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Pregatirea pentru vanzare: reducerea sustenabila a costurilor in companiile mici si mijlocii



Optimizarea afacerii inainte de vanzare poate creste considerabil valoarea acesteia, si implicit pretul pe care il poti obtine. In loc sa dai putere de negociere cumparatorului, fii sigur ca ai luat din timp masuri pentru imbunatatirea sustenabila a activitatii companiei. Un punct bun de plecare in procesul de optimizare al unei afaceri este reducerea costurilor. Bineinteles, cu cat orizontul de timp este mai indelungat, cu atat impactul masurilor luate este mai consistent si tangibil. Pentru un efect real si vizibil in situatiile financiare, recomandarea noastra este sa incepeti implementarea masurilor de optimizare cu minim 6 luni inainte de initierea discutiilor cu posibili investitori.

Odata cu initierea unui program de reducere a costurilor trebuie sa intelegi natura si structura acestora, precum si modul in care relationeaza cu vanzarile, inventarul, costul bunurilor vandute, EBITDA si profitul net.

Reducerea sustenabila a costurilor unei companii inseamna mai mult decat eliminarea cheltuielilor de protocol, inghetarea investitiilor sau taierea salariilor si a altor cheltuieli administrative. Desi astfel de masuri pot fi benefice pe termen scurt, indeosebi intr-un mediu economic nefavorabil, ele trebuie sa se incadreze intr-un plan mai amplu si organizat de optimizare pentru a nu afecta capacitatea de dezvoltare a companiei pe termen mediu si lung.

Bineinteles, nu este usor sa construiesti o strategie de reducere a costurilor care sa maximizeze eficienta fara a compromite potentialul de crestere. Retine insa ca scopul tau este sa elimini surplusul, nu sa tai in carne vie. Indiferent de complexitatea programului de reducere a costurilor, cel mai important lucru de care trebuie sa tii cont este ca masurile implementate sa nu afecteze negativ competitivitatea si imaginea companiei. De aceea, reducerea costurilor trebuie sa se realizeze organizat, coordonat si in linie cu pozitionarea si strategia companiei.

Prin urmare, procesul de optimizare incepe intotdeauna prin evaluarea situatiei curente a companiei, stabilirea unor obiective concrete si bineinteles realiste, si identificarea acelor elemente care te ajuta in obtinerea unui avantaj de cost, prin eliminarea cheltuielilor inutile. Un consultant extern te poate ajuta considerabil in acest demers, prin mai multa obiectivitate si o perspectiva noua, focus 100% si bineinteles expertiza.

In urma procesului de evaluare trebuie sa rezulte care sunt competentele cheie a caror eficienta poate fi imbunatatita, ce functii secundare pot fi reduse sau eliminate si ce actiuni sunt necesare pentru cresterea rentabilitatii firmei. 

Masurile care se impun depind in egala masura de orizontul de timp vizat -termen scurt, mediu sau lung-, cat si de obiectivele trasate, care pot porni de la cresterea lichiditatii si eficientei pana la restructurarea modelului de afaceri si a activitatilor firmei. Cele doua variabile se afla in stransa legatura. In cazul in care iti propui restructurarea portofoliului de produse si servicii si redimensionarea afacerii, acestea sunt masuri care de regula pot fi implementate pe termen mediu si lung. Pe de alta parte, daca nevoia ta este de profitabilitate sau lichiditate imediata, trebuie sa te indrepti in primul rand catre masuri operationale care pot fi implementate pe termen scurt, spre deosebire de cele strategice care necesita mai mult timp pentru a putea fi aplicate.

Cum masurile de optimizare sunt specifice fiecarei companii si nu exista o reteta clasica de reducere a costurilor, nu intentionam sa va prezentam o lista de actiuni cu care “mergi la sigur”.  Mai degraba, ne-am propus sa va aducem in atentie cateva masuri sau reguli generale care pot fi utile pentru dezvoltarea unei strategii coerente de reducere a costurilor.

Functie Actiuni
Achizitii/ Furnizori 
  • re-negociere contracte furnizori
  • consolidare achizitii pentru sporirea puterii de negociere
  • reducerea complexitatii achizitiilor (substituire materii prime, restructurare portofoliu produse, s.a.m.d)
Productie & Logistica interna 
  • reducerea personalului prin imbunatatirea fluxurilor operationale, introducerea unor tehnologii mai avansate sau training-ul angajatilor
  • imbunatatirea gestiunii stocurilor
  • reducerea lipsurilor de inventar si a consumului tehnologic printr-un control sporit
Marketing & Vanzari 
  • intensificarea promovarii online si a metodelor de marketing low-cost
  • cresterea gradului de retentie al clientilor
  • eliminarea clientilor neprofitabili (atentie insa daca exista o valoare strategica pe termen lung)
Activitati post vanzare
  • reducerea costurilor cu garantia, prin imbunatatirea calitatii produselor
  • eficientizarea operatiunilor de service si mentenanta
  • intretinerea relatiilor cu clientii existenti
Administrativ 
  • externalizarea functiilor secundare
  • reorganizarea si imbunatatirea fluxurilor administrative
  • optimizarea cheltuielilor la nivelul tuturor functiilor administrative
Financiar 
  • eliberarea capitalului de lucru si imbunatatirea imediata a cash flow-ului
  • re-analizarea tuturor investitiilor bugetate
  • restructurarea datoriilor si securizarea finantarii

Adauga pe: Facebook Adauga pe: Windows Live Adauga pe: Digg Add to: Del.icoi.us Add to: StumbleUpon Add to: Yahoo Add to: Google Publicat la data: 26-07-2010


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luna

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BobbyPep

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BobbyPep

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luna

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ming1111

- 2018-07-18 05:07:36
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phoebesss

- 2018-07-13 09:23:35
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phoebesss

- 2018-07-13 09:23:23
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