Tavi IV

biznesis dawyebis organizacia.

strategiuli dagegmva mimarTulia

sxvadasxva mdgomareobis Sinaganad
SeTanxmebuli aRwerisagan, romelSic
ekonomika SeiZleba aRmoCndes
ekonomikuri politikis sxvadasxva
alternatiuli kombinaciis gamoqveynebis
Sedegad.
v. leontievi

adamianebi saxelmwifos Tavisi qonebis

nawils aZleven imisaTvis, rom mSvidad
moixmaron qonebis danarCeni nawili.
S. monteskie

ar aris ayvaveba ekonomikuri

Tavisuflebis gareSe.
i. lipsici

am TavSi Tqven gaecnobiT:

1. mcire biznesis Casaxvas da 2. biznesis samarTlebrivi formis

ganviTarebas, mcire biznesis eko- SerCevas; biznes-gegmis Sedgenis
nomikur rols, mcire firmebis Seqmnis meTodikas. sabazro tendenciebis
organizacias, biznesis SeZenis safu- Seswavlis meTodo-logias. fuladi
Zvlebs. biznesis Sesaxeb informaciuli saxsrebis mo-Zroaobis analizs,
wyaroebis analizs, biznesis Sefasebas; mimdinare sabalanso uwyisis
biznesis Rirebulebis dadgenis meTo- SemuSavebas.
dikas; biznesis yidva-gayidvis garige-
baTa struqturas, saqmiani winada-
debebis Sefasebasa da molaparakebis
kulturas.
 IV. 1. mcire biznesis Casaxva da ganviTareba

mcire biznesi warmoadgens msoflios ekonomikis erT-erT mniSvnelovan

komponents. cneba `mcire~ biznesTan mimarTebiT pirobiTia. gaeros
klasifikaciiT, sawarmo, firma, romelSic dasaqmebulia 500-ze naklebi
muSaki, SeiZleba mivakuTvnoT mcire biznesis kategorias, xolo sacalo
vaWrobis obieqti, sadac dasaqmebulia 500 muSaki SeiZleba
daxasiaTdes, rogorc msxvili sawarmo. amdenad, mcire sawarmo aris
firma, romelsac flobs damoukidebeli mewarme, ar warmoadgens dargis
dominants da am dargSi arsebuli firmebsa Tu sawarmoebze ufro mcirea.
praqtikuli TvalsazrisiT, nebismieri kompania, romelSic dasaqmebulia 500
kacze naklebi aris mcire.
mcire firmebi iyofa or gansxvavebul tipad. maTi umravlesoba
daaxloebiT 80-90% _ es aris mokrZalebuli sawarmoebi, romelTac gaaCniaT
zrdis SezRuduli SesaZleblobebi. am kategoriis firmebs miekuTvneba
saadvokato individualuri kantora, yvavilebis maRazia an mcire zomis
safunTuSe. am tipis sawarmoebs uwodeben saojaxos.
aseTi tipis firmebisagan gansxvavebiT, arsebobs mcire sawarmoebi,
romlebsac uwodeben `mcires~ mxolod maTi siaxlis gamo, sinamdvileSi es
aris swrafad mzardi obieqtebi, romlebic farTod iyeneben investiciebs da
dafinansebis sxva wyaroebs. aseT firmebs marTavs ara erTi kaci, aramed
adamianebis jgufi.
yvelaze swrafi tempis ganviTarebadi mcire sawarmoebis sias
aqveynebs Jurnali `ink-i~. swrafad mzard kompanias am Jurnalis
monacemebiT miekuTvneba is, romlis realizaciis moculoba yovelwliurad
izrdeba 103%-iT, xolo momuSaveTa raodenoba 23 axali TanamSromliT.
sxvadasxva wlebSi Jurnal `iank-Si~ mcire sawarmoebad moixsenieboda
`maikrosofti~ `dominouz pica~ da sxvebi [180,p.32], romlebic dRes im tipis
korporaciebSi lideris adgilebs inarCuneben.
mcire biznes Tavisi istoriuli warsuli da ganviTarebis tendenciebi
aqvs. mcire biznesi Caisaxa da ganviTarda aSS-i, rac evropidan
emigraciis did taRlasTan iyo dakavSirebuli. emigrantebs auTvisebel miwebze
sWirdebodaT momsaxureba. ase gaCnda pirveli ojaxuri Toneebi,
samrecxaoebi, restornebi da sxva. dRes mcire sawarmoebi msoflios
ekonomikis sayrdens warmoadgenen. amasTan, Seicvala am sferoSi
proporciebic. Tu 1800 wels mosaxleobis 80% dasaqmebuli iyo mcire biznesis
sferoSi, dReisaTvis es cifri Seadgens mxolod 20% [193,p. 12], rac kapitalis
koncentraciiT da momsaxurebis sferoSi dasaqmebulTa, raodenobis zrdiT aris
ganpirobebuli. es procesebi gansakuTrebulad ganviTarda II msoflio
omis Semdgom. kapitalis koncentracias axlavs ekonomia, romelic
gamowveulia saqmianobis masStabiT e.w. `masStabis efeqti~ da es
cxadia, radganac msxvili mwarmoeblebs eZlevaT SesaZlebloba, awarmoon
saqoneli ufro naklebi danaxarjebiT, rac aisaxeboda konkurenciul fasebSi da
rogorc Sedegi, mcire sawarmoebi ver uZlebdnen aseT konkurenciul pirobebs.
kapitalis koncentraciis Sedegad mdgomareoba safuZvlianad Seicvala,
calkeuli msxvili mewarmeebi mTlianad dargebs daepatronen.
ukanasknel 10-15 weliwadSi kapitalis koncentraciis tendencia
msoflioSi Semcirda. es motivirebulia momsaxurebis sferos ganviTarebis
swrafi tempiT, rac, Tavis mxriv, ar moiTxovs `maStabis efeqts~.
warmoebis organizaciis gaumjobesebis, teqnikur siaxleTa swrafi
danergvis safuZvelze, mcire sawarmoebi mewarmeobis efeqtian formad
iTvlebian da isini xSir SemTxvevaSi msxvili korporaciebis seriozuli
konkurentebi xdebian. mcire biznesSi warmoebis organizaciis simartive,
marTvis moqnili struqtura da sxva faqtorebi iZlevian maRali donis
momsaxurebis gawevis an umaRlesi xarisxis konkurentunariani produqciis
warmoebis saSualebas.
mcire sawarmoebis esoden swraf ganviTarebas Tavisi obieqturi
mizezebi gaaCnia:
adamianis mentalitetiT, mosaxleobis didi nawili iswrafvis sakuTari
biznesisaken. garda amisa, konkurenciuli brZola aiZulebs msxvil
korporaciebs, gadaxedon maTi sakadro politikis pirobebs. sakadro rotaciebi
iwvevs uamravi niWieri specialistis gamonTa-visuflebas korporaciuli
biznesisagan da maT gadadinebas mcire bi-znesSi.
emansipaciam gamoiwvia sazogadoebrivi Sromis procesSi qalis
funqciis amaRleba. amis gamo, 80-ian wlebSi germaniaSi 1,2, aSS-i 2
milionma qalma wamoiwyo sakuTari saqme. am tendenciis zrdis Se-
mTxvevaSi, qalebis da mamakacebis xvedriTi wili mcire biznesSi momaval
10 weliwadSi gaTanabrdeba [234,p.43]. qalebi mcire biznesSi, rogorc wesi
dasaqmebulni arian saojaxo mcire sawarmoebSi an arasruli samuSao dRis
xarjze [145, p.182].
am faqtorebma ukanasknel 10 weliwadSi msoflioSi mcire biznesis
aRorZineba gamoiwvia. mcire biznesis ganviTarebaze did zegavlenas
axdens ekonomikis cikluroba. rogorc wesi, mcire biznesis wamowyeba
ufro efeqtiania aRmavlobis fazaSi, Tumca mcire sawarmoebi naklebad
grZnoben sakredito resursebis deficits, romelic ganpirobebulia sxva
etapebze bankebis sifrTxiliT.
daaxloebiT 200 aTasi adamiani aSS-Si yovelwliurad axdens axali
firmebis organizacias [221,p.12]. mcire biznesi aq, rogorc wesi, iwyeba 20
aTasi dolaris sastarto kapitaliT. mosaxleobis 2/3, qmnis damwyeb
kompaniebs, anu isini iwyeben bizness nulidan. arsebobs mcire biznesis
dawyebis sxva gzebic, ukve arsebuli firmebis yidva an biznesis
memkvidreobiT miReba. mosaxleobis mxolod 11% iwyebs mcire bizness
frenSaizingis gziT [225,p.11]. sakuTari kompaniebis damfuZnebelTa
umetesoba, winaswar Rebulobs gamocdilebas mcire sawarmoebSi
saqmianobiT, rac Semdgom maT aZlevs sakuTari saqmis swori gaZRolis
SesaZleblobas, maTgan 88% saqmis warmatebas miawers TavianT
gamocdilebas da ara genialur ideebs [282,pp.41-42].
ukanasknel aswleulSi samuSao adgilebis naxevarze meti modis im
firmebze, sadac dasaqmebulia 100 kacze naklebi. samuSao adgilebi,
romlebic iqmneba mcire biznesSi, garkveuli mosazrebiT, arsebiTad
gansxvavdeba im samuSao adgilebisagan, romlebic iqmneba msxvil
kompaniebSi. upirveles yovlisa, mcire firmebi, rogorc wesi, uxdian muSakebs
nakleb ZiriTad da damatebiT xelfass, xolo samuSao adgilebis 25% aris
datvirTuli arasruli samuSao dReis grafikiT. mcire sawarmoebSi arian
dasaqmebuli muSakebi, romelTa saSualo asaki ufro maRalia vidre msxvil
kompaniebSi. bevr maTgans winaT ar umuSaviaT am dargSi. mcire firmebis
muSakebs, rogorc wesi ar gaaCniaT iseTi ganaTleba, rac mxsvili firmebis
warmomadgenlebs. im muSakebis dasaqmebiT, romlebic ganaTlebis doniT ar
Seesabamebian msxvili firmebis moTxovnebs , mcire sawarmoebi gvevlineba
qveyanaSi stabilurobis mniSvnlovan faqtorad [264,p.12].
garda imisa, rom mcire biznesSi xdeba axali saqonlisa da
momsaxurebis danergva, is amavedroulad xels uwyobs dasaqmebas da
mniSvnelovan rols TamaSobs msxvil korporaciebis saqmianobaSi. saqonlis
realizaciisa Tu momsaxurebis TvalsazrisiT, msxvili kompaniebi strategias
wvril mimwodeblebze orientaciiT ageben. ase magaliTad, kompania `liz
kleiborns~, romelic erT-erTi wamyvania tanisamosis daproeqtebaSi, ar
gaaCnia sakuTari sawarmoebi, mTeli tanisamosi iwarmoeba sakontraqto
sawyisebze kontraqtori – autsaiderebis mier. yovelive es am kompanias
aZlevs SesaZleblobas, SeinarCunos stabilurobis gancda maRali modis sferoSi
[1282,p.33].
zogierTi saxeobis mcire firmebi arseboben imisaTvis, rom
gaswion mxolod momsaxureba. magaliTad, sarecxi manqanebis remonts,
saaTebis SekeTebas da sxva. bunebrivia, rom aseTi saxis saqmianobas
msxvili sawarmoebi ar ewevian.
dReisaTvis icvleba mdidari klientebis moTxovnilebebi.
amitomac aris, rom isini upiratesobas aniWeben arastandartul
saqonels, romelic Seqmnilia individualuri SekveTebiT. individualuri
sacurao avzebis warmoebiT aris cnobili kompania `svimeks~, romelmac
mudmivad cvalebad, sacurao auzebis bazaris mcire segmentSi moZebna
Tavisi adgili [282,p.28].

IV. 2. mcire firmebis Seqmnis organizacia

im SemTxvevaSi, Tu mcire firmis dafuZneba gadawyvetilia,

mniSvnelovania imis garkveva, Tu rogoria mewarmis Sansebi am biznesSi.
statistika metyvelebs, rom axlad Seqmnili 3 sawarmodan mxolod 1aRwevs
warmatebas. axlad Seqmnili sawarmoebis 85% kotrdeba pirveli 10 wlis
ganmavlobaSi.
mecnierTa gamokvlevebiT, es Sansebi TandaTanobiT izrdeba. Tumca
bevri ram aris damokidebuli biznesis tipze da qveynis saerTo ekonomikur
mdgomareobaze. gamokvlevam cxadyo, rom mwarmoebel firmebSi
warmatebis meti Sansia, vidre im firmebSi, romlebic ewevian vaWrobas.
erT-erTi faqtori, romelic gansazRvravs firmis sicocxlisunarianobas aris misi
damfuZneblis rwmena biznesis warmatebaSi [182,p.31].
ZiriTadi sakiTxi biznesis dawyebis procesSi dasagegmia Tu riT Sevides
igi momaval biznesSi, anu unda moiZebnos perspeqtiuli biznesi. biznesi
SeiZleba daiwyos cariel adgilas, moqmedi firmis SesyidviT, an
frenSaizis yidviT. rogorc wesi, damwyebi biznesmenebis umetesoba
sakuTar saqmes iwyebs nulidan. es aris biznesis yvelaze rTuli gza. amasTan,
am gziT moZravi biznesmenebis umetesobas gaaCnda am sferoSi
saqmianobis gamocdileba, ris gamoc riski minimumamde daiyvaneba.
biznesi unda daiwyos im saqmianobiT, romelic mewarmes kargad aqvs
Seswavlili. sareklamo saagentos direqtorma tom Sulma sakuTari
biznesi sareklamo saagentoSi mxolod mas Semdeg daiwyo, rac am profilis
sxvadasxva firmebSi saqmianobas 13 wlis ganmavlobaSi eweoda [193,p.21].
im SemTxvevaSi, Tu ar gagvaCnia praqtikuli gamocdileba,
gadamwyvet rols TamaSobs kargi idea. jon grizvotma xandazmuli xalxis
momsaxurebis mizniT, daiqirava stundetebi minimaluri anazRaurebiT. am
ideis Sedegad Seiqmna firma saqarTveloSi kargad cnobil `sfeSial qea~,
romlis mogeba dRes Seadgens 10 milion dolars da funqcionirebs aSS-s 100
StatSi [193,p.28].
samewarmeo ideebis calkeuli mimarTulebani asaxuli, Semdeg sqemaSi
(ix. cxrili # 1) ideis Zebnis procesSi umTavresi aris is, Tu ra undaT
adamianebs iseTi, rac ar aris warmodgenili saqonlisa da momsaxurebis
bazaris mocemuli segmentSi.
 cxrili #1

idea ideis axsna magaliTi

ufro maRali klasis aucilebelia ukve arsebuli magaliTad, arsebuli na-
saqonelze gadasvla. saqonlis modernizeba. mcxvris an tanisamosis
modernizeba momxmare-
blis gemovnebis
Sesabami-sad.
ufro dabali klasis maRali xarisxianis magaliTad avtomanqanebis
saqonelze gadasvla. saqonelze danaxarje-bis, gaqiraveba damatebiTi
fasebis Semcireba. momsaxurebis gareSe.
biznesis gaerTianeba. rodesac xdeba mewarme- magaliTad avtomatize-buli
obis ori sferos ga- samrecxao, sadac iyideba
erTianeba. sakvebi an gama-grilebeli
sasmelebi.
biznesis transportireba. Tu saqoneli kargad magaliTad, nacionaluri
iyideba erT regionSi, misi samzareulo kvebis
gadatana sxva obieqtebis gadaadgileba.
regionebSi.
masobriv bazarze specializirebuli magaliTad, Saqris an
gasvla. saqonlisaTvis ufro farTo sarecxi fxvnilis dafa-soeba
momxmareblis da farTo momxma-rebelze
moZebna. gayidva.
bazris Seviwroveba. didi bazris mcire soflad sakabelo televiziis
segmenetis aTviseba. danergva.
saqonlis asortimentis specializebuli saqonlis wignis maRaziebi,
Seviwroeba. gayidva. romlebic yidian mxolod
deteqtiuri Janris
romanebs, an specialur
(ekonomikur, iuridiul
samedicino da sxva)
literaturas.
fasebis konkurencia. saqonelis ufro dabal fasSi sabiTumo vaWrobis
gayidva. organizeba.

