A large number of recent inquiries have focused on the
investment returns that various capital providers expect to earn
when funding emerging ventures. First let me say there are no deals
out there where the money changes hands and the owner of the small
business simply plugs along while the investor waits on the
sidelines for company prospects to improve. Investors delineate and
rank business and market risks very carefully, and then require
that strategies and operating plans be put in place to minimize
their overall risk.
But many business owners are reluctant to accept conditions and
strategic moves the investors have linked to the funding deal. So
it's very important to understand the way return is measured
and anticipated by the funding source. This can clear much of the
air in the early stages of the negotiation and perhaps set the
stage for a more realistic chance of closing a deal.
Three major issues are tied to the investor's "return
expectations." The first is the initial form of the funding.
This is where the baseline percentage return starts. Debt (a
creditor position) requires a lower return than equity (an
ownership position). Notes often have assets pledged as collateral.
Class "A" common stock gives the investor a vote with
company owners in management-policy decisions. Preferred stock
removes that voting right but locks the firm into a fixed after-tax
dividend payment prior to calculating company earnings.
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The required return on secured debt for a new business begins at
around 400 to 600 basis points (4 to 6 percent) above the prime
rate. In today's market, that's around 13 to 14 percent;
compounding is then calculated either monthly or quarterly.
Unsecured debt adds more risk and tacks on another 200 basis points
or more (now you're at 15 to 16 percent). And unsecured debt
only works if the new business has a solid lock on significant
revenues from one or more large and reliable buyers who have
long-term contracts with the new venture. Preferred stock adds
another 500 to 700 basis points beyond unsecured debt (now
you're up to 20 to 23 percent). Voting common stock puts
another 5 percent to 12 percent on the required return (the 25 to
35 percent range).
The second issue involves management's impact on projected
future cash flows. Regardless of the debt or equity position,
investors increase their required return when there's less
certainty in the senior team's ability to deliver strong and
growing sales and manage costs profitably. The "management
premium" often adds 500 to 700 basis points to the return. An
incredibly strong management team (marketing, operations,
financials, strategic positioning, research and development) can
actually reduce the required return arrived at in the first
stage.
The third issue involves investment timing and the strength of
the proposed exit strategy. If capital providers feel confident
that within 24 months your business will be an excellent takeover
target in the industry, the required return might not be adjusted
at all or could be reduced. But if the window for success goes out
40 to 48 months and an IPO is the only idea you have for potential
investor returns, then another 500 basis points (or more) will be
added to the required return.
In summary, a solid business deal with a secured note,
convertible to equity at the investors' option is on the low
end (say, 13.5 percent today). A pure voting stock play in a brand
new marketplace with no solid partnerships in place, a
still-forming management team, and a longer investment horizon is
on the high end (think 40 to 45 percent in this current
market).
Once you understand where investors are coming from, you can
make plans before you sit down to negotiate a deal that
incorporates terms (and expectations) you can live with.
David Newton is professor of entrepreneurial finance at Westmont
College in Santa Barbara, California. He is the contributing editor
on growth capital for Industry Week Growing Companies and a
moderator on small-cap stocks for eRaider.com. His books
include Entrepreneurial Ethics(Kendall-Hunt)
and How To Be a Small-Cap Investor.
(McGraw-Hill), named November 1999 book-of-the-month by
Money magazine and a 1999 Top 10 book by Forbes. His latest book
is How To Be an Internet-Stock Investor
(McGraw-Hill). He has written or contributed to more than 80
articles for publications including Entrepreneur, Your
Money, Business Week and Solutions, and has been a
consultant to emerging, fast-growth entrepreneurial ventures since
1984.
The opinions expressed in this column are those
of the author, not of Entrepreneur.com. All answers are intended to
be general in nature, without regard to specific geographical areas
or circumstances, and should only be relied upon after consulting
an appropriate expert, such as an attorney or
accountant.