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Alternatively, you can use specific figures for your projections, based on your own assumptions or expectations It is important to state what these assumptions are and to justify why you believe them to be realistic
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An important issue for a start-up company to consider is to make sure that all the necessary equipment financing needs are included Before closing this section on pro forma development, a major warning must be given It is important that the worst-case-scenario pro formas show that the cash flow can service the company s debt Otherwise, procuring financing, particularly debt, may prove to be virtually impossible This does not mean that the pro formas should be developed by working backward and plugging numbers For example, if the principal payments on debt obligations are $7,000 per month, it would be wrong to forecast the monthly revenue size, gross margins, and so on such that at least $7,000 would be generated in after-tax cash flow to service this obligation No, pro formas should be developed from the top down; forecasting defensible revenues and legitimate variable costs, including labor and materials, and market-rate fixed costs such as rent If, after developing the pro formas in this manner, it is shown that debt cannot be serviced, the action that needs to be taken is not to plug numbers, but rather to
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Reduce the amount of the debt Lower the interest rates on the debt Extend the terms of your loan
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All of these actions are designed to free up cash flow to service short-term debt Even if the entrepreneur is successful in raising capital using pro formas filled with plugged numbers, she will ultimately experience difficulties when the company s performance proves to be lower than the projections and the cash flow is not sufficient to meet debt obligations Finally, experienced business investors such as bankers and venture capitalists can easily detect pro formas filled with plugged numbers because typically the projections are such that all the company s debt can be serviced, with maybe a little cash left over Therefore, do not plug numbers A pro forma development case study for Clark Company is included at the end of 5
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CHECKLIST OF FINANCIAL INFORMATION To enable investors to better understand the information presented in this section, it is best to provide a summary of financial data and then present the detailed financial tables Data should include:
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Historical financial statements (ie, three to five years): Cash flow statement Income statement Balance sheet Pro formas (ie, three to five years) Financial projections (as described previously) should be provided under three scenarios best, worst, and most-likely cases where each scenario is based upon a different set of assumptions For example, the worst-case scenario may assume no growth from Year 1 to Year 2, the best-case scenario may assume 5 percent growth, and the most-likely-case scenario may assume a 2 percent growth rate A summary of the assumptions should also be provided Detailed description of banking relationships for business accounts and payroll The terms and rates of loans and their amortization period The proposed financing plan, including: The amount being requested Sources and uses of funds [Note: This information is important for several reasons First, financiers need to know how their funds are going to be used Second, identifying other investors who are willing to provide you with resources (sources) will encourage potential investors to make a similar commitment people find it easier to invest once they know that others have already done so Third, value-added investors may be able to help you find alternative ways of getting resources] Payback and collateral Proposed strategy for the liquidation of investors positions Financing plan for the immediate term, short term, and long term
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