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Análisis DAFO: cómo aplicarlo a las empresas y a las personas Saltar al contenido Uno de los aspectos donde más flaquean tanto negocios como emprendedores es en el análisis. Puede parecer raro, pero muchos echan a andar bastante más a ciegas de lo que parece. En este artículo te enseñamos un método que te ayudará a evitar esto. Se trata del análisis DAFO . Analizar los negocios es difícil y nunca se sabe dónde está el término medio. Tan malo es no analizar nada como pasarse demasiado tiempo analizando, que es lo que lleva a lo que se conoce como parálisis por análisis. La parálisis por análisis es muy peligrosa y en muchas ocasiones es la razón por la que muchos proyectos nunca ven la luz. En este artículo te enseñaremos cómo aplicar el análisis DAFO a un negocio y a una persona . No se trata de pasarse analizando, pero sí es necesario un mínimo. ¡Así que coge tu café y acompáñanos!
¿Qué es el análisis DAFO? Partimos de la definición de análisis DAFO, que tomamos de la Wikipedia :
El análisis DAFO es una herramienta de estudio de la situación de una empresa, institución, proyecto o persona, analizando sus características internas (debilidades y fortalezas) y su situación externa (amenazas y oportunidades) en una matriz cuadrada.
Por si no sabías qué significa DAFO, en la definición queda revelado. DAFO son las iniciales de Debilidades, Amenazas, Fortalezas y Oportunidades. La forma más habitual de ver una plantilla de análisis DAFO es como una matriz , lo que se conoce como matriz DAFO. La matriz del análisis DAFO consta de 4 cuadrantes. Los cuadrantes de la parte superior corresponden al análisis interno. Por tanto allí colocaremos las fortalezas y las debilidades. Los cuadrantes de la parte inferior corresponden al análisis interno, por tanto allí se colocarán las oportunidades y las amenazas. Esta es una forma de disponer la matriz o cuadro DAFO pero no la única. En el siguiente vídeo podras ver otra forma de hacerlo muy útil igualmente. VIDEO
¿Cómo hacer un análisis DAFO? Como hemos visto en la definición, el análisis DAFO consiste en identificar debilidades, amenazas, fortalezas y oportunidades. Para identificar las fortallezas y debilidades hay que hacer un análisis interno . Si lo que se busca es identificar las amenazas y las oportunidades, lo suyo es realizar un análisis externo . Está claro que ambos análisis son necesarios, por tanto comenzamos explicando cómo realizar el análisis interno y seguiremos con el externo. Tomamos una empresa genérica del sector industrial como referencia.
1. Análisis interno El análisis interno consiste en analizar los diferentes departamentos que tiene la empresa. Estos serán:
Producción. Atención al cliente. Recursos humanos. Marketing .Logística. Compras. Investigación, desarrollo e innovación. Una vez que tienes todos los departamentos identificados hay que tomarlos uno por uno y detectar las debilidades y fortalezas que originen ventajas o desventajas competitivas . Estos departamentos que acabamos de colocar son un ejemplo, quizá tu empresa no tenga esto exactamente. Las debilidades son aquellos puntos mejorables donde no se tiene una diferenciación clara de la competencia . Las fortalezas son lo contrario, esto es, los puntos en los que eres claramente superior a tu competencia y allí está tu diferencia. Veamos entonces qué tiene que analizar cada departamento para poder detectar sus fortalezas y sus debilidades:
Producción : costos de fabricación, capacidad de producción y calidad .Atención al cliente : satisfacción del cliente, tiempo de respuesta inicial, recomendaciones por parte de otros clientes, capacidad para retener clientes.Recursos humanos : métodos de selección de personal , formación, satisfacción con la remuneración, rotación, motivación de los empleados.Marketing : publicidad, posicionamiento en el mercado, cuota en el mercado, distribución, promociones, línea de productos, imagen, precios.Logística : costes de transporte , costes de inventario, costes de almacenamiento, organización, eficiencia y calidad de los servicios logísticos.Compras : rotación de inventario, relación calidad precio de las materias primas adquiridas, plazos de pago, elección de los proveedores.Investigación, desarrollo e innovación : mejoras introducidas, nuevos productos, patentes.Finanzas : rentabilidad, liquidez, nivel de endeudamiento , recursos financieros disponibles. Analizando todos los departamentos podremos crear dos listas: una de fortalezas y otra de debilidades. Ejemplos de fortalezas de una empresa pueden ser:
Responsable con el medio ambiente . Respuesta a los emails de clientes en menos de 24 horas. El tiempo de fabricación de los productos es rentable con respecto a la inversión que supone esta producción. Precios justos , no elevados.Los trabajadores llevan tiempo en plantilla y están experimentados. Cultura empresarial orientada a motivar a los trabajadores y retener el talento. Gran capacidad evolutiva. Siempre al tanto de las nuevas tendencias . Ejemplos de debilidades de una empresa:
Gran número de quejas en la atención a los clientes. Empresa muy nueva en el mercado, por tanto con poca experiencia.Producto de precio excesivamente alto. Empresa en la que no se da importancia a la formación continua del personal. Problemas de liquidez. Pasamos ahora a ver el análisis externo.
