{"id":21873,"date":"2022-03-29T16:27:48","date_gmt":"2022-03-29T15:27:48","guid":{"rendered":"https:\/\/seedlegals.com\/?p=21873"},"modified":"2022-03-29T16:27:48","modified_gmt":"2022-03-29T16:27:48","slug":"pourcentage-de-capital-donner-a-un-advisor","status":"publish","type":"post","link":"https:\/\/seedlegals.com\/fr\/resources\/pourcentage-de-capital-donner-a-un-advisor\/","title":{"rendered":"Quel pourcentage de capital donner \u00e0 un advisor ?"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"<p>Lorsqu\u2019une startup fait appel \u00e0 un consultant externe appel\u00e9 dans la pratique &#8220;advisor&#8221;, quel pourcentage du capital doit-elle proposer ?<br \/>\nEn r\u00e8gle g\u00e9n\u00e9rale, une startup en phase d&#8217;amor\u00e7age offre environ 1% de son capital \u00e0 un consultant en contrepartie de ses services. Ce <\/p>\n","protected":false},"author":29,"featured_media":426979,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[62,135],"tags":[],"event_tags":[],"class_list":["post-21873","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-guides-startups","category-partage-de-capital"],"acf":{"hero_image":426979,"post_content":[{"acf_fc_layout":"text","text":"<p>Lorsqu\u2019une startup fait appel \u00e0 un consultant externe appel\u00e9 dans la pratique &#8220;advisor&#8221;, quel pourcentage du capital doit-elle proposer ?<\/p>\n<p>En r\u00e8gle g\u00e9n\u00e9rale, une startup en phase d&#8217;amor\u00e7age offre environ 1% de son capital \u00e0 un consultant en contrepartie de ses services. Ce montant varie en fonction de son exp\u00e9rience, de son r\u00f4le au sein de la soci\u00e9t\u00e9, et de la maturit\u00e9 de celle-ci.<\/p>\n<p>De quels consultants parle-t-on ?<\/p>\n<p>Nous avons identifi\u00e9 trois cat\u00e9gories de consultants :<\/p>\n<ul>\n<li><strong>Les membres du &#8220;board&#8221;<\/strong> sont g\u00e9n\u00e9ralement des managers ou des experts de l\u2019industrie qui peuvent contribuer aux d\u00e9cisions strat\u00e9giques de la startup, en si\u00e9geant \u00e0 son conseil d\u2019administration ou comit\u00e9 strat\u00e9gique.<\/li>\n<li><strong>Les experts technologiques<\/strong> sont ceux qui aident la soci\u00e9t\u00e9 \u00e0 faire les bons choix sur la technologie \u00e0 utiliser, mettre en oeuvre les meilleures pratiques (Scrum, Agile\u2026), d\u00e9finir l\u2019architecture syst\u00e8me (SaaS, scaling, blockchain) voire coder directement. Leur contribution consiste souvent \u00e0 challenger et d\u00e9finir la vision et la roadmap produit \u00e0 moyen et long terme, alors que le CTO est concentr\u00e9 \u00e0 d\u00e9livrer les nouvelles fonctionnalit\u00e9s.<\/li>\n<li><strong>Les consultants g\u00e9n\u00e9ralistes<\/strong> ont un profil similaire aux administrateurs mais n\u2019ont pas de si\u00e8ge au board. Cela ne signifie pas que leur exp\u00e9rience est moindre, mais simplement qu\u2019ils ont moins d\u2019influence sur la strat\u00e9gie. Par exemple, un Directeur Marketing d\u2019une autre industrie peut tr\u00e8s bien avoir une valeur ajout\u00e9e consid\u00e9rable pour la startup.<br \/>\n\u200dL&#8217;\u00e9tude de nos donn\u00e9es montre clairement que la structure de r\u00e9mun\u00e9ration des consultants varie selon leur nature :<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2>R\u00e9mun\u00e9ration des consultants : salaire et\/ou capital<\/h2>\n<figure id=\"attachment_4598\" aria-describedby=\"caption-attachment-4598\" style=\"width: 1024px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"size-large wp-image-4598\" src=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-1024x683.png\" alt=\"R\u00e9mun\u00e9ration Des Conseils\" width=\"1024\" height=\"683\" srcset=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-1024x683.png 1024w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-300x200.png 300w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-768x512.png 768w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-1536x1024.png 1536w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-2048x1365.png 2048w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-600x400.png 600w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-1000x667.png 1000w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-1400x933.png 1400w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-600x400@2x.png 1200w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Advisor-Compensation_FR-4-1000x667@2x.png 2000w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption id=\"caption-attachment-4598\" class=\"wp-caption-text\"><span style=\"font-size: 10pt;\">Source : SeedLegals &#8211; R\u00e9mun\u00e9ration des Advisors 2019<\/span><\/figcaption><\/figure>\n<p>Choisir de r\u00e9mun\u00e9rer ou non un consultant, et si oui en salaire et\/ou en capital, revient logiquement \u00e0 n\u00e9gocier avec la personne concern\u00e9e. Toutefois, il est toujours utile de bien comprendre les pratiques et standards du march\u00e9 pour cadrer les discussions et \u00e9viter les mauvaises d\u00e9cisions.