Precision Manufacturing Company is in the Metal Components manufacturing segment and is located in the Midwestern United States, with annual revenues of $4.2 million. It employs 28.
The challenge: A cash flow crisis
When Mark Thompson acquired Precision Manufacturing Solutions through an MBO three years ago, he inherited a solid order book and a reputation for quality work. What he didn’t anticipate was the constant cash-flow battle that would threaten to undo everything.
“We were always profitable on paper,” Mark explains, “but the cash simply wasn’t there when we needed it. I spent countless nights worrying about meeting payroll. On three separate occasions last year, I had to take out expensive merchant cash advances to make sure my team got paid. The interest rates were crippling, but what choice did I have?”
The company was trapped in a classic growth paradox: more orders meant more strain on cash reserves. With 45-60 day payment terms from customers and immediate payment requirements for raw materials, the timing gap was relentless. Despite strong sales, Mark found himself constantly firefighting, chasing payments, delaying supplier payments, and watching his stress levels rise along with his financing costs.
The Engagement
Mark engaged our consulting team after a particularly stressful month, during which two major customers delayed payments simultaneously. His goals were clear: eliminate the need for high-cost advances, create predictable cash flows, and build a cash reserve that would provide peace of mind.
Our approach
We began with a comprehensive cash flow diagnostic, analyzing 24 months of financial data, customer payment behaviors, and operational patterns. What we uncovered were several interconnected issues:
1. Customer Payment Patterns:
Analysis revealed that 40% of payments arrived 15+ days beyond terms, yet no systematic follow-up process existed. The largest customer, representing 30% of revenue, consistently paid at 65 days despite 30-day terms.
2. Production Inefficiencies:
Job costing showed that rush orders and changeovers were creating expensive bottlenecks, forcing premium pricing for raw materials and overtime labor costs that eroded margins and consumed cash before revenue arrived
3. Banking Structure:
Mark was using a standard business checking account with no sweep features, leaving idle cash during good weeks while borrowing during tight weeks. The merchant cash advances were costing effective APRs of 40-60%.
4. Inventory Management:
Raw material purchases were made in bulk “as usual” without aligning with production schedules, tying up cash unnecessarily.
The Solution:
We implemented a three-phase transformation over 90 days:
Phase 1: Cash Flow Stabilization (Days 1-30)
· Negotiated a $150,000 revolving line of credit with a local bank at prime + 2%, replacing all high-cost advances.
· Implemented daily cash position reporting and 13-week rolling cash flow forecasting.
· Established vendor payment scheduling aligned with customer receipt cycles
Phase 2: Receivables Optimization (Days 31-60)
· Redesigned invoicing processes to ensure bills went out within 24 hours of shipment.
· Implemented automated payment reminders and a structured collections protocol.
· Renegotiated terms with the largest customer to 45 days with a 2% discount for 30-day payment.
· Introduced electronic payment options, reducing check processing delays
Phase 3: Operational Efficiency (Days 61-90)
· Analyzed job profitability and adjusted quoting for complexity and setup time.
· Implemented vendor-managed inventory for key raw materials, reducing stock holding by 25%.
· Created a cash flow dashboard for weekly management reviews.
The Results:
Cash Flow Improvement:
-Within six months, the transformation was remarkable; we were able to:
· Eliminated all merchant cash advances, saving approximately $18,000 annually in high-cost interest.
· Reduced days sales outstanding from 52 to 38 days.
· Freed up $85,000 in previously trapped cash
Financial Stability:
· Established a consistent $50,000 cash buffer.
· Successfully navigated two subsequent customer payment delays without borrowing.
· Improved vendor relationships through consistent, on-time payments
Business Growth:
· Successfully bid on and won a $750,000 contract that previously would have been impossible due to cash constraints.
· Invested $40,000 in new equipment with cash reserves.
· Reduced the owner’s weekly time on finance from 15 hours to 3 hours
Key Lessons
- Cash flow problems are often structural, not circumstantial. The solution required addressing multiple interconnected issues, not just covering shortfalls.
- Profitability doesn’t equal liquidity. A profitable business can still fail without proper cash flow management.
- Small changes compound. Daily invoicing and systematic collections created a ripple effect throughout the business.
- The right financing structure matters. Replacing emergency high-cost debt with appropriate working capital facilities transformed the company’s economics
Is your business ready for a cash flow transformation?
This is just one example of how systematic cash flow management can transform a business from survival mode to growth mode. If you’re spending too much time worrying about payroll or relying on expensive financing to bridge gaps, we can help.
Disclaimer: The names of the founder and company have been changed, and the location of the company has been generalized to protect the confidentiality of the engagement.