Start-ups and SMEs: How a new perspective turns a rabbit into a duck
No one will doubt that this picture shows an animal. But which animal is depicted? At first glance, it's obvious: a duck, of course. Or is it?
If you don't see a duck here, but perhaps a hare, you don't need to see an optician, because that's just as true. If you take a longer look and focus on a different part of the picture, it becomes clear that both a duck and a hare can be seen here. Both perspectives are correct. A picture that takes on a different motif depending on the viewer's perspective is called a tilted picture or tilted figure. However, it is also important to note that one representation does not work without the other. The whole picture only emerges when both perspectives are taken. If you stick to your own point of view, you are denied the other half of the picture.
The complete picture can only be achieved if you also put yourself in the perspective of the other side. This is also how it works when start-ups and small and medium-sized enterprises (SMEs) work together. They can benefit greatly from each other because the spirit is the same. They want to drive their idea and their company forward as best and as far as they can. And both are right to do so. One side has problems for which the other side offers solutions. But this collaboration only works if the perspectives are exchanged. If you want a solution, you not only have to take your own view of the problem, but also that of the other party.
Solving the problems of others
Start-ups have something that SMEs want and vice versa. Established companies are looking for innovations and fresh ideas in order to remain competitive and to find solutions to their problems within the companies. The technological expertise of start-ups in particular makes them attractive to SMEs. At the same time, SMEs often first have to analyze where they are stuck, i.e. for which topics they actually need new solutions, before they can look for specific solutions. This is often the first challenge in the collaboration between SMEs and start-ups.
But what do start-ups actually expect from the collaboration? At first glance, the answer seems clear: financial resources, access to networks and support for growth. After all, many start-ups want to become established companies themselves in the long term. Nevertheless, the situation on the market is often unbalanced: It is usually the SMEs that decide whether and how a cooperation comes about. One thing is particularly important to most start-ups: cooperation on an equal footing. They want to contribute their services or ideas and not only be supported in return, but also be perceived as equal partners. This is where different founder personalities meet: the young, often tech-savvy start-up founders face experienced companies with established networks. Both sides bring valuable perspectives to the table, but in order for them to benefit from each other, they must also adopt each other's perspectives. Because both are right, but the solution lies in the combination.
Two different perspectives on one image
They could benefit from each other, even solve each other's problems and get solutions to their own problems in return. Sounds like a perfect match. But the reality is different. Start-ups are often young, tech-savvy and have a strong focus on their product, which allows them to drive their innovations forward quickly. SMEs, on the other hand, rely on many years of experience, an established network and careful decision-making processes. While start-ups tend to make their decisions quickly, SMEs often need more time for coordination and planning, as their processes are larger and take longer. However, these different working methods and approaches can lead to misunderstandings. A change of perspective can help here: start-ups to avoid falling into tunnel vision and overlooking all the details and SMEs to focus on the right things.
In addition, both sides perceive the collaboration differently. They have different perspectives on it. SMEs often see start-ups more as a potential investment, while start-ups often want to work together as equals. Of course, both SMEs and start-ups have different intentions, for example start-ups that are specifically looking for investors, but this is precisely what needs to be communicated correctly. Here too, the respective motives need to be aligned. If the start-up founders understand what the SME owners want from them and vice versa, then common goals can also be achieved together.
Two perspectives create one picture
The goal is the same: to take their own company as far as possible with their own ideas. But how can start-ups and SMEs help each other achieve this? The logical way is through good cooperation. As with the duck and the rabbit, you have to change your own perspective in order to see the whole picture. Mediation facilitates cooperation. Because before cooperation can take place, the players first have to find each other, and that is the biggest hurdle. The keyword here is matchmaking. SMEs and start-ups must first learn about each other, get to know each other and find out whether they can help each other.
From duck to rabbit and back: seeing the whole picture together
Ultimately, collaboration between start-ups and SMEs is about seeing more than just your own perspective. As with the tipping image of the duck and the rabbit, the full potential only emerges when both sides are willing to broaden their view and adopt the other perspective. In this way, start-ups and SMEs can really contribute their respective strengths, overcome misunderstandings and find solutions to their challenges together.
When both sides recognize and appreciate not only their differences, but above all their strengths, something new and great is created. As with the tipping picture, which only becomes complete when the duck and rabbit's perspectives are combined, cooperation between start-ups and SMEs can produce innovative solutions that would hardly be conceivable on their own. With openness, good communication and a willingness to take the other's perspective, they can not only achieve their individual goals, but also drive progress together.
