What information do they analyze?
Posted: Mon Dec 23, 2024 8:34 am
That is why knowing the criteria that govern the decision-making of the entity that we want to finance us is of vital importance, allowing us to value the positive aspects and reduce the less valued ones, in order to achieve a successful negotiation with the bank. We must stop and think about several fundamental aspects in the negotiation.
Financial Negotiation
1. Risk Analysis
How does a financial institution calculate the risk of a transaction? All financial institutions take into account three basic aspects when studying the risk of a transaction:
The client's solvency , which gives us the client's assets. Here, the volume is as important as the client's liquidity.
Repayment capacity , that is, the company's ability to meet the payment of loan installments or financing conditions.
Management capacity of the company's partners and directors.
The bank will check and analyse the information in its risk committees landline number list and the result will be given based on the three aspects mentioned above.
invoices and financial risk
2. Information Analysis
Internal information that is already in the hands of the entity, such as your historical evolution as a client, records of previous operations, etc.
Information provided by the client , which the entity can use to analyse different aspects and data regarding the company's assets, its financial and economic situation, its level of liquidity, the evolution of the business in terms of sales and results, the number of employees and their hiring, the degree of dependence on suppliers and clients, etc. For all of this, they will ask us for the balance sheet and profit and loss account (both the provisional one for the current year and the definitive one for previous years), personal income tax and VAT payments, social security, form 347, the personal income tax return of the partners and/or guarantors, the details of the bank debt for possible comparison with the CIRBE, etc.
Information that can be provided to us by external sources such as CIRBE , RAI, ASNEF, the Property and Commercial Registry, etc. and the much appreciated references from clients and suppliers.
Once we have seen this, we must stop and think about how to present this information to the financial institution, analysing our company from an objective point of view, detailing the financing needs we have, quantifying what we really need and checking that we will be able to pay the installments. Imagine the worst case scenario: "I cannot pay", the bank will ask you for a guarantee, which one will you present? It can be personal, mortgage or pledge . Once you have made this arrangement, you must design the operation or operations, as you can request the total from a bank or in parts from several entities, which will allow you to solve your needs.
3. Presentation of Information
Present the operation to the selected entities. To do this, you must take into account the financial entities you currently work with (even more so if you already have financing with them, since they are the ones who have already bet on you). If you can, play at home. Invite your manager to visit you at your facilities to present the operation. Try to get to know who has the decision-making power and try to get them to visit you and get to know you and your company. Provide transparency, peace of mind, security and convey professionalism.
Before the meeting, have the compensations you can offer them prepared based on the commitments you have already made with other entities, your turnover, number of employees, etc., as they must always be realistic. What are these compensations? Everything you do in your company and are required to go through a financial institution (payroll, taxes, social security, direct debit from suppliers, collection from clients, POS, etc.). All of this represents a commitment on your part to the bank towards them, as well as a very significant commission business that, with current interest rates, is very lucrative and necessary for them. It is advisable that you negotiate everything together in order to have greater negotiating power.
4. Closing the operation
Set dates to close the deal, or at least, if they don't have the decision-making power, to get a response and take the next step.
Before proceeding to sign the transaction, check that all the documents are a faithful reflection of what was agreed. If this is not the case and there is something that does not fit, talk and renegotiate, because misunderstandings are everywhere. Once it is signed, you will not be able to do anything about it.
Is this where it ends? No. After signing, keep track of the transaction periodically . This will allow you to detect incorrect settlements in time. You should always claim it not only for economic reasons but also for reasons of credibility for your company and for yourself as an entrepreneur.
The key is therefore to plan ahead, provide realistic data that gives a true picture of your business, and negotiate taking into account your position, your needs and what you can contribute. Be realistic, do not deceive yourself, because you will deceive your bank even less.
Financial Negotiation
1. Risk Analysis
How does a financial institution calculate the risk of a transaction? All financial institutions take into account three basic aspects when studying the risk of a transaction:
The client's solvency , which gives us the client's assets. Here, the volume is as important as the client's liquidity.
Repayment capacity , that is, the company's ability to meet the payment of loan installments or financing conditions.
Management capacity of the company's partners and directors.
The bank will check and analyse the information in its risk committees landline number list and the result will be given based on the three aspects mentioned above.
invoices and financial risk
2. Information Analysis
Internal information that is already in the hands of the entity, such as your historical evolution as a client, records of previous operations, etc.
Information provided by the client , which the entity can use to analyse different aspects and data regarding the company's assets, its financial and economic situation, its level of liquidity, the evolution of the business in terms of sales and results, the number of employees and their hiring, the degree of dependence on suppliers and clients, etc. For all of this, they will ask us for the balance sheet and profit and loss account (both the provisional one for the current year and the definitive one for previous years), personal income tax and VAT payments, social security, form 347, the personal income tax return of the partners and/or guarantors, the details of the bank debt for possible comparison with the CIRBE, etc.
Information that can be provided to us by external sources such as CIRBE , RAI, ASNEF, the Property and Commercial Registry, etc. and the much appreciated references from clients and suppliers.
Once we have seen this, we must stop and think about how to present this information to the financial institution, analysing our company from an objective point of view, detailing the financing needs we have, quantifying what we really need and checking that we will be able to pay the installments. Imagine the worst case scenario: "I cannot pay", the bank will ask you for a guarantee, which one will you present? It can be personal, mortgage or pledge . Once you have made this arrangement, you must design the operation or operations, as you can request the total from a bank or in parts from several entities, which will allow you to solve your needs.
3. Presentation of Information
Present the operation to the selected entities. To do this, you must take into account the financial entities you currently work with (even more so if you already have financing with them, since they are the ones who have already bet on you). If you can, play at home. Invite your manager to visit you at your facilities to present the operation. Try to get to know who has the decision-making power and try to get them to visit you and get to know you and your company. Provide transparency, peace of mind, security and convey professionalism.
Before the meeting, have the compensations you can offer them prepared based on the commitments you have already made with other entities, your turnover, number of employees, etc., as they must always be realistic. What are these compensations? Everything you do in your company and are required to go through a financial institution (payroll, taxes, social security, direct debit from suppliers, collection from clients, POS, etc.). All of this represents a commitment on your part to the bank towards them, as well as a very significant commission business that, with current interest rates, is very lucrative and necessary for them. It is advisable that you negotiate everything together in order to have greater negotiating power.
4. Closing the operation
Set dates to close the deal, or at least, if they don't have the decision-making power, to get a response and take the next step.
Before proceeding to sign the transaction, check that all the documents are a faithful reflection of what was agreed. If this is not the case and there is something that does not fit, talk and renegotiate, because misunderstandings are everywhere. Once it is signed, you will not be able to do anything about it.
Is this where it ends? No. After signing, keep track of the transaction periodically . This will allow you to detect incorrect settlements in time. You should always claim it not only for economic reasons but also for reasons of credibility for your company and for yourself as an entrepreneur.
The key is therefore to plan ahead, provide realistic data that gives a true picture of your business, and negotiate taking into account your position, your needs and what you can contribute. Be realistic, do not deceive yourself, because you will deceive your bank even less.