1. Cash Flow Forecasts What’s the point?

2. Why you need them It’s essential for businesses to know when income will be received and when bills will be paid. This ensures sufficient cash is available It helps review actual figures against the budget Corrective action can be taken early Today’s decisions affect future cash flow next

3. They help when: Sales are lower than planned Debtors pay later than anticipated Bad debts are higher than forecast Interest rates rise Costs increase next

4. Difference between profit and cash Profit = difference between the total amount your business earns and all of its costs. You may be able to forecast a good profit for the year yet still face times when you are strapped for cash. next

5. Inflows Payment for goods/services from your customers Receipt of a loan Interest on savings and investments Increased bank overdrafts/loans Next

6. Outflows Purchases of stock or tools Wages, rent and daily operating expenses Purchase of fixed assets (machinery, PC’s, office furniture etc.) Loan repayments Income tax, VAT and other taxes Next

7. Improve cash flow by: Asking customers to pay sooner Chase debts promptly Ask for extended credit terms Order less stock but more often Lease rather than buy (premises, tools) Next

8. Sales planning How many new customers do you gain each year? How many customers do you lose each year? What is the average level of sales you make to each customer? Are there particular months where you acquire or lose more customers than usual? Next

9. New businesses have to make assumptions based on market research and good judgement.

10. Sales assumptions Every year is different You need to list any changing circumstances that could significantly affect your sales. These factors - known as the sales forecast assumptions - form the basis of your forecast. next

11. Your resources

12. The market

13. Your product

14. Your sales assumptions

15. Frequent Forecasting Mistakes Wishful thinking Ignoring your own assumptions Moving goal posts No consultation No feedback Next

16. Projected Profit / Loss Scenario Pounds (£k’s)

17. Useful resources: Tool: COBRA: accessed for free from Rise Up team in The Careers Service (market research tool) Book: The Entrepreneurs Book of Checklists by Robert Ashton www.startups.co.uk www.businesslink.gov.uk