How to start your own sales company. Notarization of documents

Many start-up entrepreneurs at the initial stage, when registering their activities, face a lot of formal problems. For example, you need to open an LLC on your own, without the help of a lawyer. This procedure is simple, but without knowledge of the regulations, it is beyond the power of some people. The legal services market is currently developed enough to provide professional assistance in this area to everyone. Also created a lot of manuals that tell you how to open an LLC. The step-by-step instructions given in them are very convenient, but most business people prefer to entrust the problem to specialized firms. As a rule, this is due to the desire to save time and avoid errors in documents.

OOO

First you need to define legal status future enterprise. It depends on several factors, this is, first of all, the form of tax and accounting, respectively, the types of taxes paid to the budgets of various levels. The most common form today commercial enterprise serves society with limited liability(OOO). In accordance with the current legislation of the Russian Federation, an LLC is a legal association that can be organized by both citizens (individuals) and enterprises. At the same time, the statutory share is distributed among business owners (founders), each of which bears economic responsibility only in the amount of its contribution.

"I want to open an LLC!"

Before starting this troublesome process, it will be useful to familiarize yourself with legislative acts regulating the work of the company in this status. it the federal law“On Limited Liability Companies” No. FZ-14 dated February 8, 1998 and August 08, 2001 “On State Registration of Individual Entrepreneurs and Legal Entities”. After studying these documents, many entrepreneurs will have a question: "How much does it cost to open an LLC using specialized company"When comparing the costs, it turns out that the amounts are approximately equal. Which helps to open a turnkey LLC, get a seal, statistics codes, open a current account, will cost an average of 20 thousand rubles. Moreover, this price is average for the country, from Moscow to Vladivostok When trying to open an LLC on your own, the amount of costs can be much higher, especially if you have to submit documents several times due to mistakes made.

Where can I register a company

Open an LLC in Moscow or Novosibirsk - only the owner can choose. The registration procedure, the list of documents, the sequence of actions are the same. The place of registration depends only on the legal address of the future company, respectively, it is necessary to contact the tax office of the registration area. You can open an LLC in another city quite simply by placing a production base there or renting a room for a central office. Many entrepreneurs optimize tax payments in this way. However, the law does not regulate the number of organized companies, i.e. how much to open an LLC. In today's economy, holding companies are gaining ground. Production activities carried out by one organization, the second is engaged in retail, the third produces wholesale supply. This scheme is beneficial for entrepreneurs to optimize the tax burden.

How to open an LLC: step by step instructions

The main difficulty is the correct filling of a large number of documents, although, according to some entrepreneurs, this is a kind of school for all future activities. At the initial stage, everyone determines for himself what is more profitable for him: to pay for the result or to achieve it himself. So, to open an LLC on your own, you need to go through the following steps step by step.

Stage 1. Name

Not the most difficult, but the most responsible first step. We create a company, lay its foundation. First, the title. The owner's fantasy is limited only by the legislation of the Russian Federation, specifically by Article 1473 of the Civil Code, each paragraph of which contains a specific requirement for the name. A prerequisite is the indication of the form of ownership commercial organization(CJSC, LLC, OJSC). The use of the word "Russia" in the name in various variations is possible only with the consent of the Government of the Russian Federation, which will evaluate not only the scale and activities of the company, but a lot of parameters that are not related to commerce.

It is also necessary to remember that there is a full name of the company and its abbreviated counterpart. For use on letterhead and internal regulations a short version is enough, for example, Shmel LLC. Most constituent documents required to indicate full version, for example, Shmel Limited Liability Company.

At the initial stage, it is also necessary to determine the scope of the enterprise. The number of species is limited to 20. Accordingly, the selected OKVED codes will appear in the registration documents.

Stage 2. Founders and capital

The number of founders (owners) of the business is determined. Depending on their equity participation and the size of the contribution, authorized capital. The number of participants depends on which LLC to open. There can be from 1 to 50, depending on the size and scope of activity. The amount of the cash or non-cash contribution of each co-owner is not regulated, the law establishes only the lower limit of the size of the authorized (share) capital - 10 thousand rubles.

The share can be paid in cash, assets (property), working capital. At the same time, non-cash funds are necessarily subject to an independent assessment. Based on its results, the monetary value is determined, which is the amount of the contribution. If there are several owners, then the general meeting selects a director, who is not necessarily a member of the founders. The order on his appointment and the minutes of the meeting are additional documents to the charter of the company.

Stage 3. Address

The created LLC must have a legal address. If one of the founders owns a non-residential premises or office suitable for the company's activities, then it may appear as a place of permanent registration. In the case of renting space, you will need letter of guarantee from the owner (landlord) with confirmation and a lease agreement drawn up in an approved regulations form. Registration of an LLC is possible at the address of the place of permanent residence of the director (or CEO). In this case, a copy of the passport is provided.

