{"id":8847,"date":"2014-10-15T11:01:10","date_gmt":"2014-10-15T09:01:10","guid":{"rendered":"https:\/\/valoxy.org\/blog\/?p=8847"},"modified":"2024-06-18T09:58:29","modified_gmt":"2024-06-18T07:58:29","slug":"transmission-entreprise-les-6-etapes-cles-15102014avalsebhau1","status":"publish","type":"post","link":"https:\/\/valoxy.org\/blog\/transmission-entreprise-les-6-etapes-cles-15102014avalsebhau1\/","title":{"rendered":"Les 6 \u00e9tapes cl\u00e9s d\u2019une transmission de l\u2019entreprise r\u00e9ussie"},"content":{"rendered":"<p>Que le chef d&rsquo;entreprise ait 40 ou \u00e0 60 ans, qu&rsquo;il veuille prendre sa retraite ou se lancer dans un nouveau challenge, la transmission de l\u2019entreprise reste un sujet difficile pour tout dirigeant.<\/p>\n<p>N\u00e9anmoins, parce que le sujet est complexe tant du point de vue pratique que psychologique, voire symbolique (pour certains, penser \u00e0 c\u00e9der son entreprise revient \u00e0 une forme de capitulation inacceptable), beaucoup retardent au maximum la pr\u00e9paration de cette \u00e9tape pourtant cruciale de la vie d\u2019une entreprise.<\/p>\n<p>Or, <span class=\"exergue\">une transmission d&rsquo;entreprise a d\u2019autant plus de chances de r\u00e9ussir, tant pour le c\u00e9dant que pour le repreneur ou l\u2019entreprise, qu\u2019elle est anticip\u00e9e et pr\u00e9par\u00e9e.<\/span><\/p>\n<p>Valoxy vous pr\u00e9sente les 6 \u00e9tapes cl\u00e9s pour r\u00e9ussir la transmission de\u00a0 l&rsquo;entreprise.<\/p>\n<figure id=\"attachment_4609\" aria-describedby=\"caption-attachment-4609\" style=\"width: 172px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-4609 \" src=\"https:\/\/valoxy.org\/blog\/wp-content\/uploads\/2013\/07\/expert-comptable-300x231.png\" alt=\"transmission d\u2019entreprise\" width=\"172\" height=\"132\" \/><figcaption id=\"caption-attachment-4609\" class=\"wp-caption-text\">Les 6 \u00e9tapes cl\u00e9s d\u2019une transmission d\u2019entreprise r\u00e9ussie<\/figcaption><\/figure>\n<h2>Se pr\u00e9parer \u00e0 transmission de l&rsquo;entreprise<\/h2>\n<p>Pr\u00e9parer la cession de son entreprise, <span class=\"exergue\">c\u2019est avant tout se pr\u00e9parer \u00e0 c\u00e9der<\/span>.<\/p>\n<div class=\"encadre-style\">En effet, nombreux sont les freins psychologiques \u00e0 l\u2019id\u00e9e de transmission de son entreprise\u00a0:<\/p>\n<ul>\n<li>Affectivit\u00e9 vis-\u00e0-vis d\u2019un projet qui occupe une place centrale dans sa vie,<\/li>\n<li>Illusion d\u2019\u00eatre indispensable,<\/li>\n<li>Peur de se tromper dans le choix du repreneur,<\/li>\n<li>Crainte du vide suite \u00e0 la transmission,\u2026<\/li>\n<\/ul>\n<p>C\u2019est donc <a title=\"Se pr\u00e9parer \u00e0 la reprise d\u2019entreprise\" href=\"https:\/\/valoxy.org\/blog\/preparer-reprise-entreprise\/\" target=\"_blank\" rel=\"noopener noreferrer\"><strong>par un cheminement int\u00e9rieur,<\/strong><\/a> mais aussi par des \u00e9changes francs et r\u00e9p\u00e9t\u00e9s avec ses proches (famille, amis, expert-comptable, conseils) que le chef d\u2019entreprise pourra, avec du temps, lever ces freins.<\/div>\n<p>Pr\u00e9parer la transmission de son entreprise, c\u2019est \u00e9galement pr\u00e9parer sa vie post transmission.<\/p>\n<h2>Evaluer<\/h2>\n<p><img decoding=\"async\" class=\"alignleft wp-image-3298 \" src=\"https:\/\/valoxy.org\/blog\/wp-content\/uploads\/2013\/05\/residence-principale-283x300.png\" alt=\"transmission d\u2019entreprise\" width=\"162\" height=\"172\" \/>Faire le point sur les forces et faiblesses de l\u2019entreprise en utilisant par exemple la matrice SWOT d\u00e9crite dans notre article \u00ab\u00a0<a title=\"L\u2019analyse SWOT\" href=\"https:\/\/valoxy.org\/blog\/analyse-swot\/\" target=\"_blank\" rel=\"noopener noreferrer\">L&rsquo;analyse SWOT\u00a0<\/a>\u00bb, ainsi que sur son positionnement face \u00e0 son march\u00e9 et \u00e0 ses concurrents est essentiel pour r\u00e9ussir sa transmission d&rsquo;entreprise.