redactare plan afaceri

15
Lista anexelor ,QGLFD LH 1LFL XQD GLQ VHF LXQLOH SULQFLSDOH DOH SODQXOXL GH DIDFHUL QX WUHEXLH V GHSDœHDVF - SDJLQL)RORVL LDQH[HOHSHQWUXDSUH]HQWDGHRPDQLHU GHWDOLDW LQIRUPD LLDGL LRQDOH6XJHVWLLFXSULYLUHODSRVLELOHDQH[HVXQWUHGDWHmai jos: 1. 7UHFHUHD vQ UHYLVW D HYROX LHL DIDFHULL [[ OD [[ /LVWD LFURQRORJLF 2. Rezumat al datelor financiare istorice (19xx la 20xx) 3UH]HQWD L WDEHOH FX FHOH PDL LPSRUWDQWH YDORUL YHQLWXUL FKHOWXLHOL RSHUD LRQDOH UH]XOWDW vQDLQWH GH LPSR]Ltare, active imobilizate, active circulante, GDWRULLFXUHQWHHWF([SOLFD LHYHQLPHQWHOHH[FHS LRQDOH 3. ’HVFULHUHD GHWDOLDW D SURGXVXOXLVHUYLFLXOXL 6SHFLILFD LL WHKQLFH /XD L vQ FRQVLGHUDUH F FLWLWRUXO QX DUH FXQRœWLQ H GH RUGLQ WHKQLF OHJDWH GH SURGXV’HDFHHDPLQLPL]D LOLPEDMXOGHVSHFLDOLWDWH 4. ’HVFULHUHD SLH HL œL D UH]XOWDWHORU FHUFHW ULL GH SLD ’DF QX SXWH L FRPSOHWD DFHDVW DQH[ DU WUHEXL V Y JkQGL L GDF DYH L vQ DFHVW PRPHQW WRDWH GDWHOH SHQWUX SUHJ WLUHD XQXL SODQ GH DIDFHUL ,QFOXGH L WDEHOH FDUH V HYLGHQ LH]H GLPHQVLXQHD SLH HL VHJPHQWDUHD SLH HL PRGXO GH FUHœWHUH FDQDOHOH GH GLVWULEX LH VHJPHQWHOH GH SUH FDOLWDWH FDWHJRULLOH GH FOLHQ LWHQGLQ HvQYLLWRUSUHYL]LRQDUHDFRWHLGHSLD HWF 5. (YDOXDUHDFRQFXUHQ LORU – C LQH FH XQGH FXP HWF ([SOLFD L FXP VXQW SURGXVHOH œL VHUYLFLLOH GXPQHDYRDVWU ID GH FHOH DOH FRQFXUHQ HL &DUH VXQW GLQ SXQFWXO GXPQHDYRDVWU GH YHGHUH SXQFWHOH WDUL VODEH RSRUWXQLW LOH œL SHULFROHOH FDUH DPHQLQ FRPSDQLDGLQSXQFWGHYHGHUHDOFRQFXUHQ HL 6. 3UHYL]LRQDUHDSLH HLœLDYkQ] ULORU[[OD[ )RORVL L WDEHOH œL JUDILFH ([SULPD L FODU SULQFLSDOHOH LSRWH]H GHVSUH GLPHQVLXQHD SLH HL FRWD GH SLD YROXPH œL SUH XUL ([SOLFD L SODQXO GH marketing – resurse, costuri etc. 7. Detalii GHVSUH 3ODQXULOH œL &RVWXULOH GH 3URGXF LH 2SHUD LRQDOH ’HVFULH L SH VFXUW SURFHVHOHRSHUD LLOH,QGLFD L YROXPXO LQYHVWL LLORU œL GHVFULH L SH VFXUW IXQF LLOH HOHPHQWHORU FKHLH 3UH]HQWD L VXUVHOH GH PDWHULDOH IXUQL]RULL

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Page 1: redactare plan afaceri

Lista anexelor

,QGLFD LH��1LFL�XQD�GLQ�VHF LXQLOH�SULQFLSDOH�DOH�SODQXOXL�GH�DIDFHUL�QX�WUHEXLH�V �

GHSDúHDVF ��-��SDJLQL��)RORVL L�DQH[HOH�SHQWUX�D�SUH]HQWD�GH�R�PDQLHU �GHWDOLDW �

LQIRUPD LL�DGL LRQDOH��6XJHVWLL�FX�SULYLUH�OD�SRVLELOH�DQH[H�VXQW�UHGDWH�mai jos:

1. 7UHFHUHD� vQ� UHYLVW � D� HYROX LHL� DIDFHULL� ���[[� OD� ��[[�

–�/LVWD L�FURQRORJLF�

2. Rezumat al datelor financiare istorice (19xx la 20xx)

–� 3UH]HQWD L� WDEHOH� FX� FHOH� PDL� LPSRUWDQWH� YDORUL� �YHQLWXUL�� FKHOWXLHOL�

RSHUD LRQDOH��UH]XOWDW�vQDLQWH�GH�LPSR]Ltare, active imobilizate, active circulante,

