{"id":1265,"date":"2017-01-30T11:45:26","date_gmt":"2017-01-30T10:45:26","guid":{"rendered":"https:\/\/nowall-innovation.com\/wp\/?p=1265"},"modified":"2019-02-15T13:35:59","modified_gmt":"2019-02-15T12:35:59","slug":"cession-valeur-entreprise-pme","status":"publish","type":"post","link":"https:\/\/nowall-innovation.com\/wp\/cession-valeur-entreprise-pme\/","title":{"rendered":"Cession \/ reprise : Quelle est la \u00ab\u00a0juste valeur\u00a0\u00bb d\u2019une entreprise ?"},"content":{"rendered":"<p>Quelle est la \u00ab\u00a0juste valeur\u00a0\u00bb d\u2019une entreprise, qu\u2019elle soit PME, start-up ou autre ?<\/p>\n<p>L\u2019\u00e9valuation du bon vieux fonds de commerce commence \u00e0 montrer des signes de fatigue \u00e0 l\u2019\u00e8re de l\u2019immat\u00e9riel. La valorisation des start-up est un casse-t\u00eate qui le montre bien.<\/p>\n<h2>Le poids de l&rsquo;immat\u00e9riel<\/h2>\n<p><strong>Toute entreprise est d\u00e9sormais compos\u00e9e d\u2019une part assez importante d\u2019immat\u00e9riel (de 60 \u00e0 90%)\u00a0: image de marque, savoir-faire, technologies, fid\u00e9lisation de la client\u00e8le, strat\u00e9gie num\u00e9rique, etc.<\/strong><!--more--><\/p>\n<p>Quand une PME envisage sa cession ou sa transmission, la question de son \u00ab\u00a0prix\u00a0\u00bb se pose. La majorit\u00e9 des professions comptables appliquera une m\u00e9thode patrimoniale ou celle de la valeur du rendement, avec des multiples de chiffres d\u2019affaires, de r\u00e9sultats\u2026 et tentera des comparables. Aujourd\u2019hui, ces m\u00e9thodes sont bien souvent insuffisantes.<\/p>\n<p><strong>En effet, deux entreprises dans un m\u00eame secteur d\u2018activit\u00e9, r\u00e9alisant le m\u00eame chiffre d\u2019affaires et le m\u00eame r\u00e9sultat sur 5 ans, n\u2019auront pas n\u00e9cessairement le m\u00eame \u00ab\u00a0prix\u00a0\u00bb.<\/strong><\/p>\n<h2>Pourquoi\u00a0?<\/h2>\n<p>Plusieurs facteurs sont \u00e0 consid\u00e9rer et en voici une liste non exhaustive\u00a0:<\/p>\n<ul>\n<li>Le r\u00f4le de son (sa) dirigeant (e) est-il ou non essentiel \u00e0 la r\u00e9alisation des r\u00e9sultats\u00a0? En somme, l\u2019avenir de la soci\u00e9t\u00e9 d\u00e9pend-il pour l\u2019essentiel du chef d\u2019entreprise actuel\u00a0?<\/li>\n<li>Les r\u00e9sultats sont-ils dus \u00e0 l\u2019\u00e9quipe en place\u00a0? Un savoir-faire particulier\u00a0? Des comp\u00e9tences et une exp\u00e9rience particuli\u00e8res\u00a0?<\/li>\n<li>Y a-t-il une fid\u00e9lisation des clients\u00a0? Si oui, quelles en sont les raisons\u00a0? Est-ce d\u00fb au lien tiss\u00e9 entre les personnes, \u00e0 l\u2019image de marque, \u00e0 la m\u00e9canique d\u2019une organisation bien huil\u00e9e, \u2026\u00a0?<\/li>\n<li>La soci\u00e9t\u00e9 dispose-t-elle de brevets\u00a0? de secrets de fabrication\u00a0?<\/li>\n<li>Quelle est son image de marque\u00a0? Est-elle solide et p\u00e9renne\u00a0?<\/li>\n<li>Les employ\u00e9s cl\u00e9s sont-ils ou non rempla\u00e7ables en cas de d\u00e9part\u00a0?<\/li>\n<li>Les d\u00e9parts en retraite ont-ils \u00e9t\u00e9 anticip\u00e9s\u00a0?<\/li>\n<li>La soci\u00e9t\u00e9 a-t-elle une avance strat\u00e9gique sur la concurrence\u00a0?<\/li>\n<li>Quelle est la dynamique engag\u00e9e pour l\u2019avenir\u00a0?