Deloitte is conducting a study examining collaborations between medium-sized companies and startups. Despite the small number of cases—usually in the double digits—the management consultants have come to interesting conclusions.
A key question of the study is: What motivates startups and medium-sized companies to collaborate? The study authors quote an unnamed startup founder as saying:
"Small and medium-sized businesses generally look to startups as a source of inspiration and potential suppliers of technology. We can provide this and, of course, also benefit from the reputation and image of an established company—so, at first glance, this represents a win-win situation."
Do medium-sized companies have an advantage?
Both startups and established companies apparently benefit from collaborations, but not to the same extent. According to their own statements, the established companies surveyed derive the greatest benefit from the collaboration: 73% of SMEs and only 54% of startups are satisfied with the outcome of the partnership. Consequently, 69% of SMEs, but only 55% of young companies, are seeking further collaborations in the future. At least from the SMEs' perspective, however, the established companies do not benefit only in the same way: The SMEs surveyed feel significantly more often taken advantage of by startups in the event of a partnership failure than the other way around (16% vs. 5%).
Deloitte Partner Lutz Meyer says:
"A collaboration can be quite strenuous for both sides – yet very fruitful. To at least partially offset the often 'ad hoc' nature of spontaneously formed collaborations, medium-sized companies in particular should take more initiative themselves. Targeted collaboration management helps prevent cultural differences and align goals and strategies from the outset."
According to Meyer, it is important to approach the collaboration with realistic expectations in order to avoid later disappointments.
