In the latest Business Finance Bulletin Rob Warlow looks at activity in the alternative sources of finance market. There’s news of crowdlender ReBuildingSociety joining the Alternative Business Funding platform and how a survey has revealed that business owners are finding it hard to differentiate between banks.

Rob also reports on the growth in the total amount lent by alternative finance providers and crowdfunding platforms with the figures showing strong performance.

And in the Business Finance Tip of the Week a live from a live seminar Rob delivered recently for the ACCA in South Wales on alternative sources of finance. In this clip Rob talks about one key reason why bank would say no to a loan request.

You can also listen to this week’s episode by clicking below or downloading it to your phone.

In the latest Business Finance Bulletin, Rob Warlow looks at a survey from Bibbys Financial Services which reveals that a growing number of businesses are considering alternative sources of finance because their existing providers aren’t servicing them well. Yet there are barriers facing businesses which stop them from moving.

According to findings by KPMG family-owned businesses find it challenging to raise finance via selling equity because of an expectations mis-match. But there is one solution which would help family businesses access the finance they need. So how can the tap into this source of cash?

In the Business Finance Tip of the Week, a clip from a live seminar in which Rob shares his views on why you should focus on preparing a polished pitch when presenting your funding case to the bank.

You can also listen to this week’s episode by clicking below or you can download it to your phone to listen to later.

The latest SME Finance Monitor Report shows how much the funding and finance landscape is changing with small businesses demonstrating cautiousness and a reluctance to engage in seeking out finance.

One of the key findings from the latest quarterly report, which surveys 5,000 UK small business owners, is that issues around access to finance is now slipping off the list of obstacles to running to a business.

The current economic climate continues to be cited as the main obstacle to running the business in the next 12 months with 17% of SMEs quoting this as the main barrier. In terms of access to finance only 8% claimed it to be an issue (compared to 12% in Q1 2013), which appears to be counter to how much press the relationship between banks and small businesses is given.

Interestingly 65% of those surveyed said they see no major obstacles which could hold them back from going for growth. This is an encouraging sign.

With access of finance being seen as less of an issue than we may think, how does this translate in to actually usage of finance?

The report found that 39% of SMEs were using external finance in the second quarter of 2014, which is in line with most quarters since 2012. This means that 60% of SMEs either fund their business via shareholders/directors or don’t borrow.

In fact 39% classified themselves as a ‘Permanent non-borrower’. These are businesses which have not borrowed over the last five years and have no intention of borrowing over the next three months. The number of small businesses who declare themselves as not interested in borrowing has increased steadily over time, having been 34% in 2011 and 2012.

Even the number of businesses which have not borrowed over the last twelve months is remarkably low. Referred to as ‘Happy non-seekers’ these amount to 78% of those surveyed. So nearly 80% of SMEs are quite comfortable in not borrowing at all. This number is also on an upward trend having increased from 66% in Q2 2012.

You do begin to wonder why so much attention is given to the issue of access to finance when so many businesses declare themselves as not interested! But this does have one implication and that is as to how future growth will be funded. Growth typically needs cash to support working capital and investment needs so it is important for businesses to realise that growth usually needs finance and not to shy away from seeking it out.

Of those who do borrow, the range of finance products they use is also beginning to change. The report found that 30% of SMEs used ‘core’ products (loans, overdrafts and/or credit cards), but this is a declining proportion over time (it was 36% in Q2 2012). Other forms of finance, such as leasing, invoice discounting, private loans and crowdfunding, are being used by 17% of businesses so there is a lot of scope for alternative lenders to grow.

It’s clear that many businesses are comfortable where they are but for them to grow a finance need will kick in and it’s vital they don’t fall into the trap of going for growth with no cash… that can only end in disaster. But there is also a need for all finance providers to ensure that funds are there when needed and sending a clear signal that they are ‘open for business’. We don’t want businesses assuming they will get a ‘no’ and not even approaching a bank in the first place.

We will continue our look in to the findings of the latest SME Finance Monitor Report in future blogs.

In this clip taken from a live seminar Rob Warlow talks about the history of crowdfunding, and how the credit crunch led to the launch of crowdfunding sites.

From raising finance via equity to business loans crowdfunding is a growing alternative to the banks.

Latest figures from the Bank of England of lending to businesses show a continuation in the decline of total money lent to UK businesses. But small businesses appear to slightly better off than their larger corporate counterparts.

The figures to June 2014 reveal that the total amount of loans (including overdrafts) currently outstanding to businesses decreased by £3.4 billion in June, compared to the average monthly decrease of £0.9 billion over the previous six months. This results in a twelve-month fall of -3.8% in the stock of loans currently outstanding in banks.

However, a glimmer of hope for small businesses. Within these figures, loans (including overdrafts) outstanding to small and medium-sized enterprises (SMEs) increased by £0.2 billion, compared to the average monthly decrease of £0.5 billion over the previous six months. So unlike their larger corporate counterparts, UK small business owners are coming out on top.

That said the overall stock of loans advanced to small businesses has contracted by -2.8% over the twelve-months compared to June 2013 but this compares favourably to the overall fall of 3.8% for businesses of all sizes.

