Avoid “lack of money”, or How Vanya regulated finances in his company
Advertising works at a loss, managers sell poorly, salaries eat up profits, income is spent on debt distribution, money is frozen in a warehouse or in a receivable. It may seem that everything is individual in every business, but in fact there are only two reasons:
Finances are mismanaged.
The company really earns little.
The first reason I often analyze in my articles. And in the second, Vanya will help us understand today. Meet me!
Vanya already knows how to properly manage the company’s money. He distributes finances among the funds. He knows where his money is and where his business is. Pays bills on time and avoids cash gaps. But the money is still not enough.
I want to change the old Nissan to BMW. In kopeck piece with his wife and children for a long time closely. And on vacation I want not to my mother-in-law in Anapa, but to Bali. Well, well, good goals. Will we help Vanya earn more? But first let him try it himself.
Vanya summoned managers and said that it would be good to increase sales. They nod understandingly, say they will try. But they immediately warn – it will not be easy. A couple of regular customers fell off, and the best manager went on vacation.
After a conversation, a week passes. Vanya sees that nothing has changed in income – and again calls on managers. And again excuses fly into it: bad customers, sellers, times. And it seems no one is to blame, but there is no one to ask. So another two weeks go by. Vanya is looking at income – a disaster!
Income has not just not grown, it has fallen. We are not enough to pay for rent and advertising, not like for a new car. Where to get the money from? Vanya for the third time calls up executives and arranges them for distribution. He yells, punches the table. Then he flies out of the office by a bullet, collects all the employees and directly reports that if there is no income, there will be no salary either.
And suddenly something rustled, stirred. Bills are billed. Beauty. “Well, it was impossible right away?” – Vanya thinks, in joy he picks up the phone and starts selling. We must help the guys try.
That month is over, the crisis is over. Bills paid, salary accrued, advertising purchased. There is money! That’s just on the goal of Vanya again left. Well, nothing, now he knows what to do next month. In the meantime, Vanya reclines in an armchair and usually relaxes for a couple of weeks. And then it all starts all over again.
Yes, maybe somewhere I went too far. But 90% of small business owners have just this situation. We spend money every week. But for some reason we earn the last. Maybe it costs a little differently? Let’s see how it will be right.
Vanya should increase the company’s need for income. To do this, he will have to recalculate the breakeven point. This is a financial plan that includes all expenses of the company, its goals and owner’s profit. Actually, Vanya should lay his money to the point more. If earlier it was in the region of one million a week, now it will be, say, 1.1 million.
But to make calculations is not enough! It is necessary to convey the new TB to managers and employees, because now they need to earn more. How to explain what it will take an additional one hundred thousand? But Vanya is smart, he was able to convince the staff. Motivated them with an increase in salary. Plus, he masked his profits under mandatory expenses. Say, under taxes, a development fund or long-term projects.
What is Vanya doing now? He collects managers and distributes funds. But it starts not with expenses, but with income. We have to plan them. Usually this step is given little importance. They let him through, they do it wrong. And as a result, we have Vanya from the first example. Financially literate, but poor. So what needs to be done?
Marketing, promotion, sales and production – they need to be strengthened. Find and carry out those actions that will bring more money next week, so that we reach the breakeven point. And now the most important thing.
Until you understand where to get each ruble and every penny next week, revenue planning does not end there. And given that plans are almost never implemented 100%, you need to plan income with a margin. Moreover, the options should offer managers, not the owner. Otherwise, you can’t get out of the routine, Vanya remembers this. Therefore, employees plan, do, and he controls. Yes, not so interesting. No need to shout and sell yourself. But then a new car in the garage will appear so much earlier.
Now you see how it should be and you know what to strive for. Of course, practice is needed, and there are many pitfalls. For example, you can make a mistake even at the stage of calculating the breakeven point, and then you can not do further. But Vanya could, so you can.