GUIDA AL REPERIMENTO DI RISORSE FINANZIARIE TRAMITE VENTURE CAPITALIST

Come avvalersi di un VC?

Primo passo per ottenere il capitale di rischio? Sedersi di fronte ad alcuni Venture Capitalist! Aspetti generali da considerare quando si è alla ricerca di un’azienda di capitale di rischio. I VC hanno il lusso di investire solo in aziende ben preparate.

Il primo passo per trovare il capitale di rischio è fare una presentazione intelligente della propria idea/start-up all’impresa di capitale di rischio che si ha interessa ad incontrare.

I capitalisti di rischio fanno molto affidamento su connessioni fidate per gli affari, pertanto si sconsiglia di approcciare un VC autonomamente. Piuttosto, si invita il lettore ad affidarsi a enti e istituti preposti a questo tipo di attività. A titolo esemplificativo, Italia Start Up, è una realtà già affermata ed operativa in Italia, nota anche a livello istituzionale per la sua attività di supporto alle start-up, ed offre anche la possibilità di connettere queste con fondi di venture capital italiani sicuri. Insomma, un riferimento credibile sia per la start-up che per il VC.

Inoltre, non è necessario perdere tempo provando a contattare quante più persone o siti internet possibili. Meglio è trovare le società di capitali di rischio che siano la soluzione migliore per lo specifico business della startup. Più la startup è allineata da vicino e il fondatore è all’altezza delle esigenze dell’impresa di venture capital, più è probabile trovare imprese di venture capital disposte ad un finanziamento.

Il primo approccio con il VC è fondamentale, una presentazione sbagliata potrebbe inibire definitivamente ogni possibilità di riuscita dell’affare.

 

L’elevator pitch for per una società di a Venture Capital

La prima cosa che il fondatore di una start-up deve inviare agli investitori è un elevator pitch: un pitch, una presentazione di vendita.

È documento contenente una spiegazione breve e ben definita del problema che la startup risolve, come lo fa e quanto grande è il mercato per quella soluzione.

Non è necessario “vendere” materialmente. L’opportunità che traspare nell’elevator pitch deve essere tanto valevole da parlare da sola.

 

Pitch deck.

Un pitch deck è essenzialmente un business plan o un riepilogo esecutivo suddiviso in 10-20 diapositive in un documento PowerPoint.

Il pitch deck è l’amico e il più fidato alleato dell’imprenditore nel processo di “ingaggio” di un investitore. Il deck è la presentazione semplice, visivamente di impatto, al contempo analitica e precisa dell’idea, dell’azienda, del business e della sua proiezione.

È il documento principale per ottenere riunioni, sarà il punto focale delle riunioni stesse e ciò che gli investitori esamineranno dopo le riunioni.

 

Il pitch meeting.

Una volta che l’investitore ha esaminato i materiali di presentazione e stabilito un interesse ad incontrare il fondatore della start-up, il passo successivo è quello di organizzare un momento per un incontro di lancio, generalmente in un momento indicato dall’investitore stesso.

In alcuni casi, in particolare con gli investimenti nella fase iniziale, l’incontro di presentazione è più che altro un momento per conoscere e valutare la serietà della persona del fondatore oltre che, ovviamente, ascoltare la presentazione del pitch. In questa fase è fondamentale il modo in cui ci si approccia: gli investitori investiranno più spesso in un imprenditore che preferiscono anche se con un’idea di cui hanno delle riserve, rispetto a un’idea che gli piace presentata da un imprenditore che pensano sia un idiota.

Durante il meeting, l’imprenditore risponderà alle domande che sorgeranno affrontando i punti del deck. N.B.:

L’obiettivo non è arrivare alla fine del pitch deck in 60 minuti o meno.

L’obiettivo dovrebbe essere quello di trovare un aspetto del business di cui l’investitore si preoccupi effettivamente e concentrarsi su quel punto. Se l’investitore vuole trascorrere 60 minuti a parlare della prima diapositiva, non affrettarsi ad andare avanti.