One important point to remember is that these figures relate to the amount outstanding at the end of the month i.e. existing loans, plus new money lent in the month, less money paid back during the month. When we delve further into the figures, particularly in relation to small businesses, the amount of new money being lent each month is showing a slight increase,

Monthly New Loans to Small Businesses

April £4.1b
May £4.3b
June £4.8b

Of course, these new loans are being netted off against monthly loan repayments and overdrafts paid down and here we see that small businesses are more or less paying back what they taking in new loans

Monthly Repayments by Small Businesses

April £4.5b
May £4.3b
June £4.7b

The net result looks like this:

Month   New Loans   Repayments   Net Amount

April               £4.1b               £4.5b                   -0.5b

May                 £4.3b              £4.3b                     0.0b

June                £4.8b              £4.7b                     0.1b

So are we seeing early signs of banks stepping back in to the SME market? If so, this growth is being offset by small businesses which would rather pay debt off than take on more; the appetite amongst small businesses to borrow may not as strong as many believe it to be.

Of course the other argument is that the ‘new loans’ figure should be a lot higher resulting in positive growth but it is the banks that don’t have the appetite to lend.

In reality it’s a bit of both!

The struggles businesses have when it comes to getting a business loan are well known for even well established businesses. But what if you are a start-up or a relatively young business? Simply put the climb you face will be steeper than the one confronting your more mature counterparts.

So what factors do banks take into consideration when assessing a business loan request?

If you are a start-up or a relatively young business you can increase your chances of success by better understanding how banks will assess your finance request. In fact businesses of all ages would also benefit from this.

One framework which sums up their approach is CAMPARI; get a tick for each aspect of this framework and you’re on the right track.

Character

First of all you need to understand that in the SME world the bank is lending to you, not your business… you are the business. It is you that can make or break your business and so naturally the bank is going to pay close attention to your character.

The bank will consider your age and health; the assets you have; how you have operated your bank account; and whether you come across as a person of integrity and honesty.

The key factor though will be the information contained in your Credit file. Do you have a clean record, or do you have a list of past loan defaults? For lower value loans the results from a credit search can be the main factor in you getting a yes or a no.

Ability

Closely linked to your character is your ability to make a success of the business. In terms of the sector you’re operating in do you have relevant experience? Do you have suitable qualifications which benefit you in this business?

What specific business skills do you have which will help control and grow the business? If you are missing key skill sets, what are you doing to close the gap? Do you have a clear plan for what you want to achieve?

All of these factors will help in assessing your ability to deliver on what you are promising.

Margin

This next part of the CAMPARI framework is not the definition of margin you will be familiar with. This is the amount of margin the bank will be charging you i.e. the interest rate and other charges they will apply.

The question for the bank is whether the interest rate and fees proposed is sufficiently high enough to compensate them for the risk they are taking.

Purpose

The bank will want to make sure that the purpose to which the finance will be used adds value to the business; the money lent has to assist you in moving the business forward and not just to get you out of trouble by paying off pressing bills for example.

The bank will also consider the sector you are operating in. Banks have sectors they are happy to lend to and sectors in which they are more cautious. The less favoured the sector, the tougher it will be to get what you want.

Amount

The bank does not expect to be advancing the total cost of the project; you will be expected to make a contribution. So what percentage are you putting in?

In terms of the project, are you asking for too little or too much? Either of these will put the bank off. The acid test is whether the amount you’re requesting matches with what your financial projections are showing.

Repayment

At the very heart of the bank’s assessment process is your ability to repay the finance you’re requesting. The bank will be looking at your Annual Accounts, your Management figures and your financial projections (Profit and Loss, Cashflow and Balance Sheet), all to confirm you can afford the repayments.

What about your past repayment track record? Have you had previous borrowings which were either paid back with no problems or where you struggled to pay? All of this is taken into consideration when assessing your ability to pay back.

Insurance

And lastly the bank is going to look at its insurance in terms of the security you can offer for the bank to fall back on should you fail to repay.

The issue of security is a very emotive subject. If you are looking to borrow a relatively small sum then the issue of security won’t arise as the bank will lend purely against your past credit history. However, for larger amounts the bank will be looking for assets which it can sell should you fail to pay.

The Next Step

As you can see there are a number of elements that the bank will look at when assessing your finance request. How do you stack up against the CAMPARI framework?

What actions do you need to take to improve your chances of getting a ‘yes’?

Getting a business loan is not as easy as it once was. During the ‘boom’ times you could get a business loan based on a few pages of information. Not today. If you are approaching your bank for finance you have to be prepared for a long list of demands.

We all know the 5 P’s when it comes to preparing for a big event – ‘preparation prevents particularly poor performance’ – and when it comes to approaching your bank for a business loan, this has never been truer.

To help them in assessing whether you are a good risk banks are coming up with an ever growing shopping list of required information.

To help you stay one step ahead of the game in getting a business loan here’s a list of what you can do in advance of putting your request in.