Stage 4. Charter

Creation of the charter of the future company is a very important issue. This document is the basis for state registration (registration) of an LLC as legal entity. The charter of the enterprise must contain the following positions:

Name (full and abbreviated).
Address (legal required, actual optional).
Management bodies, decision-making procedure, documentation.
Statutory (reserve) fund, composition, size, procedure for increasing and decreasing, transfer of shares to third parties.
The composition of the founders, the procedure for the entry of new members, the withdrawal from the membership of the company.

The charter is printed in 2 copies, must be signed, numbered, stapled and certified.

Stage 5. Taxation system

This point is very important for financial activities future company. It is necessary to determine the taxation system for work. Tax and accounting, types and procedures for reporting, fees that the company is required to pay - all this depends on the chosen regime (USN, KSNO, UTII). As a rule, on this stage consultation of the chief accountant is required, if he has already been hired, or a specialist auditor to establish the entire system and optimize it.

The final item of the preparatory stage is the payment of the state fee. It can be made through any branch of Sberbank, its size today is 4 thousand rubles. Before submitting the documents, the original receipt for the deposit of funds must be attached to them.

Stage 6. Documents

The next step in registering a company is to collect a package of documents and submit them for processing to the tax office. Law firms and outsourcing companies can explain in detail how to open an LLC. Step-by-step instructions at this stage provide for the collection of the following papers:

Charter of the company (2 copies).
Decision (agreement) on the establishment of the company, minutes of the general meeting (in the case of several founders).
The composition of the owners.
Statement application form registration (in the form P11001). The signature is notarized.
Orders (instructions) on the appointment of the chief accountant and director (general) of the organization.
Letter of guarantee when renting a building - the bearer of a legal address.
Receipt confirming the deposit of funds for registration.
Statement of the applicable taxation regime, if the simplified tax system is used.

You can prepare the above documents for free using this service.

Stage 7. Check

Stitched, certified documents should be carefully reviewed again. If an employee of the tax inspectorate finds an error, then the registration of the enterprise will not take place. All work will need to be carried out again, while the paid state fee is non-refundable. The next submission of the full package of documents must contain a new receipt for the transfer of funds.

When opening an LLC through specialized firm revision of the package of documents is free of charge. In this case, the errors are eliminated at the expense of the company with which the contract for the provision of relevant legal services has been concluded. The tax inspector is required to issue a receipt with complete list documents received for processing. The date of receipt of registration certificates is also indicated there, if there are no questions to the papers provided.

Stage 8. Receipt of documents

The official processing time for documents is 5 days (working). After that, the applicant must contact a specialist and get a decision. In case of refusal of registration, the reason is indicated in the official document. We start the process anew, correct the shortcomings and re-solve the issue of how to open an LLC. The step-by-step instructions above will help you with this. With a positive decision, the following documents are issued:

legal entity (LLC).
Certificate (assignment of TIN to the organization) on tax registration.
Charter, certified by the tax office.
Extract from the Unified State Register of Legal Entities.

Stage 9. Registration

After registering with the local tax office, the LLC must be registered with all relevant funds and the statistics department. Statistical codes assigned after the presentation of the Charter, an up-to-date extract from the Unified State Register of Legal Entities, TIN, PSRN, are used to open a current account for the enterprise. At the moment it works, so there is no need to go to extra-budgetary funds on your own. The tax office must issue a notice of registration of the enterprise with the FSS, PF and the health insurance fund. If one of the documents is missing, then you will have to visit this department yourself. You must have all the papers issued by the tax office and a passport proving the identity of the applicant with you.

Step 10. Print

We can say that the registration was successful. Certificates of registration in all non-budgetary funds have been received, the organization is registered as a taxpayer, you can proceed to the final stage. We create the seal of LLC. Today, the service is widespread, when contacting the appropriate workshop, each company will be offered several options for official and round seals, not to mention additional stamps. Moreover, if it is maintained in a strict, business style (name, details, company codes), then seals for internal use may contain the company logo, which gives scope for the owner's imagination.

Stage 11. Accounts

Where to open an account for an LLC? For most entrepreneurs, this issue is not difficult. Of course, with the bank you need to have partnerships and business relationship that are built on trust. In this case, reputation plays a big role. financial institution, his technical equipment, location of the nearest office (branch), service fee for settlement, currency and special accounts.

Particular attention should be paid to customer support. A modern, convenient, high-speed program, serviced by technical services jar. You should be able to obtain appropriate specialist advice at any time without any problems. The choice of a credit institution is currently quite large, so any newly registered legal entity has wide selection. The legislation of the Russian Federation does not limit companies in the number of accounts, therefore, if such a need is seen, several settlement or special service units can be opened in different banks.

