Guia para sua empresa conseguir investimento
Autor: VILSON PEREIRA | Publicado: 2016-07-05T07:42:00-07:00


Acesso a capital, uma junção de palavras que gera tanto dores de cabeça como pulos de alegria para qualquer tipo de&nbsp;empreendedor. Por mais que nos últimos anos as informações sobre captação de recursos e&nbsp;investimento&nbsp;tenham sido divulgadas de forma mais ampla, muitas empresas ainda encontram-se no escuro quando falam sobre o assunto.

Também não é para tanto: diferente do que muitos pensam, existem diversas formas de levantar capital. E, com tantas oportunidades, fica difícil para o empreendedor saber&nbsp;qual é o melhor tipo de investimento para o seu negócio, além da dúvida que sempre está presente: onde posso encontrar pessoas ou instituições dispostas a darem o aporte financeiro que minha empresa precisa?

Pensando nisso, a Endeavor reuniu as perguntas mais frequentes feitas por empreendedores e criou um guia de investimento. Aqui, você vai encontrar a resposta para muitas das suas perguntas. Preparado para começar?

Recurso financeiro é a única opção?

Quando pensamos em alternativas para o crescimento de uma microempresa, temos 3 alternativas:



1.&nbsp;Bootstrapping: segurar o custo, gerar receita e pagar suas contas;

2.&nbsp;Dinheiro do cliente: esse seria o modelo ideal, já que você não precisa dar parte da sua empresa e nem mesmo pagar juros. No entanto, às vezes, só isso não é suficiente e você não consegue atingir tão rápido o seu objetivo. Nesse caso, os recursos de externos podem te ajudar a dar um boost; e

3. Recurso financeiro: nessa categoria entram os&nbsp;fundos de investimento,investidores-anjo, aceleradoras, bancos etc.


Se o foco for no banco, é importante lembrar que para as pequenas empresas, principalmente as recém constituídas e com uma boa idea, um dos pontos principais é a capacidade de contar uma boa história. Seu negócio precisa contar o que quer fazer para que o banco e o sistema financeiro possam entender o que está por trás daquela ideia, como elas estão organizadas, quais seus objetivos e, principalmente, o planos de negócios. Pode parecer muita coisa, mas quanto mais informações mais fácil será de conseguir um financiamento ou investimento.

Para uma empresa que não seja constituída juridicamente é mais difícil ter acesso ao crédito, mas isso é normal em qualquer país. Mas, calma, os bancos também estão abertos a escutar e entender como podem ajudar a desenvolver essas empresas.

Motivações na decisão de captar recurso de investidores

Quando se vai levantar dinheiro de um fundo de investimento – e a regra para o banco não é muito diferente – é muito importante ter consciência da necessidade desse dinheiro. Não se engane: todo dinheiro custa caro. O banco vai cobrar juros e o investidor vai pegar parte da sua empresa como remuneração.



Pegar dinheiro de alguém de fora é para aqueles momentos em que você realmente precisa dele para crescer. Ou seja, se você pega 100 mil com um investidor e usa isso para crescer seu negócio, você deve ser capaz de gerar lucros no futuro maiores do que 100 mil. Só dessa forma valerá a pena o empréstimo de dinheiro.



É muito importante também ter noção da quantidade de dinheiro que você pensa em captar. Pegar demais é ruim, pegar de menos também. Pegar pouco é ruim porque o esforço de convencer alguém é muito grande e se você pega uma quantidade menor e daqui a 6 meses já tiver usado tudo, você vai precisar começar a convencer seu investidor de novo. E, convenhamos, essa não é uma tarefa tão fácil assim. Agora, se você pega demais, existe uma grande chance de você fazer besteira.


Geralmente, o empreendedor com muito dinheiro em caixa acaba sendo seduzido a gestar onde não é necessário. A melhor coisa é sempre ter essa quantia exata ao longo do tempo.

Quais os tipos de investimento?