axali sawarmos yidva mniSvnelovnad amcirebs risks imis

gaTvaliswinebiT, rom misi mdgomareoba winaswar aris yovelmxriv cnobili.
gamarTlebulia warmoebis funqcionirebadi sistemis an momsaxurebis
funqcionirebadi obieqtis SeZena, radganac is agvacilebs imijis Seqmnis,
klienturis mozidvis, mosamsaxureTa momzadebis auci-lebel periods.
SedarebiT martivia aseTi sawarmoebis dafinansebac.
biznesis SeZenis Sesaxeb gadawyvetilebis miReba mravali faqtoris
gaTvaliswinebas saWiroebs. Zalze mniSvnelovania, rom biznesis
potenciurma myidvelebma guldasmiT Seiswavlon biznesis yidvis motivebi,
gansazRvron misi arCevis kriteriumebi. myidvelma unda gaiTvaliswinos
Tavisi gamocdilebis done (rogorc profesiuli, aseve araprofesiulic), anu
daadginos, Tu ra exerxeba yvelaze metad, ra saxis saqmianoba itacebs mas.
mniSvnelovania is garemoeba, rom myidvelma gansazRvros biznesis
sasurveli adgilmdebareoba da investiciisaTvis saWiro Tanxa. Tu saWiro
Tanxa ar aris likvidur mdgomareobaSi, maSin myidvelma unda Seafasos, Tu
ra SesaZleblobebi arsebobs Tanxebis gare wyaroebidan miRebis TvalsazrisiT.
ganisazRvros biznesis sidide Semdegi parametrebis dadgeniT: realizaciis
moculoba, mogeba da muSaxelis raodenobis gaTvaliswinebiT.
unda daadginos, aris Tu ara biznesi momgebiani da stabiluri.
rac ufro momgebiani da stabiluria biznesi, miT ufro didia misi fasi.
TiTqmis yvela kerZo sakuTrebaSi myofi firma ise imarTeba, rom
minimumamdea dayvanili gamyidvelis sagadasaxado davalianeba.
saubedurod, igive saxis saqmianobasa da saaRricxvo praqtikas
sagadasaxado davalianebis minimizaciasTan erTad, biznesis Rirebulebis
Semcirebamde mivyavarT. amis Sedegad, warmoiSoba garkveuli
uTanxmoeba sasurveli gziT biznesis mflobelisaTvis saqmianobis gaZRolasa
da biznesis gasayidad momzadebas Soris. marTalia, SesaZlebelia finansuri
dokumentebis iseTnairad gadakeTeba, rom aisaxos saqmis realuri viTareba,
magram aman biznesmeni, SeiZleba, rTul mdgomareobaSi Caayenos:
kerZod, mas SesaZloa, mouxdes damatebiTi gadasaxadebisa da jarimebis
gadaxda. amitom, biznesis momzadeba gasayidad am periodamde
ramdenime TviT adre unda daiwyos. drois es periodi mogcems saSualebas,
SeviswavloT sabuRaltro aRricxvis meTodebi, romelTa daxmarebiTac
ukanaskneli 3-5 wlis ganmavlobaSi mogebis aRricxva warmoebda.
Semowmebuli saaRricxvo dokumentebi finansuri angariSgebis
saukeTeso saxes warmoadgenen, rameTu yvelaze kargad aRiqmebian ukve
funqcionirebadi biznesis myidvelis mier.
Semdgom nabijs warmoadgens Rirebulebebis gansazRvrasTan
dakavSirebuli angariSis momzadeba. es angariSi gamoricxavs albaTobas
da fasebis dadgenis im meTods, romelsac biznesis mflobelTa umetesoba
eyrdnoba. xSirad isini arCevans akeTeben biznesis metismetad maRal fasze.
mxolod fasis TandaTanobiTi dawevis Semdeg SesaZlebelia davadginoT, Tu ra
Rirs realurad biznesi. maRal profesiul doneze momzadebuli Sefasebis
dokumentebi gamoricxavs msgavs problemebs.
Sesasyidi biznesis analizisaTvis momzadebul unda iqnes biznesis
Sesaxeb yovlismomcveli informaciuli paketi. masSi warmodgenil unda iyos
Semdegi punqtebi:
1. biznesis istoria;
2. biznesis marTvis meTodebis analizi;
3. informacia ZiriTadi kapitalis Sesaxeb;
4. informacia momwodebelis Sesaxeb;
5. bazarze moRvaweobis praqtikis mimoxilva;
6. informacia konkurenciebis Sesaxeb;
7. informacia momsaxure personalis Sesaxeb;
8. informacia mflobelTa Sesaxeb;
9. informacia dazRvevis saxeebis Sesaxeb;
10. mosalodneli samarTlebrivi an sxva gauTvaliswinebeli valde-
bulebebi;
11. bolo 3-5 wlis finansuri angariSebis mokle mimoxilva.

IV.3. biznesis Sesaxeb informaciuli wyaroebis analizi

imisaTvis, rom vipovoT iseTi biznesi, romelsac SeviZenT,

mniSvnelovania informaciis Semdegi wyaroebis analizi:

a) reklama presaSi

biznesis gayidvis Sesaxeb reklama informaciis gavcrelebis xelsayrel da

efeqtian saSualebas warmoadgens. sareklamo gancxadebebs, aTavseben
Suamavlebi (biznesis brokerebi an Serwymisa da biznesis Sesyidvebis
specialistebi), magram zogjer amas TviT biznesis mflobelebi akeTeben.
mcire, biznesisaTvis sareklamo gancxadebebis karg wyaros adgilobrivi
gazeTebi warmoadgenen.
Cveulebriv informacia mcire Tu didi zomis biznesis gayidvis Sesaxeb,
warmoadgens am biznesis aRweras ramdenime mokle fraziT, sadac
miTiTebulia misi dasaxeleba, sakontaqto telefoni, faqsi, imeili an safosto
yuTis nomeri da sxva. sareklamo gancxadeba unda asaxavdes biznesis
saukeTeso Tvisebebs (rogorc finansurs, aseve arafinansursac). zogierTi
gancxadeba Seicavs informacias imis Taobaze, Tu ra saxis fuladi
investiciebia saWiro an ra gamocdileba moeTxoveba mocemul bizness.

b) savaWro wyaroebi

biznesis gayidvis Sesaxeb savaWro wyaroebi informaciis gavrcelebis

efeqtian saSualebas warmoadgens. mrewvelobaSi an mis monaTesave
dargebSi arsebul kompaniebSi dasaqmebul pirebs, magaliTad,
momwodeblebis, xSirad moepovebaT informacia imis Sesaxeb, Tu romeli
biznesi rodis SeiZleba iyos gasayidad warmodgenili. acalkeul
saxelmwifoebSi, magaliTad, germaniaSi, safrangeTSi, aSS-Si da sxva.
arseboben profirilebuli asociaciebi, romelTa publikaciebic aadvileben am
dargis SigniT gasayidi biznesis Sesaxeb informaciis gavrcelebas. aseTia
saqarTveloSi mewarmeTa da biznesmenTa asociacia. Tu gasayidi biznesis
mflobeli fiqrobs, rom am biznesis myidveli igive dargis warmomadgeneli
iqneba, maSin man kontaqti unda daamyaros am tipis asociaciasTanac, raTa
Seamowmos gasayidi biznesis Sesaxeb informaciis xarisxianoba.

g) Suamavlebi

biznesis Suamavlebi zogadad or jgufSi SegviZlia gavaerTianoT: 1)

biznesis brokerebi da 2) Serwymisa da biznesis Sesyidvebis speci-alistebi.
gansxvaveba am or jgufs Soris umniSvneloa _ ubralod, biznesis brokerebi,
Cveulebriv, kerZo, mcire zomis biznesSi arian dakavebulni, xolo Serwymisa
da biznesis Sesyidvebis specialistebi – ufro didi zomis, saSualo sididis
kompaniebSi.
msoflios gamocdilebiT, biznesis brokerebi honoraris saxiT gayidvis
Sedegad miRebuli Tanxis 10%-mde iTxoven iTxoven 10%-ze naklebs,
Serwymisa da biznesis Sesyidvebis specialistebic da winaswar garigebuli
Tanxis honoraris nawils avansad iReben. amis sanacvlod, Suamavli eweva
momavali myidvelebisaTvis iseT momsaxurebas, rogoricaa informaciuli
paketis momzadeba da SefasebiTi angariSis Sedgena. miuxedavad amisa,
zogjer myidveli uxdis Suamavals honorars, umetes SemTxvevaSi ki is
gamyidvelma unda gadaixados.
gamocdil Suamavals SeuZlia gamyidvelisaTvis daxmarebis gaweva
Semdeg sakiTxebTan dakavSirebiT: 1) biznesis Rirebulebis Sefaseba; 2)
gayidvis pirobebis dadgena; 3) amomwuravi informaciuli paketis Sedgena; 4)
bazarze biznesis wardgena; 5) potenciur myidvelTa SerCeva; 6)
molaparakebis warmoeba da SemoTavazebul variantTa Sefaseba; 7)
aucilebeli samarTlebrivi qmedebebis uzrunvelyofa. am momsaxu-reobis
gawevis Sedegad, biznesis mflobeli an biznesis myidveli uza-rmazar drosa da
energias zogaven. Semdegi nabiji aris biznesis Sefaseba.
 IV.4. moqmedi biznesis Sefaseba

mas Semdeg, rac SerCeulia biznesis is saxeoba, romelic aris

perspeqtiuli, myidveli dawvrilebiT unda gaecnos gasayidi biznesis istorias da
mis axlandel mdgomareobas. aq Zalze mniSvnelovania Semdegi saxis
informaciis analizi: rogor iqna wamowyebuli biznesi, rogor Seicvala
SemdgomSi misi misia (Tu aseTi ram saerTod moxda) da ra movlenebma
Seuwyes xeli mis axlandel formaSi Camoyalibebas. myidvels unda esmodes
is meTodebi, romelTa saSualebiTac is momxmareblis mizidvas da Semdgom
mis momsaxurebas apirebs, agreTve, is, Tu rogoraa erTmaneTTan
dakavSirebuli biznesis realizebis, marketinguli, finansuri da mmarTvelobiTi
funqciebi. aucileblad unda gavecnoT biznesis finansur uwyisebs da maT
warmarTvasTan dakavSirebul meTodikas. qvemoT warmodgenilia is
dokumentebi, romelTa safuZvliani Seswavla mcire da saSualo biznesis
myidvelisaTvis Zalze mniSvnelovania. aq aucilebelia, gavaanalizoT firmis
saqmianobis Sesaxeb Semdegi informacia:

firmis debitoruli davalianeba

aq unda gavaanalizoT Semdegi ZiriTadi monacemebi:

 gavecnoT debitorul davalianebebs da davadginoT: xom ar arian isini
ramdenime angariSze koncentrirebuli;
 gavarkvioT yvela vadagasuli davalianebis dayovnebis mizezebi;
 davadginoT, xom ar aris raime Tanxa sakamaTo;
 xom ar iqna romelime davalianebis Tanxa gacemuli giraod;
 sakmarisia Tu ara uimedo valebisaTvis gankuTvnili sarezervo fondi.

firmis maragebi

maragebis analizis procesSi aucilebelia:

 davrwmundeT, moxda Tu ara maragebis aRwera da maTi Semdeg
kategoriebad dayofa; (mza produqcia, naxevarfabrikatebi da nedle-uli);
 gavecnoT maragebis Sefasebis meTods da davazustoT, Tu ratom iqna
arCeuli es meTodi;
 ganvsazRvroT maragebis asaki da mdgomareoba;
 rogor xdeba dazianebuli an moZvelebuli maragebis Sefaseba;
 aris Tu ara maragebi sakmarisi, raTa biznesma efeqtianad imoqmedos;
 saWiroa Tu ara eqspertizis Catareba.

fasiani qaRaldebi

fasiani qaRaldebis Seswavlis proceSi mizanSewonilia:

 gavecnoT sabazro fasiani qaRaldebis nusxas;
 gavarkvioT rogor xdeba maTi Rirebulebis gansazRvra;
 gansazRvreT maTi realuri sabazro fasi;
 gavarkvioT, xom ar aris am fasian qaRaldTagan romelime SezRuduli an
giraod gacemuli.

firmis uZravi qoneba

 aq aucilebelia:
 gavecnoT uZravi qonebis nusxas;
 gansazRvroT uZravi qonebis asaki da mdgomareoba;
 davadginoT Senobebisa da miwis realuri sabazro fasi;
 davadginoT saWiroa Tu ara eqsprtizis Catareba;
 saWiroebs Tu ara uZravi qoneba remonts an modernizacias;
 misaRebia Tu ara saremonto xarjebi;
 rogor xdeba uZravi qonebis dafinanseba;
 dasaSvebia Tu ara ipoTeka;
 saWiro iqneba Tu ara momavalSi damatebiTi uZravi qonebis SeZena;
 aris Tu ara uZravi qoneba dazRveuli.