GDWRULL�FXUHQWH�HWF���([SOLFD L�HYHQLPHQWHOH�H[FHS LRQDOH���

3. 'HVFULHUHD� GHWDOLDW � D� SURGXVXOXL�VHUYLFLXOXL� �6SHFLILFD LL� WHKQLFH��

–� /XD L� vQ� FRQVLGHUDUH� F � FLWLWRUXO� QX� DUH� FXQRúWLQ H� GH� RUGLQ� WHKQLF� OHJDWH� GH�

SURGXV��'H�DFHHD�PLQLPL]D L�OLPEDMXO�GH�VSHFLDOLWDWH��

4. 'HVFULHUHD� SLH HL� úL� D� UH]XOWDWHORU� FHUFHW ULL� GH� SLD

–�'DF �QX�SXWH L�FRPSOHWD�DFHDVW �DQH[ ��DU�WUHEXL�V �Y �JkQGL L�GDF �DYH L� vQ�

DFHVW� PRPHQW� WRDWH� GDWHOH� SHQWUX� SUHJ WLUHD� XQXL� SODQ� GH� DIDFHUL�� ,QFOXGH L�

WDEHOH� FDUH� V � HYLGHQ LH]H� GLPHQVLXQHD� SLH HL�� VHJPHQWDUHD� SLH HL�� PRGXO� GH�

FUHúWHUH�� FDQDOHOH� GH� GLVWULEX LH�� VHJPHQWHOH� GH� SUH �FDOLWDWH�� FDWHJRULLOH� GH�

FOLHQ L��WHQGLQ H�vQ�YLLWRU��SUHYL]LRQDUHD�FRWHL�GH�SLD �HWF�

5. (YDOXDUHD�FRQFXUHQ LORU

– CLQH�� FH�� XQGH�� FXP� HWF�� ([SOLFD L� FXP� VXQW� SURGXVHOH� úL� VHUYLFLLOH�

GXPQHDYRDVWU � ID � GH� FHOH� DOH� FRQFXUHQ HL�� &DUH� VXQW� GLQ� SXQFWXO�

GXPQHDYRDVWU � GH� YHGHUH� SXQFWHOH� WDUL�� VODEH�� RSRUWXQLW LOH� úL� SHULFROHOH� FDUH�

DPHQLQ �FRPSDQLD��GLQ�SXQFW�GH�YHGHUH�DO�FRQFXUHQ HL��

6. 3UHYL]LRQDUHD�SLH HL�úL�D�YkQ] ULORU����[[�OD����[�

–� )RORVL L� WDEHOH� úL� JUDILFH�� ([SULPD L� FODU� SULQFLSDOHOH� LSRWH]H� GHVSUH�

GLPHQVLXQHD� SLH HL�� FRWD� GH� SLD �� YROXPH� úL� SUH XUL�� ([SOLFD L� SODQXO� GH�

marketing – resurse, costuri etc.

7. Detalii GHVSUH� 3ODQXULOH� úL� &RVWXULOH� GH� 3URGXF LH�� 2SHUD LRQDOH�

–�'HVFULH L�SH�VFXUW�SURFHVHOH�RSHUD LLOH��,QGLFD L�YROXPXO�LQYHVWL LLORU�úL�GHVFULH L�

�SH�VFXUW��IXQF LLOH�HOHPHQWHORU�FKHLH��3UH]HQWD L�VXUVHOH�GH�PDWHULDOH��IXUQL]RULL�

Page 2: redactare plan afaceri

úL� FRVWXO� DFHVWRUD�� 'HVFULH L� PRGXO� GH� DFRSHULUH� FX� SHUVRQDO�� FRVWXULOH� úL�

SURGXFWLYLWDWHD��&RPHQWD L�QLYHOXO�VWRFXULORU�úL�FLFOXO�GH�SURGXF LH�

8. Curriculum vitae al managerilor

–�3UH]HQWD L�&XUULFXOXP�9LWDH�SHQWUX�HFKLSD�PDQDJHULDO ��'DF �DQXPLWH�SRVWXUL�

QX� VXQW� RFXSDWH�� SUH]HQWD L� GHVFULHUHD� SRVWXULORU� úL� PRGXO� vQ� FDUH� HOH� YRU� IL�

ocupate în viitor.

9. ,SRWH]H� SHQWUX� SURLHF LLOH� ILQDQFLDUH� ���[[� OD� ���[�

–�,SRWH]HOH�WUHEXLH�V �ILH�FRUHVSXQ] WRDUH�úL�V �GHULYH�GLQ�VHF LXQLOH�DQWHULRDUH�

DOH�SODQXOXL��)RORVL L�VXESXQFWH�SHQWUX�LQWURGXFHrea principalelor ipoteze.

10.�3URLHF LL�ILQDQFLDUH����[[�OD����[�

-� ,QWURGXFH L� WDEHOH�FX�SURLHF LLOH�GHWDOLDWH�SHQWUX�SULPXO�DQ�–�&RQW�GH�SURILW�úL�

SLHUGHUL�� FDVK� IORZ� úL� ELODQ � OXQDU�� )RORVL L� SURLHF LL� WULPHVWULDOH� úL� DQXDOH� PDL�

SX LQ�GHWDOLDWH�SHQWUX�DQLL�XUP WRUL�

Page 3: redactare plan afaceri

1. I ntroducere

3UH]HQWD L�FRPSDQLD��VRFLHWDWH�SH�DF LXQL��SDUWHQHULDW�VDX�XQLF�DVRFLDW��OD�FDUH�

VH�UHIHU �SODQXO�úL�LQGLFD L�VFRSXO�úL�VWUXFWXUD�DFHVWXL�GRFXPHQW��1X�IDFH L�XQ�

rezumat al planului aici –� VFULH L� XQ� UH]XPDW� DO� SODQXOXL� vQ� VHF Lunea

XUP WRDUH���GXS �FH�O-D L�WHUPLQDW�

([SOLFD L� PRGXO� vQ� FDUH� D� IRVW� UHDOL]DW� SODQXO�� FkQG� úL� FX� FH� VFRS� �H[HPSOX�

SHQWUX� D� JKLGD� PDQDJHPHQWXO�� VWUkQJHUHD� GH� IRQGXUL� HWF��� 2IHUL L� GDWHOH� GH�

contact (adresa, nr. de telefon, fax, e-mail) ale persoanei cheie.

