StructurS Plan de afacere – Start-up

up

1. Sinteza planului
$ Scopul planului de afacere
$ Oportunitatea afacerii
$ ' 96>N3+ 6+ +-/+<=L 9: 9;=>83=+=/
$ ' 3=>+N3+ ->;/8=L + 03;7/3
$ Descrierea produsului/serviciului oferit
$  @: /;3/8N+
+,363=L N36/ K3 +: =3=>.3836/ D8=;/: ;38AL =9;>6>3 /-2 3: /3
$ Avantajul competitiv
$  37/8<3>8/+ : 3/N/3 K3 : 3+N+ N38=L
$ % ;/?3A3>83 : ;3?38. ?B8AL ;36/ K3 : ;903=>6
$ ' >7+ ./ ,+83 8/-/<+;L +0+-/;33
$ Strategia de recuperare a inveXYOjOKO

   (&'+% (  5" &'&(*+%"* *      (""

2.1. Propunerea afacerii
2.2. Oportunitatea afacerii
$  8+63A+ 7+-;97 /.3>6>3 9: 9;=>83=L N3 K3 ;3<->;3
# analiza mediului economic
# +8+63A+ 7/.3>6>3 : 963=3- K3 6/13<6+=3?
# analiza mediului socio-cultural
# analiza mediului tehnologic
# analiza mediului demografic
# analiza mediului natural
$  8+63A+ 7/.3>6>3 -98->;/8N3+67 9./6>6% 9;=/;
# 38=/8<3=+=/+ ;3?+63=L N33
# +7 /838N+;/ 893 38=;+N3
# puterea de negociere a furnizorilor
# puterea de negociere a consumatorilor
# +7 /838N+;/+ : ;9.></69;./ <>,<=3=>N3/
2.3. Motive de încredere
$ " 9=3?/ ./ D8-;/./;/ D8+0+-/;/ .38 : +;=/+ D8=;/: ;38AL =9;>6>3
$ " 9=3?/ ./ D8-;/./;/ D8+0+-/;/ .38 : +;=/+ ?33=9;369;-63/8N3 <=>.3>./ : 3+NL

3. Descrierea afacerii
   % ;/A/8=+;/ 03;7L
$ Denumirea -97 : 6/=L + 03;7/3
$ Domeniul de activitate
$  9;7+ 4>;3.3-L ./ -98<=3=>3;/
$  -=3?3=+=/+ : ;38-3: +6L + <9-3/=L N33 K3 -9.>6   # +6+-=3?3=L N33 : ;38-3: +6/
$ #+=>;+ K3 ?+69+;/+ -+: 3=+6>6>3 <9-3+6
$ Numele proprietarilor, managerilor, cenzorilor
$ #>7 /6/ +-N398+;369;principali (ponderea lor în capitalul social)
$  +=/ ./ 3./8=303-+;/ +.;/<+ </.3>6>3 : ;38-3: +6
8>7L ;>6./ =/6/098K3 0+@
8>7 L ;>6./
D8;/13<=;+;/ D8 ;/13<=;>6-97/;N>6>3
$ #>7 L ;>6./ +81+4+N3
$ Infrastructura firmei - : ;38-3: +6/6/ +-=3?/ 03@/ -6L .3;3
7 3469+-/ ./ : ;9.>-N3/
=/;/8>;3

autovehicule)
3.2. Strategia firmei

6
 $ Formularea misiunii firmei
$ Formularea viziunii ii
$ Identificarea valoriloror care stau la baza afacerii
$ Analiza SWOT
#  ?3./8N3/;/+ : >8-=/69; 09;=/ K3 <6+,/ 6+ 83?/6 ./ 0>8-N3/ + 03;7 /3  ex. pr9.>-N3/

comercial, financiar, marketing, personal, cercetare-dezvoltare))