firmis manqana-danadgarebi

manqana-danadgarebis analizis procesSi unda SeviswavloT:

 arsebul da ijariT aRebuli manqana-danadgarebis nusxa;
 manqana-danadgarebis asaki da mdgomareoba, agreTve, aucilebeli
saremonto samuSaoebis raodenoba (sixSire);
 gansazRvroT, manqana-danadgarebidan romelia moZvelebuli da Tana-
medrove doneze;
 saWiroeben Tu ara manqana-danadgarebi swraf SekeTebas, ra xarjebs
moiTxovs es.

firmis kreditoruli davalianeba

aq aucilebelia
 gavecnoT kreditorul davalianebaTa nusxas da davadginoT, xom ar arian
isini koncentrirebuli raime angariSebze;
 ganvsazRvroT gadasaxdeli Tanxebis asaki;
 gamovarkvioT, xom ar aris sakamaTo raime Tanxa da Tu aseTi problema
arsebobs, davadginoT misi mizezebi;
 ganvsazRvroT oficialurad gaumJRavnebeli da samomavlo davalianebebi.

gasanaRdebeli Tamasuqebi da ipoTekuri davalianeba

 gavecnoT gasanaRdebeli Tamasuqebis da ipoTekur davalianebaTa

nusxas.
 gamovarkvioT davalianebis mizezebi;
 ganvsazRvroT maTi gadaxdis grafiki;
 gamovarkvioT, arseboben Tu ara gasanaRdebeli Tanxebi da mocemulia
Tu ara drois periodi, romlis ganmavlobaSic es Tanxebi ganaRdebul unda
iqnen.

lizingi

lizingis analizis procesSi unda SeviswavloT:

 drois ra periods Seadgens lizingis darCenili vada ;
 SesaZlebelia Tu ara saxelSekrulebo vadis gagrZeleba da Tu
 SesaZlebelia, damokidebulia Tu ara is moijareze;
 xdeba Tu ara saijaro gadasaxadis zrda, riT aris is gamowveuli,
samomxmareblo saqonelze fasebis indeqsebis cvlilebiT Tu uZrav
qonebaze dawesebuli gadasaxadebis zrdiT;
 arsebobs Tu ara salizingo xelSekrulebaSi lizingis SewyvetasTan
dakavSirebuli punqti;
 ra vadebisa da pirobebis SemTxvevaSi daTanxmdeba miwis mflobeli
saijaro vadis gagrZelebaze.

firmis personali

 rogoraa ganawilebuli movaleobebi, firmis personals Soris, ra xelfasebi

da privilegiebi gaaCnia TiToeul mosamsaxures;
 ra Tanamdebobebia firmaSi;
 gaaCnia Tu ara TiToeul momsaxures misi Tanamdebobis Sesabamisi
unar-Cvevebi da ayvanili arian Tu ara isini samuSaoze kontraqtis
formiT;
 darCebian Tu ara isini samuSaoze biznesis Sesyidvis Semdeg.

marketingi

 xom ar gaaCnia firmas raime nawarmiT vaWrobis gansakuTrebuli ufleba;

 aRwereT axali saxis nawarmi (Tu aseTi arsebobs) da miuTiTeT samomavlo
realizaciis moculobis sidideze;
 geografiulad ra raionze vrceldeba biznesis mier gaweuli momsaxureba;
 procentulad bazris ra nawili ukavia mocemul bizness;
 ra upiratesobebi gaaCnia bizness konkurentebis mimarT;
 ra danaxarjebs eweva biznesi yovelwliurad marketingul saqmianobaze.

firmis konkurentebi

 vin arian konkurentebi;

 bazris ra nawili ukaviaT maT ;
 ra upiratesobebi da naklovanebebi gaaCnia TiToeul konkurents.

biznesis Sefasebis yvela es faqtori guldasmiT ganxilvasa da Seswavlas

saWiroebs. zogierTma maTganma, SesaZloa, yidvis Sesaxeb
gadawyvetilebaze dadebiTi zegavlena iqonios, zogma – uaryofiTi. aq
aucilebelia, gamoviyenoT eqspertTa daxmareba, raTa safuZvlianad
gavacnobieroT miRebuli informacia. mizanSewonilia gadawyvetilebis
miRebamde rac SeiZleba meti saWiro informaciis gaanalizeba.

IV. 5. biznesis myidvelis finansuri uzrunvelyofis wyaroebi

myidvelis dafinansebis wyaro, nawilobriv, Sesasyidi biznesis sididezea

damokidebuli. saqmian organizaciaTa umravlesobis (gansakuTrebiT, mcire
zomis saqmiani organizaciebi) Sesyidva TviT myidvelis saxsrebiT xdeba.
myidvelma, aucilebelia, moaxdinos sawyisi Tanxis gadaxda, amitom mas
unda gaaCndes Sesabamisi sabrunavi kapitali.
im SemTxvevaSi, Tu saWiro Tanxebi ar aris advilad xelmisawvdomi,
myidvelma unda mimarTos dafinansebis gare wyaroebs. imisaTvis, rom aseTi
saxis finansuri daxmareba iqnes gaweuli, gamsesxebeli pirad giraosTan
erTad iTxovs monacemebs finansuri mdgomareobis Sesaxeb. mcire zomis
kerZo biznesis Sesasyidad iSviaTad gaicema sesxi, is mxolod am biznesis
aqtivebiTaa garantirebuli. gamsesxeblis azriT, pirovnebis piradi
Tavdebobidan yvelaze mniSvnelovania uZravi qoneba da fasiani qaRaldebi.
piradi Tavdebobis garda, gamsesxebelma unda daadginos is, aris Tu ara
myidveli patiosani da adamiani, gaaCnia Tu ara mas sesxis dafarvis
wyaroebi da kargad momzadebuli biznes-gegma. Cveulebriv, sesxis micema
xdeba bankebis an sxva safinanso insti-tutebis meSveobiT.
gare wyaroebidan finansuri mxardaWeris miRebis Sansebi miT ufro
matulobs, rac ufro izrdeba Sesasyidi biznesis zomebi. bankebi, sadazRvevo
da venCuruli kapitalis kompaniebi, dainteresebuli arian finansuri
daxmarebis gawevaSi maSin, rodesac saqme exeba msxvilmasStabian
SeZenas. am SemTxvevaSi, sesxis amRebs unda gaaCndes sesxis dafarvis
stabiluri wyaro da kargad momzadebuli biznes-gegma.
garigebis dros gamsesxebelma, SesaZloa, ar moiTxovos myidvelisagan
piradi Tavdeboba da dajerdes mis mier mocemul garantiebs. sesxis sididis
zrdasTan erTad, Tavdebad biznesis materialuri aqtivebi gamodian,
ukanaskneli Seicavs debitorul davalianebas, maragebs, danadgarebs da
uZrav qonebas. gamsesxebeli gansazRvravs sesxis gacemis pirobebs.
sadazRvevo kompaniebisa da venCurul kapitalistTa SemTxvevaSi,
gamsesxebelma, SesaZloa, Sesasyid biznesSi garkveuli wili da
mniSvnelovani gadawyvetilebebis miRebaSi monawileobis ufleba moiTxovos.
Cveulebriv, sadazRvevo kompaniebi, mxolod iseT garigebebSi Rebuloben
monawileobas, romelic 10 milion dolarze met Tanxas exeba. zemoT
CamoTvlili finansuri kompaniebi sesxs TiTqmis igive pirobebiT gascemen,
rogorc bankebi, radganac maT ufro didi daintereseba gaaCniaT, vidre
bankebs, amitom isini mzad arian, ufro didi riski gaswion.
kerZo biznesis Sesyidvis procesSi, aucilebelia aqtivebis sistematizeba
im mizniT, rom isini an TviT biznesis mflobelis, an gareSe wyaros mier
gaRebuli sesxis garantad gamovidnen. mflobeli im SemTxvevaSia
mowadinebuli, gawios finansuri daxmareba, Tu Tvlis, rom es aucilebelia
sasurveli Tanxis misaRebad. gare gamsesxebeli imaSi unda iyos
darwmunebuli, rom riski sesxis ardafarvis SemTxvevaSi minimaluria, xolo
garigeba ki – sakmaod momgebiani. safinanso institutebi, rogorc wesi, Zalze
konservatulebi arian, amitom, maTi yuradReba valis dafarvazea
koncentrirebuli. gare finansuri daxmarebis misaRebad, aucilebelia
gagvaCndes is informacia, romelic unda miiRos gamsesxebelma
gadawyvetilebis misaRebad. es monacemebi unda Sediodes sesxis misaReb
specialur moTxovnaSi da Seicavdes Semdeg punqtebs:
 sesxis aRebis mizani;
 saWiro Tanxa;
 sasurveli pirobebi;
 valis dafarvis wyaro;
 garantiebi;
 biznesis istoria da buneba;
 xelmZRvanel personalTa asaki, gamocdileba da ganaTleba;
  produqcia (nawarmi) an momsaxureba;
 momsaxurebis gavrcelebis raioni da ganawilebis sistema;
 ZiriTadi klientura;
 mimwodeblebi;
 konkurentebi;
 ZiriTadi kapitali;
 biznesis sami wlis finansuri dokumentebi;
 biznesis sami wlis sagadasaxado deklaraciebi;
 mimdinare piradi finansuri dokumentebi;
 biznesis samomavlo mogeba-zaralis uwyisi, sabalanso uwyisi da
sakaso konsolidirebuli biujeti (sul mcire, sami wlis).

IV. 6. biznesis Rirebulebis dadgena.

biznesis Rirebulebis gansazRvra yidva-gayidvis garigebis erT-erTi

mniSvnelovani nawilia. myidvelebi da gamyidvelebi xSirad ar eTanxmebian
erTmaneTs, TiToeul mxares gaaCnia Tavisi argumentebi, romlebic SeiZleba
dafuZnebuli iyos, rogorc logikaze, ise emociebze.
rig SemTxvevaSi myidvels hgonia, rom biznesis Sesyidvis Semdeg
adgili eqneba sinergizmis efeqts (movlena, rodesac saerTo Sedegi aWarbebs
calkeuli efeqtebis jams) an maStabur efeqts (movlena, romelic gamoixateba
mudmivi saSualo danaxarjebis SemcirebiT produqciis erTeulze), rac axali
mflobelis mier biznesis axleburad gaZRolis Sedegad miiRweva.
SeTanxmebis misaRwevad saWiroa, rom gasayidi biznesis dadgenili
fasi orive mxares akmayofilebdes amasTan, isini kargad unda erkveodnen
im faqtorebSi, romelTa saSualebiTac moxda am fasis dadgena. biznesis
Sefasebis cnobili eqsperti Senon frati [256, p.81] gvTavazobs eqvs yvelaze
mniSvnelovan faqtors:
- informacia Semosavlebis Sesaxeb;
- kompaniis saerTo mdgomareoba (Senoba-danadgarebis mdgomareoba, sa-
aRricxvo wignebisa da angariSebis sisrule da sizuste);
- aRniSnul biznesSi sabazro moTxovna;
- firmis ekonomikuri mdgomareoba;
- gudvilis an sxva aramaterialur faseulobaTa axali mflobelisaTvis
gadacemis SesaZlebloba;
- momavali mogebis potenciali.
zemoT CamoTvlili eqvsi faqtori gansazRvravs biznesis realur sabazro
Rirebulebas. biznesi iSviaTad gadadis xelidan xelSi realur sabazro fasad.
amis mizezi aris is damatebiTi faqtorebi, romlebic did rols TamaSoben
SeTanxmebuli fasis koreqtirebis procesSi. esenia:
- calkeuli myidvelisa da gamyidvelis mier wayenebuli garkveuli pirobebi.
- Tanxebsa da gadaxdis vadebs Soris gansxvaveba.
- sagadasaxado pirobebis SefardebiTi sargeblianoba, rogorc myi-dvelisaTvis
ise gamyidvelisaTvis, rac damokidebulia garigebis Sinaarsze.
realuri sabazro fasi warmoadgens im fass, romliTac sakuTreba gadadis
gamyidvelidan myidvelis xelSi.
arsebobs biznesis Rirebulebis gansazRvris sxva meTodebic, iseTebi,
rogoric aris:

biznesis Rirebulebis gansazRvra sabalanso uwyisis meTodis

saSualebiT
 es midgoma moiTxovs biznesis aqtivebis Rirebulebis gansazRvras. am
meTods yvelaze xSirad maSin iyeneben, rodesac biznesis Semosavlebis
wyaros ufro metad aqtivebi da ara momsaxureTa wvlili warmoadgens
arseboben sabalanso uwyisze dafuZnebuli is meTodebi, romelTa
saSualebiTac xdeba biznesis Rirebulebis gansazRvra. maT Sorisaa
`aRricxuli~ (realur ZiriTad kapitals plius sabrunavi saxsrebi da minus
davalianebebi), koreqtirebuli (dazustebuli) `aRricxuli~ da salikvidacio
Rirebuleba. TiToeul meTods Tavisi gamoyenebis sfero gaaCnia. sabalanso
uwyisis meTodebs Soris yvelaze xSirad koreqtirebuli `aRricxuli~ Rirebulebis
meTodi gamoiyeneba. am meTodiT TiToeuli aqtivis `aRricxuli~ Rirebulebis
jami zustdeba davalianebis gamoklebiT.
aqtivebis `aRricxuli~ Rirebulebis dazusteba xdeba:
debitoruli davalianebiT _ (xSirad amcireben, raTa aisaxos zogierTi
davalianebis miRebis realuroba),
maragebiT _ (Cveulebriv, amcireben, radgan SeiZleba garTuldes
mTeli maragebis Tavis fasSi realizacia),
uZravi qonebiT _ (Cveulebriv, zrdian, radgan saqmeSi CaSvebis
Semdeg xSirad misi fasi izrdeba).

