4 Steps To Increasing Business Cash Flow

“Do what you can, with what you have, right where you are.” -Theodore Roosevelt

The starting point of strategic planning and smart business is for you to develop absolute clarity about your current situation. Look at your overall business and ask, “What’s working?” and “What’s not working?” in every area in order to increase your cash flow.

What is your current level of sales? Break them down by product, product line, service, market and distribution channel. What exactly are you selling, to which customers, at what prices and with what level of profitability?


For smart business decisions, compare your current sales with your assumptions, your expectations and your projections. Are you on track? Compare your level of sales with last year. What are the trends? Are they up or down? Is this trend temporary or permanent? What do the trends suggest for the future of your business? What could you do to respond more effectively to them? Remember, in order to increase your current cash flow you must remember your customer is king and provide good customer service.

Cash Flow Is Everything

Look at your cash flow and levels of profitability from each product, service and area of activity. Are your profits going up or down? Are they on budget or going sideways? Look at the percentages. Analyze your return-on-equity, return-on-investment, and return-on-sales. Are they increasing or decreasing?

Jim Collins, in his best-selling book, Good To Great, says that you must be willing to ask the “brutal questions” about your business if you are going to solve your problems and achieve your goals. If your goal is to build a great company, why isn’t your company already great?

Which of your products or services is selling well today? Which of your products and services are the most profitable? Which ones are doing poorly? Which ones do you lose money on?

Is your current business situation, positive or negative, in any area, temporary or part of a long-term trend? How can you know for sure? How can you find out? What should you then do?

Clarity Is the Key For Smart Business Decisions

Perhaps the most important word in strategic planning is the word “clarity.” You must be absolutely clear about the answers to each of these questions in order to increase cash flow. Vagueness or fuzziness in any area can lead to problems, difficulties and even disasters.

Why has your business been successful in the past? What have you done well in the past that has been responsible for your success to date? What are the most important skills and competencies that your company possesses today? What are the very best products and services that you offer right now?

Look at the people around you. Who are your most valuable people? Who are no longer as valuable as before, or who even represents a net loss or detriment to your business? Be prepared to ask and answer these brutal questions in order to increase your business’s cash flow.

Good Customer Service is Essential: The Customer Is King

In order to provide good customer service, you must know the answer to the following questions. Who are your best customers today? What and where are your best markets? What do your customers like the most about what you do for them? What do they compliment the most of what you offer or do for them? What is your number one area of customer satisfaction?

What do your customers like the least about what you do? What do they complain about the most? What is it that you sell that your customers and potential customers prefer to buy somewhere else, rather than from you? In order to increase your business’s cash flow, you must remember that your customer is king.

Identify Your Personal Strengths

Look at yourself honestly. What are your own personal best skills, qualities and abilities? What are the most important things that you do at work, and for your company? What are the most valuable contributions you make personally to your business?

Imagine yourself as a doctor conducting a complete medical examination on your own body. Treat your business as though it were a body as well. Get accurate information on every critical detail of your company and use this as a baseline to determine your future actions. Be honest and objective at every step.

Harold Geneen, who built ITT into a major conglomerate, always said, “Get the facts. Get the real facts. Not the apparent facts, the hoped for facts or the obvious facts. Get the real facts, based on analysis. Facts don’t lie.”

Strategic planning requires that you begin with a realistic and honest assessment of exactly where you are and what you are today. This becomes your starting point for strategic planning and strategic thinking. It becomes the foundation upon which all future decisions are made.

Thank you for reading this article on how you can increase your cash flow through smart business decisions. You must always remember to provide good customer service and that your customer is king in order to get ahead in today’s business world. Please share and comment below!

Topics included in this article are:

Customer is King

Cash Flow

Good Customer Service

Smart Business

About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Google+, Twitter, Facebook, Pinterest, Linkedin and Youtube.

  • David L. Schiavone

    Good Read!Your fb posts have always inspired me in my work.Although i works in a strategic planning company,kpmg and served small business owners, i didn’t had these insights.I very much agree with your point in the article that clarity is the key for smart business solutions.The problem with most entrepreneurs is that they don’t have clarity on things

  • I think one of the most important points you make is assessing the people around you. The people who are all cogs in the business machine. Is there a weak link? If anyone is proving to be detrimental to the business, cash flow will suffer and you would probably know the right thing to do, as brutal as it may seem!

  • Nale19

    It was a good read! The things you have shared here would really benefit all businesses to be in track.

  • Daryl S

    Thanks for the insight! These are really helpful for a business to make better decisions regarding cash flow. I am in to business for a few years and have been going through relevant blogs. Worth the read!

  • “Who are no longer as valuable as before, or who even represents a net loss or detriment to your business?”

    Job costing isn’t the easiest thing to do, but it can really make an impact on your business’s overall cash flow. By looking to see how profitable your employees are, you can see if you need to increase your staff, adjust workloads, or ultimately decide if you need to let someone go.

  • David L. Schiavone

    Sir. I am really happy to read this priceless article. Your advice on strategic planning is an eye opener to me and other entrepreneurs who lost sight because of small setbacks.

  • I’m very happy to discover this web site. I want to to thank you for your time for this particularly wonderful read!! I definitely savored every little bit of it and I have you book marked to check out new things in your web site.

  • This is one brilliant article, many things to learn from it. Thank you Brian.

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