claimed from late April. There will then be a fifth SEISS grant covering the 5 months to 30 September.

The chancellor has also bowed to pressure to extend the scheme to include certain traders who were previously excluded. Thus, those who commenced self-employment in 2019/20 will now be included provided they had submitted their 2019/20 tax return by 2 March 2021. This is potentially a further 600,000 traders.

Conditions for the fifth grant will be linked to a reduction in business turnover. Self-employed individuals whose turnover has fallen by 30% or more will continue to receive the full grant worth 80% of three months’ average trading profits, capped at £2,500 a month. Those whose turnover has fallen by less than 30% will receive a 30% grant, capped at £950 a month. We are awaiting further details of this fifth grant.

'New school' accountants have replaced 'old school' bank managers for small businesses - blog

Have ‘New school’ accountants replaced ‘old school’ bank managers?

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We have an increasingly complex financial ecosystem, yet UK businesses feel that they have no one to turn to.  It’s not surprising, since we’ve seen a reduction in bank branches and bank managers over the past 20 years, but what business owners don’t know is that they do have someone. To help SMEs in a way that banks never could, accountants are stepping up to fill this gap. They are bringing back the relationship-driven, trusted advisor role to the businesses who miss it.

Here is how accountants are taking the place of old school bank managers.

The bank manager is dead…

Around 20-30 years ago, life seemed a lot simpler. If you were in business and you wanted a loan or to open an account, you would just head to a high street bank (most likely the same one where you had your personal account, mortgage, savings accounts and even investments). Your efforts usually resulted in an overdraft and the add-on of a relationship manager.

This was a win-win relationship. Business owners had a bank manager who they could come to about anything from finances to providing a better relationship, to their service and growing their business. In return, bank managers had clients who didn’t just come to them for a one-off shop (e.g. a loan). They were loyal customers and did their full weekly shop with them every week (e.g. accounts, mortgage etc).

Fast-forward to today and there has been a massive reduction in bank branches (almost 3,000 branches across the UK closed between 2015-2018 alone). And for the banks that are still operating, they have moved up the ‘food chain.’ Not all banks, but the majority have digitised and have reserved their face-to-face services for the bigger businesses who are bringing in more money.

The result of this is that thousands of SMEs have been left without a trusted advisor. They have been left to make crucial financial decisions based on limited or poor information, and don’t know where to turn. In essence, to smaller business owners, the bank manager is dead.

Long live the accountant!

According to a survey by Capitalise, 98% of business owners said that they had no idea who their bank manager was and that, at best, they have a call centre. This shows that banks are falling short of providing a long-term solution to replace the role traditionally filled by the Bank/Relationship Manager.

Business owners may have lost this relationship element from their banking service, but what many don’t know, is that their accountants can offer this and more. SMEs need guidance across the entire financial landscape, including personal decisions as well as business, and this is where accountants thrive.

Accountants are uniquely positioned to be the new gatekeeper for smaller business owners. They know their small business clients best so can easily step into this role of ‘Trusted Financial Advisor.’ A seemingly ‘old school’ and obvious solution, we know, but accountants have evolved over the years while the banks seemed to have devolved.

Where do business owners go for help?

Long story short, if you are one of the many business owners who miss a relationship-driven service rather than a transactional one…if you need a professional advisor who you can talk to openly and honestly about anything…if you want guidance to come up with the best financial solutions to satisfy your specific business needs…you can turn to your accountant.

They should be your first port of call for any question or query that you have. Do you need a personal mortgage renewal? Call your accountant and they will manage this for you and make the best introduction.

Your accountant can help you with everything that an old-school bank manager would, and more:

  • Very first point of contact as your trusted advisor and someone you can call or sit with.
  • Funding solutions – debt, loans and data-driven finance applications.
  • Cash flow management – accounts, reviews, and forecasting.
  • Business advisory discussions.
  • Quality referrals – accountants connect with people daily and grow their network/client base.
  • Business introductions – insurance, pension advisors, bank accounts, business succession/exit.
  • Personal wealth and finance introductions – mortgages/investments/pension.
  • Business growth – implementing and training for cloud accounting programmes that increase efficiency and facilitate growth.

