As we know access to finance amongst businesses has been tough and over the last few years the media has been filled with horror stories… but what is the reality on the ground?

Since mid 2011 an external body, the SME Finance Monitor team, has been carrying out quarterly independent research in to dealings between banks and small businesses when it comes to raising finance. Over the years the SME Finance Monitor Report has provided insight into what is really going on.

And the team has now released its latest report for quarter 1 2015.

So what are the key findings?

First the good news… 79% of those surveyed said they are now operating profitably.

This is up from 69% in the same quarter of 2013 – a significant improvement.

What about use of external sources of finance?

In quarter 1 of 2015 36% of businesses said they used external sources of finance.. that leaves a large number which are self-financing

Of those businesses using external finance 29% are using ‘core finance’ products such as overdrafts, loans and credit cards. This is down from 40% in the first quarter of 2012. This shows how businesses are moving away from the traditional sources of finance.

We often hear the statement that businesses are being starved of credit… well here’s the killer statistic which consistently comes out of this survey.

In the first quarter of 2015 48% of SMEs define themselves as ‘permanent non-borrowers’… they are not interested in borrowing and haven’t done so over the five years and don’t intend to in the future.

This was 30% in quarter 1 2012 so an increasing number of businesses are opting out of borrowing.
But what about business’ appetite to borrow over a shorter term?

The SME Finance Monitor team ask businesses about borrowing over the previous 12 months and looking ahead.

Here, 79% of businesses put themselves in this category – referred to as ‘Happy non-seekers of finance’

That’s nearly 80% of those surveyed saying they don’t want to borrow!

Added to that 72% of businesses said that their aim is to pay down their debt… and not borrow again.

So perhaps all the fuss about helping businesses to borrow is not as a big a problem as we think.

I’ll be returning to sharing more findings from the latest SME Finance Monitor Report so watch out for a future video.

One aspect of a bank’s credit assessment process in reviewing your business loan request is how you are going to use the money lent to you. BLS’s Rob Warlow shares three key things you need to be aware of in how the bank will review your business loan application.

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.

Posted on 25.02.2014, by Rob Warlow

With the economy picking up confidence is beginning to return and small to medium sized manufacturers in England are set to embark on a major investment drive in order to meet expected increase in demand.

A survey from the Manufacturing Advisory Service (MAS) has revealed that 86% of respondents were planning to invest in capital equipment over the next twelve months, with companies looking to spend £121,000 on average.

Two thirds of the firms questioned are looking to purchase new plant and machinery, and just over half are focused on upgrading IT/communications infrastructure and nearly a third on improving premises.

So what’s prompting this investment drive?

The key reasons cited by those businesses surveyed were boosting efficiency and quality (31%), followed by developing new products/processes (30%) and extending existing capacity (22%).

Interestingly fewer than one in five companies (19%) said they planned to approach banks to fund capital equipment purchases in the next year, with manufacturers instead choosing to secure money via grants (27%) and the Regional Growth Fund (21%).

A even more positive sign that the economy is kicking back into life is that 62% of companies reported an increase in sales over the last six months, whilst over three quarters of businesses (76%) expect to boost sales between now and June 2014.

If you are looking at growth plans this year then we’re happy to have a chat about your financing options.

Posted on 23.01.2014, by Rob Warlow

Face with growing outcries about the continual fall in bank lending, the main High Street banks have launched a new campaign to get businesses borrowing.

The banks, together with the British Bankers Association, are keen to let businesses know they are a lot more likely to get bank finance than they think. The banks, which include Barclays, HSBC, Lloyds, Nat West, RBS and Santander, quote a recent SME Finance Monitor report which says that while only 37% of SMEs planning to apply for finance believe they will get approval from their bank, actual approval rates are a lot higher at almost 67%.

The research from the BDRC survey identified as many as 270,000 businesses that wanted to apply for finance but never actually ended up doing so. It attributes a lack of confidence in their chances of success as one of the key reasons for this.

The message of the campaign is that increasing confidence amongst businesses around lending has the potential to boost the UK economy, as if all of those businesses went ahead and applied for finance this could enable:

• 53,000 small and medium sized businesses expand in the UK
• 48,000 new orders for equipment
• 113,000 businesses to boost their spending power
• 16,000 companies to develop new products or significantly improve their offering to customers

The 12-month campaign will be aimed at businesses with a turnover of less than £25million, and working alongside the government, politicians, banks and business groups it will spread the message that SMEs are a lot more likely to get finance than they think.

The campaign, featuring online advertising and social media outreach, will provide top tips for finance success, promote schemes such as business mentoring and showcase examples of businesses that have gone on to grow and prosper after securing a loan.

