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72 • DECEMBER 2011 • WORLD FENCE NEWS The difference between working capital and venture capital Why knowing the difference between the two can help your business survive BY TOM KLAUSEN It is not uncommon for business owners suffering through a cash flow crunch to determine that bringing on an equity partner or investor, such as a venture capitalist or "angel" investor, will solve all their problems. Unfortunately, during my 28 years in the alternative business finance in- dustry, I have seen many businesses fail due to this kind of thinking. Specifically, these owners did not understand the difference between eq- uity financing and working capital. I've seen good, profitable businesses blow themselves up because of cash flow problems, and entrepreneurs lose ownership and control of their compa- nies before they had a chance to suc- ceed. A lot of this grief could have been Be Sure To Visit The World Fence News Crew at FENCETECH'12! Booth 1516 prevented had the owners opened their minds and taken the time to seriously look at all the financing options that are available to them. Often, what these businesses need is simply a boost in or access to more working capital. "There is a big difference between increasing working capital and bring- ing on an equity partner," says Davis Vaitkunas, an investment banker and president of Bond Capital in Vancou- ver, B.C. "While owners suffering from cash flow problems may think their only solution is a large injection of cash from an equity investor, that could very well be the worst possible thing to do," says Vaitkunas. "In fact, the math will demonstrate that the owner who funds 100 percent of his or her working capital with equity earns a lower return on owner's equity." Working capital vs. equity financing At this point it might be helpful to clarify some terms. For starters, "working capital" is the money used to pay your business bills until the cash from sales (or ac- counts receivable) has actually been received. Terms for sales vary among industries, but normally a business can expect to wait somewhere between 30 and 60 days to be paid. Therefore, as a general rule, your business should re- tain two times its monthly sales in the form of working capital. You can increase the amount of available working capital by retaining profits, improving supplier credit, or using alternative financing vehicles. "Equity financing," meanwhile, is money a business acquires by selling some of the ownership shares in the business. In many cases, this can also involve giving up control in some or all of the most important business de- cisions. This can be a good thing if the investor brings in some unique expert- ise or synergy to the relationship. However, the terms of an equity in- vestment can be complicated, so it is important to completely understand them and have good legal counsel. Think of it as a business marriage. According to Vaitkunas, "Busi- nesses should use equity to finance long-term assets and working capital to finance short-term assets. You want to apply the matching principle and match the length of the asset life to the length of liability life." A long-term asset takes more than one 12-month business cycle to repay, while a short-term asset will normally be repaid in less than 12 months. When to dilute equity "Equity is a precious commodity," Vaitkunas stresses. "It should only be sold when there is no other option. The equity partner should bring experience and/or contacts that cannot be found elsewhere." The best strategy is to secure eq- uity financing at a time when you can negotiate and preferably dictate some of the terms. Ideally, absolute control should remain with the owner. Timing is everything when it comes to equity financing, Vaitkunas continues. "Sometimes it's best to sim- ply take your time and wait for the best value proposition. While you're wait- ing, you can grow within your means using short-term liabilities." It's usually not a good idea to look for equity when a business is new, struggling to earn a profit or suffering from a setback. Unfortunately, this is exactly the time when many business owners start thinking they need to "find an investor." This process can take a lot of time and consume a lot of energy, which takes away from the business, and this can have an aggra- vating and compounding effect on the existing problems. As a rule of thumb, equity partners should only be sought once a company has a proven track record of sales and profitability and there is an identifiable and specific need for the money. Then, it is important to show how an injec- tion of capital will create even greater profits and higher sales. 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