Rirebulebis gansazRvra mogeba-zaralis uwysisis meTodis

saSualebiT

miuxedavad imisa, rom sabalanso uwyisis meTodi biznesis Rirebulebis

gansazRvris erT-erT saSualebas warmoadgens, praqtikaSi mainc ufro
miRebulia mogeba-zaralis uwyisis meTodis gamoyeneba. mogeba-zaralis
uwyisis meTodebi yvelaze metad dakavSirebulia biznesis aqtivebiT miRebul
mogebasTan, an am aqtivebiT warmoqmnil fulad saxsrebTan. am mizniT,
rogorc wesi, iyeneben fulis moZraobis diskontis meTods. es meTodi moicavs
oTx etaps:

I etapi

samomavlo fuladi saxsrebis moZraobis gamoTvlaSi did daxmarebas

gagiwevT wina fuladi saxsrebis moZraobis aRmricxveli dokumentebi.
gamoTvliTi fulis moZraobis Sesaxeb informacia unda Seicavdes Semdeg
maCveneblebs:
 biznesis sufTa mogeba an zarali;
 mflobelis xelfasi (romelic menejeris honorarze metia);
 mflobelis mier gaweuli xarjebi (rogoricaa: mivlinebis xarjebi, piradi
dazRveva da sxvaa;
 procentebi;
 araperioduli danaxarjebi (rogoricaa iuristebis araperioduli honorarebi);
 arafuladi danaxarjebi (rogoricaa amortizacia);
 mowyobilobebis Secvla an axlis SeZena. (es danaxarjebi myidvelma unda
gaswios samomavlo fulis moZraobis gamoTvlis procesSi).

miuxedavad imisa, rom SesaZlebelia samomavlo fulis moZraobis

ramdenime wliT adre dagegmva, mcire sawarmoTa umravlesobas saxsrebis
simciris gamo, ar SeuZliaT maTi Soreuli perspeqtivis gansazRvra. didi zomis
biznesisaTvisac ki garkveul siZneles warmoadgens fulis moZraobis xuT
weliwadze meti vadiT dagegmva.

II etapi

mas Semdeg, rac davgegmeT samomavlo fulis moZraoba, unda

gamovTvaloT misi diskontirebuli Rirebuleba, rac myidvelis investiciisaTvis
Sesaferisi kapitaldabandebis anazRaurebis koefi-cientis (mogebis normis) an
kapitalizaciis normis gaangariSebiT keTdeba. mogebis norma
(kapitaldabandebis anazRaurebadobis koeficienti) sxvadasxva biznesisaTvis
gansxvavdeba da misi gansazRvra garkveul riskTanaa dakavSirebuli. rac ufro
nakleb riskTanaa dakavSirebuli biznesis investireba, miT ufro pataraa
mogebis norma. sasurveli mogebis norma 20-50% warmoadgens, xolo
biznesTa umravlesobisaTvis is 30-40% Seadgens. samomavlo fulis
moZraobis diskontirebuli Rirebulebis gansazRvra xdeba safinanso
gamoTvlebis daxmarebiT, anda specialuri diskontirebuli Rirebulebis cxrilebiT.
qvemoT moyvanilia magaliTi, Tu rogor xdeba gadaangariSeba 40%-iani
mogebis normiT.

weliwadi dagegmili fulis diskontirebis diskontirebuli

moZraoba koeficienti* Rirebuleba
1 $360 714 $257
2 $383 510 $195
3 $397 364 $145
4 $413 260 $107
5 $438 186 $81

____________
785 jami**
___________________________________________________________________
* dafuZnebulia 40%-ian mogebis normaze. diskontirebis koeficienti
klebulobs yovel momdevno weliwadSi.
** diskontirebul dagegmil fulis moZraobaTa jamis diskontirebuli Rirebuleba.
es monacemi emateba biznesis ZiriTadi kapitalis narCen Rirebulebas,
riTac miiReba biznesis mTliain Rirebuleba.

III etapi

Semdeg etapze aucilebelia biznesis ZiriTadi kapitalis narCeni

Rirebulebis dadgena. biznesis ZiriTadi kapitalis narCeni Rirebuleba
warmoadgens biznesis winaswar Sefasebul diskontirebul Rirebulebas fulis
moZraobis dagegmvis periodis bolosaTvis (Cvens SemTxvevaSi me-5 wlis
bolos). igi gamoiTvleba biznesis sawyisi sufTa Rirebulebisa da samomavlo
yovelwliuri namatebis dajamebiT. biznesis sufTa Rire-bulebis yovelwliuri
namatebi, rogorc yovelwliuri dabegrili Semosavlebis jami ganisazRvrebian,
imis gaTvaliswinebiT, rom ar moxda aqciebis dividendebis gacema. am
namats umateben biznesis sawyis sufTa Rirebulebas da xdeba ukve am
jamis diskontirebuli Rirebulebis gansazRvra, ris safuZvelzec vadgenT biznesis
ZiriTadi kapitalis narCen Rirebulebas.

IV etapi
 am etapze biznesis ZiriTadi kapitalis narCen Rirebulebas umateben
dagegmil samomavlo fulis moZraobis jamur diskontirebul Rirebulebas,
romelic winaswar gamoiTvleba biznesis sasurveli fasis misaRebad. qveviT
moyvanilia amis magaliTi.

wlebi dabegrili Semosavali

1 $125
2 $131
3 $138
4 $144
5 $152
_______
sufTa Rirebulebis namatebis jami $ 690
mimdinare sufTa Rirebuleba $ 910
mTliani sufTa Rirebuleba $ 1600
narCeni Rirebuleba (1600 X 0.186) $ 1600 ***
__________________________________________________________
*** mTliani sufTa Rirebulebis dagegmili fulis moZraobis bolo wlis
diskontirebis koeficientze gamravlebiT vRebulobT biznesis sawyisi
kapitalis narCen Rirebulebas. biznesis sawyisi kapitalis narCeni
Rirebulebis ($ 298) da dagegmil fulis moZraobaTa jamuri diskontirebuli
Rirebulebis ($ 785) SekrebiT vRebulobT biznesis Rirebulebas ($ 1,083).

miuxedavad imisa, rom es formula farTod gamoiyeneba, ar SeiZleba

misi aseTi martivi formiT gamoyeneba Rirebulebis Sesaxeb saboloo
gadawyvetilebis misaRebad. igi gamousadegaria iseTi sakiTxebis ganxilvis
procesSi, rogoric aris myidvelis mier sabrunavi kapitalis investireba,
garigebis pirobebi, anda iseTi aqtivebis Rirebulebis gansazRvris procesSi,
rogoric aris uZravi qoneba, romelic SesaZloa ar iyos saWiro samomavlo fulis
moZraobis dagegmvisTvis. amdenad, es formula sasargebloa im saorientacio
fasis dadgenis procesSi, romelic molaparakebebis warmoebis dros
gamoiyeneba.

IV.7. biznesis yidva-gayidvis garigebaTa struqtura da molaparakebaTa kultura

biznesis yidvis procesSi, mis Sesaxeb informaciis Sefasebas biznesis myidvelebi,

garkveuli dargis konsultantebi, profesionali Suamavlebi, biznesis Sefasebis eqspertebi,
kvalificiuri buRaltrebi da iuristebi awarmoeben.
biznesis Sefasebebis eqspertebs biznesis Rirebulebis gansazRvra damoukideblad
SeuZliaT. aucilebelia, gaviTvaliswinoT is garemoebac, rom isini eyrdnobian gamyidvelis mier
mowodebul informacias.
mrCevlis rolSi SeiZleba gamoviyenoT kvalificiuri buRaltrebi, romlebic yvelaze ukeT
Caatareben sabuRaltro reviziasa da finansuri dokumentebis analizs.
biznesis yidva-gayidvis dros mrCevlis rolSi SeiZleba kvalificiuri iuristis gamoyeneba.
iuristebi monawileobas Rebuloben biznesis Rirebulebis gansazRvris, gasayidi fasis
SeTanxmebisa da saWiro dokumentebis momzadebaSi. imis gamo, rom molaparakebis procesSi
maTma CarTvam SesaZloa warmoqmnas myidvelsa da gamyidvels Soris garkveuli daZabuloba,
isini molaparakebis procesebs bolo stadiaze erTvebian.
iuristis ZiriTad funqcias warmoadgens mxareebis mier SeTanxmebuli yidva-gayidvis
dokumentebis momzadeba. isini orive mxaris interesebs unda Seicavdnen. iuristis SerCevis
mniSvnelovan kriteriumebs warmoadgens kargi praqtika, gamocdileba da reputacia.
arsebobs  biznesis yidva-gayidvis struqturis ori ZiriTadi forma: 1) gamyidvelis
korporaciis aqtivebis Sesyidva. da 2) gamyidvelis aqciebis Sesyidva.
aqtivebis Sesyidvis safuZvelze garigebis dros Sesasyidi aqtivebi aisaxeba
kontraqtSi. myidvels gadaecema yvela aqtivi, fulis da debitoruli davalianebis garda. gamyidveli
grZelvadian da moklevadian davalianebaTa dasafaravad iyenebs gayidviT miRebul Semosavals.
myidveli yidulobs bizness danadgarebis, mowyobilobebis, maragebis, aseve savaWro niSnis,
gudvilis (prestiJs) da sxva aramaterialuri aqtivebis saxiT.
aqtivebze dafuZnebuli garigeba ufro metad momgebiania myidvelisaTvis. myidveli iZens
axali Rirebulebas aqtivebSi, rac ufro didi saamortizacio anaricxis gakeTebis saSualebas iZleva.
amitomac aris, rom myidveli, upiratesobas aniWebdes aqtivebze dafuZnebul
SeTanxmebas, amiT man SeiZleba aaridos Tavi gamyidvelis farul an ucnob davalianebebze
pasuxismgeblobas.
aqciebze dafuZnebuli garigebis dros gamyidvelis korporaciis yvela aqtivi da
davalianeba, agreTve, aqciebi gadaecema myidvels. zogierT SemTxvevaSi, myidvelma da
gamyidvelma SeiZleba gamoricxon SeTanxmebidan zogierTi aqtivi an davalianeba.
aqciebze dafuZnebuli garigebebi gamoricxaven lizingis gadacemis aucileblobas im
SemTxvevaSi, rodesac salizingo xelSekruleba korporaciis saxeliT aris dadebuli. aqciebze
dafuZnebuli SeTanxmebis dros gamyidvelis faruli valebis `memkvidreobiT~ miRebis riski
minimumamdea dayvanili im SemTxvevaSi, Tu myidvels mieniWeba gamyidvelis
davalianebaTa kompensaciis miRebis ufleba.
gayidva gadavadebiT. iSviaTad xdeba kerZo biznesis yidva-gayidva sruli Tanxis
gadaxdiT. TiTqmis yvela SeTanxmeba dafuZnebulia gadavadebiT gayidvis kontraqtze, romlis
Tanaxmadac, gamyidveli Rebulobs garkveul Tanxas, xolo gasayidi fasis nawils TviTon mflobeli
afinansebs. mcire zomis kerZo biznesisaTvis sawyisi Senatani gasayidi fasis 10-40%
warmoadgens, amasTan, myidveli kompensaciis saxiT iZleva sasesxo valdebulebas, romelic
garantirebulia mxolod biznesis aqtivebiT. aseTi valdebulebebis vada, Cveulebriv, 3-15 weliwads
Seadgens, xolo saprocento norma, xSir SemTxvevaSi 9-12%-ia.
Sesyidvebi aRebuli sesxis safuZvelze. `Leveraged buy out~ biznesis Sesasyidad
gamoyofili sesxis dafarvis garantad gvevlineba. Leveraged buyout-is dros myidveli, Cveulebriv,
an saerTod arafers ar ixdis, an ixdis Zalian cotas, Tanac sesxs sakredito dawesebulebidan iRebs.
Sesyidvis aseTi meTodi aqtivebiT mdidari biznesisaTvis gamoiyeneba. bizness, romelsac
ar gaaCnia sruli Leveraged buyout-isaTvis saWiro aqtivebi, SeuZlia arasruli Leveraged buyout-
is ganxorcieleba. aseTi struqturis dros myidveli afinansebs garigebis nawils da Rirebulebis
danarCeni nawilis dasafaravad gamoiyeneba sesxi, radgan Leveraged buyout-is meTodi ufro
metad amZimebs kompanias valebiT, vidre dafinansebis sxva forma. myidveli unda iyos
darwmunebuli imaSi, rom mocemuli biznesi SeZlebs valis dafarvas.
biznesis yidva-gayidvis procesSi mniSvnelovani adgili uWiravs
molaparakebebis warmoebis kulturas. molaparakebaTa procesisaTvis
damaxasiaTebelia azrTa sxvadasxvaoba. am procesSi mxolod realisturad
moazrovne monawiles SeuZlia, SemoqmedebiTad miudges problemis
gadawyvetas. aucilebelia, TiToeulma mxarem icodes yvelaze mniSvnelovani
sakiTxebi, gaerkves imaSi Tu ratom ukavia partniors am sakiTxTan
dakavSirebiT negatiuri pozicia.
molaparakebis procesSi fasi SeTanxmebis mxolod erT aspeqts
warmoadgens. arseboben sxva aranakleb mniSvnelovani sakiTxebi, iseTebi
rogoricaa: valis dafarvis vada da gadasaxadebTan dakavSirebuli problemebi
da sxva. cxadia, rom gamyidvels molaparakebis procesSi upiratesoba
gaaCnia, rameTu igi ukeT icnobs gasayid bizness, myidveli am upiratesobis
Semcirebis mizniT, unda Seecados, rac SeiZleba ukeT gaecnos Sesasyid
bizness.
imisaTvis, rom vawarmooT molaparakeba, ar kmara mxolod biznesis
Seswavla. TiToeuli mxare kargad unda icnobdes meoris mier biznesis yidvis
an gayidvis motivebs da mis samomavlo gegmebs. molaparakebis mxareebs
unda esmodeT, Tu ra faqtorebi ganapirobeben mopirdapire mxaris pozicias
ama Tu im sakiTxTan dakavSirebiT. samuSao strategiis ganviTareba, ara
mxolod meore mxaris poziciebis codnas, aramed sakuTari poziciis
arsebobasac niSnavs. mxareebma werilobiT unda Camoayalibon TavianTi
poziciebi. agreTve, TavianT motivaciebSi unda gansazRvron SesaZlo
problemebi. am SemTxvevaSi, TiToeuli mxare SeZlebs meoris mier dasaxuli
miznebis ganWvretas.
myidvelma unda moiTxovos gamyidvelisagan, rom man ar awarmoos
sxva myidvelebTan molaparakeba maSin, roca ukve mimdinareobs
konkretuli SemoTavazebebis ganxilva. am stadiis dadgomamde gamyidve-
lebs is upiratesoba gaaCniaT, rom maT SeuZliaT ramodenime myidvelTan
erTdroulad awarmoon molaparakeba. molaparakebis msvlelobisas, yvelaze
mniSvnelovania sakiTxebis danaxva meore mxaris poziciidan gamomdinare.
aseTi midgoma aadvilebs SeTanxmebis miRwevas.

