What kind of financing does your company need?

In an ideal universe, companies grow and achieve vital corporate initiatives through ever-increasing cash flow. But the reality for most manufacturers, public or private, is that expansions and capital expenditures require an infusion of cash.

Whether the goal is to take over a competitor, build or purchase new facilities, launch a new product or expand into a new territory, there are only two ways to obtain money: take on debt or sell equity. In deciding which option to choose, important variables include the reason why funds are needed, the circumstances in which the company finds itself and its style of ownership and management. Accordingly, careful consideration, strategic thinking, thorough planning and sound decision-making are essential when it comes to financial expansion ventures.

Aside from a multitude of microeconomic considerations, a constellation of macroeconomic factors enters into the decision-making process. How well is the economy firing? Is the business’ industry sector growing?

What are the potential direct and indirect impacts of monetary policy? Sometimes it’s easy to get lost in the nebula of marketplace variables and financial complexities and lose sight of some basic elements that need to be in place before one can go out and raise cash. Here are a few common-sense guidelines.

n Create a comprehensive document that demonstrates how the initiative that requires funding is aligned with the company’s overall strategic plan. This document serves three purposes. One, it proves that the company has done its homework and has thoroughly researched its growth potential, industry and competition. Two, the plan will be the primary tool and map for orderly growth. Three, relating the current short-term objective to long-term strategy may show which type of financing is optimum in the long run.

n Establish precisely how much money is needed to accomplish the endeavour. Any attempt to raise a more or less arbitrary amount will always end in failure. First, it’s a sign of poor planning and will either lead to a shortfall or poor execution.

Two, if management has not properly gauged what it needs, how can it articulately convey its requirements and objectives in discussions with investors or lenders? Three, the exact amount of money needed may be the deciding factor in choosing one type of financing over another.

n Determine which type of financing works best — debt or sale of equity. If quick growth is necessary, raising money through the sale of stock may provide the best opportunity for fast action. However, wider equity participation implies a dilution of ownership, which may not be acceptable to some business owners. On the other hand, debt successfully serviced means being able to postpone the sale of equity until a succeeding stage of growth when the business has become much healthier.

Provide accurate, timely and complete information to investors, including an honest expectation of return on investment. Timing is everything for investors.

Never proceed with the planned venture until the full amount of necessary capital is in the bank. Becoming undercapitalised is a common and dangerous mistake. Many companies procure a portion of the capital needed and then rush into implementation in the hopes of raising the remainder along the way.

Never raise more money than needed to meet the objective. Selling more equity than necessary only serves to dilute the ownership position at a lower valuation. And in the case of debt, why pay interest on unneeded funds? The IBMs and Microsofts of the world didn’t reach astronomical size with a big bang. They made the stars line up for them by adopting sound growth principles right from the very beginning.


(MD, Crescent Fund, a Wall Street private equity consulting and promotional firm that provides corporate capitalization and investor relations consulting services.)