{"id":17591,"date":"2022-02-18T09:34:16","date_gmt":"2022-02-18T07:34:16","guid":{"rendered":"https:\/\/startco.ro\/blog\/?p=17591"},"modified":"2023-06-08T16:15:53","modified_gmt":"2023-06-08T14:15:53","slug":"topul-indicatorilor-cheie-de-performanta-kpis","status":"publish","type":"post","link":"https:\/\/startco.ro\/blog\/topul-indicatorilor-cheie-de-performanta-kpis\/","title":{"rendered":"Topul indicatorilor-cheie de performan\u021b\u0103 (KPIs) pentru afacerile mici"},"content":{"rendered":"\n<p>Antreprenoriatul vine cu o serie de provoc\u0103ri, \u00eens\u0103 afacerea ta are mai multe \u0219anse de reu\u0219it\u0103 dac\u0103 te organizezi \u0219i implementezi un plan bun \u0219i o strategie corect\u0103. Mai mult, indiferent de specific sau de domeniul afacerii, \u00een\u021belegerea \u0219i setarea corect\u0103 a unor indicatori de performan\u021b\u0103 te vor aduce mai aproape de reu\u0219it\u0103. Afl\u0103 din acest articol ce este un KPI, cum stabile\u0219ti indicatori-cheie de performan\u021b\u0103 \u0219i care este topul indicatorilor-cheie de performan\u021b\u0103 (KPIs) pentru afacerile mici.<\/p>\n\n\n\n<div class=\"wp-block-yoast-seo-table-of-contents yoast-table-of-contents\"><h2>Cuprins<\/h2><ul><li><a href=\"#h-ce-este-un-kpi\" data-level=\"2\">Ce este un KPI?<\/a><\/li><li><a href=\"#h-de-ce-sunt-importan\u021bi-indicatorii-de-performan\u021ba\" data-level=\"2\">De ce sunt importan\u021bi indicatorii de performan\u021b\u0103?<\/a><\/li><li><a href=\"#h-cum-alegi-indicatorii-potrivi\u021bi-firmei-tale\" data-level=\"2\">Cum alegi indicatorii potrivi\u021bi firmei tale?<\/a><\/li><li><a href=\"#h-topul-indicatorilor-cheie-de-performan\u021ba-kpis-pentru-afacerile-mici\" data-level=\"2\">Topul indicatorilor-cheie de performan\u021b\u0103 (KPIs) pentru afacerile mici<\/a><ul><li><a href=\"#h-indicatori-financiari-pentru-afaceri-mici\" data-level=\"3\">Indicatori financiari pentru afaceri mici<\/a><\/li><li><a href=\"#h-indicatori-de-cre\u0219tere-\u0219i-loializare-a-clientelei\" data-level=\"3\">Indicatori de cre\u0219tere \u0219i loializare a clientelei<\/a><\/li><\/ul><\/li><\/ul><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-ce-este-un-kpi\">Ce este un KPI?<\/h2>\n\n\n\n<p>KPI (Key Performance Indicator sau indicatorul-cheie de performan\u021b\u0103) reprezint\u0103 instrumentul prin care se m\u0103soar\u0103 performan\u021ba unei afaceri. Altfel spus, KPI-urile sunt valori care indic\u0103 \u00een ce m\u0103sur\u0103 afacerea este profitabil\u0103 sau nu, pentru a putea decide care sunt pa\u0219ii urm\u0103tori pentru atingerea obiectivelor.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-de-ce-sunt-importan\u021bi-indicatorii-de-performan\u021ba\">De ce sunt importan\u021bi indicatorii de performan\u021b\u0103?<\/h2>\n\n\n\n<p>Este important s\u0103 analizezi constant evolu\u021bia indicatorilor de performan\u021b\u0103 (KPI). Astfel:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>vei anticipa eventualele dificult\u0103\u021bi financiare sau cre\u0219terile de valoare ale firmei<\/li>\n\n\n\n<li>vei putea rela\u021biona cu \u00eencredere cu partenerii comerciali<\/li>\n\n\n\n<li>vei putea solicita finan\u021b\u0103ri de la b\u0103nci sau investitori<\/li>\n\n\n\n<li>te ajut\u0103 s\u0103 identifici ce func\u021bioneaz\u0103 \u0219i ce nu<\/li>\n\n\n\n<li>\u00ee\u021bi permit s\u0103 setezi obiective realiste, tangibile<\/li>\n\n\n\n<li>te ajut\u0103 s\u0103 implementezi strategiile potrivite.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-cum-alegi-indicatorii-potrivi\u021bi-firmei-tale\">Cum alegi indicatorii potrivi\u021bi firmei tale?<\/h2>\n\n\n\n<p>Pentru a alege un set de indicatori-cheie de performan\u021b\u0103, trebuie s\u0103 ai \u00een vedere<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>domeniul de activitate<\/li>\n\n\n\n<li>obiectivele planificate<\/li>\n\n\n\n<li>mijloacele folosite<\/li>\n\n\n\n<li>rezultatele dorite<\/li>\n<\/ul>\n\n\n\n<p>Astfel, pentru a selecta indicatorii-cheie potrivi\u021bi afacerii tale, trebui ca ace\u0219tia s\u0103 urmeze structura SMART:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>S<\/strong>pecific<\/li>\n\n\n\n<li><strong>M<\/strong>\u0103surabil<\/li>\n\n\n\n<li><strong>A<\/strong>bordabil&nbsp;<\/li>\n\n\n\n<li><strong>R<\/strong>elevant&nbsp;<\/li>\n\n\n\n<li>\u00eencadrat \u00een <strong>T<\/strong>imp&nbsp;<\/li>\n<\/ul>\n\n\n\n<p><strong>Exemplu de obiectiv SMART:<\/strong> <em>Cre\u0219terea v\u00e2nz\u0103rilor de c\u0103rucioare cu 30% \u00een 6 luni.