IV. 8. saqmiani winadadebis Sefaseba da gayidvis pirobebis

dadgena

saqmiani winadadebis SeTavazebamde myidveli, Cveulebriv,

ramdenime bizness ikvlevs. zogjer am Ziebis procesSi SesaZloa konfi-
dencialurobis xelSekrulebaze xelmowera. es avaldebulebs myidvels biznesis
Sesaxeb miRebuli informacia ar gaumxilos aravis, garda Tavisi mrCevlisa.
myidvelma unda gansazRvros biznesis Rirebulebis SesaZlo diapazoni.
biznesis gankargulebaSi myofi qonebis Rirebuleba SeiZleba ganisazRvros,
rogorc biznesis fasis qveda zRvari. fasis zeda zRvaris dadgena ki SeiZleba
kapitalis im raodenobis dadgeniT, romelic miiReba axali menejmentis
pirobebSi.
myidvelisaTvis xelmisawvdomi unda iyos yvela saWiro dokumenti. am
SemTxvevaSi, Tu xdeba raime informaciis dafarva, SesaZlebelia Semdegi:
molaparakebia Sewyveta, an dafaruli informaciis gamJRavnebis moTxovnis
wamoyeneba. gadawyvetileba damokidebulia dafaruli info-rmaciis sidideze
da Sinaarsze.
SeTavazeba SeiZleba aisaxos yidva-gayidvis xelSekrulebaSi an mieces
valdebulebis saxe. Cveulebriv, yidva-gayidvis xelSekruleba ramodenime
nawilisagan Sedgeba. imis miuxedavad, Tu xelSekrulebis ra formasTan
gaqvT saqme, is unda Seicavdes Semdeg punqtebs:
 biznesis saerTo SemoTavazebuli fasi;
 fasis Semadgeneli nawilebi (sagarantio sawindari da sawyisi Senatani,
bankis kreditis sidide, gamyidvelis mier dafinansebuli kreditis sidide);
 Sesasyid valdebulebaTa da aqtivTa sia. debitoruli davalianebis minimaluri
da kreditoruli davalianebis SesaZlo maqsimaluri Tanxa;
 xelSekrulebis dadebis momentisTvis danadgarebis mdgomareoba;
 myidvelis ufleba miiRos kompensacia, romlis sidide ganisazRvreba
xelSekrulebis dadebis Semdeg gasastumrebel valdebulebaTa zomiT da
xelSekrulebaSi miTiTebul maragebSi cvlilebebis SetaniT;
 naTlad gansazRvruli garantiebi, arsebuli kontraqtis kanoniereba,
sagadasaxado da iuridiul davalianebasTan dakavSirebuli SezRudvebi;
 lizingis gadacemasTan dakavSirebuli gayidvis pirobebi, finansuri
uwyisebis Semowmeba, licenziebis gadacema, xelSekrulebis finansuri an
sxva saxis pirobebis gacnoba;
 ijarasTan, komunalur momsaxureobasTan, xelfasebTan da avansad
gaweul danaxarjebTan dakavSirebuli gadavadebebi;
 Sesasyidi fasis gadaxdis pirobebi;
 xelSekrulebis dadebis TariRi.
yidva-gayidvis xelSekruleba warmoadgens, rTul dokuments, amitom
kargi iqneba, Tu mis Sesadgenad gamoiyeneba specialistis daxmareba.
gamyidveli unda gaecnos SemoTavazebis TiToeul punqts. is
SemoTavazebebi, romelTa miRebac gamyidvelis mxridan yvelaze metadaa
mosalodneli, garkveulwilad, biznesis sididezea damokidebuli. Tu myidveli
individualur pirs warmoadgens, gamyidvelma unda moiTxovos misi piradi
finansuri uwyisi, xolo Tu myidveli sxva kompaniaa – misi yovelwliuri angariSi.
Tu myidveli sxva kompaniaa, aucilebelia gansazRvroT, Tu ra dgas am
Sesyidvis ukan. xom ara aqvs adgili sinergizms an maStabur efeqtebs.
myidvelma unda moamzados da gamyidvels warudginos Sesyidvis
Semdgomi biznes-gegma.
da bolos, aucilebelia guldasmiT SeviswavloT saqmiani winadadebebi
valdebulebebisa da aqtivebis Sesyidvis Taobaze. SesaZloa, aqtivebze
SemoTavazebuli fasi ufro dabali aRmoCndes, vidre aqtivebis realuri
Rirebuleba.
mas Semdeg, rac myidvelma da gamyidvelma saxelSekrulebo
kontraqts xeli moaweres, SeTanxmebis dasrulebamde aucilebelia darCenili
sakiTxebis dazusteba. aseTi sakiTxebia lizingis gadacema, finansuri
uwyisebis Semowmeba, licenziaTa gadacema, dafinansebis pirobebis
dadgena. Cveulebriv, am sakiTxebis gasaanalizeblad iniSneba garkveuli
TariRi. Tu ar moxda am sakiTxebis gadawyveta drois garkveul vadebSi,
xelSekrulebac gauqmebulad iTvleba. biznesis xelSekrulebebi an rogorc maT
uwodeben qlouzingebi, Cveulebriv ori gziT unda gaformdes:
1. xelSekrulebas amzadebs iuristi. am proceduris dros myidvelis
an damoukidebeli iuristi, romelic orive mxaris interesebs warmoadgens,
amzadebs xelSekrulebisaTvis saWiro dokumentebs. myidveli da gamyidveli
rwmunebul iurists winaswar daniSnul dros xvdebian. Sexvedraze myidveli da
gamyidveli xels aweren dokumentebze.
saxelSekrulebo rwmunebuls SeuZlia, mxareebs daxmareba gauwios
azrTa sxvadasxvaobis SemTxvevaSi situaciis gawonasworebaSi. gadasaxdeli
Tanxa gadaecema saxelSekrulebo rwmunebuls da is mas xelSekrulebis
xelmoweris Semdeg gascems.
2. deponireba. deponirebis tipis xelSekrulebis dros gadasaxdeli
Tanxa, giravnobis sabuTi da sxva dokumentebi neitralur mxares, an
deponirebis agents gadaecema. deponirebis agentSi, Cveulebriv, sadeponiro
kompania an finansuri dawesebulebis sadeponiro ganyofileba igulisxmeba.
myidveli da gamyidveli xels aweren sadeponiro instruqciebs, sadac
miTiTebulia is sakiTxebi, romlebic SeTanxmebis dasrulebamde unda
ganixilon. mas Semdeg, rac yvela sakiTxi ganxilulia, deponirebis agenti
gascems adre gaformebul dokumentebsa da Tanxebs. imarTeba saboloo
oficialuri Sexvedra, romelzec xdeba dokumentebze xelis mowera.
xelSekrulebis dasasruleblad saWiroa garkveuli saxis dokumentebi.
yidva-gayidvis dokumenti sabaziso dokumentia, romlis safuZvelzec
SeTanxmebis dasrulebisaTvis saWiro sxva dokumentebi formdeba. qveviT
moyvanilia im dokumentTa nusxa, romlebic yvelaze xSirad gamoiyenebian
SeTanxmebis bolo stadiaze. esenia:
xelSekrulebis furceli: miTiTebulia xelSekrulebis dadebis TariRi,
agreTve, xarjebis is raodenoba, romelic ifareba mxareebis mier, im kreditis
sidide, romelic TiToeulma mxarem unda miiRos.
sadeponiro xelSekruleba: gamoiyeneba mxolod deponirebis
xelSekrulebis gaformebis dros. am dokumentSi miTiTebulia deponirebis
pirobebi, sadeponiro agentis movaleobebi da is aucilebeli pirobebi, rac
deponirebuli Tanxebisa da dokumentebis gasacemadaa saWiro.
giravnobis sigeli: miTiTebulia gadasacemi realuri aqtivebis
moculoba, agreTve, kompensaciis sidide, romelic am aqtivebisaTvis iqneba
gadaxdili.
sasesxo valdebuleba: gamoiyeneba mxolod ganawilvadebiTi
gayidvis dros. masSi miTiTebulia sesxis sidide da drois is periodi, romlis
ganmavlobaSic myidvelma gamyidvels es vali unda daubrunos. agreTve, am
dokumentSi miTiTebulia is kompensaciebi, romelsac gamyidveli miiRebs,
myidvelis mier valis gadauxdelobis SemTxvevaSi.
sagarantio xelSekruleba: warmoadgens garantias aqtivebis saxiT,
romelsac myidveli agiravebs sasesxo valdebulebisa da ZiriTadi valis
gastumrebis uzrunvelsayofad. masSi, agreTve, miTiTebulia drois is periodi,
romlis ganmavlobaSic myidveli Tanaxmaa, saqmeSi CauSvas aqtivebi,
romlebic uzrunvelyofen valis dafarvas.
arakonkurenciulobis xelSekruleba:, momsaxurebis gavrcelebis
raionis farglebSi, drois garkveuli periodis ganmavlobaSi icavs myidvels da
mis investiciebs gamyidvelis myisieri konkurenciisagan. arakonkurenciulobis
dokumenti zogjer Sesyidva-gayidvis xelSe-krulebis Semadgenel nawils
warmoadgens, zogjer ki rogorc calke dokumenti isea warmodgenili.
xelSekruleba saqmianobis Sesaxeb: masSi miTiTebulia
momsaxurebis is tipi, romliTac gamyidvelma unda uzrunvelyos myidveli,
kompensaciis sidide, drois periodi, romlis ganmavlobaSic yovelkvireulad an
yovelTviurad myidvels unda miewodos zemoT aRniSnuli momsaxureba,
xelSekrulebis ZalaSi yofnis vada, is meTodi, romlis saSualebiTac SesaZlebeli
iqneba xelSekrulebis vadamde adre gauqmeba.

I. 9. biznesis samarTlebrivi formis SerCeva

mas Semdeg, rac xelmowerilia gadawyvetileba biznesis Sesyidvis

Sesaxeb, aucilebelia sabolood davadginoT misi yvelaze efeqtiani samarTlebrivi forma.
dResdReobiT mravali mizezi arsebobs imisaTvis, rom mcire biznesis
menejerma yuradReba miaqcios sakuTari firmisaTvis samarTlebrivi formis
SerCevas. sagadasaxado kanonebisa da arsebuli kapitalis cvalebadoba _ es
aris is ori faqtori romelic unda gaiTvaliswinos menejerma biznesis samarTlebrivi
formis SerCevis procesSi.
arsebobs biznesis sami ZiriTadi forma: erTpirovnuli mflobeloba,
amxanagoba da korporacia. TiToeuls gaaCnia Tavisi upiratesobebi da
naklovanebebi, amitom saWiroa TiToeuli maTganis Sefaseba, raTa
ganvsazRvroT, pasuxobs Tu ara esa Tu is forma saqmianobis garkveul
pirobebs, miznebsa da saWiroebebs. biznesis es organizaciuli formebi
detalurad aRwerilia III TavSi, amitom, maT safuZvlian ganxilvas ar
SevudgebiT. amasTan, avRniSnavT, rom erTpirovnuli mflobeloba
warmoadgens iseT samarTlebriv formas, romelic gulisxmobs biznesis erTi
piris mier flobas da xelmZRvanelobas. erTpirovnuli mflobelobis
dasafuZneblad saWiroa mxolod licenziebis (uflebebis) miReba. ase rom, es
mcire biznesis organizebis yvelaze gavrcelebuli formaa.
ukeTesia Tu damwyebi biznesmeni sawyis etapze am samarTlebriv
formas airCevs, xolo Semdgom, warmatebis SemTxvevaSi SeuZlia,
amxanagobaze an korporaciaze gadavides.
amxanagoba aris ori an meti piris, rogorc biznesis Tanamflobelis
TanamSromloba mogebis miRebis mizniT. amxanagobis dafuZneba
moiTxovs specialuri dokumentis _ `Articles of Partnership~ SemuSavebas. am
dokumentSi Semavali punqtebi asaxaven partniorebis mier biznesis
saqmianobaSi Setanil wvlils (finansuri, materialuri, Tu mmarTveluri tipis) da
TiToeuli partnioris movaleobas. qveviT moyvanilia zogierTi punqti, romelsac
amxanagobis Sesaxeb xelSekruleba moicavs:
 saxeli, mizani, misamarTi;
 xelSekrulebis xangrZlivoba;
 partniorTa tipebi (saerTo an SezRuduli pasuxsimgeblobis, aqtiuri
an pasiuri);
 partniorebis mier Setanili wvlili (saqmis dawyebisas,
mogvianebiT);
 biznesis danaxarjebi (rogor ifareba);
 uflebamosilebebi (TiToeuli partnioris uflebamosileba);
 sxvadasxva valebi;
 saaRricxvo wignebi, uwyisebi da aRricxvis meTodi ;
 mogeba-zaralis ganawileba;
 piradi sargeblobisaTvis amoRebuli Tanxebi an xelfasebi;
 partnioris uflebebi;
 partnioris gardacvaleba (firmis daSla);
 personalis marTva;
 valebis dafarva;
 partnioris wilis gayidva;
 arbitraJi;
 amxanagobis Sesaxeb xelSekrulebaSi Setanili damatebebi,
Sesworebebi, an mTlianad xelSekrulebis Secvla;
 uTanxmoebis gadawyveta;
 gadaxdisuunaroba.
amxanagoba biznesis organizebis sxva formebisagan gansxvavdeba:
amxanagobis xanmokle sicocxlisunarianobiT; sul cota, erTi partnioris
SeuzRudavi pasuxismgeblobiT; aqtivebis TanaflobiT; mmarTveluri
movaleobebis ganawilebiT.
ganasxvaveben partniorTa ramdenime tips:
_ namdvili partniori. _ aqtiuri da cnobili, rogorc partniori.
_ aqtiuri partniori. _ SeiZleba iyos an ar iyos namdvili partniori.
_ faruli partniori. _ aqtiuri, magram ar aris cnobili, rogorc partniori.
_ pasiuri partniori. _ araaqtiuri, amasTan ar aris cnobili, rogorc partniori.
_ Cumi partniori. _ araaqtiuri (magram SeiZleba cnobili iyos, rogorc
partniori).
_ nominaluri partniori (yalbi partniori). _ ar aris namdvili partniori,
rameTu ar warmoadgens romelime mxares amxanagobis Sesaxeb
xelSekrulebaSi. nominaluri partniori iqceva ise rogorc realuri partniori, an
uflebas aZlevs sxva pirebs, imoqmedon misi, rogorc partnioris saxeliT.
amitom nominaluri partniori pasuxsimgebelia mesame piris winaSe,
romelmac mis saxelze krediti gasca.
qvepartniori. _ pirovneba, romelic ar warmoadgens amxanagobis
wevrs, magram erT-erT partniorTan dadebuli aqvs kontraqti, romlis
Tanaxmadac, qvepartniori iRebs garkveuli wils aseTi partnioris saqmianobisa
da mogebis wilidan.
SezRuduli pasuxismgeblobis anu komanditoruli partniori. _
kanoniT dadgenilia, rom komanditoruli partniori mxolod mis mier biznesSi
dabandebuli Tanxis dakargvis risks eweva. radgan aseTi partniori ar
Rebulobs monawileobas mmarTveluri gadawyvetilebebis miRebasa Tu firmis
xelmZRvanelobaSi, igi ar aris iseTive pasuxismgebeli biznesis valebze,
rogorc mTavari partniori.
firmis moRvaweoba SezRudulia mxolod erTi partnioris, rogorc
wamyvani Zalis, moqmedebiT.
amxanagobis wilis gauqmebis sirTule. momzadebuli werilobiTi
xelSekrulebis gareSe Znelia partnioris wilis gamosyidva.
korporacia biznesis sami organizaciuli struqturidan yvelaze rTul formas
warmoadgens. is misi mflobelTagan gansxvavebuli iuridiuli piria.
amdenad, mas Semdeg rac SerCeulia perspeqtiuli biznesi SesaZlebelia,
davadginoT biznesis organizaciis forma.
Tu miRebulia gadawyvetileba individualuri kerZo formis gaxsnis
Sesaxeb, aucilebelia firmis wesdebis SemuSaveba, registracia, mimdinare
angariSis gaxsna bankSi, ijaris SemTxvevaSi saijaro qiris gadaxda da sxva.
amxanagobis dafuZnebis SemTxvevaSi, aucilebelia,
damfuZnebeli xelSekrulebis, organizaciis wesdebis SemuSaveba.
damfuZnebel xelSekrulebaSi ganisazRvreba partniorebis ufleba-
movaleobani.
korporaciis SeqmnisaTvis, aseve aucilebelia misi registracia,
damfuZnebeli dokumentebis SemuSaveba, Semdgom direqtorTa
sabWos dadgena, menejerTa raodenobis gansazRvra da sxva.
biznesis optimaluri forma damokidebulia rig faqtorebze: safinanso
resursebis odenobaze, warmoebis tipze; momuSaveTa raodenobaze;
gadasaxadebis moculobaze da sxva. am sakiTxebTan mimarTebiT
informaciebis mopoveba SeiZleba sagadasaxado departamentSi,
specializebul iuridiul Tu sabuRaltro firmebSi Tu sakonsultacio centrebSi.