<\/li>\n<li>L\u2019organisation sait-elle innover ou non\u00a0?<\/li>\n<li>Quel est le degr\u00e9 de diff\u00e9rentiation de la soci\u00e9t\u00e9 et \u00e0 quoi tient-il\u00a0?<\/li>\n<li>L\u2019entreprise est-elle labellis\u00e9e\u00a0? certifi\u00e9e\u00a0?<\/li>\n<li>L&rsquo;entreprise a-t-elle su dresser des barri\u00e8res \u00e0 l&rsquo;entr\u00e9e de son march\u00e9?<\/li>\n<\/ul>\n<p>Autant de questions qui font toute la diff\u00e9rence entre 2 soci\u00e9t\u00e9s pr\u00e9sentant le m\u00eame bilan comptable sur 5 ans. Car en effet, le bilan n\u2019int\u00e8gre pas n\u00e9cessairement dans la pratique tous ces param\u00e8tres, pourtant essentiels.<\/p>\n<h2>Bonnes pratiques<\/h2>\n<p>Il est donc n\u00e9cessaire de pousser plus loin l\u2019investigation. Ce qui est g\u00e9n\u00e9ralement fait \u00e0 l\u2019occasion d\u2019un audit de rachat (quand il est trop tard pour agir!). Toutefois cet audit est bien souvent effectu\u00e9 \u00ab\u00a0\u00e0 charge\u00a0\u00bb de l\u2019entrepreneur actuel, en vue de faire baisser le prix. Sans pr\u00e9paration suffisante, ces situations m\u00e8nent \u00e0 un \u00e9chec de la cession.<\/p>\n<p><strong>Il est donc essentiel pour tout c\u00e9dant d\u2019agir au pr\u00e9alable, sur une p\u00e9riode de 3 \u00e0 5 ans (id\u00e9alement d\u00e8s aujourd\u2019hui\u00a0!)<\/strong>, pour avoir une vision pr\u00e9cise de tous ces param\u00e8tres cach\u00e9s, immat\u00e9riels, et de<strong> travailler \u00e0 leur consolidation pour en constituer des atouts \u00e0 la vente.<\/strong><\/p>\n<p>Ce sont en effet ces param\u00e8tres qui assureront au repreneur que la soci\u00e9t\u00e9 qu\u2019il acquiert dispose d\u00e9j\u00e0 des fondations n\u00e9cessaires \u00e0 sa p\u00e9rennit\u00e9 \u00e0 court et moyen termes.<\/p>\n<p>C\u2019est ce qui lui permettra aussi de financer le rachat, d\u2019investir dans de nouveaux outils ou en R&amp;D et de conserver les ressources humaines de l\u2019entreprise.<\/p>\n<p>Et ce sont aussi ces param\u00e8tres qui \u00e9viteront certaines d\u00e9convenues aux c\u00e9dants\u00a0!<\/p>\n<p>De toute \u00e9vidence, quand il est diagnostiqu\u00e9 une forte d\u00e9pendance entre \u00ab\u00a0l\u2019aura\u00a0\u00bb du chef d\u2019entreprises et la r\u00e9alisation des r\u00e9sultats, le travail \u00e0 accomplir avant cession est nettement sup\u00e9rieur\u00a0: il s\u2019agit de changer progressivement la culture du dirigeant et de l\u2019entreprise.<\/p>\n<h2>Ce qu&rsquo;il faut retenir<\/h2>\n<p>Le meilleur conseil \u00e0 ce niveau est de ne pas attendre d\u2019\u00eatre dans une situation de vente ou de transmission pour int\u00e9grer ces dimensions dans sa strat\u00e9gie de d\u00e9veloppement. <strong>D\u2019autant que c\u2019est aujourd\u2019hui qu\u2019il faut int\u00e9grer cette r\u00e9flexion sur les actifs immat\u00e9riels\u00a0car elle b\u00e9n\u00e9ficiera certes \u00e0 la vente, mais surtout directement \u00e0 la croissance de l\u2019entreprise\u00a0!<\/strong><\/p>\n<p>Avez-vous une vision claire de vos atouts (actifs) immat\u00e9riels\u00a0?<\/p>\n<p>Avez-vous int\u00e9gr\u00e9 cette r\u00e9flexion \u00e0 votre strat\u00e9gie de d\u00e9veloppement\u00a0pour renforcer le poids de vos actifs immat\u00e9riels?