BizSuport - primul serviciu dedicat Antreprenorilor si Investitorilor

Este afacerea ta pregatita de vanzare? (I)



Vanzarea unui business este un proces complex, care trebuie gestionat cu atentie pentru maximizarea rezultatelor. In special in aceasta perioada, antreprenorii se confrunta cu provocari sporite in ceea ce priveste incheierea unor deal-uri atractive, provocari datorate pe de o parte deficitului de fonduri disponibile pe piata, iar pe de alta parte performantelor mai scazute ale celor mai multe companii. Cu toate acestea, exista intotdeauna cerere pentru afaceri cu potential, iar pregatirea riguroasa pentru vanzare reprezinta un factor decisiv pentru succesul tranzactiei.

Sunt putine afaceri care sa fie complet “curate”. Nu ne referim aici neaparat la aspecte legale, ci mai ales la aspecte curente din viata unei firme care nu sunt intotdeauna puse la punct sau formalizate. Un investitor serios insa, va cerceta intotdeauna cu mare atentie detaliile de ordin legal, financiar sau comercial, iar de rezultatul analizei va depinde obtinerea unei oferte si a unui pret avantajos. Prin urmare, incepe sa faci ordine in propria curte cat mai devreme – in functie de complexitatea afacerii procesul de optimizare in vederea vanzarii poate dura intre cateva luni si un an.

Actele firmei, autorizatii si licente de functionare

Inainte de toate, compania trebuie sa fie fara pata in ceea ce priveste documentele care atesta existenta legala si dreptul vanzatorului de a dispune de actiuni: act constitutiv, registrul actionarilor, hotarari AGA, extras de la Registrul Comertului, etc. In al doilea rand, asigura-te ca firma detine toate autorizatiile si licentele necesare functionarii conform legislatiei in vigoare. Un potential investitor poate considera lipsa respectivelor autorizatii ca un factor de risc major pentru achizitia afacerii.

Contracte cu clientii si furnizorii

Este necesar sa revizuiesti contractele cu principalii clienti si furnizori si sa te asiguri ca, acolo unde e cazul, acestea sunt reinnoite din timp. In cazul in care vrei sa vinzi compania, nu te astepta ca investitorul sa cumpere o afacere a carei contracte majore expira in cateva luni. In plus, ai grija ca aranjamentele verbale sa fie formalizate in contracte certe.

De asemenea, acesta este un moment bun pentru a realiza o analiza a clauzelor contractuale si a incerca o renegociere. Contractele cu clientii care au marja negativa pot fi eventual terminate in cazul in care negocierile nu dau rezultate, insa aceasta este o decizie strategica care are la baza si alte considerente decat cel al profitabilitatii pe termen scurt. In ceea ce priveste furnizorii, o atentie deosebita trebuie acordata contractelor de spatiu si celor cu principalii furnizorii de materii prime.

In cazul in care nu ai incheiate polite de asigurare, specifice practicilor din industrie sau pentru bunuri de valoare ridicata, probabil ca este un moment bun sa o faci. Investitorii vor tine oricum cont de costul asigurarii in evaluarea afacerii, bineinteles in cazul in care asigurarea reprezinta o necesitate in business-ul respectiv. 

Formalizarea raportarii si a procedurilor de lucru

De multe ori se intampla ca modul de lucru intr-o firma mica sa fie mai putin formal. Acest fapt ingreuneaza insa furnizarea de informatii complete catre investitori, iar mai tarziu are un impact negativ asupra transferului activitatii catre noul management.

Pregatirea unei companii in vederea vanzarii implica si formalizarea proceselor acesteia, prin intocmirea de proceduri interne, regulamente de lucru sau rapoarte standard. De asemenea, in cadrul discutiilor cu potentialii cumparatori acestia vor solicita informatii detaliate cu privire la clienti, evolutia in timp a companiei, analize financiare, s.a.m.d. Este necesar sa asiguri din timp disponibilitatea unor astfel de date, fara de care nici un investitor nu poate lua o decizie in cunostinta de cauza.


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