Next time you need business or personal advice, talk to your accountant first. They can give you invaluable support in the 4 key areas of business (people, sales, service, and risk). Plus, unlike the old-school bank managers, they still put the relationship first. This means that they are in a position to give you the best guidance and support as they know you, your business, and your needs as well as their own.

money

10 ways to improve your business cash flow

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For a business to grow sustainably (and to successfully make it through the financial bumps in the road), cash flow needs to be a priority. And not just when times are tough and cash is tight. Making sure that you’re maintaining an optimal level of cash on hand at all times; this is essential to success.

So how do you do this? To improve your cash flow in the immediate but also for the long-term, here are 10 essentials.

Know your break-even figure

You need to know what number you need to reach each month to cover all of your outgoings. Once you know this, you can make better spending decisions and keep your cash flow at its optimal level.

Create a budget and stick to it 

While profit is important, you also need to focus on spending. Create a budget to ensure that you’re making more on each sale than you’re spending – this can help you be more mindful about where your money is going and it can help you make impactful changes.

Build a cash reserve

Set aside any excess money you make every month into a business savings account. Financial experts recommend keeping 3-6 months’ operating expenses in a cash reserve, but you can decide how much you want to keep available.

Automate your bookkeeping 

Using software such as Xero and QuickBooks can help you improve your cash flow. You can send out invoices immediately, get your clients to pay via Direct Debit, reconcile payments easily, and generate reports with a click of a button.

Offer discounts for early payments

If you have certain clients who pay late and miss payments, offer them a 2-5% discount if they pay early. Not only does this incentivise them to pay, but it also ensures that you don’t suffer from dips in your cash flow too. Win-win.

Negotiate extended payment deadlines with vendors 

It’s good to set up extended payment deadlines in the event that you can’t pay what you owe vendors right away. For example, you could negotiate a 60-day turnaround for all payments or include a clause in the agreement that allows later payments a certain number of times in the year. While it may not be needed, it is good to be prepared in case you ever need to use this option.

Consider financing (when it makes sense)

Your focus should be building up a cash reserve for emergency situations like the Coronavirus crisis. This means that, in a situation where you have unexpected expenses or you need a large sum, you should consider short- or long-term financing options instead.

Consider leasing supplies, equipment, and real estate instead of buying

While leasing may end up being more expensive than buying in the long run, choosing to lease supplies, equipment, and real estate for a certain amount of time will help you to maintain a steady cash stream for day-to-day operations.

Seek advice from an accountant 

The best way to improve your cash flow is to seek expert advice. Whether it’s getting an accountant to advise you on spending and saving or hiring them to completely manage your financial matters, they will help you make the right financial decisions. After all, you have to spend money to make money!

Improve your inventory

What is your inventory turnover? Surprisingly, there could be a lot of cash tied up in your inventory so check your inventory regularly. Are you buying too much? If so, sell it at a discount and start buying less of it. This is something that your accountant can help you figure out.

While it’s obviously very important to improve your cash flow right now (thanks Coronavirus), it is also essential for your business to have a healthy cash flow all year round. Keeping a robust cash flow takes vigilance, but it will help protect your business during turbulent times, not to mention, it will also help you sleep soundly.

Girl holding a wad of money

How can I increase my profit margin?

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As author Dough Hall correctly put it, “if your profit margins aren’t rising, chances are your company isn’t thriving.” Makes sense when you think about it. If your profit margin is the actual money you get to walk away with after a transaction (your revenue minus your costs), you want to be continually improving this number.

To help you increase your profit margin, especially at a time where you’re unable to increase demand, here are 10 strategies that you can start with.

Raise your fees

This is the most obvious way to increase your profit margin as the more money you make on each sale, the wider your margin. If you haven’t raised your prices in a while, consider doing so.

Reduce operating expenses 

Think about how you can streamline your operations to reduce costs. Can you lower your overheads by reducing wasteful spending? Would you benefit from automating administrative tasks?

Upsell services to existing clients

Your clients already know and trust you, so they are going to be significantly more receptive to other offers that you have. Upsell your other services that they could benefit from and you’ll see this is a great way to improve your profit margin.

Increase the productivity of your staff

Increasing the output of your staff is a great strategy to increase your profits. From setting the right targets and motivating them to training your staff and helping them develop the right skills, you can do a lot to boost their performance.

Identify and fix bottlenecks

In which areas are processes too slow? In what areas is there waste in your business? Bottlenecks cost you money and decrease your bottom line so comb through your processes and see what needs to be improved. Examples of waste are not utilising talent, waiting for work from others, and poor communication channels.

