5 aspecte cheie de care trebuie sa tii cont inainte de a investi intr-un startup

Investitia intr-un startup se poate dovedi a fi una din cele mai profitabile decizii pe care le-ai luat. Legea economica spune insa ca profitul este corelat cu nivelul de risc, prin urmare si incertitudinea cu privire la castigurile asteptate este mai ridicata. Nu vei gasi niciodata o afacere cu sanse sigure de succes, cu toate acestea poti reduce considerabil riscul, prin realizarea unei analize solide inainte de investi. Noi iti prezentam principalele aspecte care trebuie examinate in profunzime pentru a lua o decizie fundamentata cu privire la oportunitatea investitiei. Recomandarea noastra este sa aplici aceleasi principii si in cazul in care propunerea vine din partea unei rude sau a unei cunostinte – chiar daca intentiile sunt dintre cele mai bune, e bine sa privesti lucrurile dintr-o noua perspectiva inainte de a investi bani in respectiva afacere.

1. Antreprenorul si echipa de management

Probabil ca acesta este primul aspect spre care trebuie sa-ti indrepti atentia. Ia in considerare faptul ca acestia sunt oamenii care vor gestiona efectiv compania, iar de abilitatile lor depinde in mare parte succesul sau esecul proiectului. Asigura-te ca au experienta necesara conducerii unei afaceri din industria respectiva si o reputatie solida. Solicita cat mai multe informatii cu privire la pregatirea si expertiza lor profesionala, precum si la realizarile anterioare.

Exista multe idei bune pe piata, insa ceea ce conteaza pentru succesul unei afaceri este abilitatea management-ului de a capitaliza ideea si de a aduce leadership, viziune strategica si excelenta operationala.

In final, trebuie sa investesti doar in cazul in care antreprenorul si echipa sa iti inspira incredere, atitudine pozitiva si siguranta unui management de exceptie.

2. Planul de afaceri

In cazul in care planul de afaceri este mult prea optimist sau deficitar in ceea ce priveste riscurile si punctele slabe ale afacerii, probabil ca nu are sens sa continui discutiile pentru intrarea in actionariat.

Planul de afaceri este cel mai bun punct de pornire pentru a-ti face o imagine clara asupra perspectivelor proiectului. Planul de afaceri iti ofera informatii detaliate despre piata si industrie, despre companie si oferta sa, despre viziunea strategica si directiile de implementare operationala. De asemenea, o atentie deosebita trebuie acordata proiectiilor financiare, care sunt parte integranta a planului de afaceri. Pana la urma, totul se reduce la rezultatele asteptate.

Printre altele, planul de afaceri trebuie sa te ajute in a evalua cererea reala pentru produsele si serviciile companiei, avantajele competitive care genereaza crearea de valoare, precum si sustenabilitatea modelului de afacere si a veniturilor estimate. Priveste planul de afaceri prin prisma propriilor consideratii si analize cu privire la evolutia pietei si a tendintelor din industrie.

In plus, incearca sa identifici toate riscurile asociate afacerii, fara a te limita la cele prezentate eventual de antreprenor – legale, comerciale, tehnologice, de finantare, etc. In functie de probabilitatea si impactul estimat al acestora, vei putea lua o decizie daca doresti sa mergi mai departe in analiza proiectului sau sa te opresti aici.

Daca esti multumit de planul de afaceri, poti trece la o etapa mai avansata, in care sa analizezi propunerea mai in amanunt. Probabil ca in urma revizuirii atente a acesteia se vor ridica probleme noi, la care antreprenorul trebuie sa furnizeze raspunsuri si solutii.

3. Randamentul asteptat

In final, totul se reduce la return vs. risk. Prin urmare, asteptarile tale trebuie sa fie corelate cu riscul asociat afacerii. In cazul in care exista un grad inalt de incertitudine, si randamentul asteptat trebuie sa se ridice mult peste castigurile pe care le poti obtine din alte forme de investitie. In caz contrar, lipseste motivatia necesara asumarii acestui risc.

De regula, startup-urile prezinta un grad ridicat de risc, prin urmare randamentul minim anual considerat de multi investitori se situeaza undeva la 30%.