 

Il business plan.

Il piano aziendale è importante nell’ottica della pianificazione del business che emerge dal documento.

Ogni domanda posta dall’investitore sul business plan è di altissima rilevanza per l’esito dell’operazione di investimento.

Formulare un documento così complesso richiede una spiccata capacità di analisi finanziaria. Se ne consiglia la redazione da parte di personale qualificato o agenzie, professionisti all’uopo incaricati.

 

Il Financial Plan.

Il Financial Plan è il documento di programmazione finanziaria dell’azienda. In molti casi è parte del Business Plan, ma se ne consiglia la redazione in un documento ad hoc di rendicontazione finanziaria comprensivo di conto economico, stato patrimoniale, predisposizioni di spese (di solito entro i 5 anni), allocazione delle risorse, previsione dei profitti e ogni altra interazione di spesa ed entrata dell’azienda nel periodo di riferimento.

Di tutti i documenti che si presentano all’investitore, i dati finanziari sono i più importanti.

La maggior parte delle società di capitali di rischio prevede una ragionevole proiezione quadriennale delle entrate e delle spese dell’azienda. Dette società sono interessate a conoscere dove e in che modo verranno utilizzati i loro capitali e quanto velocemente la start-up sarà in grado far pareggiare il business.

Anche in questo caso, per la predisposizione di questo documento, se ne consiglia la redazione da parte di personale esperto e qualificato.

 

Due diligence.

L’ultima fase di analisi e screening del VC è una specie di catch-all che chiameremo “due diligence”.

Quando l’impresa di Venture Capital diviene realmente interessata a un accordo, la fase successiva di dovuta diligenza si concreta in un approfondimento di tutti gli aspetti del business, dai dati finanziari ai dettagli del funzionamento del modello di business.

È qui che tutte le ricerche e il supporto che l’imprenditore ha messo insieme per la sua start-up saranno messi alla prova.

In questa fase è possibile che alla start-up venga chiesto di mettere in contatto i primi clienti con la società di Venture Capital allo scopo di assicurarsi che tutto ciò che è stato detto sia effettivamente verificato, oltre che a valutare il comportamento commerciale dell’azienda con i clienti.

Poiché il capitale di rischio tende a investire importi in dollari maggiori in un minor numero di società, questa ricerca di base è molto importante. Molti professionisti del venture capital hanno avuto precedenti esperienze di investimento, spesso come analisti di ricerca azionaria; altri hanno un Master in Business Administration (MBA). Anche i professionisti del capitale di rischio tendono a concentrarsi in un determinato settore. Un venture capitalist specializzato in assistenza sanitaria, ad esempio, potrebbe aver avuto precedenti esperienze come analista del settore sanitario.

Una volta completata la due diligence, l’impresa o l’investitore si impegneranno in un investimento di capitale in cambio di azioni della società. Questi fondi  possono essere forniti tutti in una volta, ma più tipicamente il capitale viene fornito in round. La società o l’investitore assume quindi un ruolo attivo nella società finanziata, fornendo consulenza e monitorando i suoi progressi prima di rilasciare fondi aggiuntivi.

L’investitore esce dalla società dopo un periodo di tempo, in genere da quattro a sei anni dopo l’investimento iniziale, avviando una fusione, acquisizione o offerta pubblica iniziale.

In conclusione, start-up costituite o costituente e piccole imprese, in una realtà economica difficile e spesso poco favorevole nei loro confronti, per lanciare e sviluppare il proprio business possono avvalersi delle opportunità di finanziamento proposte dai VC. Tale vantaggio altro non è che una manovra societaria a tutti gli effetti, con tutti i pro e i contro del caso, ma sicuramente una grande opportunità.

C.I.LP. Italia, grazie alla sua rete di professionisti, imprese e partner specifici è in grado di supportare aziende o chiunque abbia un’idea di business nella realizzazione dei documenti necessari e nella fase di presentazione ai VC.

Redazione CILP ITALIA NEWS

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