The small business credit crunch has justifiably been one of the primary news themes during the recession and slow recovery. And while stingy, risk-adverse credit behavior from banks and lenders is often labeled as the primary culprit, some small business owners may actually be exacerbating the credit crunch, albeit more due to ignorance than intentionally bad habits. Cortera, a community based business credit bureau, publishes a monthly index on small business credit behavior – trends on A/R and payment activities – and the data continues to show that small businesses have become increasingly delinquent in paying bills in a timely manner. You could say such behavior is a result of dwindling cash due to less access to credit, but it’s also a result of well intentioned efforts to extend working capital by holding cash as long as possible. Unfortunately, such behavior is hurting their credit viability, making it even harder to secure loans and credit lines. So just how can businesses maximize the limited capital they have while improving their credit rating? Here are three simple tips:

1. Get Your Suppliers Involved – they’ll love you for it. If you are financially healthy and meeting your own profitability goals, your suppliers and vendors will obviously benefit as you grow and thrive. Encourage them to report to the major credit bureaus (Dun & Bradtsreet, Experian, Equifax and Cortera) so that you get credit (no pun intended) for regularly paying your bills on time.
2. Pay Your Vendors and Suppliers on Time – it might even save you money. Sounds simple, but if you are not paying your bills in a timely manner it will negatively impact your business credit report and will eventually hurt your ability to obtain business credit in the future. Many vendors also provide discounts if you pay early, so if you get in a cash flow habit of paying before the invoice is due, you’ll often save 2% or more off your invoice.
3. Communicate, Communicate, and Communicate. Whether you are extremely profitable with plenty of cash on hand or struggling to pay your next invoice, keeping your suppliers in the loop goes a long way in negotiating your terms. Never go completely dark and stop returning inquiries. And never stretch out payments without being up front and transparent with your suppliers as to why you may need to pursue such a tactic. This will alienate your suppliers and could lead them to cut you off completely, further handcuffing your business and potentially causing you even more pain.

Obviously these are only three of many best practices. Have other ideas or tips? We’d love to hear from you.

The S&P is up over 50% since its March 2009 lows and yet for most of us, the leading indicators and large company earnings seem to defy the reality on Main Street. Newsweek offered a view on why such a gap may exist – and some indicators are emerging to focus on small business sentiment — but the fact remains that most prominent economic indicators fail to paint a true view of Main Street conditions. Last month we started publishing a small business index that takes a shot at filling the gap. Based on same criteria lenders and businesses use for determining credit viability, the SBI provides a view into the cash flow on Main Street. And just as Newsweek paints the picture of the Wall Street – Main St gap, the Cortera SBI™ shows increasingly divergent behaviors between the largest of businesses and the nation’s millions of small companies.

The result is a one sided recovery. The latest data shows that while big businesses have returned to their pre-recession levels of two years ago, small business still remain over 28% higher (paying bills later) than our October ’07 report numbers. Simply put, small businesses are still paying slower than big businesses in an effort to manage their cash flow. Without any additional forms of lending at their disposal, slowing payments is their last resort. The gap, while narrowing slightly in our October Report, still stands at over 38% slower for small businesses as compared to big businesses.

Earlier I blogged about a story by George Cloutier in BusinessWeek’s The Turnaround Ace blog. Now that I’ve had some time to fully digest it, I have to say his advice is not only bad, but it’s also flat out wrong. Worse, it’s downright dangerous. It’s exactly the kind of counsel that can cause confusion among small business owners and frankly, its publication is irresponsible. Scan through the growing list of scathing comments about this article, and you’ll see I’m not alone. There are many troubling aspects of this article, but let’s hone in on a few:

Troubling Statement #1: “Never Pay Your Vendors On Time”

This is an unfortunate headline in an advice column. Instead of focusing on the true problem (“…but payment on outgoing invoices isn’t getting collected for months. One large organic foods chain owes six figures on an order it placed six months ago”) of the invoices that they are owed to this small business, Mr. Cloutier is focusing on spreading cash flow problems to other businesses. Shouldn’t they work with their customers to speed payment and/or perhaps consider putting these customers on cash only plans until the payment pattern improves? The true issue here is a collections problem. There is definitely a cash crunch for many small businesses, and I feel their pain, but this is not the way to solve their problems—ultimately it will only make things worse.

