Saiba Elaborar Um Plano de Negócios

Tempo de leitura: 10 min

Escrito por Paulo Fernandes
em Fevereiro 27, 2016







Saiba elaborar um plano de negócios: Se está a pensar lançar um negócio, criar uma empresa e colocar em prática uma ideia fabulosa que acredita que vá fazer a diferença num mercado concorrencial, então saiba que grande parte do sucesso pode estar na forma de elaborar um plano de negócios.

O plano de negócios não é mais do que um documento que sistematiza e apresenta o seu projeto e que dá corpo à sua estratégia para destacar a sua ideia entre muitas outras que outros empreendedores tiveram.

O seu plano de negócios deve ser uma ferramenta em formato de documento que contempla a previsão da sua potencial empresa e que poderá ser muito útil na hora de juntar investidores/financiadores e outros parceiros que poderão ser fundamentais para o seu negócio idealizado ver a luz do dia.

Como deve ser estruturado?

Não há formas mágicas para estruturar um plano de negócios, mas segundo o IAPMEI- Instituto de Apoio às Pequenas e Médias Empresas e à Inovação, uma possível estrutura engloba vários tópicos:

– Apresentação do criador e do projeto
– Contextualização do mercado e da envolvente externa
– Definição de metas e objetivos
– Estratégia comercial
– Estrutura da empresa
– Elaboração de previsões financeiras
– Controlo e gestão do negócio
– Investimento necessário
– Anexar documentos e outra informação

 

Que informações deve conter?

Todos os planos de negócios devem começar com um sumário executivo, mas confira o que deverá estar também na sua “arma” de planeamento.

 

Sumário Executivo


Esta é a parte fulcral do seu plano de negócios pois servirá de cartão de visita aos potenciais investidores/financiadores da sua empresa ou do seu novo negócio. Aponte para um sumário executivo que não vá além das duas páginas e que seja simples de ler, sem erros de ortografia. Como uma sinopse/trailer podem vender bem um filme, o seu sumário executivo (munido dos números fortes e dramáticos) pode ser fundamental para conseguir avançar com o seu negócio.

Não se esqueça destes elementos: nome do negócio, do produto ou serviço, sector, missão, mercados potenciais para as ideias, pontos fortes e fracos, as qualidades dos empreendedores relevantes para o projeto, os motivos que fazem da ideia inovadora, a estrutura necessária (recursos humanos e investimento) e o que poderá ser o atrativo para investidores, quanto tempo até começar a gerar resultados líquidos positivos.

 

Apresentação do empreendedor e do projeto
Apresente-se e saiba vender a sua imagem. Para os investidores e financiadores é muito relevante a experiência que já teve em projetos passados, a sua formação e educação, o seu histórico pessoal, bem como o da equipa que pretende incluir no projeto. A missão da empresa ajudará também a passar a sua imagem corporativa, além do nome e do formato legal da mesma. Junte a isto uma descrição bem elaborada sobre o produto/negócio que pretende criar, apontando as vantagens, o que o torna inovador e potencialmente vencedor, bem como se este produto surge com uma nova empresa ou se é um nascimento dentro de uma empresa que já existia.

 

Contextualização do mercado e da envolvente externa
Conhecer o mercado que se vai enfrentar é um ponto-chave a incluir no plano. Como se caracteriza o mercado, em que estádio de desenvolvimento está, qual a concorrência que vai enfrentar e a tipologia de clientes são variáveis muito importantes para colocar na equação do seu negócio. Existe muita informação publicada sobre os vários mercados e se quiser ir mais longe poderá procurar ajuda nas empresas de análise de mercado.

 

Definição de metas e objetivos
Ter metas e objetivos bem traçados e definidos é fundamental para o sucesso de um plano de negócios. Nesta área deverão estar assinalados os principais objetivos a cumprir segundo a natureza do plano.