Prepare a Business Plan

Whilst you may think a face-to-face interview will be enough for the bank to understand you and your business, it’s not the case. You can’t take the risk of the bank not ‘getting’ your business. Writing a Business Plan takes away that risk; you’re in control of the message you want to get across.

A Plan does not have to be complicated. Here is a simple four-part outline:

• Where your business has come from and your background
• Where your business is today
• Where you want it to be
• How you are going to get there

Before you approach your bank with your business loan application, commit time and resources to writing a Business Plan; it may be less painful than you think and it will certainly give you a head start.

Bring Your Financials Up to Date

Your annual Financial Statements may not mean much to you but for the bank your numbers are the foundation of their assessment process.

If you have been lax in keeping your financials up to date speak to your accountant today. Your bank is not going to move an inch until it has a set of Accounts on the desk.

Prepare Your Latest Trading Figures

So you have your Financial Statements produced within three months of your year-end and the bank is happy? No! A few months is a long time in business and the bank will want up to date trading details in the form of Management Accounts. These are a mini version of your annual figures but more up to date – ideally to the end of the previous month.

In the current climate you should be preparing regular performance figures to assist in tracking areas for improvement as a matter of course. If you’re not, start today so when it comes to speaking to the bank you’re fully prepared.

Get Your Financial Projections Ready

Whilst the Business Plan sets out your vision in words the financial projections set out your future in numbers.

You will need a minimum of two years projections to include a forecast Profit and Loss, Balance Sheet and Cash Flow.

There are three reasons for the bank requiring projections:

• To be convinced that your business can service the level of debt you are requesting
• To monitor actual results achieved against the numbers projected with any deviation, acting as a warning sign
• To force you to think through your project in terms of numbers in order to take away the emotional element

Don’t shy away from this important task; you need to demonstrate to the bank that you are comfortable with the numbers aspect of your business.

Prepare a Personal Financial Summary

Banks will take greater interest in your personal financial position. In these tough times savings have been depleted, and credit cards maxed out to keep the cash flowing. The bank will want to know how your personal financial position looks.

Start by preparing an Income and Expenditure Report which lists your monthly household ingoing’s and outgoings. This is then backed up by an Asset and Liabilities Statement which summarises your assets – house, car, and savings – and your liabilities – mortgage, car loan, personal loan, and credit card.

But That May Not Be It …

This list is not exhaustive. Each business loan request and business is unique so the information asked of you will be tailored accordingly. Banks continue to be mindful of the risks they are taking on and one way to mitigate this is to obtain as much information as possible.

If you prepare your business loan application well in advance you can save a lot of time and stress so start your preparation now.

For regular updates on how to finance your growth plans, subscribe to our free weekly Business Finance Bulletin.

In the latest episode of the Business Finance Bulletin a look at what business owners who are selling an equity stake want from their new partners. The relationship between banks and business owners has been strained but a new survey from Albion Ventures reveals a surprisingly high number of businesses getting a ‘yes’ from their banks.

On the alternative finance scene Rob looks at the latest government proposals to force banks to refer borrowers who have been declined finance to sources of alternative finance.

Late payment continues to be an issue for businesses and Rob shares the findings of a recent survey which reveals that a large percentage of businesses are missing out on an important piece of the late payment jigsaw puzzle.

And in the Business Finance Tip of the Week a clip from a live seminar in which Rob discusses the history of crowdfunding.

When looking at getting a business loan one aspect of your business you must be comfortable with is your financial performance… you have to know your numbers. And yet being able to read (and understand!) a Balance Sheet and a Profit and Loss is one aspect of running a successful business that eludes many business owners.

In this clip from a seminar Business Loan Services’ Rob Warlow looks at the importance of knowing your numbers when applying for a business loan or any form of business finance.

Small businesses on the hunt for bank finance are seeing a higher success rate in getting a yes than in previous years, with 80% of applicants receiving a positive response.

The survey, carried out by Albion Ventures as part of its annual Growth Report, revealed the success rate had increased from 71% in 2013 to 80% in 2014, a sign that banks are becoming more responsive as the economy improves.
Access to finance has been a prominent concern for UK business owners since the onset of the recession but it seems that the situation is now proving to be less of an issue. The survey found that access to finance now ranks fifth as a key concern for business owners.

However it may be that businesses are being more realistic in their chances of success in getting finance as the report reveals that only 10% of those surveyed said they had applied for funding compared to 17% in 2013. Are they assuming they will get a ‘no’ and so not bothering applying?

But the future is not so bleak when businesses were asked about their plans for the next 12 months. Looking ahead a third said they are planning to raise finance over the coming 12 months with 27% being for business development purposes and 23% to expand their premises.

This move to a more positive reason to raise finance was backed up by a 25% drop in those looking to raise cash to support trading (24% in 2014, down from 32% in 2013); an indication that businesses are moving in the right direction.

The news that businesses are feeling more positive comes on the back of the government announcement that in autumn it will be introducing legislation to force banks to refer businesses which they can’t support to alternative lenders. With small businesses being given more guidance we could see a further increase in the already fairly healthy success rate.