Troubling Statement #2: “Wendy is balking at the idea because she is under the false impression that paying on time will help her maintain a good credit rating. She also wants to keep her good relationship with vendors. But this has nothing to do with her credit score.”

This is totally incorrect. Wendy is right to challenge Mr. Cloutier because her instinct is right on the mark. If you slow or stop your payments to your suppliers it will most definitely impact your business credit rating. Payment behavior is how these scores are generated at all of the major bureaus. That fact is, suppliers will cut you off and will put you on cash terms if you drag your payments too far out.

Troubling Statement #3: “Same goes for your landlord. Pay him late, too. He’ll scream his mortgage is due, but that’s not your problem. He won’t evict you because he needs the rental income, especially in these times. Send him a check at the end of the month, not the beginning. He’ll soon get used to it.”

Again, bad advice. If you start paying all of your core bills late, this is a major signal that you are struggling and close to failing. Trade credit for small businesses is especially hard to earn and establish. If you slow payments across the board this could be extremely damaging in the long run. The pass-the-buck tone by Mr. Cloutier is just appalling. If every company in America started doing this, the whole US economy would grind to halt.

George Cloutier’s Advice: “Over the years, my turnaround firm has found millions of dollars in extra cash for companies by delaying payments this way. In good times and bad, it’s simply good business practice to stretch out payables…All the big retail chains do it, so why shouldn’t you?”

He is right. Big companies do use their market weight to force unreasonable terms on their suppliers, but is this really the message that we want to send? Let’s tell every business owner in the country to just ignore the terms of their invoice and pay late. While we are at it, let’s just stop paying our mortgages and credit card bills, too. The banks are hurting. I’m sure they’ll understand.

The fact is there is a huge difference between a big company and small company when it comes to credit and credit evaluation. Many business credit reports on big companies do in fact reflect poor payment behavior. But when it comes to credit analysis, a large public company benefits from public financials, large bank credit lines, public debt and public ratings that ultimately prove their credit worthiness. A small business does not have this luxury – they will be judged on their payment history, their trade references and other public records. If you stop paying your suppliers in timely manner, your credit report and trade references suffer, and you may find that your well earned trade credit has dried up. Keep up the pattern and you may even end up with a lien or two filed by a supplier.

Small businesses have enough to worry about and getting bad advice from a supposed expert, shouldn’t be contributing to their worries.

What do you think? Does his column bug you as much as it does me?

An article in BusinessWeek’s Turnaround Ace blog entitled “To Improve Cash Flow, Stall Payments to Vendors” is causing quite the reader negative reaction. The gist of the article: You should pay your vendors as slow as possible to help manage cash flow (in good time and bad). For the profiled company in the article they are suffering from extremely slow payment by their customers, so instead of focusing on collecting these payments faster, he is arguing that they should push out their own payments. Here is sampling of some of the reader comments:

“This guy is part of the problem we have with our economy. Wendy and Ted need to stick to their business ethics and demand others do the same. If I slow pay my suppliers, they stop selling to me and send me down the street to the higher priced vendor to slow pay them. If you want good prices, you have to pay your bills.”

“Yeah no wonder the country is in a s#@t storm.”

“This is the worst business advice I have ever read. Period. You want to know the number one problem our business has in this recession? Getting paid in a timely basis for work performed. Want to know why? Because of fine, upstanding people like “Wendy and Ted” who don’t pay their bills on time. I honestly can’t believe Business Week considers this to be great advice.”