#  /<-9: /;3;/+ 9: 9;=>83=L N369; K3 riscurilor în dezvoltarea firmei (+8+63A+ 7 +-;97 /.3>6>3 K3
+ 7 /.3>6>3 -98->;/8N3+6
$ Stabilirea obiectivelor
#  / =3: ./ +0+-/;/ K3 6+ -/ 7 L ;37 / ?+ =;/,>3 ./A?96=+=L .>: L 9 : /;39+.L <=+,363=L
#  / +-=3?3=L N3 +6/ +0+-/;33 >;7 /+AL <L 03/ 383N3+=/.
#  9;7 >6+;/+ 9,3/-=3?/69;: / =/;7 /8 6>81
7 /.3>K3 <->;=.>: L <-2 /7 + ' "  & (
#  +;/ <>8= : ;38-3: +633 38.3-+=9;3 ./ : /;09;7 +8NL 038+8-3+;3 <+> ./ +6=L 8+=>;L : /8=;>
îndeplinirea obiectivelor afacerii. Exemple.
$ Formularea strategiei IUTIZWKTjOGRe .97 38+;/ : ;38 -9<=>;3
.30/;/8N3/;/
83KL   ;1>7 /8=+;/
$ Unicitatea afacerii
# Factorii critici de succes pentru domeniul afacerii
#  97 : /=/8N+ .3<=38-=3?L + +0+-/;33 +?+8=+4/ competitive durabile– Metoda VRIO(N): este
resursa V+69;9+<L
R+;L
I837 3=+,36L
<><N38>=L ./ OWMGTO]GjOK, NKXZHXYOYZOHORh)

   % #".  '" 8 "

4.1. Cercetarea de marketing
$ 809;7 +N336/ 8/-/<+;/ : /8=;>;/.+-=+;/+ : 6+8>6>3 +0+-/;33
$ ' >;</6/ ./ 3809;7 +N33 folosite
$ 809;7 +N336/ -+;/ : 9=03 9,N38>=/ .38 .+=/ </->8.+;/
$ 809;7 +N336/ -+;/ : 9=03 9,N38>=/ .38 .+=/ : ;37+;/
$ & /<>;</6/ 8/-/<+;/ : /8=;>+ 9,N38/ 3809;7+N336/ .9;3=/
$ Redactare chestionar
   % 3+N+
$ !9-+63A+;/+ 1/91;+03-L + : 3/N/3
$ ( /8.38N/6/ +-=>+6/ +6/ : 3/N/3
$ & 3=7 >6./ -;/K=/;/ +6: 3/N/3
$  +;+-=/;3<=3-36/ <: /-303-/ : 3/N/3
$ " 9=3?/6/ +6/1/;33 : 3/N/3
   ' /17/8=+;/+ : 3/Q/3
$ #/?936/ -63/8N369;: / -+;/ : ;9.><>6</;?3-3>66/ <+=3<0+-/ 3./8=303-+;/ : / ,+AL ./
chestionar)
$ ' /17/8=+;/+ : 3/N/3
# Stabilirea criteriilor de segmentare
# ' /17/8=+;/+ : 3/Q/3
#  +-=9;3 ./ 3806>/8NL +<>: ;+ ./A?96=L ;33 </17 /8=/69;./ : 3+NL
# !/1L =>;36/ D8=;/ =;L <L =>;36/ : ;9.></69;</;?3-3369; K3 ,/8/03-336/ -63/8N369;: /8=;>
03/-+;/ .38=;/ </17/8=/6/ ./ : 3+NL
# Alegere segmentu6>3 </17/8=/69;N38=L   ;1>7/8=+;/
   % 9A3Q398+;/+ : / : 3+QL
$ Identificarea posibilelor avantaje competitive
$ " 9=3?/6/ -+;/ <=+>6+ ,+A+ ->7: L ;L ;33 : ;9.><>6>3</;?3-3>6>3 ./ -L =;/ </17 /8=>6Q38=L
$  6/1/;/+ : 9A3Q398L ;33 P 3 + 79.>6>3 D8 -+;/ +-/+<=+ ?+ 03 -97 >83-+=L </17/8=>6>3 Q38=L
    63/8Q33
$ % /;<9+8/6/ -+;/ 3806>/8N/+AL : ;9-/<>6 ./ 6>+;/ + ./-3A3369; : ;/0/;38N/6/ <+> 3./36/
preconcepute ale acestora
$  =;+1/;/+ -63/8N369;./ ;/0/;38NL
7
 $  B=./ 7>6=->7 : L ;L -63/8N33 K3 ->-/ 0;/-?/8NL
$ Dificultatea pentru -63/8N33 <L 9,N38L : ;9.></</;?3-33 <3736+;/ .38+6=/ <>;</
$  +AL ./ .+=/ ->8>7/6/ -63/8N369; 37 : 9;=+8N3
09;7+ ./ : ;9: ;3/=+=/
69-+63A+;/ 1/91;+03-L

