De un pequeño negocio a un gran proyecto

19/11/2016 by en la categoría Branding, Emprendimiento tagged as , , , with 251 and 0
Home > Blog > Branding > De un pequeño negocio a un gran proyecto

¿Cuál debe ser el planteamiento de una empresa desde sus orígenes si tiene ambición de crecer? ¿Cómo obtener la financiación necesaria que acompañe en las distintas etapas de crecimiento del negocio?

11-buenos-consejos-para-convertir-un-pequeno-negocio-en-un-gran-proyecto_ampliacion

Alejandro Fernández Luengo, fundador de Marco Aldany, José del Barrio, fundador de la Nevera Roja, (ahora propiedad de Just Eat) y CEO de Samaipata Ventures, y Jaime Sánchez-Laulhé, fundador de Geoblink , comparten con nosotros cómo pasar del estado de startup al de empresa consolidada de éxito, desde cuál debe ser el planteamiento de una empresa desde sus orígenes si tiene ambición de crecer hasta cómo obtener la financiación necesaria que nos acompañe en las distintas etapas de crecimiento.

Estos son sus consejos:

1. Saber hacia dónde quieres ir:

“Para llegar a un sitio, tienes que saber primero adónde quieres ir”, asegura Alejandro Fernández. Independientemente de que luego se logre o no, parece imprescindible marcarse unas dimensiones iniciales. “Nosotros nunca nos planteamos tener 2 o 3 establecimientos que funcionasen bien, sino que, desde el principio, abrazamos el sueño de montar una cadena con 100 establecimientos de peluquería. Para alcanzar estas dimensiones hay que proponérselo cuanto antes e integrarlo en el plan de negocio. Luego llegamos mucho más lejos”.

2. Internacionalización desde el minuto 1:

Ninguno de los emprendedores tuvo dudas en este punto, si tienes vocación global hay que organizarlo todo bajo esa perspectiva desde el comienzo. Sirva el ejemplo de Sánchez-Laulhé quien asegura haber redactado el pacto de socios en inglés “tanto porque en nuestros planes está salir a mercados internacionales, como por si surgía la oportunidad de recibir financiación de inversores extranjeros”. José del Barrio, por su parte, confirma que “el componente internacional es un indicio más de esa ambición empresarial, muy útil para atraer capital”.

3. Confiar en el producto que tienes:

“A nosotros nos hacía ilusión democratizar el acceso a una serie de servicios, pero también sabíamos que teníamos un modelo de negocio nuevo. El sector de la peluquería llevaba muchos años sin introducir cambios y nosotros vimos la oportunidad de aportar cosas que nos diferenciasen, por eso funcionó nuestra propuesta además de tener suerte con el timing”, apunta el CEO de Marco Aldany.

¿Inversores sí o no?

Así planteada, la respuesta parece sencilla pero requiere un importante esfuerzo de reflexión previa:

4. Según el tipo de emprendedor:

“Hay dos tipos de emprendedores. Aquellos a quienes les gusta montar su empresa, crecer con calma y conservarla durante muchos años, y otros que prefieren crear la empresa, crecer deprisa, venderla y pasar a otro proyecto. Si eres del tipo segundo, no te queda más remedio que acudir a terceros para obtener financiación”, señala el CEO de Geoblink.

5. Si buscas a alguien que aporte valor experiencial:

Más allá de la contribución económica, José del Barrio subraya la existencia de inversores que, como en su caso, primero como emprendedor y ahora como inversor al frente de Samaipata Ventures, aportan “experiencia, financiación, contactos y otra cosa muy importante que es la captación de talento”. Alejandro Fernández advierte que “si quieres estar más cómodo y puedes, es mejor no tener inversores pero renuncias no sólo a la financiación, también a la experiencia y al rigor de otros expertos. Yo creo que es bueno que te estén continuamente evaluando y exigiendo”.

6. ¿De verdad te hace falta?:

¿Depende de la ambición? “Un proyecto ambicioso siempre conlleva acelerar y la necesidad de fondos, si no es que fallas en la gestión y no estás dimensionando bien. Me da igual el tipo de empresa que sea porque tengo la opinión personal de que toda empresa familiar está condenada a dejar de serlo”, asegura Alejandro Fernández.

