1. Growing your businessManaging Cost, Funding, Customer
Satisfaction Razvoj poslovanja, upravljanje trokovima,
financiranje, zadovoljenje potreba muterija (c) Copyright
Expressive Business Strategies 2007-2010 1
2. Financial Management/ Financijsko upravljanje Decide rules
/Donesite pravila What are your revenue sources? /Koji su vai
izvori prihoda? Koji su trokovi vae proizvodnje? What are your
expenditures? / to su vai trokovi? What are legitimate business
expenses? /to su opravdani trokovi poslovanja? (c) Copyright
Expressive Business Strategies 2010 - 2012
3. Raunovodstvo Keeping the books /Voenje poslovnih knjiga Bank
account /bankovni raun Handling money /koritenje novca Availability
of money (demand accounts vs saving) /dostupnost novca (rauni za
potronju ili tednja) Writing down (registering) income /upisivanje
(biljeenje) prihoda Collecting Money /sakupljanje novca Depositing
money into bank account /polaganje novca na bankovni raun Writing
down (registering) expenses /upisivanje (biljeenje) trokova Payment
Terms /uvjeti plaanja Paying expenses /plaanje trokova (c)
Copyright Expressive Business Strategies 2010 - 2012
4. Financial Reporting Income statement Determines
profitability Determines amount of taxes to pay Balance sheet
Assets, Liabilities and Equity Cash Flow Understand difference
between cash and profitability. (c) Copyright Expressive Business
Strategies 2010 - 2012
5. Primjer tablice prihoda (c) Copyright Expressive Business
Strategies 2010 - 2012
6. Primjer bilance stanja (c) Copyright Expressive Business
Strategies 2010 - 2012
7. Why are these reports important?/ Zato su ova izvjea vana?
They give you a quick picture of the health of your business. /Daju
vam brzinsku sliku zdravlja vaeg poslovanja. You should look at
your income statement and balance sheet monthly. /Trebali biste
mjeseno pregledavati vau tablicu prihoda i bilancu. You should look
at your cash flow daily. /Trebali biste svakodnevno pratiti protok
novca. Lets talk about Cash Flow /Razgovarajmo o protoku novca
/gotovine. (c) Copyright Expressive Business Strategies 2010 -
2012
8. Novac (gotovina) kraljuje! You need to understand cash and
how important it is to your business./Morate razumjeti vanost novca
za va posao? Sales do not pay bills, cash does /prodaja ne plaa
raune, to ini novac Cash is the gasoline that makes your business
engine work./Novac je benzin koji pokree motor vaeg poslovanja.
Most businesses fail because they run out of cash through losses or
other poor management practices. /veina poslova propada jer ostanu
bez novca zbog loe upravljanja. 100% of businesses that run out of
cash - FAIL!!/ SVI poslovi koji ostanu bez novca PROPADAJU (c)
Copyright Expressive Business Strategies 2010 - 2012
9. CASH Flow/Protok novca Ask your accountant to construct a
cash flow statement. Proper cash management begins here. Zatraite
svog raunovou da vam izradi tablicu protoka novca. Ispravno
upravljanje novcem poinje ovdje. (c) Copyright Expressive Business
Strategies 2010 - 2012
10. CASH Flow defined/Definicija protoka gotovine Cash flow is
defined as cash receipts minus cash payments received over a given
period of time. /Protok gotovine se definira kao gotovinski rauni,
minus gotovinske uplate primljene tijekom odreenog vremena. (c)
Copyright Expressive Business Strategies 2010 - 2012
11. Improving CASH Flow/Poboljanje protoka novca Collect your
receivables faster./ Bre sakupljajte uplate. If you have a product
business get extended credit from your vendors, maybe 60 or 90
days. /Ako imate posao koji ukljuuje proizvode, skratite rok uplate
na 60 do 90 dana. Sell inventory faster and keeping your inventory
levels low. Know what sells well and what doesnt. /Bre prodajte
robu koja vam je u skladitu i ne drite puno robe u skladitu.