2. Análisis externo Pasamos ahora a analizar lo que la empresa tiene a su alrededor. Para ello hay que fijar la mirada en:
Veamos cómo se analiza cada elemento para detectar las amenazas y oportunidades:
Sector : para analizar el sector hay que evaluar como van las tendencias, fabricantes, proveedores, distribuidores y clientes.Mercado : este es uno de los puntos más importantes que muchas empresas pasan por alto. Se trata de definir al cliente ideal o buyer persona . Es muy importante saber cuál es su conducta a la hora de comprar, sus deseos y si es un mercado grande o no. Igualmente hay que estudiar tendencias en cuanto a la evolución de la demanda.Competencia : se trata de identificar quién es la competencia actual y potencial, esto es, quién está ofreciendo y va a ofrecer lo mismo que nosotros estamos haciendo. En este punto hay que analizar sus productos, precios, distribución y publicidad, entre otros elementos.Entorno : el análisis del entorno trata de los factores que totalmente ajenos al ámbito de la empresa y que esta no puede controlar. Aquí entran cuestiones económicas, políticas, legales, sociológicas y muchas más. Ejemplos de amenazas que se le pueden presentar a una empresa:
Cambio de hábitos de los consumidores.Competencia muy amplia y agresiva. Cambios en la legislación que afectan al sector. Cada vez entran más empresas competidoras. Entrada de competidores con precios más bajos. Crecimiento lento en el mercado. Aumento de las ventas de productos sustitutos. Ejemplos de oportunidades de una empresa:
Tendencia favorable en el mercado. Utilización de varios canales de venta. Inversión en investigación y evolución tecnológica. Ingreso en nuevos nichos de mercado . Llegados a este punto ya sabemos por dónde van los tiros a la hora de realizar un análisis DAFO. Pero de momento esto ha sido teoría y lo importante de la teoría es saberla aplicar. Por ello en el siguiente apartado daremos un paso más, ya que explicaremos la aplicación de la técnica DAFO a una empresa.
Ejemplo de análisis DAFO de una empresa La mejor manera de ver cómo aplicar el análisis DAFO es tomar un ejemplos de empresas concretas. Veremos los casos de una peluquería tradicional y una tienda de animales.
1. Análisis DAFO para una peluquería Pongamos el caso de una peluquería que lleva 20 años abierta. Ha funcionado bien durante bastantes años, pero, como todas en el sector, ven que el mercado está cambiando, básicamente por la entrada de grandes cadenas de peluquería y los servicios low cost. Tiene varios empleados con experiencia a los que paga sueldos adecuados, por tanto los precios que se cobran a los clientes no son bajos. Fortalezas:
Experiencia de 20 años en el sector. Los trabajadores tienen experiencia. Todo está conforme a la ley y los trabajadores cobran sueldos que les permiten vivir sin problemas, por lo tanto están motivados y sin intenciones de irse. Local atractivo y muy bien decorado. Poco tiempo de espera para atender a los clientes. Se invierte tiempo y dinero en sesiones de formación para que los trabajadores estén actualizados. Respeto al medio ambiente. Debilidades:
Precios altos. No tienen una estrategia de captación de clientes aparte del tradicional boca-oreja y el marketing tradicional de los folletos informativos. Amenazas:
Cada vez hay más peluquerías low cost. Grandes cadenas de peluqueria con horarios más amplios. Las grandes cadenas de peluquería no requieren de una petición de hora previa, por lo que a los clientes les resulta más cómodo ya que pueden ir allí cuando quieran. La coyuntura económica hace que, aunque el negocio sigue funcionando bien, el número de clientes haya disminuido. Oportunidades:
La formación continua de los trabajadores le permite introducirse en algunos nichos nuevos, como por ejemplo el de fotodepilación. Con el aumento gradual del empleo, la clientela de las peluquerías están experimentando un ligero aumento. Vamos con otro ejemplo de análisis DAFO: una tienda de animales.