5HDOL]D L� R� VFXUW � GHVFULHUH� D� PRGXOXL� GH� FRQVWLWXLUH� D� VRFLHW LL� úL� R� OLVW � D�

FRQVXOWDQ LORU� �DXGLWRUL�� MXULGLFL�� ILVFDOL�� PDUNHWLQJ�DIDFHUL�� WHKQLF� HWF�� úL� D�

SULQFLSDOHORU�E QFL�LQYHVWLWRUL��ÌQ�FD]XO�vQ�FDUH�OLVWD�HVWH�IRDUWH�OXQJ ��HD�SRDWH�

fi inFOXV �vQWU-R�DQH[ ���

,QGLFD L�FRQILGHQ LDOLWDWHD�SODQXOXL�HWF��'H�H[HPSOX��LQFOXGH L�XQ�SDUDJUDI��FXP�

ar fi:

$FHVW� GRFXPHQW� HVWH� FRQILGHQ LDO� úL� D� IRVW� SXV� GRDU� OD� GLVSR]L LD�

SHUVRDQHL�F UHLD� vL�HVWH�DGUHVDW��SH�ED]D� vQ HOHJHULL�F �GDWHOH�FXSULQVH�

aici QX� YRU� IL� GLVFXWDWH� VDX� GLYXOJDWH� XQHL� WHU H� S U L�� FX� H[FHS LD�

FRQVXOWDQ LORU�SURIHVLRQDOL�DL�SHUVRDQHL�vQ�FDX] ��

,QYHVWL LLOH�vQ�DIDFHUL�QRL�VDX�GH�PLFL�GLPHQVLXQL�VXQW�vQVR LWH�GH�ULVFXUL�

ULGLFDWH� GDU� úL� GH� SRVLELOLWDWHD� XQRU� FkúWLJXUL� ULGLFDWH�� ,QYHVWitorii

SRWHQ LDOL� VXQW� VI WXL L� V � YHULILFH� WRDWH� GDWHOH� PDWHULDOH� úL� V � VROLFLWH�

S UHUHD� XQXL� FRQVXOWDQW� SURIHVLRQLVW� vQDLQWH� GH� DVXPDUHD� XQHL�

UHVSRQVDELOLW L��

$FHDVW �VHF LXQH�D�SODQXOXL�QX�WUHEXLH�V �GHS úHDVF ���SDJLQL�

Page 4: redactare plan afaceri

2. Sumar

6FULH L�VXPDUXO�FkQG�SODQXO�VH�DIO �vQ�ID]D�ILQDO ��

3UH]HQWD L�SUREOHPHOH�FKHLH��(YLWD L�GHWDOLLOH��

$ERUGD L� QHYRLOH� úL� LQWHUHVHOH� FLWLWRUXOXL� –� FDUH� VXQW� LQIRUPD LLOH� SHQWUX� FDUH�

FLWLWRUXO�QHFHVLW �RULHQWDUH��,QFOXGH L�VXPDUH�GLIHULWH�SHQWUX�JUXSXUL�GH�FLWLWRUL�

diferite.

>,QFOXGH L�XQ�JUDILF�FDUH�V �SUH]LQWH�FRPSDUDWLY�YkQ] ULOH��UH]XOWDWXO�

din exploatare, profitul înainte de impozitare] .

$ORFD L�FkWH� XQ� SDUDJUDI�SHQWUX�VXPDUL]DUHD�FRQ LQXWXOXL� ILHF UHL� VHF LXQL� GLQ�

cadrul planului de afaceri. Este de preferat utilizarea subpunctelor, în locul

textului continuu:

♦ 3 VWUD L�vQWLQGHUHD�DFHVWHL�S U L�VXE���SDJLQL��

♦ $FHDVW �VHF LXQH�HVWH�FHD�PDL�LPSRUWDQW �GLQ�FDGUXO�SODQXOXL�

���0LVLXQH��YL]LXQH�VWUDWHJLF

/LPLWD L� DFHDVW � VHF LXQH� OD� FFD�� �� SDJLQL� SULQ� SUH]HQWDUHD� FHORU� PDi

LPSRUWDQWH� RELHFWLYH� SH� WHUPHQ� PHGLX� úL� OXQJ�� )RORVL L� IUD]H� VXFFLQWH�� GkQG�

LPSRUWDQ �ILHF UXL�VXEVWDQWLY��DGMHFWLY�úL�YHUE�

1. Viziune

,PDJLQD L� FXP� YD� DU WD� DIDFHUHD� vQ� DSUR[LPDWLY� �� DQL� �GLPHQVLXQL� úL� QDWXU ��

QLYHOXO�RSHUD LLORU�HWF���

2. Misiune

ÎQ� FDGUXO� XQXL� VFXUW� SDUDJUDI� GHVFULH L� VFRSXO� SULQFLSDO� DO� DFWLYLW LL�

GHVI úXUDWH�

Page 5: redactare plan afaceri

De exemplu:

6RFLHWDWHD� ;� SURLHFWHD] �� GH]YROW �� SURGXFH� úL� FRPHUFLDOL]HD] � [[[�

produse/servicii pe baza a xxx caracteristici, pentru a îndeplini xxx

nevoi pentru xxx grXSXUL�GH�FOLHQ L�SULQ�[[[�FDQDOH�GH�GLVWULEX LH�vQ�[[[�

]RQH� JHRJUDILFH�� 6RFLHWDWHD� GRUHúWH� V � GH]YROWH� QRL�

SURGXVH�SLH H�FDQDOH�GH�GHVIDFHUH�SULQ�LQWHUPHGLXO�[[[�

3. Valori

'HVFULH L� SULQFLSLLOH� úL� VWDQGDUGHOH� FRPSDQLHL� vQ� UHOD LD� FX� DF LRQDULL�� FOLHQ LL�

furnizorii, etc.

4. Obiective

&DUH�VXQW�RELHFWLYHOH�SH�WHUPHQ� OXQJ"�&RQVWUXF LD�XQHL�PDUL�DIDFHUL"�%RJ LD�

DF LRQDULORU"�6SULMLQLUHD�FRPXQLW LL�ORFDOH"�'H]YROWDUHD�UHVXUVHORU�QDWXUDOH"�

5. Analiza puncte tari - puncte slabe

&DUH�VXQW�DGHY UDWHOH�RSRUWXQLW L��DPHQLQ UL��SXQFWH�WDUL�úL�SXQFWH�VODEH"�

)L L� VLQFHUL� vQ� SULYLQ D� DPHQLQ ULORU� úL� SXQFWHORU� VODEH� úL� H[SOLFD L� FXP� YH L�

U VSXQGH�DFHVWRUD�

6. Strategie

)RORVL L�VXESXQFWH�SHQWUX�D�VFRDWH�vQ�HYLGHQ �SkQ �OD�RSW�HOHPHQWH�VWUDWHJLFH�

FKHLH� �DF LXQL��SURFHGXUL�� HWF��� vQ�]RQHOH� IXQF LRQDOH� PDMRUH� –�SLD �� YkQ] UL��

SURGXVH�VHUYLFLL��WHKQRORJLL��ILQDQ H��PDQDJHPHQW��HWF�

���6LWXD LD�DFWXDO

)DFH L�XQ�UH]XPDW�DO�UHDOL] ULORU�úL�SHUIRUPDQ HORU�OD�]L��ILQDQFLDUH��GH�YkQ] UL��

tehnice etc)