Quando você começa seu negócio e precisa de algum capital para tocar, geralmente o primeiro dinheiro que vem é o que a gente chama de&nbsp;friends and family&nbsp;– seus amigos e sua família, alguém que acredita em você. Depois de desenvolver um pouco mais a sua ideia, você vai precisar de um pouquinho mais de dinheiro e de ajuda, existem alguns caminhos possíveis:

1.&nbsp;Aceleradora: organização que lhe dá capacitação, espaço de trabalho/coworking, mentoria, treinamento e algum dinheiro para você continuar crescendo. É importante lembrar que esse dinheiro está sempre atrelado a uma participação no seu negócio;









2.&nbsp;Investidores-anjo: são pessoas físicas que juntaram algum patrimônio ao longo da vida e querem investir em outros negócios e empreendedores. Eles também põem dinheiro e o ajudam a tomar decisões, por isso dificilmente um anjo entra numa área que ele não conhece ou de que não gosta. Anjos também fazem isso por uma participação na sua empresa, sendo que os investimentos giram em torno de 30, 50, 100 mil reais; ou



3. Crowdfunding: essa ferramenta funciona como uma vaquinha eletrônica. Ou seja, um grupo de pessoas pode colocar algum dinheiro na sua proposta, de forma coletiva, e em valores menores – cerca de 1 mil reais a 5 mil reais.



Ok, cresci, agora preciso de R$1milhão, R$2milhões. Como cresço?


Essa é a hora de ir para um fundo. Esse fundo geralmente é de&nbsp;venture capital, em que um gestor investe o dinheiro de terceiros na sua empresa. Ele faz investimentos maiores, geralmente a partir de 500 mil reais, e, em troca, vai pegar uma parcela do seu negócio e também participar dele.

Nesse estágio de VC, ele não participa assumindo a gestão ou um cargo, e sim colocando metas para você desenvolver, fazendo um plano conjunto, um conselho onde ele possa participar uma vez por mês, acompanhar seus resultados etc.

Um&nbsp;fundo de Private Equity&nbsp;é a mesma coisa em essência, mas entra em empresas em estágio um pouco mais maduro. Um fundo de PE nunca vai investir menos de 40 milhões de reais, 50 milhões de reais. Estamos falando de empresas que obviamente têm histórico, faturamento, existem provavelmente há mais de 10 ou 15 anos, dão margem, têm vários funcionários, etc.

Geralmente, o fundo coloca alguém no conselho administrativo e alguém para trabalhar na empresa, como um diretor financeiro. Assim, ele consegue estar mais presente no dia a dia do negócio.

Se nenhuma dessas opções conseguir ajudar a sua empresa, existe sempre a solução mais simples: os bancos. Em muitos casos, o banco é mal visto por empreendedores. As pessoas acham que ele é o vilão, mas, às vezes, ele pode oferecer um dinheiro até mais barato que um investidor.

Qual é o melhor local para apresentar o projeto e captar recurso?

No final das contas, o que faz a indústria de serviços são as pessoas. O primeiro passo é encontrar o interlocutor adequado. Na maioria dos bancos, essa pessoa é o gerente de relacionamento de empresas. Ele é melhor ponto de contato para entender as demandas das empresas e conversar internamente para desenvolver isso.

Normalmente, quando investidores têm que conversar com empresa, a área de riscos vem junto. Isso facilita muito o processo em relação à velocidade e também ajuda a fazer as perguntas certas. Num banco, é muito importante entender o que é o&nbsp;fluxo de caixa&nbsp;da empresa e, em empresas jovens, onde o fluxo ainda não está bem constituído, é preciso apresentar garantias para aportar, informações que dêem o suporte necessário para aquela linha de crédito. Já com os fundos, a garantia é a própria empresa.

Não adianta reclamar: tanto o banco quanto o investidor precisam de segurança sobre o que estão investindo. O que acontece na maioria das empresas é que muitas abrem uma conta no banco porque precisam, mas não por que querem. Daí o negócio começa a operar e, em determinado dia, a empresa descobre que precisa de dinheiro. O problema é muitas empresas só percebem isso dois dias antes, então elas vão correndo no banco e falam: “pelo amor de Deus, me dá uma linha e crédito”.

