Posted: 22 May 2024 ![Cash flow management - VITAL for survival](https://www.essbiztools.com.au/images/zoo/blogs/2024/am375banner.jpg) # Cash flow management - VITAL for survival #### Accountants Minute 375 In a recent article from Financial Review, **MYOB CEO Paul Robson** highlighted the importance of **‘Fiscal Management Skills’.** This was mentioned in **[Accountants Minute Issue 372](https://www.essbiztools.com.au/ess-biztools-blogs/delivering-fiscal-management-skills-a-vital-role)**. In this article, it was noted that SME failure rates in Australian businesses have increased by 34% this financial year. This underscores the severe impact of business failures on entrepreneurs, suppliers, employees, and the ATO, which could be mitigated with better planning. #### Accountants need to be direct with individuals looking to start or buy a business One of the questions to ask SMEs is: **Do you understand fiscal management?** ![am375cashflow](https://www.essbiztools.com.au/images/zoo/blogs/2024/am375cashflow.jpg)If the answer is YES, test their knowledge with questions such as… What do you anticipate your suppliers’ terms of trade to be? Can you manage your cash flow if suppliers demand payment in less than 30 days, such as cash on delivery or within 7 or 14 days? Will you rely on a key supplier for essential products? If so, ensure timely payments to avoid operational disruptions. Will you need to extend credit to your customers? What credit terms will you offer to customers? Are you aware that most businesses do not receive payment from all customers within 30 days? Did you know Australia was once recognized for having the longest debtors days outstanding globally? Many SMEs have debtors days outstanding over 80 days. Can you finance this in your proposed business? Assuming suppliers will maintain the same payment terms as with the previous owner is risky. A long-standing vendor relationship might afford 40-day terms, but new owners could be limited to 14 days due to high SME failure rates. Another important question to ask is: **How do you plan to ensure you have sufficient funds to pay the ATO for your Business Activity Statement on time?** #### Key topics to discuss with prospective SME clients The financial challenges SMEs face. The importance of understanding Fiscal Management Skills. Warn them about the potential pitfalls mentioned by Paul Robson, such as business failures after six months due to insufficient cash reserves. ![am375fiscal](https://www.essbiztools.com.au/images/zoo/blogs/2024/am375fiscal.jpg)If clients don’t understand fiscal management, make it a condition of your appointment to **‘Monitor Fiscal Management’** of their business activities, including: - Budget and cash flow forecasts. - Preparation of monthly financial accounts. - Comparison of monthly financial accounts to budget and analysis of any variances. - Monthly preparation of key performance indicators and business metrics. - Close monitoring of key suppliers’ days outstanding. - Tracking debtors days outstanding against the budget. Implement a comprehensive debtors system, which includes a written procedure and training for the responsible person. This should cover the following… Having potential customers complete an ‘Application to Open an Account’. Obtaining Personal Guarantee Forms from directors if the customer is a company. Sending a ‘Welcome to New Customer’ letter that clearly states the terms of trade. ![am375debtors](https://www.essbiztools.com.au/images/zoo/blogs/2024/am375debtors.jpg)Monitoring the implementation of the Debtors System, which includes: - Clearly indicating the payment due date on the tax invoice. - Sending a reminder email or making a call five days before the payment due date. - Following up promptly if payment is not made on the due date. - Preparing debtors’ statements promptly and progressively throughout the month, and emailing them within 24 hours after month-end. - Calculating debtors days outstanding at the end of each month as a key performance indicator. By discussing these issues with prospective clients, you emphasize the importance of strong Fiscal Management and introduce the value of Advisory Services. **ESS BIZTOOLS** **Product Packages** incorporate key aspects of Fiscal Management that subscribers can use with multiple clients, ensuring strong fiscal management systems are in place. ## ESS BIZTOOLS Subscription Packages ![btpackages2024](https://www.essbiztools.com.au/images/zoo/blogs/2024/btpackages2024.jpg) #### Advisory Intro Package $99 (including GST) 12 x monthly or upfront discounted price of $990 (including GST) – more information **[HERE](https://www.essbiztools.com.au/access-levels/advisory-intro-package)** #### Business Advisory Services Starter Package $198 (including GST) 12 x monthly or upfront discounted price of $1,980 (including GST) – more information **[HERE](https://www.essbiztools.com.au/access-levels/business-advisory-services-starter-package)** #### Advanced Package $594 (including GST) 12 x monthly or upfront discounted price of $5,940 (including GST) – more information **[HERE](https://www.essbiztools.com.au/access-levels/advanced-package)** #### Financial Forecasting Package $1,056 (including GST) 12 x monthly or upfront discounted price of $10,560 (including GST) – more information **[HERE](https://www.essbiztools.com.au/access-levels/financial-forecasting-product-package)** ## Want to know more? Visit **[www.essbiztools.com.au](http://www.essbiztools.com.au)**. If you would like to have a discussion about how this concept of virtual CFO services can be supplied by Australian accounting firms please ring our **Managing Director, Peter Towers**, on 1800 232 088 and we will arrange a **complimentary 45-minute Zoom meeting** to discuss your firm’s position and to give you our advice. We believe that this is the blueprint for the delivery of an enhanced range of services by Australian Accounting and Bookkeeping firms to assist SME businesses to add value to their businesses and to assist accountants and bookkeepers not only to attract but to retain outstanding talent who want to be involved in the delivery of “real accounting services”. ## Tell us what you think ![amlkpollzc](https://www.essbiztools.com.au/images/zoo/blogs/2024/amlkpollzc.jpg)We would like to ensure that our articles remain relevant, insightful and informative. We value your input, so it would be appreciated if you could take a few minutes of your time to complete our survey – **[click here](https://forms.gle/zBaPdoNvHyZsHPiV6)**. Thank you for your assistance in making Accountants Minute better. ## Subscribe to Accountants Minute Want to keep up to date with the latest issue of our Accountants Minute newsletter? **[Click here](https://www.essbiztools.com.au/1531-general/2411-accountants-minute-subscription)** to subscribe, free of charge. #### ESS BIZTOOLS Blogs ### Recent Posts... 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