3809;7+N33 ./ -98=+-=
.97/83>6 ./ +-=3?3=+=/
-30;+ ./ +0+-/;3
7 L ;37 /+ /<=37 +=L +
-97/8A369; K3 : 98./;/+ D8 =9=+6>6?B8AL ;369; /<=37 +=/
0;/-?/8N+ ->7: L ;L ;33
+83?/;<L ;3

/?/837 /8=/
;/-6+7+N33 /=-
$  3./63=+=/+ -63/8N369;
    98->;/8N+
$ % ;38-3: +633 -98->;/8N3 .3;/-N3 K3 38.3;/-N3
$ % >8-=/6/ =+;3 K3 <6+,/ +6/ -98->;/8N/3
$ Analiza comparativa a produsului </;?3-3>6>3 +-=>+6 D8 ;+: 9;=->-98->;/8N+
$ % 9A3N398+;/+ : / : 3+NL + : ;9.><>6>3 </;?3-3>6>3 D8;+: 9;=->-98->;/8N+
$ Avantajul competitiv al firmei
$  ?+8=+4>6-97: /=3=3?+6-98->;/8N/3
$ % /;<: /-=3?/ ./ ./A?96=+;/ +6/ -98->;/8N/3
$ ' =;+=/1336/ -98->;/8N369;
$  >;+,363=+=/+ +?+8=+4>6>3 -97 : /=3=3?D8 ;+: 9;=->-98->;/8N+
$  9=+ ./ : 3+NL + -98->;/8N/3 =9=+6K3 : / </17 /8=/ ./ : 3+NL
$ % 9<3,36/ ;/+-N33 +6/ -98->;/8N/3 6+ : L =;>8./;/+ : / : 3+NL
$  <=/ .303-36: /8=;>>8 89>-98->;/8= <L 38=;/ : / : 3+N+ 6+ -9<=>;3 <37 36+;/ <+u mai mici
./-B=+6/ +0+-/;33 .>7 8/+?9+<=;L 
$  @3<=L : 3/.3-3 : /8=;> -98->;/8N33 +-=>+63 <+> : /8=;> -/3 893 D8 0969<3;/+ ;/N/6/69;
.>78/+?9+<=;L ./ .3<=;3,>N3/ <+>+ +6=9;+ <3736+;/
$  @3<=L .303->6=L N3 ./ + </ : L =;>8./ : / : 3+N+ .>7 8/+?9+<=;L .+=9;3=L -98<=;ângerilor legale
K3<+>: ;3?38. +>=9;3A+;/+
$  +;/ /<=/ 0;/-?/8N+ ->-+;/ </ <-2 37 ,L -98->;/8N33 D8 38.><=;3+ D8 -+;/ +-=3?+N3