Stage 12. Final moment

After opening one or more settlement accounts, it is necessary to provide all information about it to the tax office and funds within seven days (7 working days). In case of violation of deadlines by government agencies penalties may be imposed. If a new company led by a director independently successfully passed all the tests Russian legislation and bureaucratic red tape, it has a huge development potential. It turned out to open an LLC on your own, it remains to wish you success in your professional activities!

Creating any company from scratch requires knowledge of certain nuances. You need not only to choose the types of activities in which it will be engaged, but also to think over a number of points related to the legal, physical and economic security of the company.

The main stages of creating a company

In order to create your own company, you need to start with the following steps:

– market research, analysis of supply and demand in the industry in which it will operate. This is necessary at least in order to understand how expedient it is to engage in this particular activity or, perhaps, it is worth choosing a direction with more profit or less competition;

The next step should be to study legislative framework related to your chosen industry. This means familiarization with all the legal acts governing this type of commercial activities. The fact is that the law may establish certain restrictions in this area. For example, you may need to obtain a license or other permits;

- after study legal aspects need to contact qualified lawyer who can advise the most appropriate organizational and legal form for this industry (for example, a limited liability company or a closed joint stock company, etc.). After that, the specialist will prepare all the documents necessary for registering your company. In most cases, the most convenient form is a limited liability company, so in the future we will talk about it.

So, the registration is over, the company is created and can start its activities. What will be the next step?

Organizational structure of the company

No matter how you feel about administrative work and bureaucracy, the next step is to determine organizational structure company, that is, to determine its departments and form a staffing table, provide for all the necessary positions of specialists that are necessary for this type of activity. You must also clearly indicate functional responsibilities for each of these positions.

Very often, such issues are not given enough attention, however, experts still recommend carefully considering the legal framework for the implementation of labor activities by all employees of the company. If possible, you should turn to specialists, in extreme cases, you can do it yourself, but you need to develop job descriptions, as well as internal regulations and other regulations. So, if your company is planning a production department, accounting, sales department, etc., then it is necessary that an appropriate provision be created for each of them, which would describe not only the functions of employees, but also the procedure for their interaction with other departments, as well as the internal hierarchy and order of information exchange. Only after all these documents are developed, you can proceed to the next stages of creating a company.

Company Security Issues

Although your company is just starting its journey, and it is still unknown to the general public, and, therefore, is of no interest to raiders or criminal groups involved in the redistribution of property, this does not mean that security should not be taken care of in advance. Otherwise, you risk being unprepared for such a situation in the future.

When we are talking about the security of the company, usually several aspects are meant at once, namely:

- physical;

- economic;

- legal;

- informational.

The issue of physical security is the easiest to solve. This refers to the integrity of the objects (tangible assets) of your company. And for this there is a security service. Moreover, you can either use the services of a private security agency or create your own security service. Of course, each of these options has its pros and cons.

For example, if your employees provide physical security, this means that you selected them yourself, which means that you can more or less trust them, since they meet the requirements that you set. In addition, you should remember that you can send the specialists of your company for internships, various trainings and seminars, thereby improving their qualifications. True, this is also a danger, since you will spend your own money on training, and after completing the training, the employee may either demand a promotion (which, however, will be fair), or decide to leave for another company for a higher salary.

Another nuance associated with your own security service is that if you find that your property has been damaged, or if you detect theft or damage to property, you can apply to your employees only those measures that are provided for by the Labor Code, namely: reprimand, dismissal, damages (which is carried out in a limited amount). In addition, you can bring the perpetrator to criminal responsibility only if there is fully proven guilt.

If you conclude an agreement with a security agency, then the main advantage here will be the fact that in the event of theft or actions that cause damage to your property, you can count on greater compensation. If this trouble occurred due to the negligent attitude of the agency employees to the performance of their duties, then you will be able to recover the full amount of damage from them. It is necessary, however, to stipulate all the nuances in advance: to reflect in detail in the contract both the objects of protection, and the duties of the guards, and the regime of protection. If this is not done in a timely manner, then later it will be difficult to prove the guilt of the agency employees. The contract must also specify the responsibilities of the parties. However, most likely, there will be no incidents, since the employees of security agencies are usually high-class professionals, well trained and licensed.

Speaking about the disadvantages of working with such a company, it should be noted that, as a rule, in such cases, the guards on duty at your facilities change quite often. And this means that you need to constantly bring new people up to date. Sometimes this is a simple procedure, but the more properties you have, the more difficult it will be to instruct. So it will be necessary to develop a certain standard procedure based on the terms of the contract in order to simplify the briefing.

Whatever security system you choose, remember that it needs to be supplemented with an electronic security system or at least, for starters, a video surveillance system.

