Picture your business as a railway switchyard. You have trains representing different aspects of your business, each one moving towards its respective destination. As the owner or manager, you’re the one responsible for ensuring that these trains reach their destinations on time and without any hiccups.


In this switchyard, there are seven critical levers to manage cash flow effectively. Just like pulling the right lever at the right time ensures smooth train traffic, mastering these levers will keep your business’s cash flow on track. Conversely, pulling the wrong lever at the wrong time can lead to significant disruptions, affecting your business’s success.


Let’s dive into these seven levers and explore how you can master them to improve your cash flow, using examples from our recent conversation with a successful business owner:

  1. Pricing Strategy: Ensuring you have the right product or service pricing is crucial. For example, by testing and measuring different pricing strategies businesses are able to find the best balance between profitability and customer satisfaction. This allows them to increase revenue without losing customers.
  2. Increasing the Number of Customers: Attracting more customers to your business is a surefire way to boost your cash flow. Investing in targeted marketing efforts that focus on your ideal audience can significantly increase new customers and a healthier cash flow.
  3. Increasing Transaction Frequency: Encouraging repeat business is another key factor in managing cash flow. One idea would be implementing a loyalty program that rewards customers for their continued business, leading to increased transaction frequency and improved cash flow.
  4. Increasing the Average Transaction Value: Upselling, cross-selling, and bundling are all ways to encourage customers to spend more with each transaction. For example, focusing on providing additional value through product bundles can result in higher average transaction values and a more robust cash flow.
  5. Reducing Variable Costs: Keep a close eye on your variable costs and look for ways to reduce them without compromising on quality. Consider ideas such as negotiating better deals with suppliers and streamlining processes. This can lead to significant cost savings without sacrificing quality.
  6. Improving Cash Flow Timing: Speed up the inflow of cash by offering incentives for early payments, using electronic invoicing, or establishing clear payment terms. For example, offering discounts for early payments can help to shorten the cash conversion cycle and improve overall cash flow.
  7. Reducing Overheads: Regularly review your overhead costs to identify areas where you can reduce expenses. One business owner we interviewed managed to renegotiate their lease, saving them a significant amount on their monthly rent and improving their cash flow.

By focusing on these seven levers, you can actively work towards improving your business’s cash flow. Remember, just like a railway switchyard, pulling the right lever at the right time is crucial for keeping your business on track. Continually monitor and adjust your approach, and you’ll find that maintaining a healthy cash flow becomes second nature.

Remember, small decisions lead to big impacts.