7. Dependiendo de la fase de la empresa:

Coinciden estos tres emprendedores en resaltar que la necesidad de financiación varía mucho en función de la fase de la empresa. José del Barrio destaca “la brutal diferencia” que hay entre una empresa en fase semilla (seed) a otra en crecimiento (growth). Teniendo en cuenta que el activo principal en fases tempranas es el equipo, ni interesa, en su opinión, “intentar diluirlo con la aportación de un capital de 100.000 o 300.000 € porque lo que quiero es tener a ese equipo brillante enganchado los próximos 10 años y mantener la motivación. Ya tendrán tiempo de ir diluyéndose en próximas rondas conforme vayan creciendo”.

Cómo convencerlos

8. El equipo:

 “Al principio, el activo está en los founders, en los integrantes del equipo. Es 100% equipo y 100% ambición y en eso es en lo que te fijas, no en el powerpoint que te presenta, que ya sabemos que no tiene valor”, dijo José del Barrio.

Jaime Sánchez-Laulhé comenta en este punto su experiencia. “Al principio eres tú y tu equipo y ya está. Cuando llegué al espacio de Coworking EOI Madrid no tenía nada: ni empresa montada, ni clientes, ni facturación. Sólo tenía un powerpoint, pero con eso y mi entusiasmo convencí a un grupo de antiguos compañeros de trabajo para que invirtiesen en las 3 F’s en el proyecto. Luego seguimos haciendo ruido y contacté en el South Summit del año pasado con un inversor de Nauta, tomé un café con él y cuando se lanzó una ronda decidieron participar. Ahora sé para el próximo año, queremos levantar otra ronda de entre 2-6 millones, ya no me basta el powerpoint, ni hablar solo del equipo sino que tengo que presentar métricas y cuantificar objetivos”.

9. Presentar un recorrido:

“Hay que facilitar el trabajo del inversor presentándole un recorrido detallado de la compañía, desde sus orígenes hasta el exit. No se puede olvidar que el que invierte busca un rendimiento financiero”, asegura Alejandro Fernández.

10. Presentar los retos por fases:

Los objetivos deben ir cambiando conforme se queman etapas. Así, mientras que en un inicio se contempla el equipo pero en el sentido de que ya ha conseguido cierta tracción de talento, a determinados inversores, aunque sean amigos y familiares, y cierta tracción de mercado. Pero cuando ya entramos en una financiación aguas arriba, en el discurso de captación de capital se anteponen los números y la empresa en sí, con cifras de facturación, métricas, clientes, expansión…

11. Según tu ambición y el modelo de negocio:

“Conviene también ajustar el tipo de inversor a tus ambiciones empresariales. Si quieres un proyecto autofinanciado y de crecimiento lento puedes recurrir a los inversores tradicionales. Pero si lo que quieres es levantar fondos de un ventura capital es necesario que tu nivel de ambición sea gigantesco”, dice José del Barrio.

Casos atípicos

Los tres emprendedores coinciden en señalar que hay modelos de negocios atípicos que, sin apenas inversión, han tenido un crecimiento exponencial con márgenes brutos espectaculares. “Ese fenómeno me llama mucho la atención”, comenta el CEO de Marco Aldany. “Esta generación espontánea de emprendedores, que se encuentran con espectaculares rondas de financiación que entran en un ambiente de felicitación que me comparo con ir a un restaurante y felicitar al cocinero porque tiene alimentos buenísimos pero todavía no ha cocinado nada. He visto muchos procesos de este tipo que te acabas haciendo la pregunta básica ¿pero aquí, como se genera la caja?”, se pregunta.

“Eso ocurre –dice del Barrio– y tiene que ver con una apuesta muy fuerte de un inversor por un modelo que nadie entiende. Pero no estamos ya en el 2000 cuando las expectativas eran más lentas. Nunca antes habíamos asistido a generación de valor tan repentinas de las empresas como sucede ahora. Algunas, seguro, serán un fracaso pero otras no”.

Fuente: http://www.emprendedores.es/

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