&nbsp;<\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-topul-indicatorilor-cheie-de-performan\u021ba-kpis-pentru-afacerile-mici\">Topul indicatorilor-cheie de performan\u021b\u0103 (KPIs) pentru afacerile mici<\/h2>\n\n\n\n<p>Un business profitabil are nevoie de&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>resurse (oameni, timp, echipamente, bani),&nbsp;<\/li>\n\n\n\n<li>de un produs bun (testat \u0219i \u00eembun\u0103t\u0103\u021bit conform cerin\u021belor pie\u021bei),<\/li>\n\n\n\n<li>dar mai ales, de un bun manager care s\u0103 planifice \u0219i s\u0103 seteze corect obiectivele afacerii, \u00een func\u021bie de etapa \u00een care se afl\u0103 (lansare, \u00een curs de dezvoltare, maturitate).<\/li>\n<\/ul>\n\n\n\n<p>Cum po\u021bi s\u0103 iei cele mai bune decizii de management dac\u0103 ai o afacere mic\u0103? Cu ajutorul indicatorilor-cheie de performan\u021b\u0103 potrivi\u021bi. Iat\u0103 care sunt principalii indicatori de performan\u021b\u0103 pe care trebuie s\u0103 \u00eei ai \u00een vedere dac\u0103 e\u0219ti la \u00eenceput de antreprenoriat:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-indicatori-financiari-pentru-afaceri-mici\">Indicatori financiari pentru afaceri mici<\/h3>\n\n\n\n<p>Indicatorii financiari sunt foarte importan\u021bi \u00een orice afacere, dar mai ales \u00een cazul unei afaceri mici, cu planuri de dezvoltare. Ace\u0219tia m\u0103soar\u0103 succesul financiar al afacerii \u0219i pe baza lor po\u021bi s\u0103 stabile\u0219ti:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>dac\u0103 afacerea are poten\u021bial&nbsp;<\/li>\n\n\n\n<li>dac\u0103 obiectivele financiare au fost \u00eendeplinite<\/li>\n\n\n\n<li>cum po\u021bi s\u0103 asiguri stabilitatea economic\u0103&nbsp;<\/li>\n\n\n\n<li>ce trebuie s\u0103 faci pentru a cre\u0219te rezultatele.<\/li>\n<\/ul>\n\n\n\n<p>Cei mai importan\u021bi indicatori de performan\u021b\u0103 financiari la care trebuie s\u0103 fii atent sunt:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Cifra de afaceri<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Cifra de afaceri este unul dintre cei mai importan\u021bi indicatori financiari, fiind modalitatea prin care po\u021bi calcula puterea financiar\u0103 a unei afaceri. \u00cen general, se calculeaz\u0103 ca <strong>suma total\u0103 ob\u021binut\u0103 din v\u00e2nzarea produselor\/serviciilor \u00eentr-o perioad\u0103 determinat\u0103<\/strong>.<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"2\">\n<li><strong>Profitul brut<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Reprezint\u0103 diferen\u021ba dintre venitul realizat \u0219i costurile directe provenite din v\u00e2nzarea bunurilor\/serviciilor. Este un indicator important deoarece reflect\u0103 valoarea pe care o po\u021bi ob\u021bine din v\u00e2nzarea produselor\/serviciilor. Dac\u0103 ai \u00eenregistrat deja profit brut \u00eenseamn\u0103 c\u0103 ai un produs care \u00ee\u0219i poate sus\u021bine costurile de produc\u021bie, dar nu \u00eenseamn\u0103 neap\u0103rat c\u0103 firma ta va fi profitabil\u0103 la final, dup\u0103 deducerea tuturor cheltuielilor.<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"3\">\n<li><strong>Profitul net<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Acest indicator \u00ee\u021bi ofer\u0103 r\u0103spunsul la cea mai important\u0103 \u00eentrebare: <em>\u201cEste profitabil\u0103 afacerea?\u201d<\/em>. Denumit \u0219i c\u00e2\u0219tig net, este unul dintre indicatorii relevan\u021bi pentru orice antreprenor. Cum se determin\u0103? Este ceea ce r\u0103m\u00e2ne din veniturile totale aferente unei perioade, dup\u0103 sc\u0103derea taxelor, impozitelor \u0219i cheltuielilor deductibile (toate costurile directe \u0219i indirecte).<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"4\">\n<li><strong>Marja profitului brut<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Marja de profit brut este un indicator care \u00ee\u021bi ofer\u0103 date clare despre capacitatea firmei de a ob\u021bine profit din v\u00e2nz\u0103ri. Se calculeaz\u0103 prin \u00eemp\u0103r\u021birea profitului brut la veniturile nete.