How to ensure economic security? To do this, you need to invite specialists to conduct an independent audit. In addition, do not forget about internal control, which will help to avoid at least methodological and arithmetic errors in the calculations. At the same time, of course, it is important that all the economic and financial technologies you use are in the legal field.

Legal security of the company means minimization of economic and legal risks. This is very important because it automatically protects your firm from claims from tax and other regulatory authorities. That is why it is so important to find competent lawyers who will defend the interests of the company in court and in other instances. So you will be sure of the legitimacy of your positions when interacting with suppliers and buyers, as well as regulatory authorities. A lawyer should be involved in developing the legal basis for all documents in your company, including various contracts.

As for information security, it is associated with the use of modern software. First of all, this, of course, concerns the protection of your data, all today information technologies are at a high level of development, and often all calculations, the submission of tax and financial statements, the conclusion of agreements - everything is carried out in in electronic format. On the other hand, information security includes the creation of an efficient internal computer network and the establishment of a communication system. To do this, you need a qualified specialist (or better, several) to do such work in your company.

Information, economic and legal security are three components that are closely related and require attention no less than the physical protection of your property. And, therefore, these systems need constant improvement and development.

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Opening your own company is the desire of many experienced lawyers. But they ask questions: “How to open a law firm from scratch?” or “How to attract customers?”. Despite the higher legal education and great zeal, for this you still need to have a certain knowledge of the fundamental rules, the observance of which will help you achieve your goal. How to start your own legal business from scratch?

Opening own business in the legal field entails many pluses, but, as in any business, unfortunately, you cannot do without minuses.

Having your own business has the following advantages:

- The absence of a boss. You are the head of your own company, which means you are free to make your own decisions.
- Profitability will depend on you - the entrepreneur, earnings can be impressive or quite low.
- Flexible schedule. In the future, by hiring staff, you can not work at all, but only manage your employees.
- As the founder of the company, you will receive the greatest profit, unlike an ordinary employee.

Having your own business is prestigious.

Minuses:

Risk. If you choose the wrong business strategy, then your business may fail, in which case financial problems cannot be avoided. Approach this issue with all seriousness.
At the initial stage, a lot of investment, effort and time will be required.
No matter how trite it may sound, but business is always stressful, be prepared for the fact that, most likely, not everything will work out easily for you.

If the waste of energy and risk did not scare you, then you can move on to those aspects that will reveal in detail the topic of how to open a legal consultation.

How to open a law firm from scratch - instructions

Registration, permits, documents

Let us examine in more detail the question of how to open a law firm from scratch. In order to open your own law firm, you do not need to receive the appropriate education, it can be opened by an individual or legal entity.

However, you need to register with the proper state tax authority and choose the form of taxation in order to function legally.

A company can be registered as an individual entrepreneur or as an LLC for several individuals.

It is better to arrange the taxation system according to the “subtract expenses from income” scheme. A convenient option - simplified tax system with a rate of 15% - is more profitable.

How to start a law firm necessary permissions? The answer is pretty simple. It turns out that, as the current legislation says, special permits and licenses are not required to open a private law firm.

The following documents will be required:

Passport, its photocopies.
Confirmation of payment of state duty.
Application for registration of an individual entrepreneur or LLC.
Selection of the type of activity according to OKVED codes.

Important! As soon as you receive a certificate of incorporation, immediately begin to develop a business strategy and promote your company.

Choice of premises and equipment

An important task when opening a law firm is the choice of premises. The best option for the location of your office would be the city center, because there is better infrastructure, it will be more convenient for the client to get to you and find you.

Not bad if your office is located on the first floor and from the side of the street, for the same reason listed above.

You also need to take care of the availability of the necessary equipment.

The design of the premises is best done in the form of an office. To do this, you will need to purchase special furniture (armchairs, tables, comfortable lockers, etc.) and computer equipment (computer or laptop, printer, scanner, etc.), and you also need to take care of stationery (paper, pencils, pens, etc.) .).

Prepare for the fact that several clients can come to you at once, arrange objects in the space for them as comfortably and conveniently as possible.

Recruitment

For the first time, the activities of a law firm, it is better to start with a partner and not hire employees.

After time, when the business will rise and develop, you can think about hiring additional staff.

It is necessary to hire: three qualified workers who will work with all kinds of services; courier. Financial questions can be solved with the help of an incoming accountant.

Attention! When recruiting your own professional staff, you must use labor exchanges, place ads in newspapers, and relevant Internet resources.

There will be many candidates, they can be both yesterday's students and experienced professionals, of course, it would be preferable to use the services of the latter, but it's up to you.

As your business expands, you may need staff.

Approximate composition of a mid-level law firm:

highly qualified lawyer;
legal consultant;
lawyer for working with individuals;
lawyer for work with legal entities;
legal assistant;
secretary referent;
accountant.