5. Mixul de marketing
5.1. Produsul/serviciul
$ Descriere produs
$ Nivelul principal al produsului
# >=363=+=/+ K3 ,/8/03-336/ principale pentru consumator
# : ;9: ;3/=L N36/ : ;9.><>6>3 7+=/;3+6/6/
: L ;N36/ -97: 98/8=/
-+;+-=/;3<=3-36/
fizice, tehnice, economice etc.)
# calitatea (modul de finisare etc.)
# <: /-=;>6 7 9./6>6
7L ;37/+
->69+;/+
+;97+
-6+<+ /=-
# 7 9.>6./ 0>8-N398+;/
# gam+ ./ : ;9.></ 6L ;137/+
: ;90>8A37 /+
6L ;137/+ 1+7/3
$ Nivelul formal al produsului
# ./8>7 3;/+
7+;-+ K3 6919-ul (simbolul)
# ambalajul
# =;L <L =>;3 <: /-3+6/ <+>/6/7 /8=/ +.L >1+=/
$ Nivelul suplimentar al produsului
# 1+;+8N33
# service
# restituirea banilor în caz de OTXGYOXLGIjOK
# </;?3-33 <>: 637/8=+;/ 38<=+6+;/+ 1;+=>3=C <+>6+ : ;/N ;/.><
63?;+;/+ 1;+=>3=L <+>
6+ : ;/N ;/.><
?B8A+;/ D8-;/.3=->9 ;+=L + .9,B8A33 49+<L /=- 
$ Descriere serviciu
$ -/ ;/: ;/A38=L
8
 $ >=363=+=/+ K3 ,/8/03-336/ : ;38-3: +6/ : /8=;>-98<>7 +=9;
$ etape în procesul de prestare a serviciului
$ <->;=L ./<-;3/;/ + -+;+-=/;3<=3-369;</;?3-3>6>3
# tangibilitatea
# încrederea
# solicitudinea
# -97 : /=/8N+
# curtoazia
# credibilitatea
# securitatea
# accesibilitatea
# comunicarea
# D8N/6/1/;/+ -63/8=>6>3
$ Ciclul de v3+NL +6: ;9.><>6>3</;?3-3>6>3
$ Caracteristici unice
$ Avantaje competitive din punct de vedere tehnico-constructiv
$ % /;<: /-=3?/
: 9=/8N3+6./ ./A?96=+;/
$  @3<=/8N+ K3 : 9<3,363=L N36/ ./ +: +;3N3/ + : ;9.></69;-97: 6/7/8=+;/ K3 ./ <>,<=3=>N3/
$ Ponderea produsului în cifra de afaceri
$ Protejare produs (brevetare)
$ Strategii de produs: Ce se va face? Când se va face? Cine va fi responsabil? Cât va costa?
5.2. Promovarea
$ Mesajul transmis
$ Mix->6: ;97 9N398+6
$ Mijloacele de informare folosite
$ Costurile legate de 03./63A+;/+ -63/8N369;
$ Strategia de promovare: Ce se va face? Când se va face? Cine va fi responsabil? Cât va
costa?
$ " 983=9;3A+;/+ ;/A>6=+=/69;: ;979?L ;33
    3<=;3,>N3+
$  +8+6/6/ ./ .3<=;3,>N3/ >=363A+=/ D8 .97 /83>6+0+-/;33
$  /: /8./8N+ ./ ?B8A+;/+ /8./=+36K3<+>/8 1;9<
$  6/1/;/+ -+8+6/69;./ .3<=;3,>N3/ K3 7 9=3?>6+6/1/;33 +-/<=9;+
$ Descrierea procesului de vânzare
$  +-=9;33 -+;/ 3806>/8N/+AL ?B8A+;/+
$ ' =;+=/13+ ./ .3<=;3,>N3/  / </ ?+ 0+-/  B8. </ ?+ 0+-/  38/ ?+ 03 ;/<: 98<+,36  B=?+
costa?
5.4. Pr/N>6
$ $ ,3/-=3?/6/ : 963=3-3 ./ : ;/N
$ " /=9.+ ./ <=+,363;/ + : ;/N>6>3
$ & /6+N3+ D8=;/ : ;/N
</17 /8=>6./ : 3+NL K3 : ;903=
$  @3<=/8N+ </17/8=/69;./ : 3+NL 7 +3 </8<3,36/ 6+ : ;/N
$ % ;/N>6-/;>=./ -98->;/8N3
$ " +;4+ ./ : ;903=>;7L ;3=L  ' / ?+ Q38/ </+7 + ./ 37 : +-=>6factorilor externi:
#  6+<=3-3=+=/+ -/;/;33 0+=+ ./ : ;/Q
# ' =+.3>6: 3/Q/3
# #3?/6>6-98->;/8Q/3
# % ;/Q>6+--/: =+=./ -L =;/ -63/8=
$ ' =;+=/13+ ./ : ;/N