Page 6: redactare plan afaceri

1. Background

TreFH L� vQ� UHYLVW � LVWRULFXO� FRPSDQLHL� �VDX� LGHHD� DFHVWHLD�� vQ� FD]XO� XQHL�

FRPSDQLL�QRL���3HQWUX�R�QRX �FRPSDQLH��DFHDVW �VHF LXQH�DU� WUHEXL�DFRSHULW �

în 1 –���SDJLQL��3HQWUX�FHOH�PDL�YHFKL�SXWH L�DORFD�SkQ �OD���SDJLQL��

3UH]HQWD L�SURPRWRULL�DF LRQDULL�FRPSDniei.

([SOLFD L� HYROX LD� DIDFHULL�� SURGXVHOH�VHUYLFLLOH� LQL LDOH�� FOLHQ LL�SLH HOH� LQL LDOH�

etc.

)RORVL L� QRWH� GH� VXEVRO� SHQWUX� D� H[SOLFD� vQ� GHWDOLX� WHUPHQL�� HYHQLPHQWH�� HWF�

I U �D�vQWUHUXSH�IOX[XO�WH[WXOXL�SULQFLSDO1.

2. Scurt istoric

([SOLFD L�HYROX LD�DIDFHULL�SkQ �OD�VWDGLXO�DFWXDO��

)RORVL L� WDEHOH� VLPSOH� SHQWUX� D� UH]XPD� HYROX LD� YkQ] ULORU�� VHJPHQWDUHD�

SLH HL�SURGXVHORU��FRWD�GH�SLD ��YROXPXO�SULQFLSDOHORU�SURGXVH�HWF��

Exemplu de tabel simplu :

Tabel X –�$QDOL]D�9kQ] ULORU������-2000)

$QL�SkQ �vQ�Dec. 1997

($000)

1998

($000)

1999

($000)

2000*

($000)

Produs AA 200 259 302 350

Produs BB 280 270 290 300

Produs CC 0 89 158 230

Total 480 618 750 880

5DWD� GH� FUHúWHUH�

(% )

- +29% + 21% +17%

�3ULPHOH���OXQL�VXQW�FLIUH�HIHFWLYH��8UP WRDUHOH���OXQL�VXQW estimate

'HVFULH L�SULQFLSDOHOH�HYHQLPHQWH�

3UH]HQWD L�WRDWH�GHWDOLLOH�vQWU-R�DQH[ ��

1 ����� ��� ����� ���������������� ��� ��� �� � � ��������� � ���������� � ���������������� � ����������� ��������� � � � ������ ��� ����������!� ����������#" �$� ����� %&� �

a se îndeparta de subiectul principal.

Page 7: redactare plan afaceri

*UDILFHOH�SRW�IL�IRDUWH�HILFLHQWH�vQ�SUH]HQWDUHD�FRQFLV �D�GDWHORU��

$QDOL]D�YkQ] ULORU�– 1997-2000 ($000)

0100200300400500600700800900

1997 1998 1999 2000

Produs AA

Produs BB

Produs CC

Total

3. 6LWXD LD�ILQDQFLDU

)DFH L� R� WUHFHUH� vQ� UHYLVW � D� VLWXD LHL� ILQDQFLDUH� WUHFXWH�� FDUH� V � FXSULQG �

FRQWXO� GH� SURILW� úL� SLHUGHUH�� ELODQ XO� HWF�� 'LQ� QRX�� IRORVL L� WDEHOH� VLPSOH� VDX�

JUDILFH� úL� SUH]HQWD L� GHWDOLLOH� vQ� DQH[H� VDX� vQ� GRFXPHQWH� ILQDQFLDUH� DXGLWDWH�

FDUH�V �vQVR HDVF �SODQXO��,QGLFD L�úL�H[SOLFD L�HYHQLPHQWHOH�LPSRUWDQWH��

2IHUL L� LQIRUPD LL� GHVSUH� DF LRQDULDW� –� OLVWD� DF LRQDULORU�� SROLWLFD� GH� GLYLGHQGH�

HWF��)RORVL L�DQH[HOH�SHQWUX�GHWDOLL��

7UHFH L� vQ� UHYLVW � EXJH XO� úL� SHUIRUPDQ D� OD� ]L� SHQWUX� DQXO� vQ� FXUV� úL��

SUH]HQWD L-l pe sFXUW� vQ� WDEHOH�VLPSOH�� ,QGLFD L�HYROX LD�DúWHSWDW � SHQWUX�DQXO�

în curs.

5. Descrierea produsului/ serviciului

3 VWUD L�GHVFULHULOH�UHODWLY�VFXUWH�úL�OLPLWD L-le la grupuri largi.

([SOLFD L�SH�VFXUW� FDUH� HVWH�VFRSXO�SURGXVHORU�úL� FLQH� OH� XWLOL]HD] �� &DUH sunt

DYDQWDMHOH� SH� FDUH� DFHVWHD� OH� RIHU �� (YLWD L� WHUPHQLL� WHKQLFL� úL� GHWDOLLOH� –

DFHVWHD� SRW� IL� LQWURGXVH� vQ� DQH[H�� 3UH]HQWD L� WRDWH� UH]XOWDWHOH� WHVWHORU� úL�

DSURE ULOH�SULPLWH�SHQWUX�SURGXVH��

Page 8: redactare plan afaceri

3UH]HQWD L� SURGXVHOH�VHUYLFLLOH� FRPSHWLWLYH� úL� H[SOLFD L� SHQWru ce sunt

deosebite.

