{"id":9625,"date":"2026-09-01T10:44:16","date_gmt":"2026-09-01T08:44:16","guid":{"rendered":"https:\/\/coneix.com\/?p=9625"},"modified":"2026-09-01T10:45:29","modified_gmt":"2026-09-01T08:45:29","slug":"acceptar-projectes-criteris-rendibilitat","status":"publish","type":"post","link":"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/","title":{"rendered":"Quins projectes acceptar i quins no: 4 criteris de rendibilitat abans de dir que s\u00ed"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">No tots els enc\u00e0rrecs que arriben a un despatx mereixen un s\u00ed. Pot semblar obvi, per\u00f2 a la pr\u00e0ctica molts es decideixen per in\u00e8rcia: arriba la consulta, hi ha capacitat (o es fa lloc igualment) i s&#8217;accepta, sense parar-se a valorar si val realment la pena.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\">La pregunta no hauria de ser &#8220;podem fer-ho?&#8221;, sin\u00f3 &#8220;<strong>ens conv\u00e9 fer-ho, ara i en aquestes condicions?<\/strong>&#8220;.<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\">En aquest article proposem un marc senzill per valorar un projecte i decidir abans de comprometre-us amb el client.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_87_1 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">\ud83d\udcd1 Lo que encontrar\u00e1s en este art\u00edculo:<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #2dabe3;color:#2dabe3\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #2dabe3;color:#2dabe3\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#El_problema_de_dir_si_a_tot\" >El problema de dir s\u00ed a tot<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#4_criteris_per_avaluar_un_projecte_abans_dacceptar-lo\" >4 criteris per avaluar un projecte abans d&#8217;acceptar-lo<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#1_Encaix_estrategic_Encaixa_amb_allo_que_volem_fer_creixer_al_despatx\" >1. Encaix estrat\u00e8gic: Encaixa amb all\u00f2 que volem fer cr\u00e9ixer al despatx?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#2_Marge_esperat_Sabem_quin_marge_real_ens_deixara_no_nomes_quant_facturarem\" >2. Marge esperat: Sabem quin marge real ens deixar\u00e0, no nom\u00e9s quant facturarem?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#3_Risc_Hem_identificat_els_riscos_principals_i_com_els_gestionarem\" >3. Risc: Hem identificat els riscos principals i com els gestionarem?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#4_Capacitat_de_lequip_Tenim_capacitat_real_sense_penalitzar_els_projectes_que_ja_tenim_en_marxa\" >4. Capacitat de l&#8217;equip: Tenim capacitat real, sense penalitzar els projectes que ja tenim en marxa?<\/a><\/li><\/ul><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#Cas_practic_2_projectes_2_decisions_diferents\" >Cas pr\u00e0ctic: 2 projectes, 2 decisions diferents<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/coneix.com\/ca\/acceptar-projectes-criteris-rendibilitat\/#Decideix_amb_dades_no_nomes_amb_intuicio\" >Decideix amb dades, no nom\u00e9s amb intu\u00efci\u00f3<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"El_problema_de_dir_si_a_tot\"><\/span>El problema de dir s\u00ed a tot<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Omplir l&#8217;agenda sembla sempre una bona not\u00edcia, i <strong>dir que no a un client fa por<\/strong>, sobretot si l&#8217;activitat no va sobrada. Tot i aix\u00f2, <strong>acceptar sense criteri t\u00e9 costos que no veiem fins m\u00e9s endavant<\/strong>: hores d&#8217;un perfil s\u00e8nior en un projecte de marge ajustat, un client que consumeix m\u00e9s gesti\u00f3 de la prevista o un enc\u00e0rrec que no encaixa amb l&#8217;especialitzaci\u00f3 del despatx i que acaba costant m\u00e9s del que factura.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">El context sectorial no ajuda: segons <a href=\"https:\/\/www.observatoriomargenes.es\/wme\/es\/\" target=\"_blank\" rel=\"noreferrer noopener\">l&#8217;Observatori de Marges Empresarials<\/a>, el marge brut del sector d&#8217;arquitectura i enginyeria ja \u00e9s ajustat de per si. Amb tan poc marge de partida, <strong>triar b\u00e9 cada projecte \u00e9s clau<\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>El problema no \u00e9s acceptar projectes, \u00e9s fer-ho sense un criteri expl\u00edcit.<\/strong> Quan tot es decideix &#8220;sobre la marxa&#8221;, el despatx acaba triant per defecte els projectes que arriben primer, no els que m\u00e9s li convenen.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\">Cada projecte acceptat sense criteri ocupa el lloc d&#8217;un altre que podria encaixar millor i ser m\u00e9s rendible.<\/p>\n<\/blockquote>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_criteris_per_avaluar_un_projecte_abans_dacceptar-lo\"><\/span>4 criteris per avaluar un projecte abans d&#8217;acceptar-lo<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Abans de dir que s\u00ed, val la pena valorar aquests quatre aspectes:<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Encaix_estrategic_Encaixa_amb_allo_que_volem_fer_creixer_al_despatx\"><\/span>1. Encaix estrat\u00e8gic: Encaixa amb all\u00f2 que volem fer cr\u00e9ixer al despatx?<span class=\"ez-toc-section-end\"><\/span><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Refor\u00e7a l&#8217;especialitzaci\u00f3 del despatx o l&#8217;allunya del que fa millor? Un projecte pot ser rendible i, tot i aix\u00f2, no ser el que conv\u00e9 acceptar ara.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Marge_esperat_Sabem_quin_marge_real_ens_deixara_no_nomes_quant_facturarem\"><\/span>2. Marge esperat: Sabem quin marge real ens deixar\u00e0, no nom\u00e9s quant facturarem?