2. Análisis DAFO para una tienda de animales En este caso nos centraremos en el análisis de la idea de negocio de una tienda de animales. Fortalezas:
Una de las principales fortalezas de las tiendas físicas es su ubicación. Por ello si quieres abrir una tienda de animales debes hacerlo en barrios de clase media o tirando a alta, con gente joven y zonas verdes. Otra fortaleza que puede explotar una tienda de animales es la presencia online. Esto se puede hacer creando contenidos de valor en un blog, promocionando ofertas con Facebook Ads, siendo activos en redes sociales y con tienda online actualizada. Debilidades:
Rotación de las mascotas más pequeñas, que son las que menos tiempo viven. Inversión alta en mantenimiento, especialmente en electricidad. Personal para atender a los animales casi las 24 horas del día y los 7 días de la semana. Gastos en veterinarios. En definitiva, si quieres tener una tienda de animales has de saber que el coste del mantenimiento sera elevado. Amenazas:
Presión de los grupos ecologistas. Planes de los partidos políticos acerca de la conservación y venta de animales de compañía, los cuales pueden venir condicionados por la presión de los grupos ecologistas. Otra amenaza es la piratería, que consiste en empresas virtuales que venden mascotas de dudosa procedencia a precios muchos más bajos que los de las tiendas convencionales. Consiguen bastantes ventas porque como no pagan impuestos, no llevan controles ni tienen infraestructuras, pueden poner unos precios más bajos. Oportunidades:
La economía se va recuperando con una tendencia económica al alza a medio plazo, por tanto parece un momento en el que la gente se animará a adquirir una mascota. Cuando hay crisis fuerte es lo contrario, ya que suponen un gasto y se les abandona. La situación política del país puede suponer una amenaza o bien una oportunidad. La oportunidad viene porque el gobierno quiera endurecer las condiciones de venta de las mascotas por el bien de los animales, lo cual puede estar de acuerdo con tus valores como empresario. Si participas en campañas que promueven el amor a los animales o bien tienes tú mismo la iniciativa de poner en marcha alguna de ellas , posicionarás tu tienda como un negocio que no solo busca vender animales sino que también aboga por su bienestar. Tener instalaciones modernas y agradables al visitante es también una oportunidad porque eso anima a la gente a entrar y además da la sensación de que te preocupas mucho por los animales y los tienes bien cuidados. Después de terminar los 4 listados hay que conocarlos dentro de los correspondientes cuadros de la estrategia DAFO para favorecer su visualización. Para terminar, vamos a resolverte una duda que a veces nos ha llegado: qué debe ir primero en un análisis DAFO, ¿el análisis interno o el externo? Aunque muchas veces tendemos a mirarnos primero a nosotros y después al exterior, lo cierto es que conviene mucho más hacerlo al revés. Esto es, primero lo externo y luego lo interno. La razón de hacerlo así es más bien psicológica. Cuando miras tu interior estás tan centrado en ti mismo que no ves lo que hay más allá. Por esto es que conocer el entorno permite mirar hacia dentro y conocer las fortalezas y debilidades con mayor honestidad.
¿Cómo hacer un análisis DAFO personal? Aunque el análisis DAFO se asocia a las empresas también se puede aplicar a las personas y de hecho es muy importante hacerlo. Si lo piensas por un momento, tú, como trabajador o emprendedor, también tienes tus fortalezas, debilidades, amenazas y oportunidades. Un análisis DAFO de una persona tiene en cuenta aspectos racionales y emocionales, por ello está muy unido al autoconocimiento . El autoconocimiento es muy importante para el análisis interno. Este análisis se realiza observando distintas variables, las cuales revelan la situación actual de la persona. A partir de aquí se definen distintas formas en las que la persona puede evolucionar para conseguir los objetivos fijados. Vemos por tanto que el análisis DAFO personal es igual que el empresarial pero orientándolo a una sola persona:
Fortalezas : cuáles son tus puntos fuertes, qué actividades te llenan más, en qué tipo de ambiente rindes mejor, en qué destacas, qué crees que haces mejor que los demás.Debilidades : aquí hay que analizar en qué fallamos más que los demás y qué actitudes te impiden alcanzar tus objetivos.Amenazas : en este punto hay que ver si hay alguna varible externa que impida que logres lo que te has propuesto. También tienes que ver qué riesgos existen en función de tu desempeño actual.Oportunidades : piensa en los medios que tienes para lograr tus objetivos, qué oportunidades puedes tener con tus puntos fuertes y qué puedes aportar a un ámbito determinado. Sabemos que las oportunidades y las amenazas forman el análisis externo y que las fortalezas y debilidades son el análisis interno. Habiendo analizado todo puedes tener una visión global de tu situación actual y definir unos objetivos acordes con los datos extraídos del análisis DAFO. Después de esto pasamos a la parte práctica, en la que realizaremos el análisis DAFO de una persona centrándonos en el ámbito profesional.