Cel mai simplu mod de a calcula randamentul investitiei este impartind castigul net rezultat din investitie intr-o anumita perioada, la investitia realizata. De exemplu, in cazul in care ai investit 10.000 EUR, iar dupa un an partea ta din profit reprezinta 3.000 EUR, inseamna ca randamentul anual al investitiei este de 30%. In cazul in care profitul este repartizat sub forma de dividende, investitia este amortizata in ca. 3 ani. Ai grija insa sa aduni in suma investita toate costurile legate de tranzactie (eventual due diligence, tariful avocatilor, etc) – altfel, s-ar putea ca randamentul de pe hartie sa fie mai ridicat decat cel real.

De asemenea, randamentul total al investitiei cuprinde suma obtinuta la exit. Sa presupunem ca ai investit 10.000 EUR corespunzand unui pachet de 20% din actiuni. Alte costuri ale tranzactiei sunt de 1.000 EUR. Intr-o perioada de 5 ani ai obtinut din firma dividende totale de inca 20.000 EUR. Dupa aceasta perioada firma se vinde la o valoare de 300.000 EUR. Prin urmare castigul tau este de 20.000 EUR din dividende + 60.000 EUR din exit, ceea ce inseamna ca investitia ta s-a multiplicat de ca. 8 ori.

Exista si alte metode mai sofisticate pentru calcularea randamentului asteptat, insa acestea vor face obiectul unei analize ulterioare mai detaliate.

4. Termenii de finantare

Regula care se aplica in cele mai multe cazuri este sa nu finantezi 100% din capitalul necesar afacerii - antreprenorul va fi mult mai motivat pentru a dezvolta afacerea daca sunt si resursele sale in joc.

Ce si cat primesti la schimb pentru capitalul tau? Structura actionariatului, mai exact procentele ce revin fiecarei parti, trebuie stabilita in baza unei evaluari, care poate include si aportul non-financiar al antreprenorului (pre-money valuation). Chiar daca propunerea de afacere se discuta cu o cunostinta, iar lucrurile nu sunt intotdeauna foarte formale, e bine sa discutati totusi pe o evaluare de baza a proiectului, astfel incat sa nu existe tensiuni mai tarziu cu privire la modul de impartire a actiunilor.

Termenii de finantare includ mai mult decat participatiunea cuvenita fiecarei parti. Dupa agreearea principiilor de baza, este bine sa definesti clar drepturile actionarilor minoritari – in cazul in care investitia nu este una majoritara -, modalitati de raportare si comunicare, decizii comune, drepturi de preferinta, acordarea dividendelor, s.a.m.d. Toate aceste aspecte se vor regasi si in contractul de vanzare cumparare.

5. Exit

Investitia realizata poate fi valorificata sub forma de dividende si prin exit. Valoarea companiei la exit este de regula calculata ca si multiplu de EBITDA, in functie de standardele industriei, mediul economic si bineinteles nivelul de interes in achizitionarea respectivei afaceri.

Majoritatea investitorilor prefera sa valorifice investitia realizata, prin vanzarea participatiunii detinute, dupa o perioada de 3-7 ani.

Intr-un mediu economic favorabil putem vorbi de multipli intre 8x si peste 10x EBITDA, insa dupa cum mentionam acestia depind de mai multi factori, inclusiv de industrie.

Pentru companiile mari, o alternativa viabila de iesire din afacere este listarea la bursa. In cazul companiilor mici si mijlocii exit-ul are loc de regula prin vanzarea participatiunii detinute catre investitori strategici (companii din industrie), sau catre echipa de management. Se poate agrea inca de la inceput cu antreprenorul o rascumparare a procentului detinut de investitor intr-o anumita perioada. O alta optiune pentru exit sunt si investitorii financiari, fondurile de private equity - acesta insa doar in cazul in care afacerea ajunge la un nivel mai ridicat. De regula, interesul investitorilor de acest tip incepe sa apara de la o cifra de afaceri de minim 1 mln EURO. De asemenea, poate exista o a doua runda de finantare, in care un nou investitor sa-si exprime interesul pentru intrarea in afacere si achizitionarea partilor detinute de primul investitor.

In orice caz, este recomandabil sa te gandesti si la posibilitatile de exit in momentul luarii unei decizii de investitie. Daca afacerea are potentialul de a creste, pe termen mediu sau lung, la nivelul la care sa atraga interesul altor investitori, este un aspect pozitiv in evaluarea oportunitatii.

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