LE “PMI” – PICCOLA E MEDIA IMPRESA: Come avviare una nuova attività – “Business Plan” ed incentivi pubblici

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da www.avvocatomalvone.it, di Avvocato Malvone

Con il presente contributo, salvo una breve premessa normativa, intendo in realtà spiegare una questione concreta e fondamentale: in che modo, effettivamente, aprire una nuova attività: si tratterà di una, seppur sintetica, guida utile a non commettere gli errori più comuni nell’avvio di un’attività in proprio, quegli errori che, purtroppo, spesso portano al fallimento del proprio progetto.

Mi riferirò, in particolare, alle Piccole e Medie Imprese, che, oltre ad essere in maggior numero, in Italia sono quelle che, sempre più spesso, tentano di entrare nel mercato.

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Secondo l’articolo 2 dell’allegato alla raccomandazione 2003/361/CE, “La categoria delle microimprese, delle piccole imprese e delle medie imprese (PMI) è costituita da imprese che occupano meno di 250 persone, il cui fatturato annuo non supera i 50 milioni di euro oppure il cui totale di bilancio annuo non supera i 43 milioni di euro”.

Le micro, piccole e medie imprese, proprio a fronte delle non elevate dimensioni e della difficoltà di attrarre investimenti e capitali, spesso vengono “aiutate” dallo Stato mediante incentivi, contributi e finanziamenti a tassi agevolati o a fondo perduto.

Come vedremo, questo è uno dei temi principali da tenere in considerazioni nelle fasi preliminari all’apertura: le agevolazioni infatti, soprattutto all’interno di piccole realtà, sono grandissima e fondamentale fonte di liquidità e risparmio.

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Fatta questa brevissima premessa, è subito evidente come il settore che più interessa l’apertura di nuove impreseà soprattutto per coloro che abbiano interesse ad avviare un attività in proprio e, dunque, con un numero limitato di dipendenti sia proprio quello delle PMI.

Proprio per evitare il classico “buco nell’acqua”, è però necessario compiere alcuni passi preliminari fondamentali per capire la buona riuscita del progetto: è necessario infatti predisporre il c.d. “business plan” e verificare eventuali contributi a livello statale, regionale o comunale per il tipo di attività che si andrà a svolgere.

Tali contributi, infatti, possono evitare (quantomeno in parte) di utilizzare il proprio capitare e, comunque, il ricorso al sistema bancario (dal momento che un finanziamento ad una PMI viene dalle Banche considerato rischioso e, spesso, non concesso).

Il “Business Plan”, invece, oltre ad essere necessario per richiedere ed ottenere eventuali fondi pubblici, serve a comprendere sin dall’inizio il mercato in cui si entrerà, stabilire la fascia in cui posizionarsi ed a darsi un’idea di tutti i costi da affrontare (per l’investimento iniziale, per le spese fisse…) e dei potenziali guadagni.

IL BUSINESS PLAN:

Il business plan è un documento che sintetizza i contenuti e le caratteristiche di un progetto imprenditoriale: come si è detto, è necessario sia per la pianificazione e gestione aziendale che per la comunicazione esterna, in particolare verso potenziali finanziatori o investitori.

La nascita di una nuova attività imprenditoriale deve infatti essere sostenuta da uno studio o un'analisi di fattibilità in grado di fornire una serie di dati di natura economico-aziendale, sui quali tracciare linee guida per la costituzione dell'attività.

Il business plan è uno strumento utile per valutare in modo consapevole i punti di forza e di debolezza del progetto imprenditoriale: in pratica, ogni business plan è una sorta di vademecum dell'azienda.

Il business plan, tra l’altro, è il documento fondamentale che esaminano i finanziatori, necessario per accedere ai finanziamenti pubblici agevolati e al credito bancario.

Ecco, in linea di massima, i contenuti che ogni business plan dovrebbe avere:

- descrizione sommaria del progetto d'investimento ed illustrazione del tipo di impresa che si intende creare.
- Presentazione dell'imprenditore e del management, (esperienze pregresse e ruoli nella nuova iniziativa).
- Analisi di mercato: indicazioni sul mercato, sulle caratteristiche della concorrenza e su fattori critici (punti di forza e punti di debolezza rispetto al mercato).
- Posizionamento nel mercato, obiettivi di vendita ed organizzazione commerciale.
- Un piano di marketing.
- Descrizione della fattibilità tecnica del progetto relativamente al processo produttivo, alla necessità di investimenti in impianti, alla disponibilità di manodopera e di servizi quali trasporti, energie, telecomunicazioni, ecc…
- Piano di fattibilità economico - finanziaria quinquennale o triennale.
- Indicazione del fabbisogno finanziario complessivo (per investimenti tecnici, immateriali e per capitale circolante) e delle relative coperture.
- Informazioni sulla redditività attesa dell'investimento e sui fattori di rischio che possono influenzarla negativamente, partendo da ipotesi realistiche e prudenziali.
- Piano temporale di sviluppo delle attività.

Ciò su cui mi concentrerò per ben spiegare che cosa chiunque volesse aprire una nuova attività deve necessariamente fare, è quello sopra sottolineato, ossia le Analisi di mercato, il posizionamento, il marketing e gli investimenti necessari ed il conseguente piano di fattibilità con indicazione del fabbisogno e indicazione della redditività.