“I really couldn’t believe what I was reading…Pay promptly is the best way..and I agree with all the ones who have written opposing the practice of delaying payment..I have been in business a long time …if start off doing it right ..it will work..I disagree with delaying payment unless it is absolutely necessary.”

“Congratulations on writing a column that illustrates one of the many reasons this country is going down the toilet.”

“I agree with everyone else here. This is an atrocious way to conduct business. This will eventually lead to mass layoffs of people. I pay all my bills on time. And if my customers don’t pay in time then I cut them off credit as well. No wonder the banks have cut so many businesses off of credit.”

There is certainly some passion there. As I have blogged about in the past, there is a rough “dual credit crunch” that is squeezing small businesses and hurting their cash flow.

What do you think? Is slowing payments as form of a short-term loan a valid technique? Or is it one of the primary reasons that we are still in a recession?

On Monday, the New York Times detailed how the worsening credit conditions are affecting small businesses, as banks take on an increasingly risk adverse approach to lending and credit lines. Yesterday we talked about how small businesses are getting squeezed by increasingly late payments. Today, the Dow closed above the 10,000 mark for the first time in a year, buoyed by better than expected earnings from a few bellwethers and early signs of improving consumer confidence. The common thread in all of these events? Conditions do indeed seem to be improving for many of the nation’s large businesses. Unfortunately, a dual credit crunch conspires to thwart similar growth by the small businesses that make up the majority of the nation’s jobs engine and 50% of the GDP.

The NY Times article covered the familiar credit crunch: small businesses can’t get the loans and credit lines they need to expand operations, grow payrolls and pay their bills. In contrast, Cortera’s new Small Business Index™ focuses on the other side of the credit coin: Trade credit. Trade credit focuses on payments terms and behavior for advance products and services (e.g. inventory) – and more specifically cash flow.

What is interesting is that big companies are forcing their smaller customers to pay them faster, yet within our SBI we can see that these same small businesses now are taking longer to pay everyone else. And the Times reported, “As the financial crisis has largely eased in recent months, big companies have found credit increasingly abundant, with bond issues sharply higher.” Thus large businesses have been largely immune to the dual credit pressures facing small businesses.

To understand this dual credit crunch and its implications, one need look no further than cash flow. Many small businesses live under a tight cash conversion cycle so if they are pushing cash out the door quickly for one class of suppliers (big companies), but not being paid quickly enough by their own customers (other small businesses) then they can’t pay their own bills. Given that small companies have less access to other forms of lending (the larger credit crunch) that once they get behind it’s hard to catch up and harder to reinvest in business growth.

You can see how this starts to spiral if small businesses can’t tap other sources of lending to manage these cash crunches. Small businesses lack a financial cushion that large businesses enjoy through alternative cash sources like securitizing accounts receivable, new bond offerings, and new equity. Their only choice for a short term loan is to use their suppliers and stretch out payments. Essentially small businesses end up paying their smaller suppliers (that likely have less clout) more slowly as a form of a short term loan until more cash comes in the door (or they have to make cuts in other areas with layoffs, reduced hours, less inventory etc…).

The all too often result is, at best, little investment in growth (new products, hiring, expansion) and at worst leads to even more cost cutting (pay freezes, reduced hours, layoffs or even closures).

Such conditions require far more diligence when it comes to evaluating the credit viability of business partners and customers, and they require keeping a close eye on the changing payment behaviors of existing partners to detect early signs of risk.

As a small business owner, how are you managing this crunch? We’d love to hear your story and tips for surviving.

A few weeks ago, The Wall Street Journal explained how small companies are getting paid more slowly by their large company customers while those same large companies are forcing the little guys to pay faster. Well, Cortera’s data is showing that the little guys are getting paid more slowly by their small business customers, too.

Our Small Business Index (SBI) shows that while small businesses (companies with less than 500 employees – the SBA definition) are improving, but they’re paying 25% slower than a year ago and 20% slower than the overall business average. It is also important to note the widening gap between big companies and small companies. Pre-recession, the measures for the average, small and big companies tracked in a tight range, but since late 2008 we’ve seen a significant gap open up. Small businesses have a 55% higher DBT than large companies.