 

Estratégia comercial
Definidas as necessidades dos clientes no mercado onde se posicionará o produto é tempo de elaborar uma estratégia comercial. O Marketing deverá passar pela identificação de clientes, segmentação de clientes alvo, a definição dos meios a utilizar para potenciar as vendas, a criação de suportes à estratégia de imagem e comunicação bem como pela formação da equipa de vendas.

 

Elaboração de previsões financeiras
Nas suas previsões financeiras a incluir no plano de negócios devem constar projeções de break even, projeções de vendas, projeções de cash flow, o que vai exigir o tratamento financeira de alguns documentos de previsão. Além disso, devem constar documentos que justificam os custos com pessoal necessário ao investimento, bem como a projeção de financiamento e outros serviços externos indispensáveis.

 

Controlo e gestão do negócio
Um bom caminho de cativar investidores é mostrar rigor e segurança nos seus números e estratégia. Por isso, é fundamental mostrar que mantém um apertado controlo em áreas como as vendas, os dados financeiros e a produção. Este controlo será mais eficaz se recorrer a ferramentas de software que permitem a sistematização da informação nestas áreas.

 

Investimento necessário
Nesta área não deverá nunca deixar de incluir o investimento que acarreta o seu negócio, bem como o tipo de investimentos e a forma de os cumprir, através da planificação das amortizações. Os prazos são também determinantes para perceber o período do investimento ligado ao negócio.

 

Anexar documentos e outra informação
Passadas as primeiras áreas fundamentais do plano, convém adicionar mais informação que dê força às suas ideias de negócio. Inclua os currículos dos promotores da ideia, todas as especificações técnicas sobre produtos, cópias de patentes, cópia do contrato de frachise no caso de existir um plano de negócios para um franchising, documentos financeiros que suportem toda a previsão de custos e de vendas, cópias de contratos com instalações ou outros, bem como acordos com potenciais parceiros no projeto. Além destes há muitos mais documentos que podem sustentar o seu plano e que estão ligados à sua ideia em concreto e à sua forma de apresentação da informação.

 

O que o faz melhor?

Se está a começar a fazer o seu plano, saiba que este documento será uma espécie de guião da empresa nos seus primeiros momentos de vida. Claro que para realizar o seu guião perfeito terá de ter uma boa equipa, mas o sucesso do empreendedor depende muito de um bom plano de negócios que seja de fácil aplicação e simplicidade. Conheça alguns fatores que podem fazer do seu plano uma história de sucesso para a sua empresa:

– Simplicidade de apresentação e aplicação
– Objetividade, metas e organização, que passam por objetivos a concretizar, as pessoas responsáveis, orçamentos detalhados. Se o seu plano não é realista e não se fundamenta em alicerces concretizáveis está a cometer erros no seu documento estratégico.
– Bom planeamento financeiro, sustentado em bons documentos de previsão e realista.

 

Erros a evitar

Se está à procura do melhor plano de negócios para a sua ideia ou para a sua empresa já em funcionamento comece por evitar alguns erros. Comece por não fazer previsões financeiras fantasiosas, isto é, criando grandes projeções a mais de um ano. Ninguém sabe ao certo como será o momento de entrada no mercado quanto mais traçar metas em prazos mais longos.

Para lá do prazo, não torne o seu plano um autêntico testamento, muito pouco motivador para quem lê. Aponte para um limite a rondar as 50 páginas e não se esqueça de um bom sumário no princípio do plano que permita explicar em poucas palavras o que está no plano. Além disso, não seja preguiçoso esquecendo a originalidade e a criatividade. Evite utilizar o que todos usariam no texto da sua apresentação.

Procure ainda não ser demasiado otimista. Ainda que esteja a vender a sua criação empresarial mantenha os seus pés bem assentes na terra e não tome como garantidas algumas fases do crescimento as sua empresa. Tudo o que lhe parece óbvio convém estar bem fundamentado no seu plano de negócios, em anexo, por exemplo. Não acredite que o seu produto vai ser vendido porque lhe parece um produto genial (justifique e racionalize a sua “certeza”), não acredite que os concorrentes vão responder como você responderia à entrada de uma nova empresa ou produto no mercado – tenha em conta todas as possibilidades de resposta. No fundo, prepare o seu plano para todos os riscos fundamentando bem a sua análise.