In parole povere, chiunque intenda aprire una nuova attività deve innanzitutto (oltre a saper scegliere il tipo di impresa) sapere in che mercato opererà, quale sarà la fascia in cui vorrà posizionarsi e quanta concorrenza incontrerà: solo in questo modo potrà prevedere quali saranno i suoi incassi e, dunque, se l’impresa potrà effettivamente funzionare.

Faccio un esempio concreto: se decido di aprire un’attività ricettivo – turistica dovrò, innanzitutto decidere che tipo di attività voglio svolgere, in questo caso se alberghiera o extra-alberghiera (Affittacamere, B&B) e, successivamente, dove mi posizionerò nel mercato, se in una fascia di livello alto (Hotel **** e ***** stelle) o medio/basso (Hotel *** e ** stelle).

Solo dopo aver fatto queste scelte preliminari potrò capire quale sarà la mia concorrenza e come potrò vendere il mio prodotto.

Solo da tale momento, infatti, potrò svolgere le c.d. analisi di mercato: si tratta di indagini statistiche sul tipo di attività svolta, al fine di comprendere la reddittività media del settore, i guadagni ed i numeri della concorrenza.

Le indagini statistiche sono la parte più difficile ma fondamentale dell’intero business plan, motivo per cui è sempre bene affidarsi ad un professionista.

Mediante l’utilizzo del web, tuttavia, è già possibile farsi un idea, ad esempio, analizzando le statistiche ISTAT dal sito ufficiale dati.istat.it, dal quale è possibile estrapolare i dati disaggregati per ogni tipo di attività, in sede statale, regionale, o comunale.

Spesso, anche le Regioni, le Camere di Commercio o gli aggregatori turistici mettono a disposizione le indagini da loro effettuate motivo per cui, pur essendo necessario svolgere tali analisi con l’ausilio di un professionista, chiunque può quantomeno rendersi conto in via preliminare di potenzialità e rischi del proprio progetto imprenditoriale.

Se, tornando all’esempio precedente, voglio aprire un hotel in una determinata località, posso verificare quanti hotel ci sono nella stessa zona, quali sono i prezzi medi applicati, quanti sono di fascia elevata e quanti di fascia medio/bassa e, soprattutto, qual’è la media dei letti occupati.

Solo in questo modo posso farmi un’idea del tipo di clientela, dei prezzi da applicare e dei potenziali guadagni.

Tali analisi permettono di prevedere gli incassi e, dunque, sottratti i costi necessari all’investimento iniziale (quelli, nel nostro esempio, per l’apertura dell’attività, come i costi di ristrutturazione o per l’ottenimento di licenze e l’acquisto di macchinari), i costi fissi (quelli per la locazione dell’immobile, per i dipendenti e i collaboratori, per luce e gas) e quelli variabili (costo per cliente), conoscere già a grandi linee il guadagno che potrà avere l’impresa.

Non solo: mi permetterà di capire in quanto tempo rientrerò dei costi sostenuti, ma anche di stabilire il c.d. break-even point, ossia il momento in cui rientrerò dei costi iniziali sostenuti.

Solo una volta ultimato il business plan si avrà un’idea precisa di quello che si potrà e si dovrà fare e, soprattutto, dei costi necessari per permettersi di farlo.

Ritenendo necessario che venga compresa l’essenzialità di quanto sopra, proprio per dare un’idea ancor più concreta pubblicherò nel prossimo articolo in tema di PMI, un esempio di come si possa strutturare un “business plan” su di una specifica attività, spiegando come effettivamente ricercare, ottenere ed estrapolare i dati e quali domande porsi.

L’ACCESSO AGLI INCENTIVI PUBBLICI

Come è detto, il business plan è necessario anche per richiedere non solo finanziamenti al settore bancario, ma anche e soprattutto per ottenere eventuali finanziamenti pubblici.

Anche per tale tema dedicherò un articolo a parte. Basti per ora dire che esistono vari incentivi messi a disposizione dagli enti pubblici per avviare l’attività (ad es. per le imprese femminili o quelle giovanili, per il turismo o l’agricoltura).

Mediante tali strumenti è possibile ottenere finanziamenti agevolati o addirittura a fondo perduto, incentivi per ristrutturazioni o, ancora, per l’acquisto dei macchinari: tali strumenti permettono alla micro e piccola impresa di limitare gli investimenti in proprio e di accedere più facilmente ai vari finanziamenti.

A ciò si aggiunga il sistema dei CONFIDI, ossia i consorzi che prestano garanzie per l’ottenimento di finanziamenti ai consorziati.

Tali strumenti – poco utilizzati – permettono all’impresa di nascere con uno sforzo economico inferiore: anche in questo caso esistono varie risorse nel web per verificare quali incentivi siano disponibili.

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Lo studio, oltre ad occuparsi di predisposizione del business plan, anche mediante i propri collaboratori, verifica l’esistenza di tutti gli incentivi o i finanziamenti pubblici, i requisiti per accedervi e predispone le richieste da presentare.

Vi invito pertanto a contattare lo studio!

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