Saznajte to se dobro prodaja, a to ne. (c) Copyright Expressive
Business Strategies 2010 - 2012
12. Encourage your customers to pay with credit cards.
/Ohrabrujte muterije da plaaju kreditnim karticama. Give customers
cash discounts for paying there bills on time. /Dajte muterijama
popust na gotovinu ako plate raune na vrijeme. Ask customers to pay
a deposit or advance for services before you perform them. /Traite
muterije za polog ili avans za usluge prije no to ih isporuite.
Bill customers as soon as you perform the service or deliver the
product. /aljite raune im isporuite robu ili uslugu. (c) Copyright
Expressive Business Strategies 2007-2010 12
13. Debt Collection /Naplata dugova When you accept purchase
orders and grow your receivables, you are extending credit to your
customers, make sure you establish credit practices that are 1)
fair enough to your customers under any applicable laws, and 2)
strict enough to ensure that your business will get paid. /Kada
prihvatite naloge za kupnju i imate otvorene stavke za naplatu tako
da imate muterije koje vam duguju, razvijte praksu naplate koja je
1) pravedna prema vaim kupcima i u skladu sa zakonima 2) dovoljno
stroga da osigura vae poslovanje. Expressive Business Strategies
2008- All Rights Reserved 13
14. Have a set procedure in place that your business will
follow if customers don't pay when they're supposed to, i.e.
overdue notices, demand letters, and collection notices. /Odredite
procedure za sluaj neplaanja na vrijeme primjerice obavijest o
kanjenju, opomene, zahtjevi za plaanje. A measured approach to debt
collection is better in the long run than immediately going to a
collection agency or court. /Odmjereni pristup naplati dugova
dugorono je bolji nego izravno pokretanje sudskih tubi. (c)
Copyright Expressive Business Strategies 2007-2010 14
15. A final thought on Cash Flow/ Zavrna misao o protoku novca
Remember that a REAL customer is only one that pays their bills in
the agreed upon time./Upamtite da su PRAVE muterije one koje plaaju
svoje raune u ugovorenom roku. (c) Copyright Expressive Business
Strategies 2010 - 2012
16. Funding your Business Financiranje vaeg poslovanja (c)
Copyright Expressive Business Strategies 2007-2010 16
17. Funding your business/ Financiranje vaeg poslovanja
Understand your business, Understand your market, Understand your
risk, understand your competition These are all the fundamentals of
a business plan. You need a business plan to raise capital. /
Morate razumjeti svoj posao, svoje trite, rizik koji poduzimate,
svoju konkurenciju. Sve su to temelji poslovnog plana. Potreban vam
je poslovni plan kako bi doli do kapitala. Lets look at the process
/Pogledajmo kako izgleda taj proces (c) Copyright Expressive
Business Strategies 2007-2010 17
18. Raising Capital is dependent on:/Prikupljanje kapitala
ovisi o: Government/Vladi Business codes/ pravilima poslovanja
Laws/zakonima Enforcement /provoenju zakona Culture /kulturi
Risk-taking/ spremnosti na preuzimanje rizika Saving vs debtor
/tednji naspram dugova Interest friendly /jesu li krediti
prihvatljiv nain financiranja Business type/vrsti posla Product vs
service /proizvod ili usluga Key asset /kljuna imovina i sredstva
kojim raspolaemo Large vs small /veliki ili mali Risk level /razini
rizika (c) Copyright Expressive Business Strategies 2007-2010
18
19. Dependence (cont) Ovisnost nastavak Business climate
/poslovnoj klimi Competition /konkurenciji Economy /gospodarstvu
Size of deal /veliini posla(ugovora) Investor type /vrsti
investitora Family/ friends /obitelj i prijatelji High net worth
individuals (angels) /dobro umreeni pojedinci (aneli) Other
businesses (e.g., partners)/drugih tvrtkama (npr. partnerima)
