Consultants on Entrepreneurship

Guide to Financing for Growth or Expansion

A big opportunity can imply a big investment — and that means credit
By Greg Brown

It's a story as old as the hills. After circling a giant customer for years hoping to snap off a piece of the big time, suddenly you've got the contract. But meeting their expectations will cost plenty — new capacity, new people, raw materials, technology. The obstacles are significant, but the opportunity is huge. What do you do next?

Here are some tips on getting money for the fast growth you know is possible:

Action Steps

The best contacts and resources to help you get it done

Discover your financing options The U.S. Small Business Administration can show you the ropes before you get on the phone with a lender.

I recommend:  The SBA's financing home page offer links to common terms and programs backed by the agency. It also reaches specifically to businesses owned by women, veterans and Native Americans.

Start with the bank By the far the simplest way to arrange for cash on hand is to take on a commercial loan or mortgage. Usually, banks want to make this kind of loan to buy something securable, like land or equipment.

I recommend:  Work up the numbers fast at financial calculator site Dinkytown. Your local banker should be ready to make the loan, but keep him or her honest by checking first with comparison site LendingTree.

Leasing options can free up cash If getting your company on track to grow is a matter of buying a single large item — say a new computer network, a fleet of vehicles or heavy equipment — consider leasing. Terms are more flexible than a bank loan.

I recommend:  CIT, Wachovia, Regions, and Bank of America, among other national banks, offer leasing to small businesses.

Consider plastic Credit card providers have gotten heavily into small business lending, offering discounts on services, flexible terms and online expense tracking. If you can finance your expansion needs out of cash flow, this can be a good short-term substitute for that working capital — if you have discipline and reliable partners.

I recommend:  Bankrate and CreditCards.com offer ways to compare current offers head-to-head. Banks, too, offer business credit lines, good if the sum is small and constant.

Call up your rich uncle Local entrepreneurs constantly seek opportunities to get involved as partners in small businesses in which their expertise can result in profitable change. The next step up from the so-called 'angel' investor is full-fledged venture capital. This works well if your firm is likely to expand dramatically, issue stock or both.

I recommend:  Sites like GoBigNetwork and Vfinance can hook you up, but you'll probably actually make the deal in person via an event sponsored by groups like the National Venture Capital Association.

Tips & Tactics

Helpful advice for making the most of this Guide

• Get a grip on your numbers. A bank will make a loan for equipment based on the value of the thing you are buying, but any other loan or line of credit will require a clean balance sheet and evidence of your firm's ability to generate income.
• Are you sure you must borrow? Run your numbers and decide if another project or investment can wait or be canceled outright. You might be in too many businesses to effectively chase this new opportunity.
• Would you loan yourself money? Before you ask, get your story straight: years in business, past successes. Also, pitch the opportunity, not the risk. The bank's credit officer will assess you in numbers, but you won't get past the lending agent without a good presentation.