 

Como posso usá-lo e ter sucesso?

O plano de negócios é uma ferramenta essencial no sucesso da sua nova empresa ou no seu novo negócio/produto. A razão é simples: com toda a informação esquematizada estará mais preparado para os riscos e tempos difíceis no arranque do seu negócio. Além disso, ter um plano é crucial para obter financiamento para as suas ideias inovadoras, mas não se esgota nessa missão porque planear e prever deverá fazer parte do léxico de qualquer empreendedor.

Para finalizar este capítulo, um bom plano de negócios não é uma peça de arte para ficar em exposição. Ele é um guia que deve seguir na sua atividade materializada a sua ideia em empresa ou negócio novo. Seja rigoroso na hora de seguir as orientações que traçou.

 

Tipos de planos de negócios

A vida da empresa pode pedir diferentes tipos de planos de negócios. Aqui ficam dois que podem fazer parte de qualquer empresa.

Plano de negócios inicial (startup plan)– É o plano de negócios por excelência, que pode conduzir ao lançamento da empresa. Preocupe-se fundamentalmente com: explicar bem o seu novo produto ou serviço, criar um suporte de sucesso à ideia que tem em mente agrupando a melhor equipa para o conseguir.

Plano de Crescimento/Expansão – Neste caso o plano pode ser interno (não precisar de financiamento) ou externo (necessário financiamento) e pressupõe que exista um novo produto ou negócio ligado à empresa já existente. Deverá preocupar-se pelo menos em demonstrar a qualidade financeira do novo negócio e será muito relevante a experiência de gestão da empresa já existente.

 

Dimensões vencedoras

Como se explicou acima, não convém preparar um plano de negócios que seja um peso para quem o lê. Embora todos os elementos necessários devam estar nas suas páginas, a verdade é que convém tratar a informação de forma simples e com boa leitura para financiadores, investidores, sociedades de capital de risco. Muitas vezes a dimensão depende também desta facilidade de leitura já que dependerá dos elementos gráficos, da complexidade de informação e da forma como está apresentada.

Aponte para um plano de negócios que numa leitura rápida responda às principais questões de quem o lê.Tempo é dinheiro e 15 minutos podem ser suficientes para perceber se o seu plano contém uma ideia de sucesso. Além disso, saiba que algumas entidades que promovem concursos limitam as páginas do seu plano a um número que pode rondar as 30, mas muitos planos vão até às 50 páginas. Não cometa erros fixando o seu plano nestas métricas de páginas porque ter 30 páginas densamente preenchidas e de difícil compreensão pode ser pior do que ter 50 páginas de simples leitura e bem apresentadas.

Mantenha uma larga percentagem de páginas de texto e outras com elementos gráficos que suportem o seu plano, acrescentando nas principais páginas os elementos-chave do ponto de vista financeiro.

 

Faça um teste ao seu plano

Se tem o seu plano concluído, está na hora de fazer o teste para saber se tem o que precisa para ter sucesso. Será que o seu plano dá respostas sobre quem está por detrás da ideia, os seus fundadores, a sua educação e formação, a sua experiência profissional, a sua reputação no mercado empresarial ou feitos de empreendedorismo? Faça perguntas que procuram boas respostas no seu plano.

1. O plano é realista nos objetivos e formas de sucesso?
2. O plano contempla os riscos potenciais?
3. Quem são os empreendedores e que reputação mantêm ao nível pessoal e profissional?
4. Qual é a equipa que vai levar avante o projeto?
5. Têm a melhor equipa para o tipo de projeto?
6. O que move os empreendedores?
7. Como podem responder aos fatores de risco do negócio?
8. Estão os empreendedores preparados para tomar decisões difíceis?

Veja mais dicas como elaborar um plano de negócios no seguinte vídeo:


Fonte do texto: saldopositivo

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