{"id":6565,"date":"2021-04-08T10:10:45","date_gmt":"2021-04-08T09:10:45","guid":{"rendered":"https:\/\/edebex.com\/?p=6565"},"modified":"2021-04-13T10:24:51","modified_gmt":"2021-04-13T09:24:51","slug":"pme-comment-gerer-efficacement-une-croissance-rapide","status":"publish","type":"post","link":"https:\/\/edebex.com\/fr-be\/blog\/pme-comment-gerer-efficacement-une-croissance-rapide\/","title":{"rendered":"PME: comment g\u00e9rer efficacement une croissance rapide?"},"content":{"rendered":"\n<h4 class=\"wp-block-heading\"><strong>L\u2019ambition&nbsp;de grandir&nbsp;de nombreux dirigeants est l\u00e9gitime.&nbsp;Mais si on \u00e9voque souvent les freins \u00e0 la croissance des PME,&nbsp;l\u2019\u00e9volution&nbsp;fulgurante&nbsp;d\u2019une entreprise&nbsp;charrie \u00e9galement son lot de d\u00e9fis\u2026&nbsp;et de&nbsp;pi\u00e8ges!&nbsp;Comme&nbsp;lorsqu\u2019on veut gravir une montagne ou traverser un d\u00e9sert, mieux&nbsp;vaut anticiper,&nbsp;se pr\u00e9parer&nbsp;et s\u2019\u00e9quiper correctement.&nbsp;Alors, par\u00e9&nbsp;pour&nbsp;l\u2019aventure?<\/strong>&nbsp;<\/h4>\n\n\n\n<p>Votre&nbsp;PME&nbsp;se porte plut\u00f4t bien.&nbsp;Le&nbsp;march\u00e9&nbsp;est&nbsp;dynamique et&nbsp;les&nbsp;clients se bousculent au portillon.&nbsp;La&nbsp;demande en hausse vous donne des ailes&nbsp;au point&nbsp;que&nbsp;vous r\u00eavez&nbsp;de grandir&nbsp;et pourquoi pas&#8230; devenir&nbsp;un leader de votre secteur\u202f!&nbsp;&nbsp;<\/p>\n\n\n\n<p class=\"has-text-align-left\">Mais&nbsp;attention!&nbsp;Si la croissance est&nbsp;\u00e0 port\u00e9e de main,&nbsp;vous devez vous poser&nbsp;une question&nbsp;cruciale:&nbsp;\u201cma structure&nbsp;dispose-t-elle de fondations suffisamment solides pour grandir&nbsp;rapidement&nbsp;et de&nbsp;fa\u00e7on&nbsp;durable?\u201d.&nbsp;C\u2019est&nbsp;l\u00e0&nbsp;tout l\u2019enjeu.&nbsp;La croissance se&nbsp;dissimule&nbsp;dans chacune de vos d\u00e9cisions strat\u00e9giques. Mais c\u2019est aussi&nbsp;un&nbsp;pi\u00e8ge, car vous pourriez&nbsp;tr\u00e8s vite&nbsp;vous retrouver confront\u00e9&nbsp;\u00e0&nbsp;une&nbsp;situation inextricable&nbsp;mettant&nbsp;en danger&nbsp;jusqu\u2019\u00e0&nbsp;la&nbsp;survie de&nbsp;votre&nbsp;entreprise:&nbsp;c\u2019est la&nbsp;<a href=\"https:\/\/edebex.com\/blog\/gestion-financiere\/faillites-de-croissance-quand-la-croissance-met-lentreprise-en-peril\" target=\"_blank\" rel=\"noreferrer noopener\">faillite de croissance<\/a>.&nbsp;Comment&nbsp;peut-elle&nbsp;se&nbsp;produire?&nbsp;Pourquoi&nbsp;l\u2019augmentation&nbsp;exponentielle du chiffre d\u2019affaires&nbsp;peut-elle&nbsp;s\u2019av\u00e9rer&nbsp;n\u00e9faste\u202fpour la sant\u00e9&nbsp;d\u2019une&nbsp;soci\u00e9t\u00e9?