Start - Business Model performant, Business Plan convaincant - 1re - 136

Étape 2 : Déterminer les flux entrants
Les flux entrants représentent : les apports de fonds des associés ou les
emprunts consentis par les banques et autres organismes et, bien sûr, votre
chiffre d'affaires. Renseignez chaque grande catégorie d'encaissement dans
une ligne séparée et commencez par positionner dans votre plan de trésorerie
les entrées qui ne correspondent pas à votre chiffre d'affaires.
Une fois que cela est fait, il est temps de renseigner votre chiffre d'affaires par
mois. Dans le plan de trésorerie, vous cherchez à estimer les encaissements
et les décaissements. Vous allez encaisser votre chiffre d'affaires en TTC. Il
est donc très important de ne pas reprendre votre chiffre d'affaires tel qu'il
ressort de votre compte de résultat prévisionnel mais en y ajoutant la TVA
applicable. Si vous faites tout votre chiffre d'affaires en France et que vous
êtes une entreprise assujettie à la TVA, cela veut dire que le chiffre d'affaires
encaissé au titre d'une année donnée doit être égal à 1,2 fois le chiffre d'affaires qui ressort de votre compte de résultat prévisionnel.
Une fois que ce travail est fait, il est temps de positionner vos entrées d'argent
dans votre prévisionnel de trésorerie. Pour y parvenir, vous devez répondre à
deux questions :
* Combien de temps va se passer entre le moment où je vais facturer mes
clients et le moment où je vais encaisser le chiffre d'affaires afférent ?
Si vous êtes commerçant, vous n'avez aucun décalage. Si vous avez une
activité dans le domaine B2B, vous allez devoir prévoir un décalage entre
facturation et encaissement. En France, la loi pour la modernisation
de l'économie prévoit que ces délais ne peuvent pas excéder 60 jours
à compter de la date de l'émission de la facture ou 45 jours fin de mois
(dernier jour du mois au cours duquel le délai de 45 jours est dépassé).
Vous pouvez tout à fait prévoir des délais différents ou demander un
acompte (paiement partiel à la commande par exemple) si vos clients
l'acceptent.

136



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