$G XJD L�OD�SODQ�EURúXUL�VDX�OLVWH�GH�SUH XUL��FD�DQH[H���

'RX � VDX� WUHL� SDJLQL� DU� WUHEXL� V � ILH� VXILFLHQWH� SHQWUX� DFHDVWD� VHF LXQH��

ÌQFHUFD L�V �DG XJD L�OD�WH[W�úL�XQHOH�LPDJLQL��GDF �VH�SRDWH��VDX�R�PRVWU �GH�

SURGXV��$UJXPHQWD L�DFHDVW �VHF LXQH�FX�XQ�YLGHRFOLS�GH�EXQ �FDOLWDWH�VDX�R�

prezentare pe computer.

���3URILOXO�SLH HL� LQW

,QGLFD L� GLPHQVLXQHD� WRWDO � D� SLH HL�� VHJPHQWHOH� GH� DFWLYLWDWH�� WUHQG-urile,

FRQFXUHQ LL�úL�SURILOXO�FRQVXPDWRULORU��

$FHDVW � VHF LXQH� HVWH� FHD� PDL� GLILFLO � úL� QHFHVLW � R� FHUFHWDUH� 5($/ �� $ORFD L��

3-��SDJLQL�SHQWUX�DFHDVW �VHF LXQH��

1. $QDOL]D�SLH HL�

'HVFULH L�SLD D��([SOLFD L�FXP�D�HYROXDW�úL� FXP�HVWH�VHJPHQWDW �� ,QGLFD L��GH�

DVHPHQHD��FDUH�VXQW�SUHYL]LXQLOH�OHJDWH�GH�HYROX LD�YLLWRDUH���

6FRDWH L�vQ�HYLGHQ �VHJPHQWHOH�FRQVLGHUDWH� LQW �GH�F WUH�ILUPD�GYV��3UHFL]D L�

úL�FDQDOHOH�GH�GLVWULEX LH�SUHFRQL]DWH��

7UHFH L��GH�DVHPHQHD��vQ�UHYLVW �úL�UHVWULF LLOH�GH�RUGLQ�OHJDO�FDUH�DIHFWHD] �VDX�

VXQW�GH�QDWXU �D�DIHFWD�GHUXODUHD�EXVLQHVV-ului.

([SOLFD L�GH�FH�SLD D� LQW �HVWH�FRQVLGHUDW �D�IL�DWUDFWLY ��

)RORVL L� WDEHOH� VLPSOH� úL� JUDILFH� SHQWUX� D� LOXVWUD� SXQFWHOH� FKHLH�� $QDOL]HOH�

GHWDOLDWH�SODVD L-OH�vQ�DQH[ �

2. &RQFXUHQ L

0HQ LRQD L�SULQFLSDOLL�FRQFXUHQ L�SUHFXP�úL�SURILOXO�DFHVWRUD���

$U WD L� FXP� D� HYROXDW� FRWD� GH� SLD � D� DFHVWRUD� SUHFXP� úL� HVWLP ULOH� SULYLQG�

HYROX LD� YLLWRDUH�� ÌQFHUFD L� V � HYDOXD L� SXQFWHOH� WDUL� úL� SH� FHOH� VODEH� DOH�

competitorilor.

,QIRUPD LLOH�GHWDOLDWH�IXUQL]D L-le în anexe.

Page 9: redactare plan afaceri

����&RQVXPDWRUL�FOLHQ L

0HQ LRQD L� SURILOXO� FRQVXPDWRULORU� úL� H[SOLFD L� GH� FH� DU� SUHIHUD� DFHúWLD�

SURGXVXO�VHUYLFLXO�ILUPHL�GYV��vQ�GHWULPHQWXO�FHORU�DOH�FRQFXUHQ LORU��

6HJPHQWD L� SRWHQ LDOLL� FOLHQ L� vQ� IXQF LH� GH� GLIHULWH� FULWHULL� �SXWHUH� GH�

FXPS UDUH��HGXFD LH��ORFDOL]DUH�JHRJUDILF �HWF���

7. Strategia de marketing úL�SODQXO�GH�YkQ] UL

&XP� vúL� YD� FRPHUFLDOL]D� FRPSDQLD� SURGXVHOH�VHUYLFLLOH� úL� FXP� OH� YD� YLQGH�

FOLHQ LORU"� &DUH� VXQW� SULQFLSDOHOH� VWUDWHJLL� GH� LQWUDUH� SH� SLD �GH]YROWDUH� D�

SLH HL"�

&H�YkQ] UL��YROXP�úL�SUH XUL��YRU�IL�UHDOL]DWH�SH�SULQFLSDOHOH�SLH H"�5HOD LRQD L�

SURLHF LLOH� SHQWUX� YkQ] UL� GH� FRWD� GH� SLD � úL� GLPHQVLXQHD� SLH HL� SUH]HQWDW �

PDL� VXV�� )RORVL L� WDEHOH� VLPSOH� úL� JUDILFH� SHQWUX� SUH]HQWDUHD� GDWHORU� PDL�

LPSRUWDQWH��,QFOXGH L�GHWDOLLOH�vQ�DQH[H���

&DUH� VXQW� SROLWLFLOH� GH� SUH XUL� úL� WHUPHQLL� GH� FUHGLt? Ce discount-uri sunt

aplicate? Vor exista datorii nerecuperate?

,QGLFD L� SODQXULOH� úL� FRVWXULOH� SHQWUX� PDUNHWLQJ�� YkQ]DUH�� UHFODP ��

reprezentare etc.

&kW�GH�FRPSHWLWLYH�VXQW�RIHUWHOH�FRPSDQLHL�GXPQHDYRDVWU �vQ�FHHD�FH�SULYHúWH�

SUH XO��FDOLWDWHD��FDUDFteristicile etc?