<\/p>\n<p><span class=\"exergue\">Ce diagnostic pr\u00e9alable permettra de d\u00e9terminer <a title=\"L\u2019\u00e9valuation d\u2019entreprise\" href=\"https:\/\/valoxy.org\/blog\/evaluation-d-entreprise\/\" target=\"_blank\" rel=\"noopener noreferrer\">une approche rationnelle de la valeur de l\u2019entreprise<\/a> et de juger des attentes l\u00e9gitimes dans le cadre d\u2019une future n\u00e9gociation.<\/span><\/p>\n<p>Il permettra \u00e9galement de r\u00e9diger le \u00ab m\u00e9morandum \u00bb, un document de synth\u00e8se pr\u00e9sentant l\u2019entreprise, destin\u00e9 \u00e0 la diffusion\u00a0 aupr\u00e8s des repreneurs potentiels.<\/p>\n<h2><strong>T<\/strong>rouver un repreneur<\/h2>\n<p><span class=\"exergue\">Chaque entreprise \u00e9tant sp\u00e9cifique, le profil du repreneur type n\u2019existe pas<\/span>.<\/p>\n<div class=\"encadre-style\">Le diagnostic de l\u2019entreprise devra orienter le choix du type de repreneur \u00e0 privil\u00e9gier pour la transmission\u00a0:<\/p>\n<ul>\n<li>Un membre de la famille,<\/li>\n<li>Un salari\u00e9,<\/li>\n<li>Une personne du m\u00e9tier voulant \u00ab\u00a0se mettre \u00e0 son compte\u00a0\u00bb<\/li>\n<li>Un fournisseur ou un concurrent,<\/li>\n<li>Un repreneur au profil de financier ou de gestionnaire\u2026<\/li>\n<\/ul>\n<p>Chaque cas demandera une communication et une approche particuli\u00e8res qu\u2019il faudra bien ma\u00eetriser.<\/div>\n<h2>N\u00e9gocier avec le repreneur potentiel<\/h2>\n<p><img decoding=\"async\" class=\"alignright wp-image-6508 \" src=\"https:\/\/valoxy.org\/blog\/wp-content\/uploads\/2013\/10\/equipe-300x200.jpg\" alt=\"transmission d\u2019entreprise\" width=\"195\" height=\"130\" \/><\/p>\n<p>Lors des premiers contacts avec un repreneur potentiel, nous conseillons de<span class=\"exergue\"> lui faire signer un accord de confidentialit\u00e9, qui<\/span> vous pr\u00e9servera d\u2019un possible mauvais usage des informations obtenues sur l\u2019entreprise.<\/p>\n<p>Ensuite, si le repreneur potentiel s&rsquo;int\u00e9resse r\u00e9ellement \u00e0 l\u2019entreprise, il<span class=\"exergue\"> pourra pr\u00e9senter au c\u00e9dant une <\/span><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/achat-et-cession-dentreprise-attention-a-la-lettre-dintention\/\" target=\"_self\" rel=\"noopener\">lettre d\u2019intention<\/a>\u00a0<span class=\"exergue\">dans laquelle il pr\u00e9cise le cadre des n\u00e9gociation<\/span>s (premi\u00e8re approche du prix et \u00e9l\u00e9ments clefs de la transaction potentielle, calendrier et modalit\u00e9s des n\u00e9gociations).<\/p>\n<p>Si les n\u00e9gociations aboutissent \u00e0 un accord,<span class=\"exergue\"> on pourra alors signer une promesse de vente qui pr\u00e9cisera les modalit\u00e9s de la transaction future<\/span> (notamment la r\u00e9alisation <a title=\"Reprise d\u2019entreprise : l\u2019audit d\u2019acquisition\" href=\"https:\/\/valoxy.org\/blog\/audit-acquisition\/\" target=\"_blank\" rel=\"noopener noreferrer\"><strong>d\u2019un audit comptable et financier<\/strong><\/a>).<\/p>\n<p>Enfin, si les audits permettent de lever les \u00e9ventuelles r\u00e9serves et que l\u2019acqu\u00e9reur parvient \u00e0 rassembler les financements n\u00e9cessaires,\u00a0<span class=\"exergue\"> l\u2019acte de vente d\u00e9finitif pourra \u00eatre sign\u00e9.<\/span><\/p>\n<h2>Conclure la transmission de l&rsquo;entreprise<\/h2>\n<p>Part int\u00e9grante de l\u2019art de la n\u00e9gociation, la capacit\u00e9 \u00e0 conclure est essentielle pour r\u00e9ussir le processus de transmission d&rsquo;entreprise.<\/p>\n<p><span class=\"exergue\">Il faut savoir rompre des n\u00e9gociations lorsque ces derni\u00e8res m\u00e8nent \u00e0 une impasse<\/span> du fait d\u2019attentes trop diff\u00e9rentes des parties.<\/p>\n<p><span class=\"exergue\">Il faut \u00e9galement savoir accepter les in\u00e9vitables concessions n\u00e9cessaires pour parvenir \u00e0 un accord.<\/span> Le diagnostic pr\u00e9alable sera dans ce cadre un outil pr\u00e9cieux pour\u00a0 faire le tri des demandes l\u00e9gitimes ou non.<\/p>\n<p>Pour conclure, il faut enfin accepter que le repreneur ne soit pas votre sosie en plus jeune. Sa vision de l\u2019entreprise et ses id\u00e9es seront certainement diff\u00e9rentes.