&nbsp;&nbsp;<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>La croissance,&nbsp;une arme \u00e0 double tranchant<\/strong>&nbsp;<\/h4>\n\n\n\n<p>Comme une&nbsp;<em>start-up<\/em>&nbsp;du&nbsp;num\u00e9rique n\u2019a&nbsp;forc\u00e9ment&nbsp;pas les m\u00eames&nbsp;besoins&nbsp;et&nbsp;contraintes qu\u2019une&nbsp;entreprise de construction,&nbsp;le contexte, le secteur, le march\u00e9 ou encore la taille sont autant de facteurs qui influencent le type de croissance&nbsp;d\u2019une&nbsp;soci\u00e9t\u00e9. Celle-ci&nbsp;peut&nbsp;d\u2019ailleurs&nbsp;prendre plusieurs formes,&nbsp;pr\u00e9senter des rythmes distincts,&nbsp;se mesurer&nbsp;selon&nbsp;divers \u00e9talons&nbsp;et&nbsp;produire&nbsp;des&nbsp;effets&nbsp;vari\u00e9s\u2026&nbsp;On peut, par exemple,&nbsp;\u00e9voquer&nbsp;la croissance des&nbsp;effectifs. Un essor qui engendre&nbsp;son lot de bouleversements&nbsp;en termes de&nbsp;management:&nbsp;on ne g\u00e8re pas de la m\u00eame fa\u00e7on une PME de cinq travailleurs et une structure qui en compte une trentaine.&nbsp;&nbsp;<\/p>\n\n\n\n<p>Lorsqu\u2019on&nbsp;parle de croissance, on pense&nbsp;forc\u00e9ment&nbsp;\u00e0&nbsp;une&nbsp;hausse&nbsp;fulgurante&nbsp;des&nbsp;ventes&nbsp;et cette&nbsp;augmentation de&nbsp;chiffre d\u2019affaires&nbsp;peut vous mettre l\u2019eau \u00e0 la&nbsp;bouche!&nbsp;Mais attention&nbsp;:&nbsp;qui&nbsp;dit&nbsp;accroissement&nbsp;brutal&nbsp;du CA dit explosion&nbsp;des&nbsp;besoins:&nbsp;constituer plus de stocks,&nbsp;embauche \u00e9ventuelle,&nbsp;commander davantage&nbsp;aupr\u00e8s de vos fournisseurs, d\u00e9m\u00e9nagement&nbsp;dans des locaux plus grands&nbsp;donc plus co\u00fbteux,&nbsp;d\u00e9velopper de nouvelles comp\u00e9tences,&nbsp;etc.&nbsp;Autant de&nbsp;changements qui vont sensiblement augmenter votre&nbsp;besoin&nbsp;de liquidit\u00e9s.&nbsp;<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Attention \u00e0 ne pas exploser en plein vol<\/strong>&nbsp;<\/h4>\n\n\n\n<p>Grandir revient&nbsp;ainsi&nbsp;\u00e0&nbsp;gonfler votre besoin en fonds de roulement.&nbsp;Il est donc fondamental&nbsp;d\u2019assurer&nbsp;le&nbsp;financement de votre croissance\u2026&nbsp;au risque de vous&nbsp;retrouver&nbsp;\u201c\u00e0&nbsp;sec\u201d&nbsp;en plein milieu du d\u00e9sert. L\u2019expansion doit donc \u00eatre soutenue pour \u00eatre&nbsp;durable.&nbsp;Rien de tel qu\u2019un&nbsp;exemple&nbsp;concret&nbsp;(et simplifi\u00e9)&nbsp;pour&nbsp;bien comprendre&nbsp;la pression&nbsp;exerc\u00e9e&nbsp;sur votre tr\u00e9sorerie&nbsp;par un essor soudain.&nbsp;&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Vous \u00eates une jeune PME dans le&nbsp;secteur de la construction&nbsp;et&nbsp;l\u2019un de vos&nbsp;clients&nbsp;vous propose un&nbsp;nouveau contrat&nbsp;ambitieux&nbsp;et tr\u00e8s lucratif<\/strong>:&nbsp;une douzaine&nbsp;de&nbsp;r\u00e9novations sur deux ans. Des missions de&nbsp;deux mois&nbsp;chacune, un chiffre d\u2019affaires pour chaque p\u00e9riode de&nbsp;100\u2009000\u202f\u20ac&nbsp;(106\u2009000\u202f\u20ac TVA incluse&nbsp;au taux r\u00e9duit), un d\u00e9lai de paiement de 60\u202fjours fin de mois, avec&nbsp;une facturation&nbsp;\u00e0 la&nbsp;fin de&nbsp;chaque chantier.