<\/p>\n<p>Par exemple, un consultant g\u00e9n\u00e9raliste est tr\u00e8s fr\u00e9quemment r\u00e9mun\u00e9r\u00e9 en capital (dans 81% des cas) plut\u00f4t qu&#8217;en cash ; alors que 18% des experts technologiques re\u00e7oivent une contrepartie en salaire, m\u00eame si cela reste une exception, et que les administrateurs, quant \u00e0 eux, b\u00e9n\u00e9ficient plus rarement d&#8217;une r\u00e9mun\u00e9ration pour leurs services (36%).<\/p>\n<p>Pour y voir plus clair, nous avons ensuite analys\u00e9 plus en d\u00e9tails les 48% des consultants uniquement int\u00e9ress\u00e9s au capital, en classant leur r\u00e9mun\u00e9ration selon 3 crit\u00e8res : 1\/ la valorisation de la startup, 2\/ le temps allou\u00e9 et 3\/ le r\u00f4le du consultant. \u200d<\/p>\n<h3>R\u00e9mun\u00e9ration du consultant, en fonction de la valorisation de la startup<\/h3>\n<figure id=\"attachment_4590\" aria-describedby=\"caption-attachment-4590\" style=\"width: 1024px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-4590 size-large\" src=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-1024x614.png\" alt=\"Source : SeedLegals - R\u00e9mun\u00e9ration Des Advisors 2019\" width=\"1024\" height=\"614\" srcset=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-1024x614.png 1024w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-300x180.png 300w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-768x461.png 768w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-1536x921.png 1536w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-2048x1229.png 2048w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-600x360.png 600w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-1000x600.png 1000w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-1400x840.png 1400w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-600x360@2x.png 1200w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor_FR-1-1000x600@2x.png 2000w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption id=\"caption-attachment-4590\" class=\"wp-caption-text\"><span style=\"font-size: 10pt;\">Source : SeedLegals &#8211; R\u00e9mun\u00e9ration Des Advisors 2019<\/span><\/figcaption><\/figure>\n<p>Sans surprise, il ressort de l&#8217;analyse d&#8217;un large panel de valorsiation de startups en amor\u00e7age (early-stage) que plus la valorisation est \u00e9lev\u00e9e, plus la contrepartie en capital est faible. Toutefois, on observe que la valeur m\u00e9diane reste \u00e0 1% dans les deux cas. Cela indique bien que la pratique du march\u00e9 la plus courante (modal) consiste \u00e0 donner 1% du capital en contrepartie des services propos\u00e9s par un advisor.<\/p>\n<h3>R\u00e9mun\u00e9ration du consultant, en fonction du temps d\u00e9di\u00e9 au projet<\/h3>\n<figure id=\"attachment_4588\" aria-describedby=\"caption-attachment-4588\" style=\"width: 1024px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-4588 size-large\" src=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-1024x546.png\" alt=\"SeedLegals - R\u00e9mun\u00e9ration des Advisors 2019\" width=\"1024\" height=\"546\" srcset=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-1024x546.png 1024w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-300x160.png 300w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-768x410.png 768w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-1536x819.png 1536w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-2048x1092.png 2048w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-600x320.png 600w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-1000x533.png 1000w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-1400x747.png 1400w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-600x320@2x.png 1200w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_GiveToAdvisor2_FR-2-1000x533@2x.png 2000w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption id=\"caption-attachment-4588\" class=\"wp-caption-text\"><span style=\"font-size: 10pt;\">Source : SeedLegals &#8211; R\u00e9mun\u00e9ration des Advisors 2019<\/span><\/figcaption><\/figure>\n<p>Les donn\u00e9es nous ont ici surpris ! Il semble qu\u2019il y ait une forte disparit\u00e9 de r\u00e9mun\u00e9ration entre les advisors qui consacrent plus de 2 jours par mois \u00e0 la startup et les autres :<\/p>\n<ul>\n<li>en dessous de 2 jours par mois les consultants ont souvent un r\u00f4le symbolique avec une bonne place dans le pitch deck ou sur le site mais leur contribution pratique reste la plupart du temps assez modeste (et selon nous apporte peu de valeur);<\/li>\n<li>au-del\u00e0 de 2 jours par mois l&#8217;apport des consultants constitue un fort engagement op\u00e9rationnel aupr\u00e8s des fondateurs et la r\u00e9mun\u00e9ration suit en cons\u00e9quence.