Professional investors /profesionalnim investitorima Lenders
/vjerovnicima Governments /vlastima (c) Copyright Expressive
Business Strategies 2007-2010 19
20. A word about Partnerships Rije o partnerstvima Choose
Partners carefully /Paljivo birajte partnere Do they complement
what you do? /Upotpunjuju li va posao? Are they of a like mind?/
Razmiljaju li poput vas? Equally yoked versus unequally yoked
/Snose li isti teret s vama? Understand the value of what they
bring. /Potrebno je razumjeti vrijednost onoga to donose u
poslovanje. Dont just go for the money/Nemojte se uputati samo zbog
novca. Understand how you would resolve conflict should that
arise./Znajte kao rijeiti potencijalne sukobe. (c) Copyright
Expressive Business Strategies 2007-2010 20
21. When raising capital what people forget. /Pri sakupljanju
kapitala ljudi zaborave Two factors are frequently overlooked by
those raising capital, and weigh heavily on investor decisions:
/esto se previde dva faktora pri sakupljanju kapitala koji znatno
utjeu na odluku investitora. Threshold amount /iznos poetnog
kapitala Liquidity /likvidnost (c) Copyright Expressive Business
Strategies 2007-2010 21
22. Threshold amount/Poetni kapital The threshold amount is
that sum which is needed to fund the company until it can
either:/Poetni kapital je iznos potreba da bi se tvrtka financirala
sve dok ne Raise more capital /sakupi vie kapitala Ensure
liquidity/osigura likvidnost (c) Copyright Expressive Business
Strategies 2007-2010 22
23. Liquidity/Likvidnost Liquidity is necessary for an investor
to profit from an investment /Likvidnost je nuna da bi investitor
profitirao od svoje investicije. Liquidity events could be:
/likvidnost se osigurava kroz From profits /profit From the sale of
assets /prodaje imovine From the sale of the business /prodaje
poslovanja From becoming a Public company (allowing the sale of an
individuals stake in the business)/prodajom pojedinanih uloga u
tvrtci (c) Copyright Expressive Business Strategies 2007-2010
23
24. The Funding Deal Structure /Struktura ugovora o
financiranju Can alter risk, threshold amount and liquidity /moe
promijeniti rizik, poetni kapital i likvidnost Should be specific
to the investor audience /Mora biti specifino odreena za specifine
investitore. Thus, multiple versions of a Business Plan may be
appropriate /Stoga je potrebno izraditi vie verzija poslovnog
plana. (c) Copyright Expressive Business Strategies 2007-2010
24
25. How investors decide. Kako investitori odluuju Investor
decision making is primarily a process of due diligence
/Investitori odluuju primarno na temelju istraivanja . Due
diligence is often an investigation of why a business will NOT
succeed. It is a hunt for horribles/To je istraivanja razloga zbog
kojih bi posao mogao propasti. To je lov na najgore. Your role is
to provide independent evidence that bad things will not happen.
/Vaa je uloga da pruite neovisne dokaze da se loe stvari nee
dogoditi. (c) Copyright Expressive Business Strategies 2007-2010
25
26. Managing Due Diligence /Pruanje informacija zainteresiranim
investitorima Do not emphasize your own convictions. These are
opinions. Investors want evidence. /Nemojte prenaglaavati vaa
uvjerenja. Ona su subjektivna. Investitori ele dokaze. Use research
and analysis, the more independent, the better. /Koristite neovisne
analize. Keep a record of all possible concerns. /Biljeite to brine
investitore. (c) Copyright Expressive Business Strategies 2007-2010
26
27. Managing Due Dilligence Respond only when prepared.
/Reagirajte samo kada ste pripremljeni. Follow up on all concerns
(thoroughly). /Uinite neto po pitanju onoga to brine investitore.
Admit risks or unknowns /Priznajte da postoje rizici i nepoznanice.
