{"id":159,"date":"2022-10-12T15:42:56","date_gmt":"2022-10-12T15:42:56","guid":{"rendered":"http:\/\/www.vmconsulting.com.hr\/?p=159"},"modified":"2022-10-12T15:44:12","modified_gmt":"2022-10-12T15:44:12","slug":"proces-prodaje-firme","status":"publish","type":"post","link":"https:\/\/www.vmconsulting.com.hr\/?p=159","title":{"rendered":"Proces prodaje firme"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"159\" class=\"elementor elementor-159\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6bd0269 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6bd0269\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7a759cb\" data-id=\"7a759cb\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1f896d0 elementor-widget elementor-widget-image\" data-id=\"1f896d0\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.7.8 - 02-10-2022 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"671\" src=\"https:\/\/www.vmconsulting.com.hr\/wp-content\/uploads\/2022\/10\/Blog-3-photo.png\" class=\"attachment-large size-large\" alt=\"\" srcset=\"https:\/\/www.vmconsulting.com.hr\/wp-content\/uploads\/2022\/10\/Blog-3-photo.png 940w, https:\/\/www.vmconsulting.com.hr\/wp-content\/uploads\/2022\/10\/Blog-3-photo-300x251.png 300w, https:\/\/www.vmconsulting.com.hr\/wp-content\/uploads\/2022\/10\/Blog-3-photo-768x644.png 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e694e1c elementor-widget elementor-widget-heading\" data-id=\"e694e1c\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.7.8 - 02-10-2022 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Proces prodaje firme<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e714f03 elementor-widget elementor-widget-text-editor\" data-id=\"e714f03\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.7.8 - 02-10-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p>Kao poduzetnika\/icu, nitko vas nije pripremio za ni\u0161ta s \u010dim ste se susreli u svojoj avanturi zvanoj poduzetni\u0161tvo. Tako vas nitko nije pripremio za izlazak iz firme. Prodaja firme je kompliciran proces koji mo\u017ee biti dugotrajan i mukotrpan, a naj\u010de\u0161\u0107e zavr\u0161ava neuspje\u0161no. Me\u0111utim, ako znate \u0161to vas \u010deka i dobro se pripremite, \u0161anse za uspje\u0161nu prodaju vam vi\u0161estruko rastu. 5 je faza koje vas \u010dekaju na tom putu i svaka je vrlo bitna za uspje\u0161nu prodaju firme.<\/p><ol><li><b><\/b><strong><b>Trenutno stanje firme<\/b><\/strong><\/li><\/ol><p>Prva stvar koju bi poduzetnik trebao u\u010diniti kada odlu\u010di prodati svoju tvrtku je upoznati svoju firmu iz perspektive dioni\u010dara, a ne poduzetnika. To je totalno druga\u010diji sklop i pogled na firmu od onog na koji ste ina\u010de navikli. Morate se staviti u cipele potencijalnog kupca\/investitora. Izvadite financijska izvje\u0161\u0107a, pogledajte kako va\u0161a firma izgleda s investicijske strane, \u00a0te si odgovorite na pitanje: Za\u0161to bi netko kupio\/ulo\u017eio u moju firmu firmu? Morate se jako dobro sprijateljiti s brojkama.<\/p><p>\u00a0<\/p><ol start=\"2\"><li><b><\/b><strong><b>Pobolj\u0161anja<\/b><\/strong><\/li><\/ol><p><br \/>Postoje li pobolj\u0161anja koja bi mogli provesti i pove\u0107ati vrijednost i primamljivost firme? \u017delite da va\u0161a firma izgleda odli\u010dno na papiru i u stvarnosti. Budite kao konzultant \u010diji je cilj da firma izgleda i bude u najboljoj formi i spremna za preuzimanje. Potencijalni kupac gleda 3 stvari kad kupuje firmu: <em><i>Profitabilnost, rizik, organizaciju.