Responding to a Revenue Crisis
How to keep your business afloat now and tomorrow.
So, you’ve compared actuals to budgets for the past few months, reviewed your cashflow forecast and it’s clear that revenue is declining.
What do you do next?
You need to keep your business afloat in the short term and help it prosper in the long term. There are 7 main areas of your business to look at. Your own circumstances and the reasons for the decline in revenue will guide which actions are most suitable for you. Identify the 3 or 4 most important actions and implement those before moving on to others – you can’t change everything at once! There are lots of questions in this article and only you can provide the answers.
Can you increase your prices? That may sound counter-intuitive and it may result in the loss of some customers, but could you bring in more revenue by charging a higher price to a smaller number of customers? And could that potentially reduce your costs as well as it’s cheaper to service fewer customers?
Are there some customers, products or services who are more profitable than others? Sometimes you can improve your bottom line by ditching those that cost you more.
Do you have the capacity to do some marketing that will bring in more customers and sales? Depending on the type of business you’re running, a digital campaign can be low-cost and low-risk, with much of the costs directly related to results.
Be wary of offering discounts to attract more customers as this can reduce your overall revenue and profitability but consider if you can sell additional products or services to your existing customers.
Sometimes what you have is not so much a revenue problem but more a collection problem. Consider things like invoicing your customers earlier or automating the generation of invoices – there are many tools available that can help with this. Then implement good processes to ensure your customers pay within the agreed terms. Again, there are apps to help automate this process – we’ve heard good things about Ezycollect, for example.
Do you have assets you’re not using or not using profitably? Maybe it’s time to sell them off.
Always be careful when cutting expenses to deal with a revenue problem. What you don’t want to do is harm your long-term prospects. Yes, you could save money by firing your best staff, but how would you service your customers next month and next year?
Having said that, it is prudent to review your expenses and look at what is not essential and what planned purchases can be deferred to a better time.
Have you reviewed your choices lately to see whether other suppliers will offer you better prices or better terms? Will your current suppliers do that if you just ask?
Clearing out old and slow-moving stock is the one time when it often makes sense to offer discounts – you’ve already paid for it, it’s not moving, it may be best to just get rid of it and bring in some cash. Just don’t go straight out and replace it then!
Reducing staff is often a reflex action to a revenue problem but it may not be the best so consider carefully. Staff costs are significant for most businesses and thus they can provide some quick gains. Remember though, that hiring new staff is expensive too so think about the long-term effects of any decisions you make. And staff are people too.
Can you negotiate fewer hours with casual and part-time staff? If you do this right, they’ll be available when you’re ready to expand your workforce in the future.
Can you use your staff more efficiently? Do you have the right people in the right roles throughout the business?
The Bottom Line
Planning ahead is the first part of resolving any crisis. This article will give you some ideas to start with. Talk to the people you work with, your bookkeeper and your accountant before making irreversible decisions and then act on the decisions you’ve made.
Tags: AccountantSmall Business