Business process organization

How to promote a law firm? First of all, you need to decide on the specialization of the law firm, as well as take care of the quality of the services provided.

To do this, you need to create your form style, appropriate image, maintain a good reputation. All this will determine the success of your business in the future.

You need to start with a small number of legal services, and as your business expands, increase the range of services provided.

After all, it will be very difficult both to open a law firm from scratch and to control it.

It is also necessary to identify the main audience of the clientele, and based on this, organize the workflow.

For example, if you are going to provide services in solving business problems, then the best option there will be an organization of labor activity from 8:00 to 19:00, so that it is not difficult for the client to establish contact with you during his working day.

A good option would be if one employee from your staff begins to work on duty on weekends at least until noon.

Business strategy

Organizing a business plan for a law firm, just like starting a law firm from scratch, is not an easy task.

Research the market in this area in detail, approach your competitors with attention, identify their advantages and disadvantages. This will help to make fewer mistakes in the organization of the business plan.

Develop an acceptable pricing policy, this is especially important at the initial stage.

Promising directions at the moment:

Legal support in the field of real estate and construction.
Support for migrants. For example, assistance in getting a job, obtaining citizenship, etc.
Control of financial and economic activities of companies.
Protests related to illegal law enforcement activities.

Finding Clients

Aspects in the search for clients:

Use the internet. First of all, take care of creating a company website, it is advisable to hire a specialist, since there are enough of them on the Internet, so there should be no problems with this.
Advertising can be placed on various websites, in mobile applications.
Traditional methods of information dissemination. These are: leaflets, word of mouth, organization of exhibitions, seminars and conferences.
It would be useful to place an ad in the newspaper, where you can briefly tell about the services you provide, the location of the company, and prices.
It will also be effective to place signs on the streets, you can fork out for advertising on television.

Attention! For the best result in finding clients, you need to use the services of a qualified specialist - a PR manager.

How to get guaranteed clients for a lawyer?

The most difficult stage for all organizations is the start-up and the law firm is no exception. Not always the money invested in advertising and marketing can return as ready-made customers. Thus, money can be wasted. And when there are so few of them, it creates additional problems and increases the cost of the company.

However, there is one solution that will ensure that the money invested will generate ready-made customers. Currently, due to the globalization of the Internet, clients are looking for lawyers there. But how can you get customers without spending extra money? Very simple - for this there are special intermediary firms that can provide you with customers.

Attention! If you only want to pay for clients and don't want to waste money, then you can start partnering with lead generation firms. This is by no means the main source of customers, but it is a constant one. Especially useful at the initial stage. Click on the banner above and read the terms and conditions.

Costs and profits

Approximate start-up costs:

Expenses	When to pay	Amount, thousand rubles
Registration and acquisition of a legal address	At the initial stage	30,0
Furniture and equipment	At the initial stage	50-60
Communication and software costs	Monthly	40,0
Office rental, renovation (10-15 sq. m.)	Monthly	130,0
Salary per person	Monthly	30-40
Transport	Monthly	10,0
office	At the initial stage	5,0

The profit will depend primarily on the number of customers and the quality of the services you provide.

The average cost of providing legal services in Moscow is:

oral consultation - 1000-2000 thousand rubles per hour;
one-time written consultation legal matters- 3000 rubles;
registration of a person as an individual entrepreneur not including the state. duties - 4500 rubles;
registration of an LLC without state duty - 1100 rubles;
writing a statement with a claim - 9000 rubles;
liquidation of a legal entity - 60,000 rubles;
representation of interests in court - 40,000 rubles.

Let's say that in 30 days four of your employees served 20 clients, the approximate price of the service is 10 thousand rubles, if everything is organized correctly, then with the range of services assigned earlier, we get the following numbers:

4*20*10000=800000 rubles

The tax amount is 20%, which means:

800000*0.2=116000 rubles

By simple calculations, we find out the net profit:

800000.0 - 119000.0 - 315000.0 = 369000.0 rubles.

At the first stage, get a large number of customers - a rare event, but with the right approach after a few months it becomes quite achievable.

As a result, with a successful scenario, payback is achieved in 1-3 months.

Opening your own law office is a rather risky business that requires a lot of effort, but with a skillful approach, it can bring significant profit.

To assess the market, you must first determine the volume of planned investments and the niche that is most interesting to you.

It is highly desirable that this interest be supported by some theoretical, and even better practical knowledge about the development process, available tools and methodologies. You can analyze the demand and the level of competition in the chosen niche based on the data provided by the rating agencies. In almost every segment, even such a highly specialized one as the development of online stores, there are fairly detailed ratings that compare flagship companies in terms of turnover, average bill, number of projects, and other parameters that give a fairly clear picture.