&XP� YD� IDFH� ID � FRPSHWL LHL� FRPSDQLD� GXPQHDYRDVWU "� &XP� YD� UHDF LRQD�

DFHDVWD"�&DUH�VXQW�SODQXULOH�SHQWUX�VLWXD LL�QHSUHY ]XWH"��

>*UDILF�� $QDOL]D� HYROX LHL� YkQ] ULORU�� FRPSDUDWLY� SH� JUXSH� GH�

SURGXVH��SHQWUX�SHULRDGD�SUHYL]LRQDW @�

7UHFH L� vQ� UHYLVW � SODQXULOH� GH� PDUNHWLQJ� úL� YkQ] UL� úL� YHULILFD L� GDF � SRW� IL�

DWLQVH�vQ�PRG�UHDO�YDORULOH�SUHYL]LRQDWH�SHQWUX�YkQ] UL�úL�FRWD�GH�SLD ��

$ORFD L�FFD����SDJLQL�SHQWUX�DFHDVW �VHF LXQH�

Page 10: redactare plan afaceri

8. Cercetare-GH]YROWDUH�úL�WHKQRORJLL

'DF � DFHVWHD� VXQW� UHOHYDQWH�� H[SOLFD L� SURJUHVXO�� SODQXULOH�� UHVXUVHOH�� úL�

HYLGHQ LD L�RULFH�SURJUHV�WHKQRORJLF�UHDOL]DW��

&DUH�VXQW�SULQFLSDOHOH�WHQGLQ H�GH]YROW UL�vQ�GRPHQLXO�WHKQRORJLF"�

0HQ LQH L�GHWDOLLOH�WHKQLFH�OD�XQ�QLYHO�PLQLP�úL�H[SOLFD L�WHUPHQLL�QHRELúQXL L�GH�

îQGDW � FH� VXQW� IRORVL L�� 8WLOL]D L� GHVHQH� úL� GLDJUDPH� VLPSOH� SHQWUX� D� H[SOLFD�

problemele mai complexe.

&H� H[SHULHQ � D� IRVW� DFXPXODW � VDX� HVWH� QHFHVDU "� &DUH� VXQW� FDOLILF ULOH�

SHUVRQDOXOXL�WHKQLF�úL�DOH�FRQVXOWDQ LORU"��

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,QGLFD L� QLYHOXO� FKHOWXLHOLORU� SHQWUX� FHUFHWDUH� úL� GH]YROWDUH� SkQ � vQ� SUH]HQW� úL�

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���3ODQXO�RSHUD LRQDO�úL�GH�SURGXF LH

$FRSHUL L� WRDWH� DVSHFWHOH� OHJDWH� GH� GLVWULEX LH�� VHUYLFLL�� VXSRUW� úL�VDX� RSHUD LL�

GH�SURGXF LH��

3UH]HQWD L� LQYHVWL LLOH� UHDOL]DWH� SkQ � vQ� SUH]HQW� úL� SODQXULOH� YLLWRDUH�� ,QFOXGH L�

VDX�DQH[D L�K U L��JUDILFH��LPDJLQi etc.

(YLGHQ LD L�SULQFLSDOHOH�HOHPHQWH�RSHUD LRQDOH��)RORVL L�GLDJUDPH�VLPSOH�SHQWUX�

D�LOXVWUD�SURFHVH�VDX�UHOD LL�FRPSOH[H��

,QGLFD L� PRGXO� GH� RUJDQL]DUH�� UHVXUVHOH� XPDQH� �IRU D� GH� PXQF �� QLYHO� GH�

calificare, training etc), modul de calculare a costului produselor, controlul

FDOLW LL�� VLVWHPHOH� GH� SURGXF LH�� vQWUH LQHUH�� VSULMLQ� SHQWUX� FRQVXPDWRU� HWF��

)RORVL L�WDEHOH�VLPSOH�SHQWUX�D�UH]XPD�úL�SODVD L�GHWDOLLOH�vQ�DQH[H��

[Tabel de prezentare a personalului direct/ indirect pe principale

categorii]

IndicD L� PDWHULDOHOH� VDX� P UIXULOH� LPSRUWDQWH� FDUH� WUHEXLH� DFKL]L LRQDWH��

6SHFLILFD L�SUH XULOH��WHUPHQLL�GH�DFKL]L LRQDUH��SROLWLFD�GH�VWRFXUL�HWF��

Page 11: redactare plan afaceri

'HVFULH L�PRGXO�GH�WUDQVSRUW��GLVWULEX LH�

$QDOL]D L� FRVWXULOH� FD� YDULDELOH�� VHPL-YDULDELOH� úL� IL[H�� ,QGLFD L� calcularea

FRVWXOXL�SHQWUX�SURGXVHOH�VHUYLFLLOH�FKHLH�úL�VSHFLILFD L�PDUMD�EUXW ��

>7DEHO�GH�SUH]HQWDUH�D�VWUXFWXULL�YkQ] ULORU�SH�JUXSH�GH�SURGXV@

$FHDVW �VHF LXQH�WUHEXLH�V �DLED���– 5 pagini.

����0DQDJHPHQW�úL�DGPLQLVWUDUH

$ORFD L��-4 pagini acestei VHF LXQL�

1. Management

3UH]HQWD L� HFKLSD� PDQDJHULDO � úL� UROXO� ILHF UXL� PHPEUX�� ,QWURGXFH L� GHVFULHUL�

VXFFLQWH��úL�S VWUD L�GHWDOLLOH�SHQWUX�DQH[H���

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IRORVL L�0LFURVRIW�2UJDQLVDWion Charting din Word –�VHOHFWD L�,QVHUW�_�2EMHFW«�

| Create New | MS Organisation Chart).

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3UH]HQWD L�SH�VFXUW�PRGXO�GH�UHPXQHUDre a managementului.

2. Administrare

([SOLFD L� SULQFLSDOHOH� VLVWHPH� RSHUD LRQDOH�� FRQWDELOH� úL� PDQDJHULDOH��

6SHFLILFD L�QHFHVLW LOH�GH�FRPXQLFD LL�úL�,7��

,QGLFD L�SULQFLSDOHOH�FRPSRQHQWH�DOH�FRVWXULORU�LQGLUHFWH�úL�PRGXO�GH�UHDOL]DUH�

a previziunilor.