9
6.  (& + 8" 5" '(&  ) #
   % ;9.>-N3+ K3 : ;9-/</6/
$ ( 3: >6: ;9-/<>6>3 ./ : ;9.>-N3/ : ;9.>-N3/ ./ 7 +<L
</;3/ <+>unicat)
$ Descrierea procesului tehnologic (etapele principale ale procesului tehnologic, timpul
8/-/<+;03/-L ;/3 /=+: / /=-
$ Regimul de lucru (nr. zile/an, nr. schimburi/zi, nr. ore/schimb)
$  -2 3: +7/8=/6/
7 +K3836/
38<=+6+N336/
# mijloacele fixe necesare (t3: >6 /-2 3: +7/8=/69;
>=36+4/69; K3 + 73469+-/69; ./
=;+8<: 9;= ./<=38+N3+ +-/<=9;+ : /8=;>: ;9.>-N3/ : /8=;>+-=3?3=L N3 +>@363+;/ : /8=;>
servicii)
# caracteristicile tehnico–economice ale mijloacelor fixe necesare (parametrii
=/2 83-3
/-9897 3-3 K3 0>8-N398+63 +8>6./ 0+,;3-+N3/ + 03/-L ;>3 7 3469- 03@ <=+;/+
03A3-L - 893
>A+=/ K3 1;+.>6 ./ >A>;L +6 03/-L ;>3+ -+: +-3=+=/+ 7 +@37 L ./
VWUJZIjOK'
# -98.3N336/ ./ +-2 3A3N3/ K3 /@: 69+=+;/ -9<=>;36/ ./ +-2 3A3N3/ + 7 3469+-/69; 03@/ 893
-9<=>;36/ ./ +-2 3A3N3/ + 73469+-/69; 03@/ </-98. 2 +8. -2 3;3+ +0/;/8=L 73469+-/69;
fixe închiriate; durata contractului de închiriere;.
$  98.3N336/ ./ 7 +83: >6+;/ K3 =;+8<: 9;=
$ ' 3<=/7>6./ 7 +8+1/7/8=+6-+63=L N33
-/;=303-+;/+ <3<=/7>6>3 -+63=L N33
$ Impactul asupra mediului înconjurhYUW
6.2. Furnizorii
$ #/-/<+;>6-+8=3=+=3?./ 7 +=/;3+6/ K3 7+=/;33 : ;37 / </7 30+,;3-+=/ /=-
$  / /<=/ ;/+63A+=D8-+.;>603;7/3 K3 -/ /<=/ ->7 : L ;+=
$ Stabilirea criteriilor de alegere
$ #>7 L ;>6K3 ;L <: B8.3;/+ : ;38-3: +6369;0>;83A9;3
$ 809;7 +N33 ./<: ;/ 0>;83A9;33 </6/-=+N3 8>7 /
09;7+ ./ : ;9: ;3/=+=/
./8>7 3;/
: ;9.><</;?3-3>0>;83A+=
: 98./;/+ D8=9=+6>6+: ;9?3A398L ;369;
;/-6+7 +N33
$ ' =+,363;/+ +?+8=+4/69;: L ;N369;37: 63-+=/
$ ) K>;38N+ D89,N38/;/+ -+8=3=L N369;8/-/<+;/  7+=/;3369;: ;37 / ./ 6+ +6N3 0>;83A9ri de
încredere
$ Capacitatea furnizorilor de a oferi materiale înlocuitoare viabile
$ 7: 9;=+8N+ -97/8A369; .>78/+?9+<=;L : /8=;>+-=3?3=+=/+ -/69;7+3 37: 9;=+8N3 0>;83A9;3
$ ) K>;38N+ D8 <-2 37 ,+;/+ 0>;83A9;369;./ /@ -9<=>;3
8/+4>8<>;3
6.3. Amplasamentul
$ Stabilirea criteriilor de alegere
$ ' /6/-=+;/+ ?+;3+8=/3 +?+8=+49+</ ./ +-2 3A3N3/
$ Evaluarea variantelor de amplasare
$  ?+8=+4/6/ K3 ./A+?+8=+4/6/ +6/1/;33
$ Descriere