<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"5\">\n<li><strong>Marja profitului net<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Marja de profit net este un indicator prin care po\u021bi calcul \u00een procente profitabilitatea afacerii. Pentru a calcula marja de profit net trebuie s\u0103 raportezi profitul net la venituri. Cu c\u00e2t procentul este mai mare, cu at\u00e2t&nbsp; firma este mai stabil\u0103 \u0219i e\u0219ti mai aproape de realizarea obiectivelor.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-indicatori-de-cre\u0219tere-\u0219i-loializare-a-clientelei\">Indicatori de cre\u0219tere \u0219i loializare a clientelei<\/h3>\n\n\n\n<p>Sunt importan\u021bi pentru orice afacere, deoarece reflect\u0103 gradul de satisfac\u021bie a clien\u021bilor, precum \u0219i costurile necesare pentru fidelizarea acestora. Indicatorii cheie de performan\u021b\u0103 care conteaz\u0103 pentru analiza clientelei sunt:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Cost de achizi\u021bie client<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Reprezint\u0103 costul pe care \u00eel pl\u0103te\u0219ti pentru a ob\u021bine un client nou.<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"2\">\n<li><strong>Valoarea pe via\u021b\u0103 a clientului (Customer Lifetime Value)<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Reflect\u0103 c\u00e2\u0219tigul pe care \u00eel ob\u021bii de la un client, pe toat\u0103 perioada \u00een care acesta cump\u0103r\u0103 produsele\/serviciile tale.<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"3\">\n<li><strong>Rata de conversie a v\u00e2nz\u0103rilor<\/strong><\/li>\n<\/ol>\n\n\n\n<p>Reprezint\u0103 procentul de vizitatori (sau poten\u021biali clien\u021bi) care au devenit clien\u021bi pl\u0103titori. Cu c\u00e2t rata de conversie este mai ridicat\u0103, cu at\u00e2t v\u00e2nz\u0103rile sunt mai mari, ceea ce \u00eenseamn\u0103 c\u0103 produsul sau serviciul prestat este unul c\u00e2\u0219tig\u0103tor.<\/p>\n\n\n\n<ol class=\"wp-block-list\" start=\"4\">\n<li><strong>Gradul de satisfac\u021bie al&nbsp; clien\u021bilor<\/strong><\/li>\n<\/ol>\n\n\n\n<p>M\u0103soar\u0103 gradul \u00een care serviciul sau produsul t\u0103u le satisface nevoile clien\u021bilor t\u0103i. Un grad de satisfac\u021bie care scade brusc, va determina repede un Customer Lifetime Value mic \u0219i o cre\u0219tere a retururilor (\u00een cazul produselor) sau a recenziilor negative (\u00een cazul serviciilor). Se poate ob\u021bine periodic prin chestionare statistice de la clien\u021bii recent converti\u021bi.<\/p>\n\n\n\n<p>\u00cen afaceri este important s\u0103 planifici, s\u0103 organizezi \u0219i s\u0103 monitorizezi. Folose\u0219te indicatorii de performan\u021b\u0103 pentru a m\u0103sura viabilitatea business-ului t\u0103u, poten\u021bialele probleme \u0219i pentru a identifica mijloacele potrivite pentru atingerea rezultatelor dorite.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Vrei s\u0103 evaluezi viabilitatea business-ului t\u0103u? Afl\u0103 care este topul indicatorilor-cheie de performan\u021b\u0103 (KPIs) pentru o afacere mic\u0103<\/p>\n","protected":false},"author":3,"featured_media":17592,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_kad_blocks_custom_css":"","_kad_blocks_head_custom_js":"","_kad_blocks_body_custom_js":"","_kad_blocks_footer_custom_js":"","_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"footnotes":""},"categories":[372],"tags":[22,23,31,33,430,429],"class_list":["post-17591","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-dezvoltare-afacere","tag-antreprenor","tag-antreprenoriat","tag-cum-poti-sa-incepi-o-afacere","tag-de-la-angajat-la-antreprenor","tag-indicatori-de-performanta","tag-kpi"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.5 (Yoast SEO v26.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Topul indicatorilor-cheie de performan\u021b\u0103 (KPIs) | StartCo<\/title>\n<meta name=\"description\" content=\"Vrei s\u0103 evaluezi viabilitatea business-ului t\u0103u? 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