Ejemplo de análisis DAFO personal Como ejemplo concreto, comenzamos con el caso de un joven que acaba de terminar la carrera de ingeniería industrial y no tiene buen nivel de inglés. Fortalezas:
Formación universitaria en una carrera muy demandada. Persona joven con ganas de trabajar. Disponibilidad de vehículo propio. Disponibilidad para viajar y cambiar de residencia. Debilidades:
Nivel de inglés bajo que debería mejorar. Falta de experiencia. Amenazas:
Competencia con nivel de idiomas mayor. Cierta inestabilidad laboral en el país. Oportunidades:
Es una carrera para la que siempre ha habido demanda, aunque desde que estalló la crisis financiera ha bajado un poco. Tiene apoyo familiar, por tanto puede invertir en mejorar su nivel de inglés. Puede trabajar su marca personal , especialmente en Linkedin. Nos planteamos otro análisis, por ejemplo, de un trabajador de 50 años, licenciado en psicologia que se encuentra en situación de desempleo, con experiencia en entidades del tercer sector tratando a todo tipo de colectivos . Tiene buen nivel de inglés y francés, tanto hablado como escrito. Su manejo de las herramientas informáticas es aceptable pero no excelente. Fortalezas:
Muchos años de experiencia trabajando como psicólogo con contrato laboral. Tiene buen nivel de inglés y francés, idiomas que ha practicado en su vida profesional. Debilidades:
No tiene gran dominio de herramientas informáticas. Los puestos de trabajo que más encuentra para trabajar como psicólogo son los de recursos humanos, área en la que no tiene experiencia. Amenazas:
Aunque tiene mucha experiencia, en España hay mucha discriminación por razones de edad. Podríamos decir que no es legal que ocurra, pero lo cierto es que sucede porque no hay forma de controlarla. Cuando llegó la crisis financiera, muchas entidades prescindieron de su personal en plantilla. Incluso algunas de ellas los sustituyeron por voluntarios. De momento muchos de estos puestos de trabajo no se han recuperado. Oportunidades:
El hecho de tener muchos años de experiencia le hace ser muy competente en su profesión, lo cual le capacita de sobra para poder emprender un negocio propio. Tiene cierto colchón económico para formarse en áreas como informática y recursos humanos. El colchón económico que tiene le puede permitir incluso probar suerte buscando trabajo en otros países, ya que tiene buen nivel de inglés y francés. Este último punto es importante. En España la edad constituye un handicap bastante importante que evidentemente no tiene nada que ver con el trabajador, sino con la idiosincrasia del país. Por tanto es posible que lo que en un país es una amenaza en otro se convierta en oportunidad. Lo mismo ocurre con trabajadores extranjeros que vienen a España. Pueden tener la misma preparación y experiencia que un español. Pero su falta de dominio de la lengua española y las trabas administrativas para el reconocimiento de sus estudios suponen una amenaza para el ejercicio de su profesión. VIDEO
Y después del análisis DAFO, ¿qué hay que hacer? Es obvio que el análisis DAFO no puede quedarse ahí porque en ese caso no sirve de nada. Hay que actuar, ir más allá. En este punto hay que trazar estrategias y definir acciones que se basarán en:
Aprovechar las oportunidades para corregir las debilidades, o lo que es lo mismo, estrategias de reorientación. Afrontar las amenazas no dejando crecer las debilidades. Aquí hablamos de estrategias de supervivencia.Mantener las fortalezas afrontando las amenazas del mercado. Se trata de estrategias defensivas.Explotar la fortalezas aprovechando las oportunidades del mercado. Este caso se trata de estrategias de ataque y posicionamiento. Fíjate ahora en las palabras en negrita: corregir, afrontar, mantener y explotar. De las primeras letras de estas cuatro palabras surge el término CAME, que es la forma reducida de referirnos a las 4 estrategias que se llevan a cabo después de finalizar el análisis DAFO.
¿Has puesto ya en práctica el análisis DAFO de tu propio negocio? Esperamos que los ejemplos que te hemos dado te sirvan para poder crear tu propio ejemplo práctico de análisis DAFO con su matriz incluida. Nada puede garantizar el éxito o fracaso de un negocio, pero está claro que cuanto más analices y midas más preparado estarás para afrontar las circunstancias que se presenten y hacer crecer tu negocio. ¿Tuviste en cuenta el análisis DAFO en la planificación de tu negocio? Tanto si es así como si no, esperamos tu participación en la zona de comentarios. Siempre nos gusta aprender de nuestros lectores.