Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33

In this special crossover episode of Buy the Numbers, Mike Payne joins Josh McCain on The Throughput Show for a fully interactive, live conversation about one of the most misunderstood and mission-critical topics in manufacturing: cash flow. Unlike traditional episodes, this one unfolds in real time with audience questions, open dialogue, and the kind of raw, honest examples operators rarely get to hear outside of private masterminds. Josh kicks off the episode with his hallmark energy and levity—complete with an unexpected "musical" intro for guests Mike, Jon Hughes, and Phil Hanke of CLA—before guiding the conversation into the cash-flow trenches. What follows is an engaging deep dive into the issues manufacturers wrestle with every single day: slow-paying OEMs, inventory pile-ups, quoting mistakes, sneaky cash traps, and how to build the financial visibility that keeps shops alive. With decades of combined experience across shop ownership, accounting, and advisory, Mike, Jon, and Phil break down the real mechanics of cash flow: how it gets tied up, where it silently leaks, and how small changes in terms, quoting structure, deposits, and vendor relationships can immediately strengthen your financial position. Audience comments throughout the episode add even more depth, with owners openly sharing the challenges they face in today's extended-terms environment. From negotiating deposits to mastering the 13-week cash-flow model, this episode equips manufacturers with practical, battle-tested tools they can implement right away. Whether you're running a newly launched job shop or a mature precision manufacturer, this live format offers clarity, community, and real-world strategies you won't hear anywhere else. You will want to hear this episode if you are interested in... (2:16) Why you should use Hire MFG Leaders for your next hire(2:44) Mike sets the agenda: focusing on cash flow challenges manufacturers overlook(3:26) Jon and Phil introduce CLA and their work supporting manufacturers(4:40) Overlooked cash-flow issues and common pitfalls(8:10) Real shop example: obsolete inventory discovered during due diligence(9:36) Using deposits and up-front payments to improve the cash cycle(10:02) Why negotiating terms with OEMs is difficult and what shops can control(11:42) Pricing NREs, tooling, and upfront costs correctly(12:29) The accounts-payable side: terms, discounts, and preventative maintenance(13:14) Audience discussion: asking customers to cover material or provide it(15:02) How payment terms redefine what an "ideal customer" looks like(16:13) Customer grading: A/B/C/D system for evaluating cash-flow impact(19:08) Invoice terms, timing, early-payment discounts and hidden costs(20:34) Grow your top and bottom line with CliftonLarsonAllen (CLA)(21:09) Challenges with customers paying late or using credit cards(23:35) Audience question: when does factoring make sense?(25:29) Breaking down the 2%/10 Net 30 math and annualized cost(27:24) Story of a shop whose discount habits destroyed their cash cycle(30:30) Question on balancing discounts with cash availability(32:25) "Accounts Payable Olympics": gold, silver, and bronze strategies(38:10) Importance of accurate invoicing, paperwork, and timely receiving(39:51) The 13-week cash-flow tool: How to forecast receivables, payables, payroll, and fixed expenses(42:04) Achieve effective workholding with SMW Autoblok(44:05) Using the model for long-term CapEx and tax-payment planning(46:11) Real example: a $500k swing discovered through variance tracking(47:19) Why shop owners must personally review cash-flow forecasting weekly(49:00) Mike's closing message: cash flow is the lifeblood of every shop (50:37) Final thanks and episode wrap-up Resources & People Mentioned Connect with Josh McKainConnect with Phil HankeConnect with Jon HughesWhy you should use Hire MFG Leaders for your next hireGrow your top and bottom line with CliftonLarsonAllen (CLA)Achieve effective workholding with SMW Autoblok Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify Audio Production and Show Notes by - PODCAST FAST TRACK