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As
the fearless Annie Oakley belts out to her heartthrob
Frank in the classic musical Annie Get Your Gun,
"Anything you can do, I can do better."
Women
business owners may have come a long way in validating
Annie's fighting words. But, one area in which even
adventurous women entrepreneurs still have a long
way to go is getting comfortable with corporate
money: How to own it, and especially - how to owe
it.
A
recent study by the Center for Women's Business
Research shows that, even among the fast growing
small businesses in America, women owners are far
less likely than their male counterparts to take
on corporate credit lines or cede equity ownership
to outside investors.
What
they were more apt to do was to use their personal
credit cards to bootstrap their businesses.
This
study of fast-growth businesses known as "gazelles"-
or businesses that have grown by at least 30 percent
in revenue or employment over the last three years
- measured the differences between fast-growth and
slower-growing firms, as well as the difference
between women "gazelles" and men "gazelles."
The
good news from the report was that women business
owners already recognize that accessing capital
is an important issue for them. More disconcerting
was the finding that all women-owned businesses
- even the "gazelles" - are still lagging
behind men in securing capital and using it to grow.
This
is a call to action on both sides of the capital
equation.
Women
business owners need to understand, and pursue,
financing options to accelerate their growth sooner,
and financial institutions need to offer them these
options earlier in their life cycle - when they
actually need them.
Sharon
Hadary, executive director for the Center for Women's
Business Research and seasoned observer of trends
among women entrepreneurs, says it this way: "Women
need knowledge and access to capital so they can
make the choice to grow."
The
barriers to women's access to equity capital are
well documented.
Cracking
the venture capital network remains a formidable
challenge for women business owners, with fewer
than 4 percent of all venture capital funds flowing
their way. Many banks are working to overcome this
by supporting women-oriented venture funds and organizations
like the Springboard venture capital fairs, through
which women have secured hundreds of thousands of
the elusive venture capital dollar.
But,
how do we explain women's aversion to corporate
debt?
Based
upon my experiences counseling thousands of successful
women business owners over the years, I would describe
women entrepreneurs as among the most creative thinkers,
empathetic managers, ethical partners, and courageous
risk-takers around. But, when these exemplary women
are asked about corporate debt, they invariably
answer, "I haven't used it."
The
Center for Women's Business Research study validates
this observation among even the fastest-growing
firms. Only 39 percent of fast-growth women have
a commercial bank loan, as compared with 52 percent
of the fast-growth men. When they do borrow, 32
percent of fast-growth women used personal credit
cards to finance their firms, versus only 21 percent
of the fast-growth men.
At
the Women Entrepreneurs' Connection at FleetBoston
Financial, we have spoken with many established
women business owners who pride themselves on never
having had to borrow: "I don't like to owe more
than I can pay back quickly." "I am very conservative
when it comes to debt."
We
also have heard what to many seems the inevitable
conclusion: "I think men are just better at asking
for money."
Perhaps
this hesitancy is due, at least in part, to women's
troublesome experiences with credit.
Typically,
when a woman starts her business, she has no track
record with which to obtain a loan. She funds her
firm with family loans or personal credit cards,
encountering the inevitable cash flow crises along
the way. Two years later, when a bank is ready to
talk to her, her personal credit record may be less
than stellar, making traditional financing difficult.
We
believe that women-owned businesses - and men-owned
as well - deserve a more simplified journey to growth
through debt leverage.
Short
applications, quick loan response turnaround, and
the opportunity to borrow as early as six months
after the start of business based upon the owner's
personal credit history are just some of the loan
characteristics women need to persuade them to fund
their growth through corporate loans or credit lines.
The
federal government, through the U.S. Small Business
Administration (SBA), also has done its part by
providing SBA loans to all categories of applicants,
including women, minority and veterans, on a streamlined
basis. More lenders need to ensure that they are
prepared to access these programs.
The
key for many women in getting up the nerve to borrow
big may simply be to meet other "gazelles" who have
done it. By introducing high-ranking women business
owners into peer mentoring groups, we have seen
them conquer their fear of owing money.
As
one gutsy CEO of a promising accessories company
recently told me after she had discussed leverage
with a successful woman retailer, "I got my line
of credit and began to sleep at night. Now, my business
is poised to grow by 25 percent this year."
OK,
Annie, it's time to take that lasso and rope in
the money.
TERI
CAVANAGH is senior vice president and director of
the Women Entrepreneurs' Connection at FleetBoston
Financial. Contact the Connection at 800-FLEET-BIZ
(800-353-3824).
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