(c) Copyright Expressive Business Strategies 2007-2010 27
28. The Decision Odluka Remember, investors decide to invest
when they conclude the business will succeed, not when you conclude
it will succeed. /Upamtite, investitori se odluuju uloiti kada oni,
ne vi, zakljue da e posao uspjeti. Focus on the lead/fokusirajte se
na potencijalnog investitora Follow up aggressively, but not
obnoxiously /Nastavite agresivno, ali ne napadno i neugodno. Be
flexible/Budite fleksibilni. Be prepare for a long process /Budite
spremni na dugaak proces. (c) Copyright Expressive 28 Business
Strategies 2007-2010
29. Use of Funds/Koritenje sredstava Funding provides cash that
fuel business growth./Financiranje omoguava sredstva koja omoguuju
rast poslovanja. Lets look at ways to grow your business/
Pogledajmo kako moemo razvijati svoje poslovanje. (c) Copyright
Expressive Business Strategies 2007-2010 29
30. Customer Satisfaction: Growing your business /Zadovoljstvo
muterija: rast vaeg poslovanja Simply defined, growing your
business means to generate more revenue and increase your profits.
Jednostavno definirano, razvijanje poslovanja znai stvaranje vie
prihoda i poveanje profita. Expressive Business Strtegies, 2012.
All Rights Reserved.
31. How do you do that? Kako to postii? 1. Gain new customers
or clients /Zadobivanjem novih kupaca ili muterija 2. Increase the
profits associated with each sale, transaction or contract.
/Poveanjem profita povezanog uz svaku prodaju, transakciju i
ugovor. 3. Increase repeat business (keep current customers /
clients coming back for more)/ Odrite postojee muterije koje e vam
se vraati po jo. Expressive Business Strategies, 2012. All Rights
Reserved.
32. New customers / clients Novi kupci /muterije Requires a lot
of resources and effort /Potrebno je mnogo resursa i truda.
Branding/Stvaranje prepoznatljivosti Longer sales cycle / dui
ciklusi prodaje money /novac (Obviously) If you have a completely
new business, you do need to focus all of your efforts in gaining
new customers./Ako ste potpuno novi u poslovanju, potrebno se
fokusirati na stjecanje novih muterija. Expressive Business
Strategies, 2012. All Rights Reserved.
33. Increasing profits for each transaction/ Poveanje profita
za svaku transakciju Reduce costs /Smanjite trokove Must add up
everything that goes into the cost of a business transaction
/Morate zbrojiti sve to ulazi u cijenu poslovne transakcije. Costs
of raw materials, salaries of workers /Cijena materijala, plae
radnika. Dont forget rest of the costs for example, rent, taxes,
all other salaries, marketing, travel) /Ne zaboravite na ostale
trokove kao najam, porezi i druge plae, marketing, putovanje
Expressive Business Strategies, 2012. All Rights Reserved.
34. Increasing profits for each transaction/ Poveanje profita
za svaku transakciju Be careful not to sacrifice quality!!! /Pazite
da ne rtvujete kvalitetu!!! Raise prices (very difficult to do in
tough economic times) /Podignite cijene (to nije nimalo lako u
tekim ekonomskim uvjetima) (c) Copyright Expressive Business
Strategies 2007-2010 34
35. Repeat business/ Ponavljanje poslova Much easier to sell
more to current customers/Mnogo je lake prodati vie postojeim
muterijama. Relationship is already established /Ve postoji odnos.
They know who you are /Poznaju vas. Trust is established /Postoji
povjerenje. Like your products or services /Svia im se va proizvod
ili usluga. Expressive Business Strategies, 2012. All Rights
Reserved.
36. Reaching current customers Dosezanje postojeih muterija You
need a method of telling customers when something new is available,
a sale is occurring, etc /Potrebna vam je metoda obavjetavanja
muterija o novostima (popustima i sl.) Have them sign up for a
mailing list /Neka vam se prijave na mailing listu. Gather their
email and mailing addresses /Prikupite njihove e- mailove i adrese.
Sign up on Facebook or your website /Neka vas prate na Faceebooku
ili web stranici Get their phone number/Uzmite brojeve telefona.
Use the method of reaching your existing customers that makes sense
for your company /Upotrijebiti metodu koja odgovora vaoj
tvrtci.Expressive Business Strategies, 2012. All Rights
Reserved.