7. Managementul afacerii
7.1. Conducerea
$  @: /;3/8N+
: ;/1L =3;/+
+,363=L N36/ 7+8+1/;369;
$ Stilul de conducere
$ ' =;>-=>;+ 9;1+83A+=9;3-L + 03;7 /3
$  ;3+ ./ ;/<: 98<+,363=+=/ + 03/-L ;>3 7 +8+1/;
$ Supravegherea personalului
$ Instruirea managerilor
$ Modalitatea de motivare
$ Motivarea personalului
$ ' >;</6/ ./ -98<>6=+8NL 0969<3=/
10
 $ Lipsurile echipei de conducer/ K3 7 9.>6./ <96>N398+;/ + +-/<=9;+
7.2. Personalul
$ #>7 L ;>6K3 -+6303-+;/+ +81+4+N369;
$ Sursele de recrutare
$ Modalitatea de ocupare a posturilor
$ 8<=;>3;/+ +81+4+N369;
$ " 9.+63=+=/+ ./ : 6+=L
$ Securitatea muncii

  "% %8 #     (""

8.1. Veniturile
$  /=+633 +<>: ;+ /?/8=>+6/69;-97 /8A3 0/;7 / -+;/ /@3<=L <+>-97/8A369;-+;/ ?9;/@3<=+
$ #>7L ;>6->7 : L ;L =9;369;: 9=/8N3+63
: 9<3,363=+=/+ ./ + <=+,363 6/1L =>;3 : / =/;7/8 6>81 ->
+-/K=3+
0;/-?/8N+ K3 7 L ;37 /+ -97 /8A369;
/<=37+;/+ -9=/3 ./ : 3+NL : ;9,+,36/ /=-
$ & /+63A+;/+ >8/3 : ;/?3A3>83 ?+69;3-/ =9=+6/ + ?B8AL ;369;: / 6>83
=;37 /<=;/
+83
$ & /+63A+;/+ >8/3 : ;/?3A3>83 ?+69;3-/ : / </17 /8=/ ./ : 3+NL + ?B8AL ;369;: / 6>83
=;37/<=;/

