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Alianzas estratégicas, haz tu negocio (aún) más fuerte Saltar al contenido ¿Existe peor sensación para un negocio que, la de saber que puede dar más de sí, pero no conseguirlo por falta de medios, conocimientos, etc…? ¿No sería genial poder unirte con una empresa que esté en esa misma situación, para lograr lo que se conoce como relación win-win? Es decir, en la que todo el mundo sale ganando . Pues eso es lo que se conoce como alianza estratégica y en el post de hoy, te contaremos todo lo que necesitas saber sobre ella . ¿Empezamos?
Definición de alianza estratégica Veamos qué tiene que decir la Wikipedia sobre este concepto:
Una alianza estratégica es un acuerdo realizado por dos o más partes para alcanzar un conjunto de objetivos deseados por cada parte independientemente.
Como suele ocurrir con las definiciones de esta página, es correcta pero algo escueta .En un lenguaje más «llano», podemos describir una alianza estratégica como:
Un acuerdo al que llegan varias empresas (o negocios) entre sí con la finalidad de alcanzar objetivos más altos.
Para que quede todavía más claro en qué consiste, te contaremos un ejemplo de alianza estratégica real de una empresa que seguro conoces. Se trata ni más ni menos que la famosa cadena de cafeterías Starbucks que, en el año 1993, se asoció con una empresa de librerías para vender café en sus establecimientos. Pero ahí no terminó con estas técnicas de crecimiento porque, más adelante, se asociaron con Pepsico para el embotellamiento y distribución de uno de sus cafés más consumidos.
¿Qué no es una alianza estratégica? Seguro que, después del ejemplo que te hemos contado, has entendido en qué consiste una alianza estratégica. Pero claro, no siempre que trabajes con un tercero se considera que has hecho una. No existirá asociación si:
Solo buscas tu beneficio: por ejemplo, conseguir un producto o servicios sin coste o con el precio rebajado.Yo te compro y tú me compras: si piensas que un intercambio de mercancías es una alianza… frío frío.Haces «spam» de tu negocio o producto: no se trata de mandar correos a todas las empresas pidiendo una colaboración (ya veremos más adelante por qué). ¿Queda claro qué no es una alianza estratégica? 😉
Ventajas y desventajas de crear una alianza estratégica Antes de contarte cómo realizar una alianza estratégica entre empresas, creemos que es importante que conozcas todos sus pros y contras . Así, evitarás posibles «sorpresas».
1. Ventajas Hace el trabajo más sencillo: la principal «gracia» de todo esto, es contar con una persona o empresa que te ayude a llegar donde tú no puedes.Más barato: y no nos referimos solo a que ahorres en costes, sino en tiempo que no tienes que invertir en aprender un campo nuevo.Llegas a más gente: lo normal, es que recurras a las alianzas para entrar en un sector que no dominas y así, como mínimo, tener presencia en él.
2. Desventajas Puede ser complicado al principio: sobre todo porque lo normal, es que cada negocio funcione de una forma distinta (controles de calidad , áreas funcionales de la empresa , etc) y, coger los ritmos el uno del otro, puede costar.Se comparte información sensible: si tu negocio tiene un «as en la manga» que solo tú conoces, puede llegar a tu socio y que ya no lo tengas en exclusiva.Pérdida de control: el equipo de trabajo crece y es inevitable que los jefes ya no controlen todo tanto como antes, aunque es un momento para demostrar si es un buen líder o no . 😉Tipos de alianza estratégica Cuando se busca unir fuerzas con alguien externo a tu empresa, es obvio que se hace con la intención de conseguir un objetivo concreto . Pues bien, en función de la meta marcada, se pueden catalogar las alianzas en cuatro tipos .
1. Llegar a un mercado nuevo. A pesar de que esta opción es más común en las grandes compañías , no quiere decir que el resto de empresas no puedan recurrir a ella. En este caso, podríamos decir que lo que se busca es un «topo»… en el mejor sentido de la palabra, claro. Te lo explicamos con un ejemplo. Imagina que tienes una fábrica de vehículos y que, por ahora solo los vendes en España. Como el negocio va bien, quieres expandir tu negocio y empezar a vender en Estados Unidos. Pero claro, allí el tipo de coche que se usa es muy diferente al que hay en España. Entonces, para tener la certeza de que introduces el producto idóneo para ellos, buscas una empresa de allí que ya conozca los gustos de tus futuros clientes . Ella se encargará de decirte el modelo que mejor se adaptará e incluso de venderlo (a cambio de una comisión claro) y así, todo será más fácil y ambos ganáis.