[TaEHO�úL�JUDILF�FX�SULQFLSDOHOH�FRVWXUL�LQGLUHFWH@

Page 12: redactare plan afaceri

11. Previziuni financiare

3UH]HQWD L� SULQFLSDOHOH� SUHYL]LXQL� ILQDQFLDUH�� GH� H[HPSOX� FRQWXO� GH� SURILW� úL�

SLHUGHUH�� HYROX LD� IOX[XOXL� GH� QXPHUDU�� ELODQ XO� úL� UDWHOH� ILQDQFLDUH� FHOH� PDL�

LPSRUWDQWH�� /XFUD L� SH� R� ED] � OXQDU � SHQWUX� SULPXO� DQ� úL� WULPHVWULDO � SHQWUX�

XUP WRULL��

(VWH�HVHQ LDO�FD�WRDWH�VLWXD LLOH�ILQDQFLDUH�V �ILH�LQWHJUDWH�úL�FRUHODWH�vQWUH�HOH��

$FHDVW � VHF LXQH� WUHEXLH� V � DLE � vQWUH� �� úL� �� SDJLQL� úL� WDEHOHOH� WUHEXLH� V �

LQFOXG � GRDU� SULQFLSDOHOH� FDWHJRULL� GH� SURLHF LL� ILQDQFLDUH�� 7RDWH� GHWDOLLOH�

trebuie incluse în anexe.

3UHYL]LXQLOH� ILQDQFLDUH� QX� WUHEXLH� SUHJ WLWH� L]RODW� ID � GH� UHVWXO� SODQXOXL�� 'H�

H[HPSOX�� UH]XOWDWHOH� FHUFHW ULL� GH� SLD � DU� WUHEXL� V � VH� FRQWLQXH� vQ�

SUHYL]LRQDUHD� YkQ] ULORU� FDUH� DU� WUHEXL� V � JHQHUH]H� SURLHF LD� YHQLWXULORU�� ÌQ�

FD]XO�GH�ID ��DU�WUHEXL�V �UHDOL]D L�vQWkL�SODQLILFDUHD�ILQDQFLDU �GHWDOLDW �úL�DSRL�

V �UHGDFWD L�XQ�SODQ�FDUH�V �VH�SRWULYHDVF ��ÌQ�RULFH�FD]��UHDOL]D L�R�SODQLILFDUH�

ILQDQFLDU �GH�FDOLWDWH�vQ�ID]D�LQL LDO �SHQWUX�D�DYHD�R�LPDJLQH�DVXSUD�FLIUHORU�úL�

SRVLELOHORU� LQIOXHQ H��GDU�QX�WUDQVIRUPD L�SODQXO� vQWU-un document financiar în

PDMRULWDWH�I U �R�ED] �VROLG �GH�PDUNHWLQJ��

1. ,SRWH]H�GH�ED]

)RORVL L�DFHDVW �VHF LXQH�SHQWUX�D�WUHFH�vQ�UHYLVW �úL�D�SUH]HQWD�vQ mod unitar

LSRWH]HOH� FKHLH� IRORVLWH� SHQWUX� UHDOL]DUHD� SURLHF LLORU� ILQDQFLDUH�� &RUHOD L�

LSRWH]HOH�SHQWUX�YkQ] UL��FRVWXUL��IRU �GH�PXQF �HWF��GH�SODQXULOH�GHWDOLDWH�GLQ�

VHF LXQLOH�XUP WRDUH���

([SOLFD L� FODU� LSRWH]HOH� FDUH� VWDX� OD� ED]D� SUHYL]LRQ ULL� LQYHVWL LLORU�� ILQDQ ULL�

H[WHUQH�úL�D�FDOFXOXOXL�QHFHVDUXOXL�GH�IRQG�GH�UXOPHQW��

>7DEHO�FDUH�UH]XP �LQYHVWL LLOH�SODQLILFDWH�SHQWUX�SULPXO�DQ@

2. 3UHYL]LXQHD�YHQLWXULORU��D�FKHOWXLHOLORU�úL�D�UH]XOWDWHORU

)RORVL L� WDEHOH� VLPSOH� SHQWUX� D� UH]XPD� FLIUHOH� FKHLH� úL� SODVD L� DQDOL]HOH�

detaliate în anexe.

Page 13: redactare plan afaceri

>7DEHO� ³&RQWXO� GH� SURILW� úL� SLHUGHUH´� SHQWUX� DQXO� vQFKHLDW� úL�

WULPHVWULDO�SHQWUX�SHULRDGD�SUHYL]LRQDW @

*UDILFHOH�SRW�LOXVWUD�IRDUWH�ELQH�WHQGLQ HOH�úL�PRGXO�GH�HYROX LH�D�YkQ] ULORU�

[Grafic comparativ pentru cifra GH�DIDFHUL��UH]XOWDW�GLQ�H[SORDWDUH�úL�

profit înainte de impozitare]

3. Previziunea cash-flow-ului

ÌQ� PRG� X]XDO� VH� LPSXQH� SUH]HQWDUHD� SURLHF LLORU� OXQDUH� GH� FDVK� IORZ� SHQWUX�

primul an.

[Grafic cu fluxul de numerar lunar]

3UHYL]LRQ UL�PDL�SX LQ�GHWDOLDWH��Wrimestriale sau anuale) sunt suficiente pentru

DQLL�XUP WRUL��FXP�DU�IL�vQ�WDEHOXO�GH�PDL�MRV��

>7DEHO� FX� SUH]HQWDUHD� SUHVFXUWDW � D� IOX[XOXL� GH� QXPHUDU� GLQ�

H[SORDWDUH��LQYHVWL LL�úL�ILQDQ DUH�SHQWUX�SHULRDGD�SUHYL]LRQDW @

)RORVL L� WH[WXO� SHQWUX� D� HYLGHQ LD� úL� H[SOLFD� YDORULOH� FKHLH� VDX� WHQGLQ HOH�

LQGLFDWH�GH�WDEHOH�úL�JUDILFH��

>*UDILF�FRPSDUDWLY�FX�HYROX LD�IOX[XOXL�QHW�GH�QXPHUDU�úL�D�VROGXOXL�

GH�QXPHUDU�vQ�SHULRDGD�SUHYL]LRQDW @�

4. 3UHYL]LXQHD�VLWXD LHL�SDWULPRQLDOH

3HQWUX�SUH]HQWDUHD�XQXL�ELODQ �SUHYL]LRQDW�YH L�DYHD�QHYRLH�GH�XQ�ELODQ �LQL LDO�

care este bazat pe cifre auditate (pentru anul trecut) sau date estimative

(pentru anul în curs).