Competition

Our niche is highly competitive only at first glance. In fact, this is the same level of competition as between BMW and AvtoVAZ - segmentation is primarily determined by the price of services and the class of customers. It's no secret that the price range for the same site development can be from 5 thousand to 5 million rubles. It all depends on what needs to be done, what level of quality to ensure, what tools to use, how big a name the IT company has, how well-known clients are present in its portfolio.

As a result, if you work in the price range of 5-25 thousand rubles, companies with projects from 1 million rubles will obviously not be your competitors, and vice versa.

To get ahead of competitors, you must first determine in which price segment you will provide services. Then it is worth analyzing direct competitors from the same price segment that provide the same services: see what development tools they offer, what additional services they include in the development cost, what clients and projects they work with.

At the same time, it is quite important to objectively evaluate your own strengths - will you be able to ensure the quality is not worse? Can you offer similar services at the same price? Next, it's important to highlight your unique advantage over your competitors: how are you better? Why should clients work with you?

If you have formulated such an advantage on an intuitive level, without external confirmation, it is better to check it in advance: conduct a survey of friends, acquaintances, random interlocutors. Find out if they really care about this advantage, or if your hypothesis is untenable. The sample should be large enough to give the most accurate representation possible.

How to decide on a set of services that the company will provide?

It depends primarily on your level of knowledge about the field and technology, as well as on the level of initial investment. For example, average salary an experienced Symfony programmer - 80-100 thousand rubles, i.е. 3 months of his work will cost the company 240-300 thousand rubles. At the same time, projects of this level, as a rule, are complex, expensive and require not only a programmer, but a full-fledged team: a designer, tester, project manager, analyst, etc. It is highly desirable that at least one of core competencies the owner of the company had, otherwise it will be difficult to control the processes.

The most common situation on the market is when an experienced developer opens his own company, and rightly so. He already has an understanding of what pitfalls await him, what difficulties the company may face, how to properly build processes.

It is important to remember: additional services are good, but only when they do not divert most of the company's resources.

Sometimes occupying a narrow niche is more profitable than offering customers the widest possible range of services.

Who is the main target audience?

If we talk about the IT services market in general, then the target audience is almost any business, without restrictions. But to determine the target audience of your company, you need to create the most accurate portrait of the client:

how much money the client is willing to spend on your services;
what is the main service he needs;
what additional services he may need;
if you have a regional link, most companies from another region are most likely to be eliminated from the target audience;
in what area your client works (often clients choose a developer who has projects in the portfolio made for the same industry);
who makes the decision in the client company (if you work mainly with small businesses, these are usually the owners; if you work with enterprises, these are middle managers, and they have a completely different level of motivation to start development and finish the project quickly );
whether there are requirements for the tools used in the development (some clients indicate as the main requirement what the development should be done on, for example, what programming language should be used, which graphic editor, which CMS).

Beginners should remember that reaching large customers without pre-training- very difficult task. Our target audience immediately became a medium-sized business that needs some custom solution for process automation.

The key difference between companies operating in a higher price segment is that customers stay with them for a long time.

The thing is that products in this segment are complex, they require maintenance. Moreover, they rely on business processes, and this is a flexible thing, and over time it changes. Therefore, the product usually evolves with the company.

Investment size

To optimize the cost of an office, you can rent it in a place that is not very accessible, because. its location is not very important - customers rarely come themselves. Or you can act radically and abandon the office altogether, transferring employees to remote work.

But such option is suitable far from everyone. We decided to take this step only after we were 100% convinced that all our clients prefer meetings in their office or in a cafe, and also after realizing that all our employees have been working in the company’s staff for more than 2 years and are quite capable of doing their job responsibly without binding to the office chair.

Saving on salaries, if you want to ensure high quality projects, is definitely not worth it. But it is possible to reduce costs if employees are involved in additional services on a project-by-project basis, paying them only for the work that was actually done, and using KPI to evaluate the work of full-time employees. All of our employees are somehow tied to the profits of the company.

The absence of an office and the use of part of the staff on a project-by-project basis allowed us to minimize equipment costs - most of the employees use their own computers, and we only bear the cost of their depreciation.

Step-by-step instruction

Having decided on a niche, having studied competitors, recruiting the first customers and renting a room, you can already proceed to the next stage of opening - the purchase of equipment. Mandatory equipment, without which we cannot imagine work:

The company's own server (including for demonstrating work to clients and the operation of the project management system);
Virtual PBX;
Laptops or desktop computers of employees with sufficient power for the type of work performed;
Office equipment.

It was quite easy to find suppliers, since many of them were eliminated at the stage of the first request - they did not answer for a long time, they issued an invoice for a long time, they could not competently answer our questions. As a result, those suppliers of equipment and services with whom we constantly work do not change for years.