<\/li>\n<\/ul>\n<h3>R\u00e9mun\u00e9ration du consultant, en fonction du r\u00f4le<\/h3>\n<figure id=\"attachment_4585\" aria-describedby=\"caption-attachment-4585\" style=\"width: 1024px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-4585 size-large\" src=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-1024x618.png\" alt=\"SeedLegals - R\u00e9mun\u00e9ration des Advisors 2019\" width=\"1024\" height=\"618\" srcset=\"https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-1024x618.png 1024w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-300x181.png 300w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-768x464.png 768w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-1536x927.png 1536w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-2048x1236.png 2048w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-600x362.png 600w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-1000x604.png 1000w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-1400x845.png 1400w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-600x362@2x.png 1200w, https:\/\/seedlegals.com\/wp-content\/uploads\/2020\/02\/SL_Graph_Median_FR-1-1000x604@2x.png 2000w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption id=\"caption-attachment-4585\" class=\"wp-caption-text\"><span style=\"font-size: 10pt;\">Source : SeedLegals &#8211; R\u00e9mun\u00e9ration des Advisors 2019<\/span><\/figcaption><\/figure>\n<p>On observe ici que les consultants g\u00e9n\u00e9ralistes ont un pourcentage de capital moins \u00e9lev\u00e9 que les administrateurs ou les experts technologiques. Cela peut r\u00e9sulter des responsabilit\u00e9s l\u00e9gales et corporate auxquelles les administrateurs sont soumis, et au plus fort volume de travail des experts technologiques (qui consacrent en moyenne 43 jours \/ an de leur temps \u00e0 la soci\u00e9t\u00e9). Cela peut aussi tout simplement s&#8217;expliquer par le faible apport de certains consultants g\u00e9n\u00e9ralistes qui font plus figure de publicit\u00e9 pour la soci\u00e9t\u00e9 que d&#8217;une v\u00e9ritable aide op\u00e9rationnelle.<\/p>\n<h3>Au final\u2026<\/h3>\n<p>Nous esp\u00e9rons que ces \u00e9l\u00e9ments vous seront utiles pour prendre une d\u00e9cision inform\u00e9e sur les \u00e9l\u00e9ments de r\u00e9mun\u00e9ration de votre prochain consultant. Et pour ces advisors d\u2019\u00e9valuer s\u2019ils sont bien r\u00e9tribu\u00e9s ou non.<\/p>\n<p>Si vous avez la moindre question sur la formalisation du contrat de ce consultant, ou de tout autre contrat, n&#8217;h\u00e9sitez surtout pas \u00e0 nous contacter &#8211; nous serons ravis de vous aider !<\/p>\n"},{"acf_fc_layout":"cta","cta":{"type":"default","subheading":"","heading":"Vous souhaitez int\u00e9resser au capital vos Advisors ?","content":"Nos experts en partage de capital sont \u00e0 votre disposition pour r\u00e9pondre \u00e0 toutes vos questions.","bullet_points":false,"form":{"type":"none","hubspot_form":{"layout":"newsletter","hide_founderinvestor_toggle":false,"default_community":"founder","custom_form_id":"","gdpr_disclaimer":"By subscribing, you agree to receive information from SeedLegals. You can unsubscribe anytime. View our <a href=\"\/privacy-policy\/\" target=\"_blank\" rel=\"noopener noreferrer\">privacy policy<\/a>"},"custom":{"embed":""},"gtm_form_type":"default","gtm_form_location":"default"},"button":{"title":"Discutez avec nos experts","url":"https:\/\/seedlegals.com\/fr\/discutez-avec-nos-experts\/","target":""},"image":24150}}],"blog_layout":"default","show_author_card":false,"revision_date":"","related_posts":false,"has_sources":false,"has_custom_post_authors":true,"is_expert_reviewed":true,"post_content_width":"default","custom_post_authors":{"authors":[{"author":{"ID":29,"user_firstname":"Julien","user_lastname":"Seligmann","nickname":"Julien Seligmann","user_nicename":"julien-seligmann","display_name":"Julien Seligmann","user_email":"julien@seedlegals.com","user_url":"","user_registered":"2020-01-07 13:05:29","user_description":"","user_avatar":"<img alt='' src='https:\/\/secure.gravatar.com\/avatar\/95f99750d14e1af862cf5de6daec6a7dc85f24afc8d11ab682c91e6dbdcaf6c1?s=96&#038;d=mm&#038;r=g' srcset='https:\/\/secure.gravatar.com\/avatar\/95f99750d14e1af862cf5de6daec6a7dc85f24afc8d11ab682c91e6dbdcaf6c1?s=192&#038;d=mm&#038;r=g 2x' class='avatar avatar-96 photo' height='96' width='96' loading='lazy' decoding='async'\/>"},"role":"R\u00e9dacteur"}]},"expert_reviewed":{"heading":"Certifi\u00e9 par un expert","tooltip_message":"Cet article a \u00e9t\u00e9 v\u00e9rifi\u00e9 par l\u2019un de nos sp\u00e9cialistes.<br><br><a href=\"https:\/\/seedlegals.com\/fr\/nos-experts\/\" target=\"_blank\">Rencontrez nos experts<\/a> et d\u00e9couvrez-en davantage sur notre <a href=\"https:\/\/seedlegals.com\/fr\/charte-editoriale\/\" target=\"_blank\">politique \u00e9ditoriale<\/a>."}},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Comment r\u00e9mun\u00e9rer un 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