Participating in a bid for and oil and gas major, have shared profit statement, statement from our auditors, bank etc - but client is insisting on an income statement - my frustration is we have demonstrated we are low risk, £900k cash reserves, £600k profit last year - we do not see what value our revenue OR expenses have on the customers financial scoring.
As a CFO, I agree that seeing a detailed P&L is not overly useful. The reason a potential customer may want to see your financials is to understand your financial stability and whether you will be around for some period of time. Seeing a trended P&L (last 8 quarters or last 2 years) can give the reader some view into the company's trajectory. That's my 2 cents.
Maybe they wish to see your income in the line of business you are bidding for. a P&L statement might show consolidated profits and the client may want to know what your revenue is in the specific line of business for which you are bidding. do you have multiple lines of business? or multiple products and services?
Ali is correct. I'm a former CFO and CEO. There are certain ratios that can be calculated with a financial statement, including Altman Z Score and liquidity rations that may be useful for due diligence. That said, if uncomfortable, do not share, but if it is a requirement and you want the business, you probably cannot overlook it. You can follow up with a discussion with the client rep if you wish.