Invest in savvier practice management software 

While cloud-based systems and software cost initially, they can save a lot of time and money when it comes to those administrative and manual tasks. If you train the right staff on the right software, things like client enquiries, relationship management, email management, invoicing, and social media scheduling become a lot less painful.

Improve inventory turnover 

Markdowns are known profit-killers, so avoid them at all costs. One way to do this is to better manage areas like inventory. Review your inventory turnover and make better decisions around purchasing, sales and marketing, and you’ll reduce the need for markdowns.

Increase the perceived value of your brand 

You need a strong brand, one that centres around the emotional and lifestyle values of your target audience. If you have a brand that connects with your audience and you position yourself as the go-to-expert, you can charge a premium for your services.

Improve your bottom line

You don’t have to make drastic changes to increase your profit margin and it’s not all down to increasing your demand either.

The best way to continuously improve this number is to make effective tweaks to your business over time. They may seem like small changes in the moment, but these all build up and pave the way for wider profit margins!

numbers

What are the key figures I need to manage my cash flow?

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Running out of cash is one of the biggest reasons that businesses fail. It’s not surprising really, as forecasting your cash flow can be tricky, not to mention that there are so many variables that determine how much is needed for operations, how much money you have coming in, and how much money you actually have to spend. Like we said, tricky (and a recipe for a headache).

While it is difficult, cash flow planning is absolutely essential to the success of a business. It ensures that you have the cash flow you need to not only survive, but thrive, and in any market or economy. As you can imagine, this is the dream for every business right now – to know that they are okay and that they can make payroll and keep up with the bills – in the midst of the recession.

To be in this position, you need to start cash flow planning or forecasting and here are the main 4 numbers that you need to know.

1. How much cash is in the bank 

It is crucial for a business to always know how much money is in the bank, but what makes a business successful is knowing how long that money will last based on their current spending.

Just take the many businesses who were forced to close due to Covid as an example. They might not have generated adequate cash to meet monthly outgoings (e.g. rent, paying suppliers, paying employees, buying raw materials etc) for most of this year. So how have many of them survived?

Through cash flow planning, many businesses know exactly how long they can survive before they go bust. Due to this knowledge, they’ve been able to plan ahead and make better business decisions to improve their position throughout the year.

2. Turnover (revenue and stock)

Knowing your turnover or gross revenue (e.g. the total amount of money you’ve brought in from sales) is obviously a key number to know, but when it comes to your cash flow forecasting, things like stock turnover are also essential.

Stock turnover is the rate at which you keep and use all of your stock after you have purchased it. You might not think that this number is essential to know, but stock can actually hide a lot of problems and issues within the business that you wouldn’t otherwise see if you weren’t looking.

Imagine you have been buying too much stock. Imagine the money you have available that is just sitting there. By looking at metrics like this while cash flow planning, you can know whether or not you should be buying more or less stock at a time and what effect this will have on your profitability.

3. Cost of sales

While revenue is an essential number to know, cost of sales is even more critical. Why? Because if making those sales cost you more than the money you brought in from them, you are actually making a loss and are heading for some major cash-flow problems.

Even if your business is growing, this doesn’t mean that you are heading in the right direction, so pay close attention to this number when cash flow planning. What costs are involved in making your sales (e.g. the cost of stock if you sell tangibles or the cost of labour if you sell services etc)?

A small decrease in the cost of sales can have as much impact on gross profit as a large increase in sales, so that is why it is so essential to know this number. If you’re aware of these costs, you can either negotiate with suppliers for better prices or tighten up work processes to reduce labour hours.

4. Net profit

Net profit is the ultimate measure of a business’s success. It is your bottom line, i.e. everything you’ve made after you have subtracted all direct and fixed costs.

So why is this important for cash flow planning? The net profit margin helps you to see whether you are generating enough profits from your sales and whether operating and overhead costs are being contained. If you’re not doing either, then you should know where and how you need to make adjustments.

Don’t confuse cash flow with revenue!

Revenue is only a measurement of a one-way inflow of money whereas cash flow demonstrates all movement of money through your business (e.g. income, outgoings and existing cash in the business). That’s why cash flow forecasting is so essential, as you can use it to track your business’s financial health while also planning for any expected peaks or dips in business in the future.