Os empreendimentos esquecem que o relacionamento com o banco é fundamental. O gerente não analisa só os números, mas sim quem você é, o que você faz e como é o seu negócio.

Se o banco não for visto como um parceiro pela empresa, o negócio não funciona. E, para você construir uma parceria, é uma relação de confiança, dos dois lados. Por isso, é importante também o banco visitar a empresa.

A vantagem do mercado de VC é que os investidores estão muito concentrados no Brasil, então é razoavelmente fácil de achar. A forma mais fácil é participar de eventos, como hackatons, pitch nights, competições e buscar associações.







A&nbsp;Anjos do Brasil, por exemplo, congrega uma grande quantidade de investidores; você pode mandar seu projeto&nbsp;pelo site deles. O pessoal de lá faz um trabalho muito bom, assim como o&nbsp;Gavea Angels, no Rio de Janeiro. Diferente do que muitos pensam, eles não são um ser inacessível.

Que material apresento para o investidor e para o banco?

Dependendo do estágio em que sua empresa está e quanto dinheiro você está buscando, coisas diferentes serão avaliadas. Mais de 50% da análise, quando o negócio está começando, é baseada no empreendedor, porque, na verdade, nessa fase as empresas têm uma ideia, não resultado e faturamento.

Você vai precisar estar apto a descrever, de maneira sucinta e que chame atenção, o que seu negócio está se propondo a fazer. Por exemplo: estou atacando tal mercado, montando uma solução X para um problema Y, meu diferencial é Z, meus potenciais clientes são esses e estou pensando em cobrar tanto, e, para isso, preciso dessa quantia.

Uma coisa muito ruim que empreendedores fazem é não pedir nada. Muitos chegam, informam um monte de dados e falam “tchau, obrigado”. Nessa hora, você deixa os investidores pensando: “ué, o que essa empresa quer de mim?”. Você tem que ser muito claro em relação ao que você quer daquela pessoa, senão ela sente que você está fazendo mau uso do tempo dela. E, convenhamos, ninguém gosta dessa sensação.

No caso dos bancos, é um pouco diferente. Se esse é o seu caso, saiba que sua empresa precisa estar consolidada, com balanços consolidados ou pelo menos um fluxo de caixa bem organizado. Isso tudo ajuda o banco a entender o que entra e o que sai, como é feita a gestão e a tesouraria do seu negócio.

Além disso, é importante o banco conhecer o seu&nbsp;modelo de negócio&nbsp;e saber como a empresa pensa em operar no futuro. Assim, os banqueiros podem tomar uma decisão mais fundamentada e saber por onde podem assessorar a empresa, inclusive indicando a melhor linha de crédito.

Os bancos olham muito para o passado da empresa e, quando olham para o futuro, querem saber se a sua empresa vai poder pagar o crédito de volta. Quanto menos histórico de empresa, mais complexo é ir para um banco. Para os investidores, é o contrário. Eles só querem saber o que você vai construir no futuro.

Como funciona o tipo de formalização - ME, LTDA, S.A - com investidor?

Para empresas que estão começando, não faz nenhuma diferença. A hora que você vai pegar dinheiro de um fundo de investimento, como uma empresa mais madura, aí temos um problema. A regra da CVM exige que seja uma S.A.. Parece um pouco burocrático, mas há vantagens para os dois lados.

A S.A. permite que você tenha uma segurança jurídica do capital e permite uma governança muito maior, com um&nbsp;Conselho Administrativo,&nbsp;acordos de proteção ao acionista&nbsp;etc. É uma vantagem até para a empresa se profissionalizar.

O problema é que muitos não querem ser ou migrar para S.A. porque isso custa mais caro, já que, se você tem um patrimônio líquido maior que 1 milhão de reais, você precisa publicar seu balanço anualmente, o que custa entre 8 mil reais e 10 mil reais.