<\/i><\/em>\u00a0<\/p><p>Rije\u0161ite se nepotrebnih tro\u0161kova i fokusirajte se na proizvode s najboljom mar\u017eom. Osigurajte dugotrajne suradnje s kupcima\/klijentima. Uvedite prodajni proces koji \u0107e dugotrajno dovoditi nove kupce\/klijente i proizvoditi prihode. Udaljite se od operative i uredite firmu da funkcionira bez vas. Na taj na\u010din smanjit \u0107ete rizik potencijalnom kupcu, jer ne\u010deimati strah da \u0107e se sve raspasti nakon \u0161to vi iza\u0111ete iz firme.<\/p><p>\u00a0<\/p><ol start=\"3\"><li><b><\/b><strong><b>Evaluacija firme<\/b><\/strong><strong><b><br \/><\/b><\/strong><strong><b>Vrijednost firme ovisi o tome koliko ju je netko spreman platiti<\/b><\/strong>. \u00a0Me\u0111utim, vi morate razmisliti o tome koliko vama vrijedi va\u0161a firma. Imate li neki broj u glavi? Poduzetnici \u010desto imaju nerealna o\u010dekivanja, jer ubrajaju sve probleme i muke koje su pro\u0161li te sva ulaganja i \u017ertve koje su pretrpili, a koja se ne vide na papirima.<\/li><\/ol><p>Na\u017ealost, to potencijalnom kupcu ne\u0107e biti bitno, jer on\/ona \u0107e vidjeti samo trenutno stanje firme i poslovanje na papirima. Prema tome treba vidjeti je li va\u0161a evaluacija uop\u0107e pribli\u017ena nekoj objektivnoj vrijednosti firme. Ako nije, te\u0161ko da \u0107ete mo\u0107i prodati firmu. Ali, kako odrediti objektivnu vrijednost firme?<br \/><br \/>Najobjektivnija metoda odre\u0111ivanja vrijednosti firme je uspore\u0111ivanje sa sli\u010dnim firmama koje su prodane u svijetu. <strong><b>Mi, jedini u Hrvatskoj, nudimo takvu evaluaciju gdje radimo dubinsku analizu firme i uspore\u0111ujemo sa sli\u010dnim firmama koje su na tr\u017ei\u0161tu ili su prodane u svijetu<\/b><\/strong>. Ne postoji to\u010dnija i objektivnija metoda. Stoga, javite se ukoliko \u017eelite saznati vrijednost svoje firme u kojoj dubinski analiziramo <strong><b>8 podru\u010dja poslovanja i uspore\u0111ujemo sa vi\u0161e od 50.000 malih firmi prodanih u svijetu<\/b><\/strong>.<\/p><p>\u00a0<\/p><ol start=\"4\"><li><b><\/b><strong><b>Kome prodati?<\/b><\/strong><strong><b><br \/><\/b><\/strong>Upoznali \u00a0ste se s financijskim podacima, pobolj\u0161ali poslovanje, odredili vrijednost i sad vas zanima kome prodati firmu. Postoje 3 kategorije potencijalnih kupaca.<\/li><\/ol><p><strong><b>\u00a0<\/b><\/strong><\/p><ol><li>Individualni investitor- Naj\u010de\u0161\u0107e pojedinac koji ula\u017ee u biznis kao u investiciju te mu\/joj je bitan povrat koji mo\u017ee ostvariti tim ulaganjem. Drugi slu\u010daj je da je to osoba koja ima kapitala i trenutno nije nigdje zaposlena i \u017eeli kupiti biznis kako bi radio u njemu.<\/li><li>PE fondovi- Ula\u017eu u firme koje imaju barem 1M eura dobiti sa velikim potencijalom rasta. Ukoliko niste u tom rangu bolje ih je presko\u010diti za trenutak.<\/li><li>Strate\u0161ki kupac- Firma koja ima strate\u0161ku motivaciju kupiti va\u0161u firmu. Mo\u017eda su u sli\u010dnoj industriji ili opslu\u017euju iste kupce ili se nalaze u istom vrijednosnom lancu. To je kupac koji \u0107e imati najvi\u0161e koristi od kupnje va\u0161e firme pa time \u0107e ju i najvi\u0161e vrednovati.<\/li><\/ol><p>\u00a0<\/p><ol start=\"5\"><li><b><\/b><strong><b>Kako zaklju\u010diti prodaju?<\/b><\/strong><\/li><\/ol><p>Do\u0161li smo do zadnjeg i najzanimljivijeg dijela prodaje firme. Zaklju\u010divanja prodaje. Ovaj dio mo\u017ee biti lagan ili te\u017eak, ovisno o kupcu i prodavatelju. Ono \u0161to \u010desto poduzetnici ne razumiju je da prodaja biznisa nije ista kao prodaja nekretnine. Nema tr\u017ei\u0161ne cijene po kojoj mo\u017eete odrediti objektivnu vrijednost firme, niti kupac to\u010dno zna \u0161to kupuje. \u010cak niti nakon dubinske analize firme. Zbog toga i zbog svih rizika koje svaki biznis nosi, ne mo\u017eete o\u010dekivati da \u0107e vam kupac prvi dan donijeti sav novac, niti da \u0107e vrijednost biti kakvu ste si mo\u017eda zacrtali.