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10 pasi esentiali inainte de demararea unei afaceri



Inceperea propriei afaceri se poate dovedi a fi o experienta plina de recompense, dar si un efort zadarnic in cazul in care nu acordati atentia necesara planificarii acesteia. Din pacate, multi intreprinzatori mici au inca un mod de lucru nestructurat si se bazeaza pe principiul solutionarii problemelor pe masura ce acestea apar, fara a lua in calcul erorile majore ce pot fi evitate prin cativa pasi simpli. Prin urmare, nu te aventura intr-o afacere pana nu esti sigur ca ai acoperit toate aspectele majore ale acesteia, iar un punct bun de inceput este checklist-ul prezentat mai jos.

Pasul 1. Evaluarea preliminara

Inainte de a investi bani, timp si efort intr-o afacere fii sigur ca merita. Fa-ti o idee despre cerere, tendintele din piata si nivelul concurentei. Luand si aceste informatii in calcul, te poti gandi mai in detaliu la propriul model de afaceri, conceptul strategic si operational. Odata ce ai clarificat aspectele de baza, poti realiza un calcul estimativ al investitiei asteptate, precum si al profitabilitatii viitoarei afaceri. Acest pas este esential in etapa preliminara, pentru a nu avea pe parcurs surpriza ca profitabilitatea potentiala este scazuta sau fondurile destinate investitiei nu sunt suficiente.

De asemenea, informeaza-te in legatura cu legislatia specifica domeniului si alte posibile bariere de intrare. In final, trebuie sa ai o imagine de ansamblu asupra principalelor riscuri si oportunitati, pe baza careia sa iei decizia de a merge sau nu mai departe.

Pasul 2. Cunoasterea pietei si a competitiei

Odata luata decizia de a incepe afacerea, primul aspect pe care trebuie sa il ai in vedere este piata careia te adresezi. De unde vine cererea, cat a crescut aceasta in ultimii ani, care este evolutia asteptata si care sunt principalii factori care influenteaza dezvoltarea pietei si a segmentului vizat? Acestea sunt principalele aspecte care trebuie sa-ti fie foarte clare de la inceput. Analiza pietei iti va spune in primul rand daca exista cerere suficienta pentru a sustine afacerea ta. In plus, identificarea tendintelor din piata reprezinta o informatie strategica ce contribuie la cresterea competitivitatii si dezvoltarea companiei.

Tot in aceasta etapa e recomandabil sa te gandesti mai in detaliu la clientii tinta, criteriile lor de achizitie, comportamentul din piata, etc. Aceste detalii constituie baza pentru rafinarea conceptului strategic si al planului de marketing si vanzari. De asemenea, marimea pietei tinta are impact direct asupra estimarilor din proiectiile financiare.

Nu in ultimul rand, trebuie sa privesti si spre concurenta pentru a avea o imagine clara asupra oportunitatilor si riscurilor specifice, caracteristicilor si practicilor din industrie. Impreuna cu analiza pietei, studiul industriei sta la baza evaluarii optiunilor strategice si stabilirii directiilor de actiune viitoare.

Pasul 3. Testarea cererii

Exista cerere pentru produsele sau serviciile pe care doresti sa le aduci pe piata? Probabil ca nu o sa reusesti sa obtii un raspuns care sa-ti aduca siguranta de 100%, dar orice incercare iti poate furniza informatii utile. Daca nu intentionezi sa investesti intr-un studiu de piata, poti apela la prieteni si cunostinte pentru a le cere parerea asupra ofertei tale. De asemenea, incearca sa gasesti firme locale sau regionale (Europa Centrala si de Est) cu o oferta cat mai apropiata de a ta si analizeaza evolutia acestora.

Aceasta etapa este esentiala in special pentru antreprenorii care promoveaza un produs sau un serviciu inovativ. Testeaza piata prin impartirea de mostre si produse promotionale. De asemenea, daca te adresezi unui cerc redus de potentiali clienti, de exemplu in cazul unor echipamente tehnologice specializate, incearca sa iei legatura cu acestia inainte de lansarea afacerii si discutati concret asupra cerintelor pe care le-ar putea avea.

Pasul 4. Conceperea modelului de afacere si a directiilor strategice

Modelul de afacere reprezinta modalitatea prin care o companie creeaza valoare pentru actionarii sai, sau in alte cuvinte modul in care aceasta opereaza la nivel strategic pentru a maximiza profitul.

In aceasta etapa e necesar sa pui bazele modelului de afacere si a directiilor strategice majore in care se va indrepta compania. Acorda-ti timp suficient pentru a pune la punct un plan strategic coerent si fezabil. Cu siguranta acesta va suferi modificari in timp, insa punctul de pornire este probabil una dintre cele mai importante actiuni in planificarea unei afaceri.

