Nem sempre vender mais significa lucrar mais. Elevar o faturamento em determinado percentual e as despesas com percentual mais elevado poderá diminuir o lucro. Assim, o esforço de vender mais não resultará em lucratividade, portanto, é importante uma gestão eficiente, conferindo os resultados periodicamente para corrigir o que for necessário e obter o lucro almejado.
Assim, deve-se planejar as receitas e as despesas em determinado período. Estabeleça metas possíveis de serem alcançadas. Qual era o valor do patrimônio de sua empresa no ano anterior ao que você está operando? Qual o valor que você almeja até o final deste ano? E em três e cinco anos? Para responder essas questões, procure o seu contador e juntos façam uma leitura do balanço analítico, conta por conta, para encontrar todas as informações necessárias, para mapiar o valor do patrimônio desejado no fim do ano.
Caso você não tenha dados contábeis, sugiro que some o montante que tem a receber dos seus clientes, mais os valores em bancos, o valor dos seus estoques e o valor de mercado dos seus ativos fixos, tais como: veículos, máquinas, equipamentos e imóveis. Finalmente, subtraia do valor dos seus ativos as suas dívidas com colaboradores, fornecedores, instituições financeiras e governo. O resultado desta equação é o valor atual do seu patrimônio. Lucro aumenta o patrimônio, prejuízo reduz.
Com estes dados, estabeleça metas desafiadoras, porém alcançáveis. Evite superestimar sua capacidade de realização em um ano e subestimar a capacidade em mais período, dois anos, três ou cinco anos. Sonhe grande e vá conquistando aos poucos. Os pequenos ganhos poderão transformar o patrimônio ao longo do tempo. Seja ousado e persistente, siga suas metas atentamente e corrige, periodicamente, o que for necessário.
Outra questão relevante para aumentar os lucros é definir a estratégia que pretende atuar. Focar em ações que você tem maior controle, atender com sabedoria, conhecer os desejos e necessidades dos clientes é fundamental para melhorar os relacionamentos. Seu tempo será melhor investido na observação das mudanças diárias, fazendo as adaptações necessárias em sua empresa. Ficar focado em crescimento do PIB, taxa de juros entre outros pode tirar sua concentração na gestão de seu negócio. Segue cinco dicas para reflexão:
Buscar o crescimento com rentabilidade: você correrá menos riscos caso escolha uma estratégia “conservadora”, aumentar o faturamento com rigor na eficiência, excelência financeira e melhores margens de lucro. Para crescer é preciso, antes, ser eficiente, não adianta faturar mais com margens de retorno negativas. Elimine clientes, produtos e serviços que não são rentáveis.
Aumento das margens: deve ter uma política de compra que lhe permite adquirir produtos com melhores preços. Pesquise muito antes de comprar, tenha relacionamento próximo com seus fornecedores, pague em dia seus compromissos, busca recursos de empréstimos com taxas de juros menores para adquirir produtos com descontos vantajosos. Focar no negócio e trabalhar muito todos os dias.
Redução das despesas: olho clínico nas despesas, avaliar diariamente o percentual de despesas sobre o faturamento e estude de que forma a tecnologia poderá contribuir para redução de custos.
Riscos: você conhece os principais riscos do seu negócio? Eles são internos ou externos? Tem plano de ação para resolver ou minimizar? Imprevistos costumam causar grandes prejuízos e, até a paralização das atividades, em consequência a redução do seu patrimônio. Ignorá-los, poderá ser uma má escolha.
Quitar dívidas: se tem excedente de caixa, antecipa pagamentos com desconto. Se tem dívidas bancárias com taxas mais altas, negocie com o banco para baixar os juros, para tanto é necessário ter um plano de negócio nas mãos para apresentar ao banco, servindo de carta de confiança. O lucro das instituições bancárias depende do seu sucesso.
São os lucros o futuro do seu crescimento. Com recursos advindos dos lucros provavelmente não dependerá de novas dívidas ou aportes dos sócios. O ideal, é buscar o crescimento tanto dos lucros, quanto das vendas. Mas, o mais importante é o crescimento lucrativo, é ele que vai gerar caixa, ou seja, recurso mais barato para a organização.
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