As S.A.s também não se enquadram no&nbsp;Simples Nacional, então você precisa adotar o regime de Lucro Real ou Lucro Presumido, em que você paga mais imposto. Se o fundo te obriga a ser S.A., ele realmente encarece sua operação. Mas, se você não tem um&nbsp;patrimônio líquido&nbsp;maior que 1 milhão de reais e também já passou do teto do Simples Nacional, ser LTDA ou S.A. não muda nada.

Para o banco, a formalização não muda - com exceção do microempreendedor, porque apresenta um pouco mais de risco. Quando é uma LTDA de certo tamanho e precisa estruturar um financiamento mais complexo ou mais longo prazo e quer emitir uma debenture, tem que virar S.A., pela mesma regra da CVM.



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Como calcular o risco do dinheiro que você está recebendo?

O empreendedor tem 2 riscos:

1. O próximo Facebook:&nbsp;se investirem 1 milhão de reais no seu negócio, por 50% dele, e ele vira o próximo Facebook, o investidor tem 50% do Facebook e só pagou 1 milhão de reais por ele. O risco aqui é você dar um pedaço muito grande de um negócio que pode ser muito bem sucedido e esse dinheiro te custar absurdamente caro;

2. A influência que o investidor tem sobre o seu negócio:&nbsp;ele pode ser mais passivo e falar “me liga uma vez por mês e me diz como está” ou pode ficar muito no seu pé. Ele pode sentar no seu Conselho, querer mudar seu negócio, as pessoas, travar o que você quer fazer, por exemplo.

É muito importante, da mesma maneira que um investidor escolhe o empreendedor, o empreendedor também escolher um investidor. Tem que ser uma pessoa com quem você tem empatia, alguém ético, e que vai agregar no seu negócio. O que acha de pedir contato de três ou quatro negócios em que o investidor injetou capital?

Como saber se o equity pedido pelo investidor é justo?

Não tem resposta certa para isso. Não é ciência, é arte. Se estamos falando de Private Equity, com empresas mais maduras, aí sim tem ciência, dá para fazer a matemática.&nbsp;Numa startup, sem histórico, é muito difícil estimar valor. Geralmente ele é dado pelo mercado, com base em transições similares com empresas parecidas. Por exemplo:

Você tem um startup de aplicativo de e-commerce. Você pega três ou quatro empresas investidas e faz uma média: digamos que um histórico mostra que investiram de 300 &nbsp;mil reais a 500 mil reais, por 10% a 30% da empresa. Se vem alguém te oferece 50 mil reais por 50%, está errado. O mercado acaba se autorregulando e fazendo uma média do setor.

Quanto mais maduro seu negócio e quanto mais tração você tem, mais fácil é de apurar o valor e fazer essa defesa com o investidor. Quanto mais novo, mais difícil ter argumentos além de “sou um cara bom e minha ideia é legal”.

Como o mercado precifica isso? Ao longo da sua jornada empreendedora, você vai passando por várias rodadas de investimento. Cada vez que você levantar esse dinheiro, você vai dar um percentual, você vai sendo diluído.

É preciso ter cuidado para, no final da jornada, você não ficar com 2% do seu negócio. Até por que se você tiver só 2% e seu negócio começar a dar problema, você vai para casa ou vai pedir emprego no banco, em vez de ficar se matando para levantar um negócio do qual você só tem 2%.

Existe investimento certo para cada tipo de empresa?

Uma coisa é você financiar um bem de capital de uma indústria, outra é financiar o&nbsp;estoque da empresa&nbsp;que vai fazer um giro no dia a dia. Se é importação ou exportação, você faz investimentos mais sofisticados. No final das contas, é totalmente diferente. Você consegue separar isso por indústria, em parte, e pela necessidade da empresa.

É importante entender o tipo de negócio que o investidor de risco está disposto a financiar. A maioria deles não é financiável por investidor de risco. O focos desses investidores são negócios novos, geralmente ligados a inovação ou com algum diferencial, que conseguem escalar muito rápido e lá na frente serem vendidos para alguém.

Se você está montando o negócio da sua vida, investidores de risco não são a sua melhor saída. Para negócios mais tradicionais, o banco é muito mais recomendado.

Fonte exame