On a bright Roman morning, within the elegant walls of an office in Via XX Settembre, Fabio Focarelli Barone – founder and managing partner of FB Capital Consulting – reflects with pragmatism and passion on his journey from international executive to consultant and investor, helping Italian SMEs navigate an increasingly competitive and financialised world.
Fabio, you have a strong background as an executive in multinational corporations, with experience across several continents. How was FB Capital Consulting born?
“Correct. I spent many years as an executive, often in CEO or similar roles, managing operations across Europe, the United States, South America and various other countries. I experienced first-hand the complexity of large-scale multinationals – from balance sheets to teams of thousands, and managing enormous monthly payrolls and investments. That phase gave me a deeply practical, rather than theoretical, understanding of business. After years of both internal and external experience, I founded FB Capital Consulting with the ambition to support Italian SMEs in particular, in a context where the level of competition has risen dramatically. A brilliant idea, capital and a good network are no longer enough. What is needed is that extra edge to make conscious and responsible decisions. I always say there is no universal magic potion, but rather the right shoe for every foot – meaning a tailor-made strategy for each company.”
Your approach is very hands-on: you don’t just advise, you also invest directly. How do the two roles combine?
“I wear two hats. On one side, boutique consultancy, where we act as debt advisors and equity advisors, helping companies attract debt or risk capital, structuring deals professionally, bridging managerial gaps and accelerating growth. On the other, I have an investment company that invests directly in projects I truly believe in. We currently have four active strands: digital, food – where we have taken a significant stake in a major national chain – and nutraceuticals, with a majority-owned startup developing high-quality functional supplements for sleep, energy and cognitive wellbeing. This dual perspective allows me to speak with entrepreneurs as equals: I face the same issues they do – from cash flow to networks – but with the managerial rigour required to uncover a company’s true vocation.”
What distinguishes FB Capital from so many other consulting firms?
“Many firms are born and grow solely within consultancy: they know the numbers, but not the real pressure of paying salaries, taxes and suppliers every month. I have managed organisations with thousands of people and monthly payrolls running into millions. This practicality creates a direct, straightforward dialogue, often leading to an immediate connection with the entrepreneur. There is no filter – we discuss critical issues without beating about the bush. And then there is ethics: I don’t push deals just to invoice. If I see a company is not ready – perhaps for an overly ambitious international expansion without solid foundations – I say no, even if it means losing the mandate. Better a ‘no’ today than damage tomorrow. The market no longer forgives mistakes as it once did; competition is fierce, especially post-Covid.”
Let’s talk about Made in Italy. You see it as a unique global brand, yet today the real challenge is financial rather than purely productive.
“Made in Italy is truly unique: cultural biodiversity, innate aesthetic taste, the ability to turn even a simple product into something globally desirable. Think of Ferrero, Luxottica reviving Ray-Ban into an icon, or Moncler, relaunched by an Italian entrepreneur to become a world top brand. It’s design, quality and cultural heritage that the Chinese, however capable, cannot replicate in centuries. But we live in a financial era. Since Lehman Brothers, the most brilliant idea remains on paper without capital. Google and Amazon had perfect algorithms, but needed massive investment to scale. Italian entrepreneurs often remain anchored to traditional bank credit, while funds, minibonds, equity and hybrid public-private instruments exist. The cultural gap is huge: many SMEs have exportable products but lack distribution channels, financial robustness and know-how for foreign markets. Without a proper ‘armour’ – finance, structure and partners – even the most beautiful product in the world remains stuck.”
How do you help companies make this leap? And when do you say no?
“First, I listen: what is the company’s true vocation and real ambition? It’s not just about ‘tomorrow I’ll get you €10 million’. We need to understand if the company is ready for open-heart surgery: go inside, analyse dynamics and make corrections. Often I say: ‘You’re not ready for this stage yet – consolidate in the Italian market first.’ Other times I push: I see potential, resources and calculated risk, and I encourage the leap. It’s a mix of experience, passion and measured rationality – we are not Harry Potter. The initial conditions must be positive, then the market rewards those who are robust and know when to accelerate or brake.”
In short, FB Capital is not just consultancy: it is a bridge between international managerial expertise, real investment and deep respect for the Italian entrepreneur…
Fabio smiles: “Exactly. We help companies move from hoping to knowing – and to doing, with their feet on the ground but eyes on the horizon. Because Made in Italy deserves to conquer the world, one conscious financial lever at a time.”