<\/p><p>\u00a0<\/p><p>Prodaja firme je umjetnost jer zahtijeva kreativnost s obje strane. Mnogi misle da je predmet pregovora samo jedna stvar, novac. Me\u0111utim, postoji cijela paleta mogu\u0107nosti koje mogu poslu\u017eiti kao alati kod pregovaranja.<\/p><p>\u00a0<\/p><ol><li>Ke\u0161- mo\u017ee biti od kupca ili iz firme. Ako postoji ke\u0161 u firmi imate mogu\u0107nost izvaditi taj ke\u0161 sa manjom stopom poreza<\/li><li>Ke\u0161 u ratama- odre\u0111eni nov\u010dani iznosi koji se ispla\u0107uju u budu\u0107nosti u ratama. Naj\u010de\u0161\u0107e u mjese\u010dnim ratama kroz 3-7 godina.<\/li><li>Earn Out- sli\u010dno kao kod pla\u0107anja u ratama, ali kako bi ispunili uvjete isplate morate posti\u0107i odre\u0111ene ciljeve. U ovom slu\u010daju poduzetnik naj\u010de\u0161\u0107e ostaje u firmi nekoliko godina kako bi osigurao ispunjenje ciljeva i ostvario dogovorene isplate.<\/li><li>Kredit- kupac \u0107e mo\u017eda trebati podi\u0107i kredit kako bi isplatio dio iznosa prodavatelju. Naj\u010de\u0161\u0107e se kao garancija za kredit uzima nekretnina ili postrojenje koje se nalazi u vlasni\u0161tvu firme.<\/li><li>Udio u firmi- Kupac vam mo\u017ee ostaviti udio u firmi kako bi lak\u0161e financirao kupnju po\u010detnog udjela, a u budu\u0107im periodima kupio preostale udjele.<\/li><li>Spajanje s drugom firmom- umjesto ke\u0161a dobit \u0107ete udjele u drugoj firmi<\/li><li>Dodavanje vrijednosti u zamjenu za udjele- ako tra\u017eite partnera koji bi dodao vrijednost u firmu, mo\u017eete mu dati udjele u zamjenu za njegovu pomo\u0107<\/li><li>Zamjena duga za udjele- pretvorite dug prema dobavlja\u010dima u udjele u firmi<\/li><\/ol><p>\u00a0<\/p><p>Sada kada imate uvid u razli\u010dite alate koji postoje puno \u0107e vam lak\u0161e biti zaklju\u010diti prodaju i posti\u0107i dogovor. <em><i>Za svaku prodaju firme postoji dogovor, samo ga treba prona\u0107i.<\/i><\/em>\u00a0\u00a0<\/p><p>\u00a0<\/p><p>Javite se na besplatno savjetovanje i saznajte koliko vrijedi Va\u0161a firma, kako joj pove\u0107ati vrijednost, kako pove\u0107ati \u0161ansu za prodaju i prodati ju po najve\u0107oj cijeni, te za\u0161to izbjegavati brokere.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Proces prodaje firme Kao poduzetnika\/icu, nitko vas nije pripremio za ni\u0161ta s \u010dim ste se susreli u svojoj avanturi zvanoj poduzetni\u0161tvo. Tako vas nitko nije pripremio za izlazak iz firme. Prodaja firme je kompliciran proces koji mo\u017ee biti dugotrajan i mukotrpan, a naj\u010de\u0161\u0107e zavr\u0161ava neuspje\u0161no. Me\u0111utim, ako znate \u0161to vas \u010deka i dobro se pripremite, [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":160,"comment_status":"open","ping_status":"open","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-159","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Proces prodaje firme - VM Consulting<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/www.vmconsulting.com.hr\/?p=159\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Proces prodaje firme - VM Consulting\" \/>\n<meta property=\"og:description\" content=\"Proces prodaje firme Kao poduzetnika\/icu, nitko vas nije pripremio za ni\u0161ta s \u010dim ste se susreli u svojoj avanturi zvanoj poduzetni\u0161tvo. Tako vas nitko nije pripremio za izlazak iz firme. Prodaja firme je kompliciran proces koji mo\u017ee biti dugotrajan i mukotrpan, a naj\u010de\u0161\u0107e zavr\u0161ava neuspje\u0161no. 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Tako vas nitko nije pripremio za izlazak iz firme. Prodaja firme je kompliciran proces koji mo\u017ee biti dugotrajan i mukotrpan, a naj\u010de\u0161\u0107e zavr\u0161ava neuspje\u0161no. 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