<span class=\"ez-toc-section-end\"><\/span><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">No la facturaci\u00f3 total, sin\u00f3 all\u00f2 que queda un cop descomptades les hores previstes i els costos directes. Un projecte gran amb marge ajustat pot ser pitjor negoci que un de petit amb marge s\u00f2lid.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Risc_Hem_identificat_els_riscos_principals_i_com_els_gestionarem\"><\/span>3. Risc: Hem identificat els riscos principals i com els gestionarem?<span class=\"ez-toc-section-end\"><\/span><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Client nou o conegut, terminis ajustats, complexitat t\u00e8cnica poc habitual, depend\u00e8ncia d&#8217;altres agents externs. Com m\u00e9s inc\u00f2gnites, m\u00e9s marge de seguretat cal preveure.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Capacitat_de_lequip_Tenim_capacitat_real_sense_penalitzar_els_projectes_que_ja_tenim_en_marxa\"><\/span>4. Capacitat de l&#8217;equip: Tenim capacitat real, sense penalitzar els projectes que ja tenim en marxa?<span class=\"ez-toc-section-end\"><\/span><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Hi ha gent disponible sense desatendre els projectes en marxa, o s&#8217;accepta pensant &#8220;ja ho farem encaixar&#8221;? Aix\u00f2 acostuma a sortir car.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si la resposta \u00e9s &#8220;no&#8221; a dues o m\u00e9s preguntes, val la pena aturar-se a pensar-ho abans de confirmar, encara que la pressi\u00f3 comercial digui que cal dir que s\u00ed de seguida.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Cas_practic_2_projectes_2_decisions_diferents\"><\/span>Cas pr\u00e0ctic: 2 projectes, 2 decisions diferents<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ens posem en el cas que un despatx d&#8217;enginyeria rep dues consultes la mateixa setmana:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Projecte A:<\/strong> la reforma d&#8217;unes instal\u00b7lacions per a un client habitual: marge esperat del 22%, risc baix (client conegut, requisits clars) i encaix directe amb l&#8217;especialitzaci\u00f3 del despatx. L&#8217;equip que ho hauria de portar t\u00e9 disponibilitat real. S&#8217;accepta sense gaires dubtes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Projecte B:<\/strong> un concurs p\u00fablic fora de la zona geogr\u00e0fica habitual, amb un marge esperat del 8%, requisits t\u00e8cnics ambigus i un termini molt ajustat. Encaixaria estrat\u00e8gicament, ja que permetria entrar en un territori nou, per\u00f2 l&#8217;equip actual ja va al l\u00edmit amb els projectes en marxa. Es declina, no perqu\u00e8 sigui un mal projecte en abstracte, sin\u00f3 perqu\u00e8 no \u00e9s el moment ni les condicions per acceptar-lo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Comparem els dos projectes segons els quatre criteris esmentats:<\/p>\n\n\n\n<figure class=\"wp-block-image aligncenter size-large is-resized\"><img decoding=\"async\" src=\"https:\/\/coneix.com\/wp-content\/uploads\/2026\/09\/projectes-comparativa.svg\" alt=\"\" class=\"wp-image-9627\" style=\"aspect-ratio:1.9565943238731218;width:612px;height:auto\"\/><\/figure>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">La difer\u00e8ncia entre tots dos no \u00e9s la mida ni la dificultat t\u00e8cnica. \u00c9s que el projecte A s&#8217;ha avaluat abans de comprometre&#8217;s i el projecte B s&#8217;hauria acceptat per in\u00e8rcia i amb suposicions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Decideix_amb_dades_no_nomes_amb_intuicio\"><\/span>Decideix amb dades, no nom\u00e9s amb intu\u00efci\u00f3<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Amb l&#8217;hist\u00f2ric de projectes similars registrat a <a href=\"https:\/\/coneix.com\/ca\/solucions\/\">l\u2019ERP de Coneix<\/a>, pots <strong>estimar el marge esperat<\/strong> i el risc d&#8217;un nou enc\u00e0rrec abans de pressupostar-lo, en lloc de descobrir-ho quan ja \u00e9s massa tard per fer-hi res.<\/p>\n\n\n\n<p class=\"has-text-align-center wp-block-paragraph\">Si vols veure com aplicar-ho al teu despatx, parla amb el nostre equip i explica&#8217;ns el vostre cas:&nbsp;<\/p>\n\n\n\n<div style=\"height:36px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-fe48e5de wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-vivid-cyan-blue-background-color has-background wp-element-button\" href=\"https:\/\/coneix.com\/ca\/contact\/\"><strong>CONTACTA AMB NOSALTRES<\/strong><\/a><\/div>\n<\/div>\n\n\n\n<div style=\"height:36px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n","protected":false},"excerpt":{"rendered":"<p>No tots els enc\u00e0rrecs que arriben a un despatx mereixen un s\u00ed. Pot semblar obvi, per\u00f2 a la pr\u00e0ctica molts es decideixen per in\u00e8rcia: arriba la consulta, hi ha capacitat [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":9636,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":"","inline_featured_image":false,"footnotes":""},"categories":[146,1],"tags":[],"class_list":["post-9625","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-consejos","category-sin-categorizar"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Quins projectes acceptar: 4 criteris de rendibilitat | Coneix<\/title>\n<meta name=\"description\" content=\"Criteris (marge, risc, encaix i capacitat) per decidir quins projectes acceptar en un despatx d&#039;arquitectura o enginyeria abans de dir que 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