Preparation is key If growth is on the horizon, it is wise to plan ahead to increase the variety of funding options available and reduce time pressures. This will enable the management team to refine the business plan and ensure it effectively outlines the business model, market opportunity, revenue projections and vision for the future – as this will all be essential information to share with investors. Thinking ahead also allows appropriate time to assess the business’ genuine funding needs, determining exactly how much cash is required and how it will be spent. Having a more precise figure in mind will help to better communicate and justify needs to potential investors. As well as preparing material for an investment pitch, savvy business leaders should also use this time to prepare any materials that are likely to be requested in the due diligence process once an investor has expressed interest. This could include documents such as financial statements, customer contracts and forecasted revenue and having it all ready and organised can really help speed up the process once an initial investment offer is made. Consider all the options Researching all the potential funding options available will help to develop a well-rounded understanding and awareness of the advantages and challenges that come with each. This enables business leaders to pursue the funding stream which best aligns with the firm’s goals. Yet research from Growth Lending’s Don’t Bank On It report, demonstrated that awareness of different funding options was low. For example, nearly three quarters (72%) of business leaders were unaware of venture debt and more than half (60%) didn’t know asset-based lending was a form of funding. When exploring funding options, businesses should consider the different criteria and understand associated terms and agreements. While traditional lenders often have much stricter lending criteria that makes them less suitable for SMEs, alternative lenders are able to provide more flexibility in their approach to historical financial performance and revenue. These lenders often have products that are better suited to the unique requirements of SMEs too, including products that leverage a business’ existing assets. Venture capital and angel investors are also good options for funding growth, but business leaders should be wary of the financial implications of giving up equity and consider how involved they would like their investor to be. Be realistic While investors will be keen to see growth potential, it is important to be realistic and not over-optimistic when pitching for funding. Investors will appreciate open communication and want to work with honest business leaders, so it is in everyone’s interest to keep to the facts. Knowing your numbers is key to a succinct, well-informed pitch and being realistic about revenue projections, expenses, cash flow and profitability forecasts will demonstrate a strong understanding of the business’s financial position, as well as ability to effectively manage the investment. If there are any risks involved, demonstrating how these could be mitigated also demonstrates to investors that your business is forward-thinking and proactive. Seek expert advice The fundraising process can be daunting and many businesses seek support from an adviser to navigate it. An adviser can help to assess the different options and provide expert insight into the right funding stream to support specific growth plans. Armed with extensive networks, advisers can signpost SMEs to reputable funding sources, make introductions and will be familiar with their processes and thus able to provide unique insight on expectations. Any gaps or weaknesses in a business’s funding strategy can also be identified by an adviser, who can objectively provide recommendations for improvements. Other ways they can support include pitch preparation, financial analysis, risk mitigation, negotiation guidance and due diligence sourcing. All business leaders will be aware of the timeintensive nature of managing an SME, so an adviser can also reduce the added workload that comes with seeking funding. The fundraising journey will be different for every SME but being prepared, exploring different funding options, remaining realistic and seeking support are universal steps for increasing the chances of successfully securing funding. About Growth Lending Growth Lending is a provider of tailored funding for high-calibre B2B firms. The team – based across the UK and with additional offices in Atlanta, Cape Town and the Philippines – has decades of experience within institutional lenders, alternative finance and invoice discounting providers, giving Growth Lending the confidence to lend where other lenders cannot. The firm specialises in funding businesses through different growth stages to support their unique goals. Finance Monthly. Business 55
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