Pasul 5. Stabilirea detaliilor operationale

Strategia formulata trebuie sa se regaseasca in planificarea operationala. Acum este momentul sa te gandesti in detaliu, si cat mai practic, la modul in care se vor desfasura operatiunile firmei. Analizeaza si planifica aspectele cheie cu privire la organizarea companiei, locatie si, dupa caz, planul de extindere, furnizori, etc. De asemenea, indeosebi in cazul firmelor cu activitate mai complexa, e important sa stabilesti modul in care se vor derula principalele fluxuri operationale (ex. aprovizionarea, fabricarea produselor, facturarea, distributia, vanzarea directa, etc).  

Pasul 6. Planificarea personalului

Vei putea realiza singur toate actiunile gandite la pasul anterior? Ia in considerare si alte activitati zilnice, administrative sau care tin strict de management. Daca in final raspunsul este “nu”, trebuie sa analizezi si necesarul de personal pe termen scurt si mediu. In special in cazul in care compania va avea nevoie de oameni foarte specializati, gandeste-te si la modalitatile de recrutare si selectie, beneficii si pachetul salarial oferit, etc.

Pasul 7. Realizarea proiectiilor financiare

Fata de evaluarea preliminara, acum e timpul sa fii cat mai realist in ceea ce priveste cifrele. Proiectiile financiare trebuie sa redea extrem de clar, si cat se poate de exact, pe de o parte efortul presupus de afacerea propusa (investitia), iar pe de alta parte randamentul asteptat in urma efortului intreprins (profitul net). Pentru a construi proiectii fundamentate, ia in calcul toate aspectele analizate in pasii anteriori.

Determina in primul rand care este necesarul de finantare. Acesta reprezinta investitia pentru demararea business-ului, la care se adauga suma necesara acoperirii costurilor pana cand afacerea se poate sustine singura. Setul de proiectii financiare include de asemenea contul de profit si pierdere, bilantul si cash-flow-ul. Acestea se realizeaza de regula pe o perioada de trei pana la cinci ani si reprezinta rezultatul unor “presupuneri” fundamentate cu privire la fiecare componenta.

Nu in ultimul rand, retine faptul ca proiectiile financiare nu vor fi niciodata realizate cu exactitate, insa cu cat pot fi mai bine argumentate cu atat vor constitui o baza mai realista pentru ghidarea viitoare a antreprenorului.

Pasul 8. Trasarea strategiei de finantare

In cazul in care nu dispui de fonduri proprii suficiente pentru demararea afacerii, e necesar sa te gandesti la o strategie de finantare. Bineinteles ca mai exista rude, prieteni si alte cunostinte dar presupunand ca si aceste surse sunt epuizate ramai in principiu cu doua alternative:

  • Investitori, privati sau institutionali, care aduc capital
  • Banci si alte institutii de finantare care acorda imprumuturi

Diferenta majora dintre cele doua forme de finantare este ca in primul caz capitalul este oferit contra unei participatiuni in companie, iar in al doilea caz platesti dobanda si depui garantii pentru imprumutul luat. In plus, investitorii vin de regula cu un plus de experienta si know-how in timp ce bancile nu au nici un aport la conducerea strategica sau operationala a companiei.

Desigur exista si alte tipuri de finantare, precum mezzanine, mai putin accesibil firmelor mici si mijlocii, credit furnizor sau combinatii intre alternativele prezentate. Ar mai fi de mentionat fondurile structurale si subventiile, insa exista foarte putine programe destinate startup-urilor. In cele mai multe cazuri optiunile de finantare se orienteaza catre una din cele doua alternative mentionate mai sus. In functie de tipul de finantare ales, trebuie stabilita si strategia de obtinere a fondurilor. Intrucat cerintele celor doua tipuri de finantatori difera destul de mult, si abordarea, documentatia, prezentarea sau timing-ul trebuiesc gandite in mod specific.   

Pasul 9. Pregatirea planului de afaceri

In aceasta etapa intocmirea planului de afaceri ar trebui sa fie cat se poate de simpla, intrucat toate componentele majore ale acestuia au fost deja acoperite. In cazul in care nu ai nevoie de un plan de afaceri care sa fie prezentat tertilor, acesta nu trebuie sa fie formal si poate ramane cat mai simplu. Important este sa poata indeplini functiile pentru care este conceput, fie ca este vorba de trasarea directiilor majore ale companiei, testarea fezabilitatii proiectului sau instrument de implementare si monitorizare.

Pasul 10. Planificarea activitatilor viitoare

Planificarea tactica urmeaza celei strategice si se refera la toate actiunile si detaliile ce trebuiesc puse la punct pentru lansarea business-ului. Recomandarea noastra este sa fii cat mai organizat si sa folosesti instrumente de project management – action plan, timeline, issue list, etc. Ai sa vezi ca lucrurile sunt mult mai simple daca sunt si structurate. O astfel de organizare te ajuta in primul rand sa nu scapi nimic din vedere, iar in al doilea rand sa te incadrezi in timpul pe care ti-l propui.


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