ani
8.2. Cheltuielile
$ ' =+,363;/+ -2 /6=>3/6369;->D80338N+;/+ 03;7/3
$ Stabilirea chelt>3/6369;1/8/;+=/ ./ 38?/<=3N33
# Cheltuielile cu bunurile de capital
#  2 /6=>3/636/ -98/@/ 38?/<=3N3/3
#  2 /6=>3/636/ ->37: 6/7 /8=+;/+ 38?/<=3N3/3
$ Stabilirea cheltuielilor de operare
$  +6->6>6+7 9;=3AL ;369;
$  /=/;738+;/+ -9<=>;369;03@/ K3 ?+;3+,36/
   % ;/N>6
$  <=37 +;/+ : ;/N>6>3
$ Stabilirea marjei de profit
8.4. Pragul de rentabilitate
$ Calcularea pragului de rentabilitate
$ Calcularea pragului de rentabilitate pentru profitul dorit
8.5. Documentele financiare
$  36+8N>6: ;9-09;7+ -/6: >N38 : /8=;>+8>6>;7 L =9;
$ Contul ./ : ;903=K3 : 3/;./;/ : ;/?3A398+=-/6: >N38: /8=;>+8>6>;7 L =9;
$ Previziunea cash-flow-ului
   8.3-+=9;33 ./ +: ;/-3/;/ + 38?/<=3N3/3
$  /<-;3/;/+ : 6+8>6>3 ./ 38?/<=3N33
$ * +69+;/+ 8/=L +-=>+63A+=L
$ & +=+ 38=/;8L ./ ;/8=+,363=+=/
$ Durata de recuperare a investOjOKO
    38+8N+;/+ +0+-/;33
$  : ;/-3/;/+ 8/-/<+;>6>3 ./ 038+8N+;/
$ ./8=303-+;/+ <>;</69;: ;9: ;33 ./ 038+8N+;/
$ ./8=303-+;/+ <>;</69;/@=/;8/ K3 7 /=9./69;./ 038+8N+;/
$ Evaluarea riscului de creditare
$ & /8=+,363=+=/+ >;7 L ;3=L ./ 38?/<=3=9;3
$ Oferta pentru posibili investitori

  ") +("#     ("" 5" 5 %) #   )+   )

11
 $ ./8=303-+;/+ ;3<->;369;7 +49;/ 1/8/;+=/ ./ +-=3?3=L N36/ ?33=9+;/ 0+-=9;3 : 9<3,363 ./ ;3<-

->+8=303-+;/+ 0+-=9;369;./ ;3<- K3 37 : +-=>6+<>: ;+ +0+-/;33

$ Analiza de sensibilitate
# Realizarea de scenarii (pesimist, probabil, optimist) cu privire la venituri
# Realizarea de scenarii (pesimist, probabil, optimist) cu privire la cheltuieli
# Realizarea de scenarii (pesimist, probabil, optimist) cu privire la profit
$ " 9.+63=L N3 ./ -98=;+-+;+;/ + ;3<->;369;: ;38-3: +6/ : 3+NL
-98->;/8NL
=/2 896913/ /=-
$ ' =+,363;/+ K+8</69;./ <>--/<

10. Anexe
$ ' -2 3N/ : ;9.><
+7 : 6+<+7 /8=
$ Date tehnice
$ !3-/8N/
$ Contracte
$ !3<=/ 0>;83A9;3
-63/8N3
$  /;-/=L ;3 ./ 7 +;5/=381 – chestionare
$ Organigrama firmei
$  3K/ ./ : 9<=
$ CV - uri etc.

 ("%8 '(","% )+)8"% (  &( #7  '# %+#+"       (

 ( 7*"(  )+)8"% (""

"  06+N3 -B==37 : +?/N3 6+ .3<: 9A3N3/ K3 D8-/;-+N3 <L -6?+69;303-+N3 6+ 7+@37>7 : ;38 ;/: /=3N33 : ;/+6+,36/
"  +-L 8>K=3N3 =37 : >6: >< 6+ .3<: 9A3N3/
/<=/ 38.3-+=<L +?/N3 : ;/1L =3=/ .3?/;</ <-/8+;33 ./ : ;/A/8=+;/
D8
0>8-N3/ ./ =37 : >6.3<: 983,36
"  +-L /<=/ : 9<3,36
+06+N3 .38-38/ ?+ 03 09;7 +=L +>.3/8N+ 8>7 L ; ./ : /;<9+8/
0>8-N33 ./N38>=/ 

&%8"%+*+#  - '+% (""

12