&nbsp;Votre tr\u00e9sorerie est positive (40\u2009000\u202f\u20ac en caisse) et vous pouvez esp\u00e9rer r\u00e9aliser&nbsp;une marge nette&nbsp;p\u00e9riodique&nbsp;de&nbsp;34\u2009000\u202f\u20ac, puisque le co\u00fbt de la main-d\u2019\u0153uvre&nbsp;et des marchandises&nbsp;est chaque fois de&nbsp;33\u2009000\u202f\u20ac.&nbsp;Une&nbsp;rentabilit\u00e9 avant imp\u00f4ts de 34\u202f%\u2026&nbsp;soit un b\u00e9n\u00e9fice d\u2019exploitation de 408\u2009000\u202f\u20ac sur deux ans.&nbsp;En apparence, c\u2019est&nbsp;irr\u00e9cusable!&nbsp;<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Si vous ne regardez&nbsp;que vos&nbsp;gains&nbsp;\u00e0 terme, vous sautez sur l\u2019occasion<\/strong>. Mais un&nbsp;coup d\u2019\u0153il&nbsp;attentif \u00e0 votre tableau de tr\u00e9sorerie&nbsp;devrait vous&nbsp;alerter:&nbsp;<a href=\"https:\/\/edebex.com\/blog\/gestion-financiere\/tresorerie-de-combien-dargent-dispose-votre-entreprise\" target=\"_blank\" rel=\"noreferrer noopener\">les d\u00e9calages entre vos rentr\u00e9es et vos d\u00e9caissements<\/a>&nbsp;risquent&nbsp;de vous mettre rapidement dans le rouge.&nbsp;Et sans&nbsp;liquidit\u00e9s, vous ne serez plus en mesure&nbsp;d\u2019honorer votre contrat. Regardons&nbsp;cela plus&nbsp;en&nbsp;d\u00e9tails\u2026&nbsp;<\/li><\/ul>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>Janvier&nbsp;2020<\/strong>:&nbsp;vous payez vos&nbsp;premi\u00e8res&nbsp;marchandises (-33\u2009000\u202f\u20ac) et une partie&nbsp;des frais de personnel&nbsp;(-15\u2009000\u202f\u20ac). Votre compte bancaire affiche&nbsp;40\u2009000\u202f\u20ac&nbsp;&#8211;&nbsp;48\u2009000\u202f\u20ac = -8\u2009000\u202f\u20ac.&nbsp;<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"2\"><li><strong>En f<\/strong><strong>\u00e9vrier<\/strong>,&nbsp;vous r\u00e9glez le solde salarial\u202f(-18\u2009000\u202f\u20ac) et r\u00e9cup\u00e9rez la TVA sur les fournitures (+1980\u202f\u20ac).&nbsp;Solde:&nbsp;-24\u2009020\u202f\u20ac.&nbsp;<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"3\"><li><strong>Au mois de mars<\/strong>,&nbsp;votre facture est partie, mais vous&nbsp;n\u2019avez&nbsp;logiquement&nbsp;aucune rentr\u00e9e d\u2019argent, puisque votre client ne&nbsp;r\u00e9glera&nbsp;que fin avril.&nbsp;Par contre, vous devez&nbsp;d\u00e9j\u00e0&nbsp;sortir le m\u00eame montant&nbsp;qu\u2019en janvier pour assurer le chantier suivant\u2026&nbsp;Votre banquier risque de s\u2019inqui\u00e9ter en constatant que votre compte&nbsp;plonge&nbsp;\u00e0&nbsp;-72\u2009020\u202f\u20ac.&nbsp;<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"4\"><li><strong>Le mois suivant<\/strong>,&nbsp;les tensions de tr\u00e9sorerie&nbsp;s\u2019accentuent, puisque votre client&nbsp;n\u2019a toujours pas&nbsp;r\u00e9gl\u00e9&nbsp;la&nbsp;premi\u00e8re facture.&nbsp;En revanche, vos d\u00e9caissements&nbsp;de f\u00e9vrier&nbsp;se&nbsp;r\u00e9p\u00e8tent:&nbsp;-88\u2009040\u202f\u20ac.