The CFO'S Perspective

There’s nothing wrong with taking your business in a different direction. Some of the world’s most successful companies started out doing one thing and ended up succeeding at something else. Cell phone giant Nokia began as a rubber bootmaker, and oil conglomerate Shell was an importer of actual seashells. 

You can certainly reinvent yourself at any time, and sometimes it’s the best idea to guarantee success and longevity. But have you considered all of the risks and possibilities as you plan your roadmap for the next chapter of your organization’s growth?

Last week I shared an overview about recording non-cash gifts and the opportunity for a nonprofit organization to accurately present the types and value of contributions it receives to support its mission. 

Today we review a related topic: Stock gift donations.

The easiest type of donations for nonprofits to accept are unrestricted cash donations. While everyone loves cash, what if you could supercharge your organization’s growth by accepting other types of non-cash gifts—like stocks?

Most non-profit organizations rely on gifts from other businesses and the public at large to achieve their goals. These come in the form of both tangible property and personal services (collectively nonfinancial gifts), which are referred to as in-kind contributions. 

Recording these non-cash gifts allows a nonprofit organization to accurately present the types and value of contributions it receives to support its mission. Even though in-kind gifts are a major source of support for many nonprofits, recording and reporting them properly can present some unique challenges.

Take a second to think about your company’s key personnel - your CEO, CFO, CIO, Controller, etc. Consider everything they bring to the table and the responsibilities they hold as well as the knowledge they’ve accumulated about your business and industry. Now, imagine that they suddenly disappear.

Imagine signing your company’s largest contract of the year with a new client. Sales staff celebrate bonuses, and production goes to work on deliverables. When final payment is due, however, the client defaults and won’t return your emails or calls. It doesn’t take long, or much effort, to learn that this isn’t an isolated incident with this customer. 

Could you have prevented this costly mistake by performing due diligence on that prospective client before signing on the dotted line? What are the benefits and risks of integrating this practice into your business process? And if you do, how would you go about conducting due diligence on prospective clients?

Being prepared for an economic downturn is fundamentally good advice. The economy is cyclical and eventually there will be a downturn of some sort. Preparation ultimately boils down to two basic business disciplines.

This article is specifically focused on the issues and problems that a significant sales increase (30% plus increase due to activities such as a new product line, a new distribution channel, or a major new customer) can have on the existing organization that could potentially offset the gains from the increased sales if not properly addressed or anticipated.

When there is such a profound change in an organization due to significant growth, there are many ways this anticipated windfall can turn into an albatross and bring a company to its knees or reduce the anticipated benefit of profit.

I am taking an accountant’s approach to understand the impact of a significant increase in sales can have on an organization. I will take you through the components of an income statement and balance sheet to discuss how each line item can be adversely impacted by a seemingly windfall in sales and profits.

Business owners find due diligence daunting because of the cost and time required to do it effectively. They worry that the conversation with potential clients will be awkward to initiate and the process difficult to execute, lengthening the buying cycle. Furthermore, they fret about the risk of losing prospects from their sales pipelines, reducing overall conversion rates. However, the benefits far outweigh the risks of doing due diligence.