<\/p>\n<h2>Accompagner le repreneur<\/h2>\n<p><span class=\"exergue\"><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-3839 \" src=\"https:\/\/valoxy.org\/blog\/wp-content\/uploads\/2013\/06\/strategie-dentreprise-2-300x243.png\" alt=\"transmission d\u2019entreprise\" width=\"113\" height=\"92\" \/>Dans la plupart des cas, l\u2019accompagnement du repreneur par le c\u00e9dant est une \u00e9tape incontournable et cruciale pour la r\u00e9ussite de la transmission d&rsquo;entreprise.<\/span><\/p>\n<p>En effet, notamment dans les plus petites structures, <span class=\"exergue\">le dirigeant est l\u2019homme clef de l\u2019entreprise,<\/span> celui qui dispose \u00e0 la fois des comp\u00e9tences techniques et commerciales essentielles, mais aussi de toutes les informations sur la structure et ses partenaires.<\/p>\n<p>Ce sont ces comp\u00e9tences et ces savoirs que le repreneur va devoir acqu\u00e9rir et mettre en \u0153uvre rapidement apr\u00e8s sa prise de direction. Cela sera d\u2019autant plus ais\u00e9 que le c\u00e9dant sera encore pr\u00e9sent et disponible, m\u00eame partiellement.<\/p>\n<p>N\u00e9anmoins, <span class=\"exergue\">cet accompagnement doit \u00eatre clairement limit\u00e9 dans le temps et le r\u00f4le de chacun bien d\u00e9limit\u00e9.<\/span>\u00a0 Car, il ne doit y avoir aucune ambigu\u00eft\u00e9\u00a0: le repreneur est d\u00e9sormais le chef de l\u2019entreprise et le c\u00e9dant doit progressivement s\u2019en d\u00e9tacher.<\/p>\n<div class=\"encadre-style\">Le processus conduisant \u00e0 une transmission d&rsquo;entreprise r\u00e9ussie est donc complexe et demande du temps. Il ne doit donc pas \u00eatre men\u00e9 dans l\u2019urgence, mais au contraire bien anticip\u00e9 et pr\u00e9par\u00e9.<\/p>\n<p>Se faire accompagner tout au long du processus est donc essentiel. Cela permet en outre d\u2019\u00e9vacuer une grande part de la subjectivit\u00e9 et de la pression qui p\u00e8se alors sur le chef d\u2019entreprise. \u00a0N\u2019h\u00e9sitez pas \u00e0 en parler <strong>\u00e0 votre expert-comptable <\/strong><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/lexpert-comptable\/\" target=\"_self\" rel=\"noopener\">expert-comptable<\/a>, qui est souvent id\u00e9alement plac\u00e9 pour vous conseiller.<\/div>\n<h4>Retrouvez nos articles sur la transmission de l&rsquo;entreprise :<\/h4>\n<ul>\n<li><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/pacte-dutreil-assurez-la-transmission-de-votre-entreprise-familiale\/\" target=\"_self\" rel=\"noopener\">Transmission de l\u2019entreprise familiale avec le Pacte Dutreil<\/a><\/li>\n<li><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/la-holding\/\" target=\"_self\" rel=\"noopener\">La holding lors d\u2019une transmission d\u2019entreprise<\/a><\/li>\n<li><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/comment-trouver-un-repreneur\/\" target=\"_self\" rel=\"noopener\">Cession d\u2019entreprise : comment trouver son repreneur ?<\/a><\/li>\n<li><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/audit-acquisition\/\" target=\"_self\" rel=\"noopener\">Reprise d\u2019entreprise : l\u2019audit d\u2019acquisition<\/a><\/li>\n<li><a class=\"mkd-pt-link\" href=\"https:\/\/valoxy.org\/blog\/reprise-entreprise\/\" target=\"_self\" rel=\"noopener\">La reprise d\u2019entreprise<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Que le chef d&rsquo;entreprise ait 40 ou \u00e0 60 ans, qu&rsquo;il veuille prendre sa retraite ou se lancer dans un nouveau challenge, la transmission de l\u2019entreprise reste un sujet difficile pour tout dirigeant. N\u00e9anmoins, parce que le sujet est complexe&#8230;<\/p>\n","protected":false},"author":1,"featured_media":6429,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-8847","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-fusac"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>La transmission de l&#039;entreprise en 6 \u00e9tapes | Blog Valoxy - Expertise comptable<\/title>\n<meta name=\"description\" content=\"Quel que soit l&#039;\u00e2ge ou la raison motivant la transmission de l&#039;entreprise, le sujet est complexe, tant du point de vue pratique que psychologique\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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