For example, we maintain our own company server in the provider's data center, which has not been changed for 4 years. His prices are not the lowest, but the speed of response to our requests is no more than 10 minutes.

Thus, the main criteria for choosing suppliers for us are:

The speed of response to our request (especially if these are permanent services);
Equipment quality;
Cost of equipment.

Of course, no equipment will work without specialists. For an IT company, they are the foundation of success. The number of employees of the firm depends on what services are key and how many projects are being carried out simultaneously. For example, we are a technology company, which means that programmers must have high level training, while in the state there should be at least two of them, and preferably 3-4, in order to ensure interchangeability and speed of project implementation. But only one designer is enough.

At the moment our staff consists of:

sales manager;
project manager;
technical writer;
Designer;
Three programmers;
tester;
Copywriter and content manager.

Depending on the direction of the projects, the ratio of designers and programmers in the company may change, and some employees may combine several positions.

Often there is a situation when the project manager also performs the functions of a technical writer and tester. And HTML-layout can be performed, depending on the company and its business processes, by a designer, a programmer or an individual employee.

There is a big problem with highly qualified employees in the labor market.

It is very difficult to find such employees “from the street”, and the process of infusing them into the team is quite painful. You should always keep in mind that regardless of the skill level of a newcomer, he will fully join the work process only 1-2 months after the start of work. When hiring such employees, they go through several stages of selection. At the beginning, we look at resumes and study portfolios, then we give a test task. According to the results test task the applicant is interviewed by the lead programmer, and after it - an interview with the director.

The final hiring decision is made on the basis of the combined results of each of these steps, with the opinion of the lead developer taking precedence, since it is with him that the new employee will interact in the first place.

Low-skilled employees are much easier to find. We usually work with them on one or two test projects and only after that we hire them. The selection process in this case is different from the first option. At the first stage, we also look at the resume and portfolio, if any, after that the project manager conducts an interview and decides on cooperation. If the cooperation was successful, the employee remains on the staff or is entered into the database of remote employees and is subsequently involved in projects as needed.

The working hours of an IT company are determined depending on the working hours of the main clients.

The bulk of our customers are located in Moscow, so our working day is from 10.00 to 19.00 Moscow time, regardless of where our employees are located. Some employees can vary their work schedule, observing the rule - at least 8 hours a day, and some employees are deprived of such a privilege. If clients work from 10 to 19, sales managers and project managers must be in touch at the same time.

The execution time for one order varies from several days to several months, depending on the complexity, urgency and scope of the task. At the same time, you need to understand that not a single person will be able to work 24 hours a day, no matter how much the director of the company or clients would like. In order to avoid missed deadlines, overlapping tasks and constantly switching employees from one task to another, we use a planning system. Thanks to this, each employee knows exactly what he will do tomorrow, has a fairly clear work plan for the next week and rough plan work for a month.

All tasks received from clients are formulated in the system, assigned to a specialist and scheduled by date and time. The only exceptions are very urgent tasks:

if a client has something broken in a running project, this is a very good reason to postpone all other tasks and throw resources into fixing the problem.

Our practice has shown that the location of the office does not matter for clients, it is much more convenient for them to meet on their territory. The presence of an office in the center can confirm the high status of the company, but it is definitely not worth incurring huge costs because of this. Therefore, when choosing an office, you can only take into account how convenient it will be for employees to get to it, and it is quite possible to place it on the outskirts, but within transport accessibility.

If employees work in the office, it is also desirable to consider how convenient it will be for them to go to lunch - are there canteens, cafes and restaurants nearby, or is it easier to arrange lunch delivery to the office. It is highly desirable to have a cooler, tea, coffee and sweets in the office. The presence of a microwave and a multicooker is also not a direct necessity, but adds convenience.

We have given up the office, and our employees are happy because they do not need to spend time on the road, and they are free to choose a place to work.

There are no requirements for IT companies in terms of layout and ceiling height, but the room should be light and spacious enough so that employees do not sit on each other's heads. It is advisable to plan the placement of specialists in such a way that they have a sense of isolation from each other.

The maximum area depends on the number of employees simultaneously in the office and common sense. The office should be spacious and comfortable enough for all employees to feel comfortable in it. At the same time, people working on the same project should be directly accessible to each other.

As for contracts and documents for the premises, as a rule, an IT company chooses an office in the office center, and there the owner of the premises or the management company deals with these issues. Therefore, an IT company only needs a lease agreement. However, this contract must be carefully considered when negotiating to avoid the pitfalls of a sudden increase in rent or an unexpected request to vacate the premises urgently.

The documents

EmployeesIT companies produce an intellectual product, so it is necessary to resolve the issue of copyright for it.