Posted on 13.01.2014

In this episode of the Business Finance Bulletin Rob Warlow looks at the latest bank lending figures which, when you look closer, shows that banks are beginning to lend more to small businesses.

Rob also looks at the consequences of not diversifying your client base and how this is one area of risk that banks consider when reviewing a business finance request.

Posted on 13.01.2014, by Rob Warlow

When reviewing your finance request the bank is looking to identify the various risks which could cause your business to fail or at least struggle.

There are a number of risks which banks are on the hunt for but one such risk is client concentration; is your business overly dependent on one or two clients?

A disproportionate reliance in terms of turnover on one client can prove fatal if they fail to pay what’s due or, even worse, close down altogether.

If a large portion of your sales turnover does depend on one or two clients then the bank will see this as a key risk (as should you). If you are in this position the bank will be looking for an answer to this question,

“If this key client fails, what impact will this have on repayment of our loan?”

The importance of investigating this risk, and understanding the impact it can have on a business, is highlighted in a recent company failure.

A company operated a three-star hotel just outside Cardiff Wales International Airport in South Wales.

The hotel’s primary source of income came from the company operating the airport car parking facility. The company offered the airport users a package deal comprising of car parking and hotel accommodation. An ideal win-win for both the hotel and the car parking provider

Unfortunately the car parking company closed the facility in January 2013 and very quickly the hotel started to suffer due to this dramatic loss in business. The reason for this was that the arrangement constituted a large portion of the hotel’s turnover.

The end result was the company running the hotel was placed into Administration in November 2013 with lenders and other creditors facing a significant loss.

A salutary lesson as to why you should never build a business on a thin client base; the risks are too high and if you are looking for finance the bank will be less willing to support you.

Client diversification is the key.

Posted on 06.01.2014, by Rob Warlow

The monthly business borrowing figures released by the Bank of England has once again fuelled the ‘banks aren’t lending’ debate but as I mentioned last month (Bank Lending to SMEs Is Falling But That’s Just One Side of the Story) delving deeper into the figures reveals a slightly different story.

The release of the November bank borrowing figures lead to media comments such as ‘bank lending tumbles’ and ‘slump in bank lending’. These headline grabbing quotes was on the back of Bank of England figures which showed that in the month of November alone the total amount of business lending (overdrafts and loans) fell by £4.7 billion.

However, the detail in the numbers doesn’t quite support such a doomsday situation and here’s why.

The monthly reduction figure quoted is the fall in ‘net lending’ – this is the total stock of all borrowing which is the sum of new lending drawn down in the monthly less monthly repayments.

What is happening is that businesses are repaying debt quicker than the banks are lending it back out.

Here are the figures (these numbers only include loans with overdrafts having been taken out in the stats by the Bank of England):

We can see that in August the banks lent out £9.6b and whilst this increased to £15.5b of new lending in October, the amount of £13.5b in November still compares favourably.

However, new lending is being offset by higher repayments in the month so resulting in a reduction in the total stock of loans. In November new lending of £13.5b was offset by repayments of £16.7b resulting in a net reduction of £3.1b.

These figures relate to businesses of all sizes but the Bank of England also issues figures with the larger businesses stripped out leaving just SME borrowing and these reveal a slightly different picture.

We can see that overall there has been a steady increase in new loans to small businesses. The British Bankers’ Association has quickly pointed out that the new lending to SMEs (totalling £4 billion in November) was 38% higher than the £2.9b seen in the same month in 2012.

Nearly 40% increase! I don’t see this figure being mentioned too much in the media!!

And there is further good news; for the first time in many months, November actually saw a net increase in lending to SMEs of £200m i.e. more was lent out than was paid back.

So, both from a combined position, and for SME lending on its own, the underlying problem is that businesses are paying off debt at a quicker rate than they are taking on new loans.

At a gross level, bank lending does appear to be increasing.

We can argue that banks should be making an effort to lend more in order to get to a positive position each month but should we be too concerned that businesses are paying down debt? We saw businesses gorging on easily available credit during the boom days and quite sensibly they are now focused on paying debt down.

I have talked before about the lack of appetite amongst businesses to borrow and this has been highlighted in a number of surveys. The most recent of these is the quarterly SME Finance Monitor report. In its latest review to Quarter 3 of 2013, they reported that 78% of SMEs classified themselves as ‘happy non-seekers of finance’.

Yes, nearly 80% of those small businesses surveyed said they have had no interest in borrowing over the last 12 months! No wondering that debt repayment is exceeding the total of new loans disbursed.

So, let’s not listen too much to the negative press headlines. Undoubtedly there are some businesses who feel aggrieved at their bank saying no; yes, in some cases banks could be less risk averse; but the bottom line is that there is evidence emerging that lending is on the way up… for those business who actually want to borrow that is.