&nbsp;<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"5\"><li><strong>D\u00e9but mai<\/strong>, vous poussez un&nbsp;<em>ouf<\/em>&nbsp;de soulagement en&nbsp;recevant&nbsp;le premier&nbsp;paiement&nbsp;de votre&nbsp;client:&nbsp;106\u2009000\u202f\u20ac. Dans le sens&nbsp;contraire?&nbsp;Vos charges mensuelles&nbsp;d\u2019exploitation&nbsp;sont&nbsp;de 48\u2009000\u202f\u20ac.&nbsp;M\u00eame si vous restez dans le rouge, c\u2019est la premi\u00e8re fois que&nbsp;le&nbsp;solde du mois est positif.&nbsp;<\/li><\/ol>\n\n\n\n<ol class=\"wp-block-list\" start=\"6\"><li><strong>Et ainsi de suite<\/strong>,&nbsp;tout en sachant que la seconde mission ne sera pay\u00e9e que d\u00e9but juillet, la troisi\u00e8me en septembre, etc. Vous comprenez&nbsp;donc&nbsp;que, malgr\u00e9 la rentabilit\u00e9 du projet et la forte croissance de votre CA,&nbsp;vous avez&nbsp;imp\u00e9rativement&nbsp;besoin d\u2019un&nbsp;coup de pouce financier&nbsp;pour tenir le coup&nbsp;(sachant que l\u2019exemple ne tient pas compte de vos autres charges).&nbsp;&nbsp;<\/li><\/ol>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Quels&nbsp;moyens&nbsp;pour ne pas \u00eatre \u00e9cras\u00e9 par votre propre&nbsp;croissance?<\/strong>&nbsp;<\/h4>\n\n\n\n<p>Le ma\u00eetre-mot est&nbsp;donc&nbsp;d\u2019anticiper votre essor. Et cela \u00e0 tous les niveaux\u2026&nbsp;&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>G\u00e9rer, c\u2019est&nbsp;pr\u00e9voir<\/strong>:&nbsp;commencez par d\u00e9finir vos objectifs de croissance.&nbsp;<em>O<\/em><em>\u00f9<\/em><em>&nbsp;voulez-vous emmener votre&nbsp;PME?&nbsp;<\/em><em>Q<\/em><em>uels sont vos besoins&nbsp;<\/em><em>pour y arriver&nbsp;<\/em><em>\u2014<\/em><em>&nbsp;financiers, comp\u00e9tences, humains, marchandises,&nbsp;etc.<\/em><em>?&nbsp;<\/em><em>Quelles sont vos ressources&nbsp;existantes?&nbsp;Quels sont les&nbsp;risques:&nbsp;les impay\u00e9s, par exemple, qui&nbsp;<\/em><em>seraient venus ternir encore davantage&nbsp;<\/em><em>le&nbsp;<\/em><em>sc\u00e9nario<\/em><em>&nbsp;ci-dessus?<\/em>&nbsp;Etc.&nbsp;&nbsp;<\/li><\/ul>\n\n\n\n<p>Cette d\u00e9marche de&nbsp;planification&nbsp;strat\u00e9gique est un point de d\u00e9part indispensable&nbsp;pour r\u00e9ussir votre expansion\u2026&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>\u00c9quipez-vous d\u2019outils pertinents<\/strong>, comme&nbsp;<a href=\"https:\/\/edebex.com\/fr-be\/blog\/construisez-votre-propre-tableau-de-tresorerie-2\/\" target=\"_blank\" rel=\"noreferrer noopener\">un tableau de tr\u00e9sorerie<\/a>, capable de vous fournir une vision dynamique de l\u2019\u00e9volution de vos besoins de liquidit\u00e9s, tout au long d\u2019un projet.&nbsp;<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Identifiez les solutions<\/strong><strong>&nbsp;adapt\u00e9es<\/strong><strong>\u202fpour financer votre besoin en fonds de roulement<\/strong>.