¿Qué debes valorar antes de comprar un negocio?

22 noviembre 2016,   By ,   0 Comments

Puedes emprender desde cero, pero comprar un negocio que ya existe tiene ventajas como ahorro de tiempo y dinero en el desarrollo y recorrido, pero también tiene inconvenientes. Nosotros te contamos qué aspectos debes analizar antes de realizar la compra.

Cuando uno decide emprender, tal vez, lo primero que piensa es en lanzar algo desde cero… Pero  existe otra opción, menos utilizada, que consiste en adquirir un negocio, que ya opere en el mercado, y que, bien o mal, ya ha superado esa fase previa. Es decir, que ya cuenta con ese recorrido y su propietario, por el motivo que sea, decide venderlo. Y esa segunda posibilidad, deberías valorarla.

“Es mucho más fácil empezar con un negocio que ya funciona ya que es una forma de evitar el riesgo inicial que conlleva tener una nueva idea de negocio y no saber si funcionará, si no existe otra parecida en el mercado, cuánto tiempo tardará en funcionar, si será rentable…”

Una auditoría de cuentas

En esta parte es aconsejable que el propietario del negocio te facilite información precisa del estado actual de la empresa: qué bienes materiales e inmateriales incluye, las deudas si las tiene, los acuerdos con proveedores, las ventas, los gastos, el número de clientes, el catálogo de productos y líneas de negocio, la tecnología si la tuviera y cualquier otro tipo de elementos relacionados directa e indirectamente con el negocio que vas a comprar.

¿Y si hay empleados?

También existe la posibilidad de que el negocio que estás pensando comprar cuente con además con una plantilla de trabajadores. Antes de tomar cualquier decisión al respecto es aconsejable conocer en profundidad sus condiciones laborales (salarios, pagas extraordinarias, horarios, condiciones especiales…) y también sus opiniones sobre el negocio y sus aspiraciones de futuro en el caso de que siguieran trabajando en el nuevo proyecto que quieres montar.

“Muchas veces, los empleados están asustados antes de que ocurra un cambio. No hay que olvidar que detrás de todo negocio siempre hay personas y si te vas a meter en uno en el que ya hay trabajadores, lo mejor es conocerlos para saber cuáles son sus actitudes, motivaciones, aspiraciones, objetivos… Hay una fase de aprendizaje importante en ese proceso. Por eso, recomendamos que, antes de comprar, intentes hablar con ellos sin que esté delante, por supuesto, el anterior jefe”.

Otro aspecto previo que debes valorar es saber si el propietario del negocio es uno o varios, si el negocio es familiar, si es de una sociedad, si hay inversores por medio, etc. ¿Por qué? En el caso de que sean varios socios, es importante que conozcas cuáles son los intereses y aspiraciones de todos ellos. Imagina que lo que estás comprando sólo es la parte de uno de ellos y cuando te quieres dar cuenta estás atrapado en la pasividad de otro de los socios. O que existe una lucha interna entre los socios que dificultará avanzar el proyecto.

O si la empresa cuenta con inversores. En esos casos, averigua en qué condiciones están en la compañía, es decir, qué derechos y obligaciones les otorgan sus inversiones en el capital de la sociedad, así como cuándo y en qué condiciones será su salida de la compañía.

Conoce dónde te metes

Esto te podría valer, independientemente de si emprendes desde cero o comprando un negocio, pero en este segundo caso, es recomendable conocer todo lo que puedas el negocio en el que te vas a meter. Y eso implica conocer las características del mercado, clientes, competencia, productos, precios, costes, etc. del sector concreto en el que vas a operar. Y, por otro, el entorno físico en el que te moverás. En el caso de que sea un negocio físico, la zona en la que se encuentra y tus actuales y potenciales clientes. Y en el supuesto de que sea un negocio online, aquellos elementos (competidores, socios…) que influyen en él.

No te olvides de un buen plan de transición

Toda la información que estudies, analices y proceses sobre el negocio que quieres comprar y sobre su antiguo dueño está muy bien, pero la prueba más fiable para que tu arranque sea más o menos satisfactorio pasa por diseñar un plan de transición.

Ese plan de transición es fundamental para dar seguridad, tranquilidad y fiabilidad a los clientes. “Siempre está el riesgo de perder algún cliente en ese proceso, que se estima entre un 5 y un 10 por ciento. Por eso, es importante hacer una transición lo mejor posible para perder el menor número de clientes”.

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