When it comes to working with a customer, there are two options. In the first, we reserve copyright. And in the second, if developed individual design or individual visualization elements, we transfer non-exclusive rights to them to the customer. That is, he can use them, but cannot resell them. In this case, the authorship remains with us. This is necessary so that we can add the work to our portfolio and put authorship on the client's website.

Opening checklist

Is it profitable to open

In order to determine the cost of fulfilling an order, you first need to understand exactly what the cost of an hour of a company's work is. It is made up of constant and variable costs divided by the average number of working hours per month.

Knowing the cost is important, first of all, because at the initial stage of work, without a good portfolio, it will be very difficult to receive expensive projects and you will have to be content with little, and sometimes even give additional discounts. Knowing the cost, it will be possible to rely on it, understanding exactly how much you can move in price, incurring allowable costs.

The order fulfillment price is determined based on the costs that the company will incur for its implementation, the risks involved and the desired profit. With a long-term existence of the company and work on standard orders, some types of work can later be included in the price list, since the average cost of these works will be known in advance.

AT general view, the calculation is performed based on an estimate of the projected time for the project. For the most accurate estimate, it is important at the design stage to break the project into small tasks so that each of them takes no more than 8-12 hours. This will keep the chance of error to a minimum.

In general, our calculation looks something like this: the number of estimated hours * the cost of an hour of the company's work * 1.3 (corrective risk factor; may vary) * N, where N is the profit factor. The owner of the company determines it independently, guided by common sense and his own greed.

Highly important aspect the work of the company is the preparation terms of reference for projects. Determining the exact cost of a project without a detailed technical specification is the biggest mistake that company employees can make.

In our company, the work on the project is built as follows:

Getting a problem statement
Preparation of a proposal with a preliminary assessment
Conclusion of a contract for TK
Design, development of detailed TOR and project prototypes
Coordination of technical specifications and prototypes
Signing of closing documents for the development of technical specifications
Preparation of a detailed budget for the project
Signing a contract for the development of the project
Execution of project work
Signing the closing documents for the project.

Depending on the scope of the project, the work can be divided into additional stages performed under separate contracts.

When developing projects, we try to follow the rule: "A big elephant should be eaten in small pieces." The more pieces, the less chance of error.

If you do not attract any additional investments and reduce investments to a minimum, you can reach the “zero” point with the very first 1-2 contracts.

The main thing is not to work without prepayment, no matter how you are persuaded.

The absence of an advance payment automatically reduces the degree of responsibility of the customer for the project, and as a result, a situation may arise when you have done all the work, and the client has disappeared. We take an advance payment of 50%, and this amount includes most of the costs of the project.

It is very difficult to orientate by the number of orders and the average check, since projects can be of the most different levels. Theoretically, 3 projects with a check of 150 thousand rubles will be equivalent to 30 projects with a check of 15 thousand rubles. But in fact, 2 projects of 300 thousand rubles each can be in operation at the same time. with a scope of work for 2 months and an even distribution of project amounts for this period, 3 projects of 100 thousand each and 5 projects of 25 thousand each. All of them can be different stages performed by different specialists and form receivables that accumulate over time.

The payback period depends on the costs at the initial stage, as well as on the amount of operating expenses of the company, including the level of salaries of specialists.

It is important to realistically assess opportunities in terms of the number and level of projects that can be contracted at an early stage.

If you hired an employee with a salary of 100 thousand rubles, and sign 2 contracts per month for 25 thousand rubles, you will definitely not last long.

Another important point: how harder projects you want to get, the higher the cost of attracting a client and the longer the period from the moment of the first contact to the conclusion of the contract.

In this case, with the same employee on a salary of 100 thousand rubles, the following situation may arise: you have a potential client with a project for 1 million rubles, you happily hire an employee, pay him a salary of 2-3 months while you are negotiating with a client, and only after that you receive the first tranche from the client. Well, if he covers the costs incurred, but what if the deal falls through? This probability also exists exactly until the money arrives in your current account.

Risks are reduced through more thorough preparatory work with the client before the conclusion of the contract. We do not set ourselves the task of concluding an agreement at any cost. Our main task is to build long-term relationships with each client, and this is possible only when he trusts us as professionals, and we trust him as a customer.

There are several risks, we faced all of them:

Insolvency of the client - the client starts a large-scale project, but in the middle of the project he runs out of funds, or the project becomes irrelevant. To minimize this risk, we break large projects into many stages with payment tied to them. This allows you to understand in time that funding is stopping, and to lose a minimum of time and money.
Lack of technical specifications - sometimes sales managers have a great temptation: "Guys, we have a client for 500 thousand, let's work as soon as possible, sign an agreement, to hell with it, with technical specifications." And then it turns out that the client has a million Wishlist, and he refuses to pay for them, arguing this as follows: “But your manager promised me that everything would be as I want.”

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