Article
Two: It Isn't Necessarily Time To Batten Down The Hatches by
Philip Ellis
“Batten Down the Hatches” is a phrase which seems to have found its way into recruitment business owners’ everyday language this year. For some it may be appropriate, but for many it may be an excuse for doing nothing and waiting for the storm to pass because they simply don’t know what else to do.
Here are some practical suggestions for businesses facing challenges to consider:
1. Refinancing
It might sound like a pipe dream, but banks are again considering lending propositions and a number of the High Street lenders are looking for good quality proposals.
Some lenders are now looking to lend under the new EFG (Enterprise Finance Guarantee) Scheme, under which up to £1m can be loaned with the Government guaranteeing 75%. Factors and Invoice Discounters are also hungry for new business and are keen to hear of opportunities to take business from their competitors!
For example there is a large recruitment Group which is looking for good quality sales ledgers against which it will lend money from its own balance sheet at levels higher than traditional sales ledger financing is available. They
would also consider equity investments alongside the funding line.
2. Sell Part or All of the Business
Now may not be the perfect time to sell a business with valuations depressed, but there may be occasions where it makes sense to sell part of the business to an equity investor as your remaining share of the business can become worth more than retaining 100% of the business in its present state. There are equity investors in the market who are looking for suitable opportunities to make strategic investments.
It is also the case that some businesses will fail in the current climate. It may be possible to salvage some value from a failing business if the owner acts quickly enough, but “battening down the hatches” may result in all value being lost , whereas accepting the situation, difficult as it may be, and taking advice on how to extract some value from the declining business may be the best option. Doing nothing is likely to be the worst option, albeit the easiest in the short term.
3. Merge
This is a complex area, but broadly finding a similar business with which to merge, with the objective of making 1 + 1 worth more than 2 captures the essence of this strategic option.
No cash needs to necessarily change hands and the two businesses will need to agree on the % shareholdings in the new business, dependant upon a number of factors. It is important to ensure that the business fit culturally, roles and responsibilities are defined and there is strategic logic underpinning the merger.
Benefits can include:
• Strengthened market positioning
• Broader client base
• Cost saving opportunities
• New disciplines to sell to existing clients
4. Become Part of a Larger Group
This again is not a simple process which can be adequately explained in a few lines, but large recruitment Groups are looking for opportunities to find “lonely” business owners who would welcome the security and benefits of joining them. Deals
should be structured so that the current owners continue to benefit from the success of their business and the benefits can include:
• Funding and financial administration taken over
• Benefits of larger infrastructure, including buying power, systems, insurance etc
• Ability to participate in larger tenders
• Greater geographic reach and ability to service national clients
• Possible international opportunities
• Cross selling to Group clients and offering existing clients more disciplines
Deals of this nature may not be headline-grabbing, but they can provide businesses with a new lease of life.
Philip Ellis works for Optima Corporate Finance
who specialise in the recruitment sector and we have advised small, medium and large recruiters on corporate transactions. Our expertise is finding solutions to suit clients’ circumstances. Contact Philip
on 020 7405 2626 or philip@optimacf.com
for a confidential discussion.
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