2. Asociación tecnológica Seguro que, en más de una ocasión, has leído que una empresa es el socio tecnológico de otra pero, ¿qué significa eso? Pues algo muy sencillo. Para todas las empresas, pero en especial para las pequeñas y medianas, aprovechar al 100% todas las ventajas que brinda la tecnología es indispensable. Pero claro, no todas pueden permitirse (o no quieren tener) un departamento en exclusiva para algo así. Es entonces, cuando buscan otra que se encargue de ese apartado. ¡Pero recuerda! Para que se considere una alianza estratégica no basta con contratar a alguien para que te lleve «la informática».
3. Mercadeo de innovaciones Se sabe que las innovaciones importantes en el mundo no necesariamente se originan en las grandes corporaciones. Hay casos en que grandes compañías han buscado hacer de los inventores pequeños o medianos sus socios en la explotación y mercadeo de determinado invento.
4. Mecenazgo de startups Las ideas son lo que mueven el mundo . Todas las innovaciones que disfrutamos hoy en día son gracias a personas que, con su esfuerzo, las hicieron realidad. El tema está en que en ocasiones, alguien puede tener una gran idea pero por las limitaciones que sean, no puede llevarla a cabo. Si es tu caso, y crees que tiene potencial, puedes presentársela a una empresa relacionada con ese sector . Si le gusta, es muy probable que se ofrezca a hacerla realidad a cambio de:
Un porcentaje de las ganancias. Tener la exclusividad de distribución. Etc. Es algo así como los mecenas del renacimiento, que ponían su dinero al servicio de otros con más talento.
Cómo lograr una alianza estratégica de éxito Llegados a este punto, conoces toda la teoría que hay acerca de esta herramienta para tu negocio. Ahora, toca ponerse manos a la obra. Y para que todo vaya bien, solo tienes que seguir estos sencillos consejos .
1. Elige bien a tu compañero ¿Recuerdas antes, cuándo te hemos dicho que no valía con mandar propuestas de alianza como si fuesen spam? Pues no referíamos a esto. Por ejemplo, y por muy tentador que resulte, no siempre es una buena idea intentar una asociación con un gigante de tu sector. Ten en cuenta que aquí se trata de compartir objetivos, desafíos y necesidades. Como es obvio, si consigues gran compañía mejor pero, en este caso, el tamaño no importa. 😉
2. Comprométete a ser un buen aliado Como dice el refrán, dos no se pelean si uno no quiere. Pues lo mismo ocurre con la uniones empresariales . Si una empresa acepta tu propuesta de alianza, será porque también la estaba buscando. Pero claro, para que la relación funcione, tu negocio tendrá que ser un buen compañero . ¿Cómo se consigue eso?
Explicando qué aportarás. Cuáles son los beneficios que ofreces. Etc. Todo se resume en un solo aspecto: necesitas que haya confianza entre las partes. Esa es la base principal.
3. Que queden claros los objetivos a alcanzar Tanto si son los mismo o como si cada parte tiene unos distintos. Como te contamos antes, una buena alianza estratégica se basa en ayudarse en otros para alcanzar metas más altas (que no podrías alcanzar solo). Lo importante es que quede claro desde el principio para todos los implicados a dónde se quiere llegar , cuál es el motivo de la unión.
4. La forma de trabajar en tu negocio cambiará, asúmelo Esto cae por su propio peso pero aún así, hay gente que no se da cuenta hasta que empieza a funcionar la alianza. Ya no es tu empresa sola. Ahora, tienes un socio que también es partícipe de tu día a día , con el que tendrás que hablar con cierta regularidad, quizás pasarle información sobre el balance general , etc… Eso son solo algunos ejemplos. A lo que nos referimos, es que la manera en que funciona tu negocio cambiará pero piensa que, si has elegido bien a tu socio , ¡seguro que será a mejor!
5. Hay que buscar un árbitro Incluso en las mejores relaciones, surgen problemas. Algunos serán fáciles de solucionar y, en otros casos, no. Para esas ocasiones en la que no os pongáis de acuerdo a la hora de tomar una decisión, es una gran idea designar un comité (o algo de ese estilo) que ejerza de «juez». Como es obvio, debe estar compuesto por personas de confianza de ambas empresas y estas, se comprometerán a acatar los que dicte.
Las alianzas estratégicas son tu trampolín a una mejor posición Hasta aquí todo lo que queríamos contarte sobre las alianzas estratégicas, ahora te toca a ti.
¿Tienes alguna duda? ¿Quieres añadir algo más? ¿Tu negocio forma parte de una? ¿Nos lo cuentas en los comentarios?