So many numbers besides revenue indicate profitability, so you need to manage them ALL right before you can be sure that your revenue growth is cause for celebration (not commiseration!). Isn’t that what we all need in the current climate?

What are the new business support schemes for covid-19?

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What are the new business support schemes for covid-19?

Yesterday the government announced more support for businesses and the self-employed. This blog takes you through the announcements and what it means for your business.

On the one hand, it is great to see the government making available this help. But this probably means we will see fairly strict lockdown conditions between now and March 2021. We hope we are wrong about this, but in your contingency/scenario planning, particularly in regard to cash, please extend this 4-week lockdown until the end of March. If you need help with your business planning, please get in touch.

Here are the full details from the Government’s announcement.

The Self-Employed Income Scheme

On 30th November you will be able to claim a grant for up to 80% of your profits, to cover you for Nov – Jan 2021. This is capped at £7500. They also declared there will be one more grant which will cover the period Feb – Apr 2021. Details are yet unknown of when this will be paid or for how much.

To receive these grants, you need to have received the previous grants.

The ‘Furlough scheme’

This has now been extended to the end of March. Which in effect means that we are unlikely to see the Job Support Scheme operational… You can Furlough any member of staff, as long as they were on the payroll before Oct 30th 2020. And the government will pay up to 80% of their wages, capped at £2500 per month.

As a result of extending the Furlough scheme the planned Jan 2021 ‘Job retention bonus’ of £1000 for any employee you Furloughed who you still employed has been deferred. Until when? Who knows?

Help with cash flow

If you haven’t taken a Bounce Back Loan or didn’t take the maximum amount available to you, you can now top this up. And you will be able to take out a CBIL or Bounce Back Loan now until the end of Jan 2021.

Mortgage payment holidays for those who haven’t taken a payment holiday will be available for 6 months, without this being noted on their credit files.

Remember that for many businesses the deferred Q2 VAT payments, general tax and self-assessment tax is now becoming due in the next few months. Please get in touch if you haven’t already identified how you will manage your cash to make these payments. We can put you in touch with finance providers or help you organise a time to pay agreement with HMRC.

What support is there for my business in lockdown 2?

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Last night the prime minister addressed the nation and announced a month long lockdown for England. Something we never considered happening in our lifetimes is now happening twice. Businesses all over the country are being forced to shut once again, and people told to stay home and save lives. If you own a business, the question now is ‘what support is available to help my business survive?’.

Firstly, we need to apologise as details are still very sketchy. Indeed, the government’s own website on the job retention schemes have not yet been updated after the Prime Minister’s announcement on Saturday evening. For more details about the support for businesses announced yesterday see the government’s press release here

This is what we are aware of at the moment:

  • The Coronavirus Job Retention Scheme or ‘Furlough’ as it has come to be known will be extended for another month on more favourable terms.
  • The replacement for Furlough, “The Job Support Scheme” due to start today, starts in early December after the Furlough scheme officially finishes.
  • A grant available to self-employed people affected by COVID-19 has also been doubled to 40% of profits, with a maximum grant of £3750 over a 3-month period.

There are still grants available for businesses with rateable premises who are forced to close due to local or national restrictions.

The good news for small business owners (if there can be a silver lining) is that now the government will put in the full 80% of wage costs, up to a max of £2500 per month, for furloughed employees, with employers only needing to cover the pension and NI contributions. And similar to the scheme rules from July, you can have your furloughed employees working part-time under the scheme.

You will be able to furlough anyone who has been on the payroll by 30th October 2020. And they don’t need to have been furloughed before. And similar to how the scheme has operated, you will make your furlough claims with your payroll submissions.

Businesses required to close in England due to local or national restrictions will still be eligible for the following:

  • For properties with a rateable value of £15k or under, grants to be £1,334 per month, or £667 per two weeks;
  • For properties with a rateable value of between £15k-£51k grants to be £2,000 per month, or £1,000 per two weeks;
  • For properties with a rateable value of £51k or over grants to be £3,000 per month, or £1,500 per two weeks.

 

If you are based in Scotland, Wales or Northern Ireland, you will have money made available to you to replicate a similar grant scheme for closed businesses.

Let’s not forget….

We’ve all been here before. We know that it is a tough time for business owners. And there are no guarantees that this lockdown will stop after the 2nd December. However, we are here for you and have got your back.