How to get working capital in a global marketplace

Lack of working capital often indicates poor profitability, which is typically caused by declining sales. The best working capital comes from cash flow and profits, both of which result from a consistent revenue stream.

Plenty of "last of" small business craftsmen are successful today, but only once they realize they're niche businesses, and no longer part of the mainstream commodity sector. A niche sale must be made at a premium price over a commodity sale, so make sure you're charging enough for the unique service you offer. To accomplish this, you must be able to make your customers believe that they're getting something more than a commodity.l

Also, be sure to emphasize the niche capabilities your business can offer a targeted customer base, many of whom may be outside your local market.

It's doubtful that a bank or investor will lend or invest capital if you've got a declining business. If you're going to attract outside working capital, you've got to find a way to create a demand for the special skill you possess. Otherwise, realistically, it's not likely to happen.