Start - Business Model performant, Business Plan convaincant - 1re - 127

certaines des caractéristiques qui sont importantes à nos yeux ne le sont pas
autant aux yeux de nos clients.
Une solution pour faire baisser vos coûts (et donc votre prix de vente) est donc
de vous recentrer sur les caractéristiques essentielles pour votre client. Cela
vous permettra de proposer un prix de vente plus en phase avec le budget de
votre client.

Et si c'était une question de mode de facturation ?
Si vous vendez un service et vous n'arrivez pas à trouver la bonne
combinaison entre prix de vente et prix de revient, essayez de modifier
votre mode de facturation pour changer la perception que votre client
aura de votre prix.
Plutôt que de facturer à l'heure ou à la journée de prestation, pensez
à facturer au forfait (un montant fixe et non corrélé au temps passé
sur le projet de votre client) ou sous forme d'abonnement mensuel.
Et, dans tous les cas, axez votre devis sur les bénéfices que vous allez
apporter à votre client !

,,Le

point mort de mon projet et la notion de marge

Une fois que vous avez fait ce travail de lister les charges fixes de votre entreprise et, surtout, de les estimer, vous avez une vision globale des coûts que va
supporter votre entreprise (même en l'absence de chiffre d'affaires). Cela va
vous permettre d'estimer le seuil de rentabilité de votre entreprise, c'està-dire le seuil de chiffre d'affaires à partir duquel votre entreprise sera rentable. Ce montant ne correspond pas forcément au niveau de vos charges. En
effet, en plus de vos charges fixes, votre entreprise va sûrement supporter
des charges variables à chaque vente.
Ces charges correspondent à votre prix de revient. La différence entre votre
prix de vente et votre prix de revient est votre marge.

L'étude financière : valider la viabilité de votre entreprise

127



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