This is a dangerous situation for small businesses and a bad trend for the economy as a whole. When the payment flow between small businesses slows, the resulting friction impedes their ability to plan, grow and sometimes even survive.

Jim and Alex on stage demoing the Cortera Credit Exchange at DEMOfall 09.

Join the Cortera Credit Exchange at www.cortera.com.

It’s official. We are excited to announce the first community-driven approach to commercial credit reporting. Business decision makers from small business owners to senior executives of large corporations can now leverage the collective insights of the entire credit community. Using familiar ratings and reviews features popularized on sites like Yelp, Amazon, and TripAdvisor, members can share payment experiences with other credit pros and business owners by writing their own reviews, while utilizing the knowledge of their peers when making credit decisions by reading reviews submitted by other users.

Our goal is to fill an information gap we’ve heard about since our founding over 15 years ago: business credit reports – used to determine credit viability and payment terms – are based on the financial transactions of less than 1% of US businesses. Over 50% of the US GDP is provided by companies that have little or no voice in how they are perceived in traditional credit reports – small businesses found on Main Street in every town in the country. In what amounts to a calculated compromise, these reports are often derived from interactions with only the largest businesses. The majority of interactions with small businesses are often ignored. It’s the all-too-often lost insights contained within those millions of experiences that Cortera aims to recapture by embracing a more social approach.

With this new solution we are simply revitalizing an approach that had been in place since the 1800s – local merchants exchanging trade references in communities throughout the country. And that’s the key. The Cortera Credit Exchange is a community platform, designed to take these traditionally offline communities and peer networks that have long contributed knowledge and experience for the greater good and bring them online — a technological evolution of one of the oldest and most trusted social networks in business history.

Our mission is straightforward. It is time for business decisions and control over the granting of credit that powers over 50% of US GDP to be returned to those that have been left behind: small businesses.

• Read the official press release here
• Watch us live at DEMO here
• Give it a try for yourself here

We are excited to announce that Cortera will be launching our latest innovation next week at DEMOfall ’09.  Read the official announcement here.

Stay tuned to our blog for more big announcements and follow us on Twitter for live tweets right from the show floor.

In case you missed it, there was a great front page article yesterday in the Wall Street Journal entitled “Big Firms Are Quick To Collect, Slow to Pay” about how, you guessed it, the biggest companies are speeding up their collections efforts while slowing payment to their small business partners. In essence big companies are squeezing the little guys, slowing the flow of cash to small businesses while at the same time requiring these companies to more rapidly pay their bills. This helps the big guys build their cash position, but strains the cash flow of small businesses. There are several examples in the article of bigger companies pushing out their payments to their smaller suppliers simply because they can, a trend that’s to be expected. But the article and trend raise bigger questions. With over 20 million small businesses in the US, could the credit actions taken by the largest 1% of companies temper the reinvestment and expansion activities so vital to fueling a tentative recovery? By withholding cash from the small businesses who most need it, is big business, inadvertently, prolonging the credit crunch — or at least passing along the pain?

The analysis by REL Consultancy, a division of the Hackett Group showed that “Companies with more than $5 billion in annual revenue took an average 55.8 days to pay suppliers and trade creditors in the second quarter, up 5% from 53.2 days a year earlier, according to REL. They also collected faster on their bills, taking an average 41 days versus 41.9 days a year earlier. Businesses with less than $500 million in sales paid vendors in an average 40.1 days, down 6.5% from 42.9 days, REL found. They took roughly 8% longer to collect payments, or an average 58.9 days, versus 54.4 days a year earlier.”

Has this practice started to impact your business? Are you getting squeezed by your biggest partners? Seeing shortened cash cycles? Have best practice tips for dealing with such practices? We’d love to hear from you.