37. Reaching current customers Customer satisfaction /Dosezanje
postojeih muterijazadovoljstvo muterija No point trying to reach
current customers or clients if they are not happy with your
products and/or services! /Nema smisla dosezati postojee muterije
ako su one nezadovoljne vaim proizvodima i uslugama. Expressive
Business Strategies, 2012. All Rights Reserved.
38. Achieving customer satisfaction Kako zadovoljiti muterije
The customer is always right/Kupac je uvijek u pravu Take their
complaints and learn from them use the information to make your
process or product or service better /Prihvatite njihove prigovore
i uite iz njih upotrijebite informaciju kako biste poboljali svoj
proizvod ili uslugu. Expressive Business Strategies, 2012. All
Rights Reserved.
39. Retaining existing customers Zadravanje postojeih muterija
Do not assume that your customers will keep buying just because
theyve purchased from you before /Nemojte misliti da e vae muterije
i dalje kupovati od vas samo zato to su to inile ranije. Customers:
/Kupci(muterije) Must feel there is a perceived value/Moraju
osjetiti da ih se vrednuje. Want consistency of products and
services /ele konzistentnost proizvoda i usluga Need to feel
listened-to /Trebaju da ih se saslua. Expressive Business
Strategies, 2012. All Rights Reserved.
40. Survey your customers/Napravite istraivanje meu muterijama
Find out about their experience / satisfaction with a product. Use
this information to improve AND to know youre doing the right thing
Saznajte o njihovim iskustvima. Upotrijebite te informacije kako bi
poboljali poslovanje i saznali radite li dobro. Expressive Business
Strategies, 2012. All Rights Reserved.
41. Offer product reviews on your website /Ponudite ocjenu
proizvoda na svojim web stranicama. Comment card on restaurant
table/Stavite knjige komentara u restoranima. Coupon for filling
out survey /Dajte muterijama listie s kratkim anketama. Email a
survey /aljite ankete e-mailom. Call once a service has been
completed to make sure it was satisfactory /Nazovite nakon to je
proizvod ili usluga isporuena i pitajte jesu li zadovoljni. (c)
Copyright Expressive Business Strategies 2007-2010 41
42. Customer satisfaction/ Zadovoljstvo muterija Provide good
value for the price /Pruite kvalitetu za cijenu koju nudite.
Provide excellent service /Pruite izvrsnu uslugu. Listen to your
customers /Sluajte svoje muterije Expressive Business Strategies,
2012. All Rights Reserved.
43. Pay attention to the details/Obratite pozornost na detalje
Often its the small things that make a difference Ask yourself
would I be satisfied with our customer service and the quality of
our products?/ esto su male stvari te koje ine razliku. Upitajte se
biste li vi bili zadovolji kvalitetom usluge ili proizvoda koji
nudite. (c) Copyright Expressive Business Strategies 2007-2010
43
44. Key to Growing your business/Klju za razvijanje poslovanja
The easiest sale is to your current customers / clients, keep them
satisfied./Najlaka prodaje je postojeim muterijama, neka budu
zadovoljne. Dont be so focused on gaining new customers that you
ignore your customer customers / clients. /Nemojte se fokusirati na
dosezane novih muterija tako to ete ignorirati postojee Expressive
Business Strategies, 2012. All Rights Reserved.
45. Summary/Saetak Business is about risk. Its a risk to start
a business./Posao je rizik. Pokretanje poslova je riskantno.
Understanding your risk, market, business and competition helps you
with business planning./Razumijevanje vaeg rizika, posla i
kompeticije pomae vam u razvoju poslovanja. (c) Copyright
Expressive Business Strategies 2007-2010 45
46. With a good plan you can raise money to fuel growth. /Uz
dobar plan moete skupiti novac za poticanje rasta. Grow your
business and keep your customers satisfied. /Razvijajte svoj posao
i odravajte zadovoljstvo svojih muterija. The Result: Success!
/Rezultat: Uspjeh! (c) Copyright Expressive Business Strategies
2007-2010 46