IV. 10. mcire sawarmoebSi

biznes-gegmis Sedgenis organizacia

biznes-gegma warmoadgens, rogorc investiciebis mozidvis

instruments, aseve Sidasafirmo dagegmvis safuZvels. biznes-gegmis
Sedgenis meTodologia da misi calkeuli ganyofilebebis detalizacia sxvadasxva
kompaniebis specifikidan gamomdinare, erTob gansxvavebulia. biznes-
gegmis Sedgena aris iteraciuli procesi, rac gulisxmobs masSi axali
informaciis safuZvelze aucilebeli cvlilebebis Seqmnas. aRniSnulidan
gamomdinare, mcire sawarmoebis specifikis mixedviT arsebobs biznes-
gegmis Sedgenis sxvadasxva logika. amavdroulad unda gaviTavisoT is
zogadi principebi, romlebic miesadageba yvela tipis biznes-gegmas.
reziume aris biznes-gegmis mokle mimoxilva. is unda Seicavdes Semdegi saxis
informacias:
 proeqtis dasaxeleba;
 organizaciis daxasiaTeba. aq Sedis:
 - organizaciis dasaxeleba;
- organizaciul-samarTlebrivi forma;
- sakuTrebis forma;
- sawesdebo fondi;
- momuSaveTa ricxovnoba;
- bolo wlis saqonelbrunva;
- safosto misamarTi, telefoni;
- sabanko angariSebi.
 proeqtis aRwera (aq unda aRiniSnos bizness viwyebT nulidan, Tu moxdeba maTi
gafarToeba);
 firmis aRwera, misi ganviTarebis ZiriTadi etapebi da niSnebi;
 proeqtis moklevadiani da grZelvadiani miznebi, ra Semosavlebi miiReba ra drois
ganmavlobaSi;
 taqtikuri gegma anu imis aRwera, Tu rogor miiRweva dasaxuli amocanebi;
 investiciuri moTxovna.
firmis aRweris procesSi aucilebelia, davaxasiaToT mocemuli firma. CamovayaliboT misi
sxva firmebisa da kompaniebisagan ganma-sxvavebeli niSnebi. aq mniSvnelovania Semdegi
sakiTxebis gaana-lizeba:
 miznebi da amocanebi;
 organizaciuli struqtura da sakadro Semadgenloba;
 produqciis gasaRebis tendenciebi;
 safinanso maCveneblebi;
 firmis ZiriTadi upiratesobani;
 nou-xau;
 sezonuroba;
 teqnologiuri done;
 firmis Zlieri da susti mxareebi;
 danaxarjTa analizi;
 geografiuli mdebareoba.
biznesis gegmas SeuZlia mcire sawarmos momaval mflobels daanaxos
gza mogebisaken. is SeiZleba sxvadasxva formiT Camoyalibdes.
imisaTvis, raTa davsaxoT gza mogebisaken, saWiroa pasuxi gavceT
Semdeg kiTxvebs: romel bizness viwyebT? romel bazarze vmoRvaweobT? vin
iqneba momxmarebeli? vin arian konkurentebi? rogoria gasaRebis strategia?
ra dafinansebaa saWiro firmis funqcionirebisaTvis? marTvis ra formebia
saWiro firmaSi? rogoria biznes-gegmis Sedgenis strategia?
srulyofili biznesis gegmis dawera dros, energiasa da moTminebas
moiTxovs. iyo dro, rodesac adamianebs mcire biznesSi mxolod
SromismoyvareobiT SeeZloT mieRwiaT warmatebisaTvis. dRes ukve ada-
mianebisaTvis damaxasiaTebeli saRi azri ver ganapirobebs warmatebas,
radganac Seicvala teqnologia, bazari da TviTon xalxic.
Tanamedrove biznesSi adamianebi mxolod imitom ar imyofebian rom
fuli akeTon, isini TavianT strategias ageben xangrZliv perspeqtivaze, amitom
biznes-gegmaSi winaswar gansazRvraven am strategiis Sinaarss.
ZiriTadi sakiTxi, romelic biznesis gegmis Sedgenis procesSi unda
ganvixiloT, mdgomareobs SemdegSi: realurad romel biznesSi varT? erTi
SexedviT, es SekiTxva SeiZleba araseriozulad mogveCvenos. zogierTi
menejeri kotrdeba imitom, rom ibneva Tavisi biznesis gansazRvraSi. ra
daniSnuleba aqvs saqonels momxmareblisaTvis? ratom? sad? ras ar
pasuxobs saqoneli? ra moTxovnilebas daakmayofilebs is momavalSi? am
kiTxvebze pasuxi iZleva SesaZleblobas, davaskvnaT, romel biznesSi
vimyofebiT.
 biznes-gegmis tipiuri struqtura warmogvidgeba Semdegi saxiT:
1. reziume (mimoxilviTi ganyofileba);
2. firmis aRwera;
3. marketingi;
4. produqciis (momsaxurebis aRwera);
5. sabazro tendenciebi;
6. sawarmoo gegma;
7. safinanso gegma;
8. riskebis faqtorebi.
marketingi pirveli marketinguli gadawyvetileba miiReba maSin,
rodesac, davadgenT imas, Tu romel biznesSi vmoRvaweobT. Semdgom
aucilebelia sxva marketinguli problemebis gadaWra.
warmatebuli marketingi – biznesis mesakuTresTan iwyeba. is kargad
unda icnobdeT saqonels, bazars, momxmareblebsa da konkurentebs.
manam, sanam warmoebas davgegmavdeT, unda gadavwyvitoT – sad
iqneba bazari, ratom iyidian momxmareblebi saqonels, zrdadia Tu ara bazari
da sabazro wilis ramden procents daikavebs produqcia misi warmoebisa da
realizaciis pirvel, meore da mesame wels. warmoebis miznebi da gegmebi
aucilebelia iyos safuZvliani, isini unda reagirebdnen CamoTvlil faqtorebze,
rac miiRweva sabazro Sesa-Zleblobebis da bazris gamokvleviT.
marketingis gamokvlevisas, aucilebelia, SeviswavloT: bazris segmenti,
davadginoT sad da visTvis vapirebT saqonlis miyidvas, aucilebelia
ganisazRvros bazris segmenti, rogorc geografiuli, aseve momxmareblebis
TvalsazrisiT.
konkurentebi. mniSvnelovania SeviswavloT is ZirTiadi konku-
rentebi, romlebic bazris am segmentebze moRvaweoben. SevafasoT maTi
sabazro wili da gayidvebi. gaviangariSoT maTi gayidvebis potenciuri
Semcirebis SesaZlebloba bazarze mocemuli kompaniis produqciis
gamoCenis Semdeg. aq aucilebelia davadginoT:
 konkurentebis vinaoba da adgilmdebareoba;
 sabazro wili procentebSi;
 maTi gayidvebis moculoba;
 am mizeziT SesaZlo danakargebis moculoba.
aucilebelia SeviswavloT da gavaanalizoT TiToeuli konku-rentis Zlieri da
susti mxareebi. CamovyalibdeT TiToeul maTganze, maT ZiriTad saqonelze,
mowyobiloba-danadgarebze, marketingul maxasia-Teblebsa da axali
produqciis ganviTarebis an bazarTan adaptirebis unarze.
ra saSualebiT SevinarCunebT dagegmil sabazro wils? qvemoT
moyvanilia maxasiaTeblebis sia, (cxrili #2) romlebic gviCveneben saqonlis
konkurenciul upiratesobebs. aseTi sia TiToeul produqciaze cal-calke dgeba.
saWiroa TiToeuli maxasiaTeblis gaanalizeba. magaliTad, SedarebiT
maRali fasi ar warmoadgendes uaryofiT movlenas, Tu konkurentebTan
SedarebiT saqoneli ufro maRali xarisxisaa. rac ufro gavrcobilia gegma, miT
metad exmareba is mewarmes saqmianobaSi. analizis procesSi unda
SeviswavloT produqciis Semdegi maxasiaTeblebi:
cxrili #2
produqciis maxasiaTeblebi
maxasiaTeblebi produqti
fasi produqti 1 produqti 2
gavrcelebis geografia
saimedooba
mravalmxrivoba
warmoebis siCqare an sizuste
moqmedebis an gamoyenebis simartive
eqsploataciis an remontis simartive
damontaJebis siadvile, Rirebuleba
zoma an wona
stili
sxva maxasiaTeblebi

produqciis ganawileba. aq unda dazustdes: rogor miewodeba saqoneli

saboloo momxmarebels: pirdapiri miyidviT, savaWro organizaciis meSveobiT,
Tu arapirdapiri gziT agentebis, brokerebis, biTumad movaWreebis da a.S.
saSualebiT. CamovTvaloT momxmareblebi, saqonlis is raodenoba, romelsac
yiduloben momxmareblebi da Tanxa, romelsac ixdian isini TiToeuli
produqtisaTvis. aq aucilebelia ganisazRvros:
1) ZiriTadi momxmareblebis saxeli;
2) sruli savaWro moculoba;
3) xvedriTi wili produqtis mixedviT;
4) Tqveni gayidvebis wili procentebSi.
sabazro tendenciebi. unda gaanalizdes bazris mocemul segmentze
ZiriTadi saqonlis gayidvis tendenciebi ukanaskneli 5 wlis ganmavlobaSi.
rogori iqneba es tendenciebi uaxloes 5 weliwadSi? saWiroa monacemebis
wyarosa da prognozirebis safuZvlis saimedoobis Semowmeba. warmoebisa
da saqonlis statistika, Cveulebriv, gamoixateba larebSi an dolarebSi.
SeiZleba gavaanalizoT iseTi parametrebi, rogoricaa momxmarebelTa
raodenoba, gayiduli saqonlis moculoba. sabazro tendenciebis saanalizo
maCveneblebia:
1) gayiduli saqonlis moculoba;
2) gayidvebi 5 wlis win;
3) mimdinare gayidvebi;
4) mosalodneli gayidvebi 5 weliwadSi.

sabazro wili. sabazro wilis dasadgenad aucilebelia ganvsazRvroT

produqciis xvedriTi wili adgilobriv an mTlian bazarze.
gayidvis moculoba. gayidvebis moculobis dasadgenad gamoiyeneba
Semdegi cxrili:
cxrili #3

gayidvebis moculobis dadgena

sul gayidvebi produqti 1 produqti 2

pirveli weli
meore weli
mesame weli

warmoeba. warmoeba warmoadgens saqmianobas, romelic firmaSi

produqciis dasamzadeblad xorcieldeba. biznes-gegmis Sedgenisas, unda
ganvixiloT yvela iZleva SesaZleblobas, romelic nedleulis mza produqciad
gardaqmnasTan aris dakavSirebuli. qvemoT moyvanili samuSao blokebi
dagexmarebaT, gansazRvroT, warmoebis ra saSualebebi da mowyobilobebi
gWirdebaT. aq aucilebelia, gavaanalizoT Semdegi maCveneblebi:

sawarmo operaciebi. unda ganisazRvros ZiriTadi operaciebi,

magaliTad, randva, xerxva, gamoWra da sxva, romlebic gamoiyeneba
produqciis formirebis procesSi.
nedleuli. ra nedleuli, masalebi, makompleqtebeli nakeTobani
dagvWirdeba da maTi miwodebis wyaroebi. am mizniT, SeiZleba,
gamoviyenoT Semdegi cxrili (ix. cxrili #4):

cxrili #4
nedleulis wyaroebis gansazRvra

nedleuli/ wyaro fasi komentari (adgili,

komponenti miwodeba dafinanseba da
a.S.)
1.
2.
3.

aucilebelia, nedleulis komponentebis, aucilebeli maragebis dadgena.

aRWurviloba. aq unda CamoiTvalos is mowyobilobebi, romlebic
sawarmoo operaciebis gansaxorcielebladaa saWiro. ganvsazRvroT,
aRWurvilobis SeZenis wyaro: yidva, lizingi Tu ijariT aReba.
samuSao Zalis unar-Cvevebi. aq unda, warmovadginoT samuSao
Zalis is unar-Cvevebi, romlebic, aucilebelia mowyobilobebis eqspluataciis
procesSi. am mizniT SeiZleba gamoviyenoT (cxrili #5) monacemebi.
cxrili #5
samuSao Zalis analizi
unar- muSakebis xelfasis samuSao Zalis
Cvevebis raodenob sidide arseboba
klasifikacia a
1.
2.
3.
4.