&nbsp;C\u2019est \u00e9videmment la&nbsp;cl\u00e9:&nbsp;comment financer votre&nbsp;croissance?&nbsp;Vous l\u2019avez&nbsp;\u201clu\u201d&nbsp;de vos propres&nbsp;yeux:&nbsp;un projet b\u00e9n\u00e9ficiaire peut \u00eatre synonyme d\u2019importantes tensions de tr\u00e9sorerie. Vous&nbsp;devez&nbsp;imp\u00e9rativement anticiper et choisir&nbsp;<a href=\"https:\/\/edebex.com\/blog\/financement\/10-sources-de-financement-pour-votre-entreprise\" target=\"_blank\" rel=\"noreferrer noopener\">les sources de financement appropri\u00e9es<\/a>&nbsp;pour&nbsp;soutenir votre croissance.&nbsp;Des facilit\u00e9s&nbsp;de caisse&nbsp;\u00e0&nbsp;<a href=\"https:\/\/edebex.com\/fr-be\/blog\/le-factoring-pas-forcement-la-solution-ideale-pour-votre-pme\/\" target=\"_blank\" rel=\"noreferrer noopener\">l\u2019affacturage<\/a>, en passant par la vente de vos factures, toutes les options ne se valent pas et ne vous offrent pas les m\u00eames possibilit\u00e9s.&nbsp;<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Ce n\u2019est pas tout:&nbsp;<\/strong>vous avez \u00e9galement int\u00e9r\u00eat \u00e0 surveiller votre structure de co\u00fbts, qui aura tendance \u00e0 gonfler en p\u00e9riode de croissance. Sans jamais oublier de&nbsp;garder&nbsp;au maximum&nbsp;la&nbsp;ma\u00eetrise&nbsp;sur&nbsp;<a href=\"https:\/\/edebex.com\/blog\/gestion-des-clients\/4-astuces-pour-raccourcir-les-delais-de-paiement-de-vos-clients\" target=\"_blank\" rel=\"noreferrer noopener\">vos d\u00e9lais de paiement<\/a>&nbsp;et&nbsp;<a href=\"https:\/\/edebex.com\/blog\/gestion-des-clients\/suivez-le-guide-pour-des-factures-electroniques-parfaites\" target=\"_blank\" rel=\"noreferrer noopener\">votre facturation<\/a>&nbsp;(notamment,&nbsp;les relances).&nbsp;<\/li><\/ul>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>L\u2019ambition de grandir de nombreux dirigeants est l\u00e9gitime. Mais si on \u00e9voque souvent les freins \u00e0 la croissance des PME, l\u2019\u00e9volution fulgurante d\u2019une entreprise charrie \u00e9galement son lot de d\u00e9fis\u2026 et de pi\u00e8ges! Comme lorsqu\u2019on veut gravir une montagne ou traverser un d\u00e9sert, mieux vaut anticiper, se pr\u00e9parer et s\u2019\u00e9quiper correctement. Par\u00e9 pour l\u2019aventure?  <\/p>\n","protected":false},"author":11,"featured_media":6561,"comment_status":"open","ping_status":"open","sticky":true,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[214],"tags":[],"class_list":["post-6565","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gestion-financiere-fr-be"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.1 (Yoast SEO v27.6) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>PME: comment g\u00e9rer efficacement une croissance rapide? &#8211; edebex<\/title>\n<meta name=\"description\" content=\"Comment ne pas \u00eatre \u00e9cras\u00e9 par votre propre d\u00e9veloppement? 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