<\/p>\n<p>&nbsp;<\/p>\n<p style=\"text-align: center;\"><strong>Je vous invite \u00e0 faire le point ensemble sur votre situation. <\/strong><\/p>\n<p style=\"text-align: center;\"><a href=\"https:\/\/nowall-innovation.com\/wp\/fr\/nous-contacter\/\" target=\"_blank\"><strong>Convenons d\u2019un \u00e9change t\u00e9l\u00e9phonique ou d\u2019un RDV\u00a0!<\/strong><\/a><\/p>\n<p>&nbsp;<\/p>\n<p style=\"text-align: center;\"><a href=\"https:\/\/nowall-innovation.com\/wp\/fr\/nous-contacter\/\" target=\"_blank\"><img decoding=\"async\" class=\"alignnone size-full wp-image-836\" src=\"https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2016\/01\/button-264.png\" alt=\"button-264\" width=\"284\" height=\"60\" srcset=\"https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2016\/01\/button-264.png 284w, https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2016\/01\/button-264-250x53.png 250w, https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2016\/01\/button-264-120x25.png 120w\" sizes=\"(max-width: 284px) 100vw, 284px\" \/><\/a><\/p>\n<p style=\"text-align: center;\"><a href=\"https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call.png\"><img decoding=\"async\" class=\"alignnone size-full wp-image-1249\" src=\"https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call.png\" alt=\"bouton call\" width=\"50%\" height=\"50%\" srcset=\"https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call.png 920w, https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call-250x106.png 250w, https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call-768x326.png 768w, https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call-700x297.png 700w, https:\/\/nowall-innovation.com\/wp\/wp-content\/uploads\/2015\/05\/bouton-call-120x51.png 120w\" sizes=\"(max-width: 920px) 100vw, 920px\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Quelle est la \u00ab\u00a0juste valeur\u00a0\u00bb d\u2019une entreprise, qu\u2019elle soit PME, start-up ou autre ? L\u2019\u00e9valuation du bon vieux fonds de commerce commence \u00e0 montrer des signes de fatigue \u00e0 l\u2019\u00e8re de l\u2019immat\u00e9riel. La valorisation des start-up est un casse-t\u00eate qui le montre bien. Le poids de l&rsquo;immat\u00e9riel Toute entreprise est d\u00e9sormais compos\u00e9e d\u2019une part assez [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1266,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[23],"tags":[438,388,440,510,390,512,514,412,516,518,347],"class_list":["post-1265","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-nos-publications-fr","tag-acquisition-fr","tag-actifs-immateriels-fr","tag-cession-fr","tag-due-diligence-fr","tag-entreprise-fr","tag-evaluation-fr","tag-fusion-fr","tag-pme-fr","tag-prix-fr","tag-reprise-fr","tag-valorisation-fr"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Cession \/ reprise : Quelle est la &quot;juste valeur&quot; d\u2019une entreprise ? - Nowall innovation<\/title>\n<meta name=\"description\" content=\"2 entreprises ayant la m\u00eame activit\u00e9, le m\u00eame chiffre d\u2019affaires et le m\u00eame r\u00e9sultat sur 5 ans, n\u2019auront pas n\u00e9cessairement le m\u00eame \u00ab prix \u00bb. 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