dafinanseba. fuli is iaraRia, romlis saSualebiTac SesaZlebelia biznes-

gegmis amoqmedeba. fuli, agreTve, gazomvis saSualebacaa, SesaZlebelia
biznes-gegma larebis enaze Sefasdes. igives akeTeben bankirebi da
kreditorebi.
rodesac davadgenT Tu ramdeni fulia saWiro biznesis dawyebisaTvis
(an gafarToebisaTvis), aucilebeli xdeba ori garemoebis gaTvaliswineba.
mravali biznesi mogebas ar iZleva funqcionirebis meore an mesame wlamde.
Tu biznesi aseTia, dagvWirdeba finansuri rezervi, raTa is vawarmooT am
periodSi; meore mxriv, SeiZleba ukeTesi iyos fuli Caidos aqciebSi,
obligaciebSi an sxva fasian qaRaldebSi, manam vidre mcire biznesis
organizacia daiwyeba.
bizness an mis gafarToebas sWirdeba sesxi. aucilebelia, bankirs an sxva
damfinansebels vaCvenoT, Tu rogor da raSi iqneba daxarjuli nasesxebi fuli.
mniSvnelovania, rom gamsesxebelma zustad unda icodes, rogor da rodis
dabrundeba sesxi.
imisaTvis, rom ganvsazRvroT, ekonomikurad ganxorcielebadia Tu ara
biznes-gegma, monacemTa sami jgufi unda gaanalizdes:
 mosalodneli gayidvebi da danaxarjebi uaxloes 12 TveSi.
 fuladi saxsrebis moZraoba 12 Tvis ganmavlobaSi.
 mimdinare sabalanso uwyisi.
amis Semdeg SesaZlebelia mivmarToT banks. unda gvaxsovdes _
bankiri an sxva gamsesxebeli aris megobari da ara mteri. amitom,
aucilebelia regularulad SevxvdeiT maT, gavuziaroT arsebuli informacia da
monacemebi. Tu gamsesxebeli mzad aris dagvexmaros, man aucileblad
unda icodes biznesis ara mxolod Zlieri, aramed susti mxareebic.
mosalodneli gayidvebi da danaxarjebi. imisaTvis, rom
gansazRvroT, gaikvlevs Tu ara biznesi gzas bazarze, unda Sefasdes
gayidvebi da danaxarjebi 12 Tvis ganmavlobaSi. am amocanis gadaWraSi
dagvexmareba savaraudo gayidvebisa da danaxarjebis uwyisis da fuladi
saxsrebis prognozis Sedgena, xolo biznesis finansuri mdgomareoba
gansazRvruli droisaTvis SeiZleba, davadginoT mimdinare sabalanso uwyisis
Sedgenis safuZvelze.
mxolod momavali gayidvebis prognozirebiT biznesis mflobeli vals ver
gadaixdis. fuli unda Semovides saWiro dros, xolo mogeba ki ganisazRvros
wlis bolomde. rom gansazRvroT, realuria Tu ara dagegmili gayidvebi da
danaxarjebi, unda Semowmdes fulis moZraobis prognozi 12 TveSi
gayidvebisa da danarxarjebis mixedviT.
aq moyvanili formebi iZleva SesaZleblobas, SevafasoT fuladi saxsrebis
moZraoba (ix. cxrili #6 da cxrili #7):
cxrili #6
savaraudo gayidvebisa da danaxarjebis uwyisi erTi wlisTvis
ianv.

Teb.

mar.

apr.

mai.

ivn.

ivl.

agv.

seq.

oqt.

noe.

dek.
sul

1. sufTa gayidvebi
2. TviTRire-
buleba:
nedleuli
muSaxeli
sawarmoo
zednadebi xarjebi

energoresu-
rsebi
dazRveva da
begara
amortizacia
3. saerTo
mogeba
(a. _ b)
4. savaWro da
admini-
straciuli
xarjebi:
xelfasi da
sakomisio
gadasaxadebi
reklama
sxvadasxva
xarjebi
5. sufTa mogeba
operaciebidan
(3-4)
6. gadasaxadi
procentebze
7. sufTa mogeba
begaris gadaxda-
mde (5-6)
8. savaraudo
mogebis begara
9. sufTa mogeba
begaris gadaxdis
Semdeg (7-8)

cxrili #7
fuladi saxsrebis prognozi
ianv.

Teb.

mar.

apr.

mai.

ivn.

ivl.

agv.

seq.

oqt.

noe.

dek.
1. fuli bankSi (Tvis
dasawyisSi)
2. fuli salaroSi (Tvis
dasawyisSi)
3. sul fuladi saxsrebi
(1.+2)
4. mosalodneli
debitoruli angariSebi
5. sxva mosalodneli
fuli
6. sul misaRebi
Tanxebi (4.+5)
7. sul fuli da misaRebi
Tanxebi (3.+6)
8. sul fuladi gasavlebi
(Tvis ganmavlobaSi)
9. fulis balansi Tvis
bolos bankSi da
salaroSi (7.-8)
 sabalanso uwyisi gviCvenebs gansazRvruli droisaTvis biznesis finansur
mdgomareobas, anu masSi aisaxeba Tu ras flobs biznesi, ra valdebulebebi
aqvs mas da risi tolia mflobelis investicia. sabalanso uwyisi saSualebas
iZleva, SevafasoT biznesis mflobels aqtivebi da valdebulebebi.
qvemoT mocemuli cxrili gamoiyeneba kompaniis sabalanso uwyisis
SedgenisaTvis (ix. cxrili #8):

cxrili #7
kompaniis mimdinare sabalanso uwyisi
(Tqveni kompaniis saxeli)
(TariRi)

aqtivebi
mimdinare aqtivebi
fuli
debitoruli angariSebi
maragebi

fiqsirebuli aqtivebi
miwa
Senoba
mowyobilobebi
sul
minus amortizacia
sul

valdebulebebi
mimdinare valdeblebebi
kreditoruli angariSebi
daricxuli da gadauxdeli xarjebi
moklevadiani sesxi

fiqsirebuli valdebulebebi
grZelvadiani sesxi
ipoTeka

sufTa Rirebuleba
sul

biznesis organizacia.

marketingi da warmoebis dagegmva, mewarmeobiTi biznesis mxolod

nawils Seadgens. Tu gvsurs, rom biznesma mogces is, rasac misgan veliT,
 saWiroa misi organizacia.
organizacia aucilebelia, imdenad radgan marto biznesis mflobeli ver
SeZlebs mTlianad samuSaoebis Sesrulebas. aucilebelia samuSaos,
pasuxismgeblobisa da uflebamosilebis delegireba. amisaTvis unda
ganisazRvros biznesis organizaciuli struqtura. is gviCvenebs, vin aris
pasuxismegbeli ZiriTad Sesasrulebel samuSaoebsa da mTlianad biznesze.
biznesis sawyis etapze mcire sawarmos prezidenti, rogorc wesi, TviTon
akeTebs yvelafers.
qvemoT warmodgenilia biznesis ramdenime organizaciuli struqtura.
(ix: naxati 7) (es sakiTxi ufro dawvrilebiT ganixileba IX TavSi).

prezidenti

finansebi momarageba bazrebi kompleqtacia manqanebi

transportireba testireba eqsploatacia da

dasufTaveba

kompaniis zrdasTan erTad (50-100 TanamSromlamde), organizaciam

SeiZleba miiRos Semdegi struqtura.

prezidenti da
generaluri menejeri

gayidvebis
menejeri warmoebis kontroliori
menejeri

gayidvebi reklama momar komple- xarisxis

a-geba qtacia kontroli

nax. #7 biznesis organizaciuli struqtura

biznes-gegmis amoqmedeba

biznes-gegmis asamoqmedeblad aucilebelia ukukavSiris arseboba.

magaliTad, mogeba-zaralis uwyisi wlis bolosaTvis gviCvenebs momgebiani
iyo Tu ara biznesi ukanasknel 12 Tves.
gegmis miznobrivi daniSnulebis SesanarCuneblad misi xSiri wakiTxvaa
aucilebeli. mogeba-zaralis uwyisi yoveli Tvis an yoveli kvartalis bolosaTvis
moklevadiani ukukavSiris erT-erT tips warmoadgens. Tumca, mogeba-zaralis
uwyisi ufro zaralis uwyisi iqneba, Tu mxolod mas daveyrdnobiT. damatebiT,
aucilebelia fuladi saxsrebis moZraobis gegmis ganaxleba, saWiroebis
mixedviT, masSi koreqtivebis Setana.
 marTvis kontrolis im sistemam, romelic winaswar aris Seqmnili, unda
mogces zusti informacia maragebis, warmoebis, xarisxis, gayidvebis,
Semosavlebisa da danaxarjebis angariSebis Sesaxeb. rac ufro martivia
sistema, miT funqcionirebadia is. misi mizania, droulad miviRoT mimdinare
informacia, raTa koreqtireba gaukeTdes arCeuli kursidan gadaxrebs.
aucilebelia maragebis kontroli, romlis mizania, momsaxurebis
maqsimumi SevTavazoT momxmarebels. rac ufro naklebia nedleulsa da
saqonelze danaxarjebi, miT ufro Cqara iqneba SesaZlebeli momxmarebelTa
damatebiTi saWiroebebis dasakmayofileblad kapitalis xelaxali investireba.
biznesis gegmis Sedgenisas, aucilebelia, SevafasoT danaxarjebi
sawarmoo opearciebze. winaswar dadgenili standartebi dagvexmareba,
gansazRvroT samuSao dro, TanamSromelTa ganakveTebi, procesis mimdina-
reobis dro, Sesvenebasa da samuSaoebs Soris intervalis xarngrZlivoba.
perioduli sawarmoo angariSebi mogvcems saSualebas, SevamciroT
mimdinare danaxarjebi.
dabali xarisxis produqcia kompanias ukargavs momxmarebels. amis
garda, roca produqtis xarisxi aradamakmayofilebelia, miwodeba ferxdeba,
xdeba maragebis dagroveba, rasac finansuri daZabuloba SeiZleba mohyves.
maCveneblis dacemis pirobebSi, produqciis danakragebi da wuni mosalodne-
lze ufro didia. xarisxis kontrolis sistemis specifika damokidebulia warmoebis
sistemis tipze.
biznes-gegmis realizaciis procesSi, maRali gayidvebis Sesa-
narCuneblad saWiroa pasuxi gasceT Semdeg kiTxvebs: ra raodenobisa da
Rirebulebis produqtebi gaiyida? ra fasSi? miwodebis ra vadebia dadgenili? ra
kreditebi miecaT momxmareblebs?
aucilebelia vawarmooT nulovani mogebis sistematiuri analizi, radganac
nulovani mogebis wertili aris menejmentis kontrolis saSualeba, romelic
giCvenebT, Tu ra raodenobis produqcia unda gayidoT mocemul situaciaSi,
raTa danaxarjebi davfaroT mogebisa da zaralis gareSe.
biznesis dawyebis an gafarToebis dros unda gansazRvroT gayidvebis
is moculoba, romlis drosac axali saqoneli gamoisyidis Tavs da daiwyebs
mogebis motanas.
mogeba damokidebulia gayidvebis moculobaze, fassa da
danaxarjebze. ase rom, nulovani mogebis wertilis gamosaTvlelad,
Tavdapirvelad, unda ganvacalkevoT fiqsirebuli danaxarjebi (renta an
amortizaciis Tanxa) erTeul produqciaze cvladi danaxarjebisagan (rogoricaa
samuSao Zala da masalebi).
formula SeiZleba warmodges Semdegi saxiT:
sruli fiqsirebuli danaxarjebi
nulovani mogebis moculoba = ---------------------------------------------------------------------
fasi _ erTeul produqciaze
cvladi danaxarjebi

magaliTad, firma ,,Ajax Plastics~-ma gansazRvra Tavisi fiqsirebuli

danaxarjebi $100,000 da cvladi danaxarjebi erTeul produqciaze – $50. Tu
erTeuli produqciis gasayidi fasi iqneba $100, nulovani mogebis moculoba
iqneba:
$100,000
nulovani mogebis moculoba = = 2000 erTeuli
$100  $50

cvlilebebi biznes-gegmaSi
 biznesis dinamizmi xels uwyobs saukeTeso biznesi-gegmis daZvelebas. zogjer, cvlileba
xdeba sakuTriv kompaniaSi, magaliTad, zogierTi TanamSromeli tovebs samuSaos. zogjer
cvlilebebi momxma-reblebSia: icvleba maTi survilebi da gemovneba. magaliTad, axalma ide-am
SeiZleba gamoiwvios cvlilebebi teqnologiur procesebSi.
imisaTvis, rom biznes-gegma aseT cvlilebebTan SesabamisobaSi moviyvanoT,
aucilebelia:
 Tvalyuri vadevnoT kompaniaSi, bazarsa da sazogadoebaSi mimdinare cvlilebebs ;
 movaxdinoT biznes-gegmis koreqtireba am cvlilebebis gaTvali-swinebiT;
 gansazRvroT biznes-gegmaSi Sesatan cvlilebaTa moculoba da xasiaTi.
aq SeiZleba am mimarTulebebiT Casatarebeli samuSaos delegireba. magaliTad, ostats
mivandoT mocemuli dargis specifikis amsaxvel JurnalebSi gamoqveynebul teqnikur cvlilebebze
Tvalyuris devneba, an gayidvebis menejers davavaloT sistematiurad mogvawodos informacia
bazarze arsebuli mniSvnelovani cvlilebebis Taobaze.
zogjer SeiZleba winaswar movaxdinoT seriozuli problemebis prognozireba, ris
Sesabamisad, davadginoT gegmis am problemebis gaTvaliswinebiT moqmedebis kursi. am dros
aucilebelia, SemuSavdes `problemur biujeti~, romelic dafuZnebulia ufro mcire gayidvebze an
ufro maRal danaxarjebze.
frTxilad unda viyoT, im SemTxvevaSic, Tu gayidvebi mosalodnelze maRalia. gayidvebis
zrda SeiZleba, mxolod droebiTi iyos. zrdis parametrebiT dagegmili gafarToeba, axali
mowyobilobebi da damatebiTi personali, SeiZleb,a zedmeti aRmoCndes, im SemTxvevaSi Tu
gayidvebi wina, sxvadasxva mizeziT Semcirdeba.
riskebis marTva xdeba im ZiriTadi riskebis gamovleniT da neitralizmiT, romlebic
potenciurad SeiZleba warmoiqmnas firmaSi. es riskebi iyofa: teqnikur da finansur riskebad.