>7DEHO� FRPSDUDWLY� FX� %LODQ XO� SHQWUX� XOWLPXO� DQ� úL� DQXO� SUHYL]LRQDW�

(pe trimestre) ]

5. Analiza de senzitivitate

PrezeQWD L� UH]XOWDWHOH� FKHLH� DOH� DQDOL]HL� ÄZKDW-if” pe baza unui scenariu

RSWLPLVW�úL�SHVLPLVW��&D�UHJXO �JHQHUDO ��IL L�FRQVHUYDWRU�FKLDU�úL�vQ�SUH]HQWDUHD�

cazului optimist.

Page 14: redactare plan afaceri

&kQG� SODQLILFD L� VFHQDULLOH�� OXD L� vQ� FDOFXO� SRVLELOH� LQWkU]LHUL� DOH� vQFHSHULL�

proieFWXOXL��VF GHUL�DOH�YROXPXOXL�YkQ] ULORU��XQ�QLYHO�PDL�UHGXV�DO�SUH XULORU�úL�

FRVWXUL�PDL�ULGLFDWH��'H� H[HPSOX��FDUH�DU� IL� UH]XOWDWXO� ILQDQFLDU�GDF �YROXPXO�

YkQ] ULORU� úL� SUH XULOH� VXQW� DPEHOH� ���� GLQ� FHOH� SUHY ]XWH�� GDU� FRVWXULOH�

GLUHFWH�úL�LQGLUHFWH�VXQW fiecare 110% din ceea ce a fost planificat?

,QGLFD L� SODQXO� GH� UHQWDELOLWDWH� PLQLP � úL� VWXGLD L� FRQVHFLQ HOH� FUHúWHULL�

YROXPXOXL��SUH XULORU�úL�FRVWXULORU��H[HPSOX��FX���������������HWF���

6. Analiza pe baza ratelor

&RPSDUD L� UDWHOH� ILQDQFLDUH� SUHYL]LRQDWH pentru proiect cu normele din

LQGXVWULH��-XVWLILFD L�GHYLD LLOH�VHPQLILFDWLYH��

[Tabel cu principalele rate financiare previzionate]

����1HFHVLW L�úL�VROX LL�GH�ILQDQ DUH

& XWD L�PDL�ELQH�FD]XO�FHO�PDL�SUREDELO�VDX�FKLDU�FHO�PDL�QHIDYRUDELO��GHFkW�FHO�

PDL�IDYRUDELO��DúD�FXP�HVWH�HO�SUH]HQWDW�GH��DQDOL]D�GH�VHQ]LWLYLWDWH��

3UH]HQWD L�SH�VFXUW�FHULQ HOH�GH�ILQDQ DUH��,QGLFD L�XWLOL] ULOH�SODQLILFDWH��VXUVHOH�

SRVLELOH� úL� IRUPHOH� �DF LXQL�� vPSUXPXWXUL�� DORFD LL�� FUHGLWH� HWF�� úL� WHUPHQLL�

posibili.

SpecificD L�úL�GRFXPHQWD L�WRDWH�DQJDMDPHQWHOH�GH�ILQDQ DUH�JDUDQWDWH��

'DF � SUH]HQWD L� R� SURSXQHUH� SHQWUX� ILQDQ DUH� IL L� IRDUWH� UHDOLVW� úL� DPLQWL L-Y �

zicala: Cel care are banii face toate regulile.

3HQWUX� LQYHVWLWRUL�� VSHFLILFD L� GLPHQVLXQLOH� DSUR[LPDWLYH� DOH� Sachetului de

DF LXQL�� LQGLFD L� SRVLELOHOH� PRGDOLW L� GH� LHúLUH�� UHSUH]HQWDUHD� vQ� FRQVLOLX� úL�

UHGXFH L�SURLHF LD�SH�FDUH�HL�DX�UHDOL]DW-R�SHQWUX�UHQWDELOLWDWHD�LQYHVWL LHL��

$FHDVW �VHF LXQH�QX�WUHEXLH�V �GHSDúHDVF �R�SDJLQ ��

13. I mplementare

(VWH� R� VHF LXQH� GH� LPSRUWDQ � FULWLF � –� IRORVL L-o pentru a transpune

SURSXQHULOH� vQ� SODQXUL� FODUH�� UHDOLVWH� úL� FDUH� SRW� IL� SXVH� vQ� DSOLFDUH�� ([SOLFD L�

Page 15: redactare plan afaceri

SULQFLSDOHOH� SXQFWH� GH� GHFL]LH�� SHULRDGD� GH� WLPS�� SXQFWHOH� GH� UHIHULQ � úL�

DF LXQLOH�FHUXWH�GH�PDQDJHPHQW�SHQWUX�FD�SODQXO�V �DYDQVH]H��

)L L�UHDOLVW�vQ�FHHD�FH�SULYHúWH�YLWH]D�GH�LPSOHPHQWDUH�úL�IDFH L�UH]HUYH�SHQWUX�

vQWkU]LHUL��5H]XPD L�HOHPHQWHOH�FKHLH�vQWU-un grafic Gantt sau un tabel.

Luna 1 2 3 4 5 6 7 8 9 10 11 12

Task 1

Task 2

Task 3

Task 4

Task 5

Task 6

……

……

14. Concluzii

3UH]HQWDUHD� SH� VFXUW� D� UHDOL] ULORU� SH� FDUH� FRPSDQLD� GRUHúWH� V � OH� DLE �� D�

PRWLYHORU�SHQWUX�FDUH�YD�UHXúL�úL�SHQWUX�FDUH�DU�WUHEXL�VSULMLQLW �GH�LQYHVWLWRUL��