kompaniis marTva

biznesis dagegmvis procesSi aucilebeli xdeba misi marTvis formaluri

sakiTxis gadawyveta. xSirad, mcire sawarmoebis mepatroneebi cdiloben,
SeiTavson yvela mmarTvelobiTi funqcia. ase magaliTad, gamokvlevebi
cxadyofen, rom maTi drois biujeti Semdegnairad nawildeba:
TanamSromlebTan urTierToba 10%, angariSgebis warmoeba 10%, uSualod
gayidvebi 25%, warmoeba 20%, sameurneo teqnikuri momsaxureba 5%,
mimwodeblebTan urTierToba 10%, finansuri problemebis marTva 10%,
perspeqtiuli dagegmva 5%, da sxva. 5% drois biujetis xarjva warmodgenilia
cxrilSi: (ix. cxrili #8)

cxrili #8
mewarmis drois biujetis ganawileba1
# 5 10 15 20 25 30 %
maCveneblebi
1 mosamsaxureebTan kavSiri
2 angariSgebis warmoeba
3 uSualo gayidvebi
4 warmoeba
5 sameurneo teqnikuri momsaxureba
6 safinanso problemebis marTva
7 perspeqtiuli dagegmva
8 da sxva

aseTi kompleqsuri midgomis gamo, rogorc wesi mcire sawarmos

menejerebi ver wvdebian sakiTxTa im farTo speqtrs, romelzec bevrad aris
damokidebuli maTi warmateba.
rogorc aRiniSna biznes-gegma aris dokumenti, romelSic aisaxeba mewarmis miznebi. aseTi
gegma aris biznesis miznebis gawerili programa. garda amisa, es gegma iZleva kreditorebisa da
investorebis mxridan dafinansebis mopovebis SesaZleblobas. Tu sakuTari biznesi iwyeba
TviTdafinansebiT, biznes-gegma SesaZlebelia, Sedges SedarebiT martivi formiT, amasTan,
aucilebelia masSi aisaxos biznesis ZiriTadi idea da warmodgenili iqnes specifikuri miznebi,
amocanebi da resursebSi moTxovna.
miuxedavad imisa, rom biznes-gegma pasuxobs martiv miznebs, is moiTxovs winaswar
seriozuli analizis Catarebas. is biznes-gegma, romelic unda warudginoT bankebsa da
investorebs, unda moicavdes informacias Semdegi Tavebis mixedviT:
1. reziume. erT an or gverdze unda moxdes saqonlis an momsaxurebis, da maTi gasaRebis
bazrebis warmoCena, amasTan erTad, unda mieces mokle daxasiaTeba axal kompanias, misi
funqcionirebis ZiriTad principebs. aucilebelia im Tvisebebis gamoyofa, romlebic ganasxvaveben
mas konku-rentebisagan. unda mieces mokle Sefaseba dafinansebis perspeqtivebs, mosalodnel
mogebas. unda warmovaCinoT is Tanxa, romelic aucilebelia biznesisaTvis da gaweros detalurad
am Tanxis xarjvis reJimi.
2. kompania da dargi. am TavSi unda dasabuTdes firmis warmoSobis aucilebloba, misi
struqturis maxasiaTeblebi, agreTve warmovaCinoT dargis zogadi daxasiaTeba.
3. saqoneli da momsaxureba. am TavSi srulyofilad unda aisaxos axali saqoneli da
momsaxureba, maTi unikaluri Tvisebebis zusti warmoCeniT.
4. bazari. aq unda warmoCindes is monacemebi, romlebic daarwmunebs investors
saqonlis sagegmo gayidvis moculobis miRwevis SesaZleblobebSi.
5. marketingis strategia. aq unda aisaxos Semdegi prognozebi: realizaciis moculoba,
Tqveni produqtis xvedriTi wili produqciis bazris am segmentSi. aucilebelia, detalurad aRweros
produqciis momxmareblis, maTTan SesaZlebel, kontaqtebi, fasebis politika, reklama da sxva.
6. sakonstruqtoro samuSaoebis gegma. Tu saqonels esaWiroeba sakonstruqtoro
samuSaoebi, detalurad unda avRweroT, RonisZiebaTa xasiaTi da maStabebi, maTze
danaxarjebi, SesaZlo siZneleebi.
7. sawarmoo gegma. aq unda aisaxos informacia sawarmoo simZlavreebis,
mowyobilobebis Sesaxeb; biznes-gegmis ZiriTadi muxlebis Sesrulebis SemTxvevaSi is
warmoadgens kompaniis etapuri ganviTarebis grafiks.
9. maqsimaluri riski da sirTuleebi. aq obieqturad unda aisaxos riskTan dakavSirebuli
yvela negatiuri faqtori.
10. safinanso informacia. am TavSi unda aisaxos saorganizacio da saeqspluatacio
danaxarjebis detalizebuli nusxa, aseve mogebis, danaxarjebis, fuladi saxsrebis moZraobis
samwliani prognozi.
amdenad, biznes-gegmis Sedgena da realizacia mudmivad ganaxlebadi dinamiuri procesia,
romlis warmarTvis doneze aris damokidebuli firmis, perspeqtivaze orientirebuli warmateba.
rogoria is Secdomebi, romelsac uSveben damwyebi biznesmenebi da
ra unda gaviTvaliswinoT biznesis dawyebis dagegmvis procesSi. aq aucilebelia,
gaviziaroT is gamocdileba, romelic gaaCnia biznesis sferoSi moRvawe
gamocdil mewarmeebs [181,p.47-48].
1. unda gavmijnoT erTmaneTisagan hobi da biznesi. mravali pirovneba
midis biznesSi im imediT, rom maTi cxovrebiseuli mowodeba SeiZleba
gadaizardos biznesSi. aseT adamianebs, rogorc wesi sakuTari biznesisadmi
naklebad gaaCniaT kritikuli damokidebuleba. ase magaliTad, Tu
SesaniSnavad amzadebT namcxvrebs, es imas ar niSnavs, rom SeZlebT
namcxvrebis biznesis warmoebas.
hobi aris damxmare instrumenti teqnikuri an SemoqmedebiTi ideis
xorcSesxmisaTvis. biznesi warmatebulia mxolod maSin, rodesac mas
emateba sameurneo saqmianobis warmoebis dargSi specialuri codna.
amdenad, amocanis gadawyveta SeiZleba ori gziT: a) sanam daviwyebdeT
ama Tu im sferoSi bizness, aucilebelia, aviTvisoT minimaluri codna msgavsi
profilis sawarmoSi gamocdilebis miRebis gziT, SeviswavloT am dargSi
biznesis problemebTan dakavSirebuli informacia, miviRoT Sesabamisi
analitikuri informacia Tu teqnikuri codna. b) biznesi umjobesia, daviwyoT im
partniorTan, romelsac gaaCnia gamocdileba am sferoSi.
2. meore Secdoma mdgomareobs imaSi, rom damwyebi biznesmenebi,
rogorc wesi, cdiloben, TavianTi firma mimzidveli gaxadon yvelasaTvis.
mcire sawarmos mflobelebi, rogorc wesi fiqroben gaxadon maTi biznesi
orientirebul momxmarebelTa, rac SeiZleba farTo wreze. es piriqiT, iwvevs
imas, rom kompania mraval sferoSi awydeba problemebs, nacvlad imisa,
rom iyos Zlieri specializaciis mxolod erTi dargSi. amdenad, gamosavali
mdgomareobs imaSi, rom maqsimalurad Seviwrovdes kompaniis
saqmianobis sfero, ganisazRvros bazris segmenti da am segmentze
warimarTos yvela aucilebeli resursi (saqoneli, reklamis saSualebebi,
personali). imisaTvis, rom am segmentSi daviWiroT Rirseuli adgili, aucilebelia
garkveul asakobriv kategoriaze (axalgazrdebi, moxucebi, Sua xnis xalxi)
orientacia an vaWrobaSi SerCeul unda iqnas erTi mimarTuleba
(Camofasebuli saqonlis an ZviradRirebuli saqonlis gayidva, momxmareblisa
yuradRebiani momsaxureba da sxv.).
3. Secdomaa saqmis wamowyeba fulis sakmarisi odenobis
gareSe. mxolod erTeuli kompaniebi Rebuloben saqmis dawyebidan mcire
droSi mogebas. bevri maTgani Tveebis an wlebis ganmavlobaSi ganicdian
danakliss manam, vidre gaxdebian momgebianni. amitom, aucilebelia: a) im
scenaris SemuSaveba, romelSic aisaxeba yovelTviuri minimaluri Semosavali
da maqsimaluri danaxarjebi saqmianobis dawyebidan pirveli ori wlis
ganmavlobaSi; davadginoT is saorientacio momenti, rodesac Semosavlebi
gadaaWarbebs gasavlebs; ganisazRvros im Tanxis odenoba, romelic
saWiroa xarjebis dasafaravad, aseve, is minimaluri danaxarjebi, romlebic
aucilebelia sawarmos gaxsnisaTvis. b) rodesac sakuTari finasuri
SesaZleblobani SezRudulia, aucilebelia, davadginoT moculobis kreditis aReba
SeiZleba Tu ara bankidan minimaluri danaxarjebis dasafaravad.
4. didi mniSvneloba aqvs riskisa da saSiSroebis droze aRmoCenas
da neitralizebas. aq aucilebelia, Sedges gegma, sadac gaiwereba
mosalodneli safrTxeebi. yvelaze saSiSi aq aris kreditTan dakavSirebuli
safrTxe, amitom, es sakiTxebi winaswar unda gaiweros, anu damwyebma
mewarmem unda icodes finansuri krizisis SemTxvevaSi, saidan unda elodes
damatebiT dakrediteba-dafinansebas.
5. araswori fasis daweseba. aucilebelia, ganvasxvavoT sxvaoba
minimalur, gonebrivad dasabuTebul, saSualo da wamgebian fass Soris. aq
unda moiZebnos is balansi, romliTac erTis mxriv movizidavT
momxmarebels, xolo meores mxriv kompaniisaTvis uzrunvelyofs optimalur
mogebas.
6. kompaniaSi optimaluri stimulirebis politikis gaTvaliswineba.
ganviTarebadi kompania mudmivad moiTxovs TanamSromelTa stimulirebas.
es SeiZleba gamoixatos premiebSi, saCuqrebiT waxalisebaSi, xelfasis
awevaSi da sxva. ukontrolo CarCoebSi es procesi did dartymas ayenebs
kompanias da SeiZleba igi gakotrebamdec miiyvanos. amis Tavidan
asacileblad, mizanSewonilia, kompaniaSi Seiqmnas materialuri stimulirebis
fondi da masSi yovelTviurad mogebidan Cairicxos is Tanxebi, romlebic
daeqvemdebareba Semdgom kontrols.
7. TviTizolacia. msxvili kompaniebisagan gansxvavebiT, wvrili
kompaniebis mflobelebi gadawyvetilebebs erTpirovnulad Rebuloben, anu
gverds uqceven korporaciul interesebs, gadawyvetilebaTa miRebis koleqtiur
proceduras, romelic damaxasiaTebelia msxvili kompaniebisaTvis. am tipis
gadawyvetilebebs aqvs dadebiTi mxarec, anu isini efeqturia operatiulobis
TvalsazrisiT. eqstremalur situaciaSi yvelaze optimaluri aris araoficialuri
sabWos mowveva: buRaltris, bankiris, iuristis, sxva analogiuri firmis mflobelis
azris mosmena, yovelTviuri erToblivi analizi im problemebisa, romelic dgas
firmis winaSe.

mimoxilviTi SekiTxvebi:

1. rogoria mcire biznesis masStabebi?

2. dagvisaxeleT ukanasknel wlebSi mcire sawarmoebis esoden swrafi
zrdis pirobebi?
3. rogor gesaxebaT mcire biznesis ekonomikuri roli?
4. dagvisaxeleT mewarmeobis organizaciul-samarTlebrivi formebis
Rirseba-naklovanebani?
5. ra etapebi unda gaviaroT biznesis SesaZenad?
6. CamogviyalibeT biznes-gegmis struqtura?

TemaSi ganxilul sakiTxTa mokle ganmeoreba

1. sad Caisaxa da ganviTarda mcire biznesi?

mcire biznesi Caisaxa aSS-Si, rac dakavSirebuli iyo evropidan
emigraciis did talRasTan. emigrantebs auTvisebel miwebze WirdebodaT
momsaxureba. ase gaCnda pirveli ojaxuri Toneebi, samrecxaoebi, restornebi
da sxva.
2. ra etapebia gasavleli biznesis SesaZenad?
biznesis SesaZenad aucilebelia gamyidvelebis moZieba, maTi biznesis
Sefaseba, Sesyidvis dafinanseba, biznesisaTvis fasis dadeba, garigebis
struqturis SerCeva, molaparakebis warmoeba.
3. dagvixasiaTeT sakuTari firmis organizaciul-samarTlebrivi formebi?
firmi samarTlebrivi formebia: erTpirovnuli mflobeloba. erTpirovnuli
mflobeloba warmoadgens iseT samarTlebriv formas, romelic gulisxmobs
biznesis erTi piris mier flobas da xelmZRvanelobas. amxanagoba gulisxmobs
ori an meti piris, rogorc biznesis Tanamflobelis TanamSromlobas mogebis
miRebis mizniT. korporacia warmoadgens misi mflobelebisagan
gansxvavebuli iuridiul pirs.
4. ra aris biznes-gegma da risTvis gamoiyeneba is?
 biznes-gegma aris dokumenti, romelSic aisaxeba mewarmis miznebi.
es aris biznesis miznebis gawerili programa, romelic iZleva kreditorebisagan
da investorebisagan dafinansebis mopovebis SesaZleblobas. tipiuri biznes-
gegma moicavs Semdeg muxlebs: 1) reziume. 2) kompania da dargi. 3)
saqoneli da momsaxureba. 4) bazari. 5) marketingis strategia. 6) sawarmoos
gegma. 7) maqsimalur riski da sirTuleebi. 8) safinanso ifnormacia.
4. CamoTvaleT mcire biznesis funqciebi?
mcire biznesis funqciebia: axali samuSao adgilebis Seqmna, uaxlesi
saqonlisa da momsaxurebis warmoeba, msxvili korporaciebis momsaxureba,
mosaxleobis uzrunvelyofa saqonliTa da momsaxurebiT.
6. CamoayalibeT sakuTari saqmis organizaciis sami gza?
sakuTari saqme SeiZleba daviwyoT nulidan, SevisyidoT funqci-
onirebadi firma an CavdoT fuli framnSaizingSi.