{"id":458,"date":"2016-03-01T19:54:00","date_gmt":"2016-03-01T19:54:00","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&#038;p=458"},"modified":"2026-04-08T19:33:13","modified_gmt":"2026-04-08T19:33:13","slug":"in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position","status":"publish","type":"insight","link":"https:\/\/mattersgraph.com\/de\/insights\/in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position\/","title":{"rendered":"001: Bei der Due-Diligence-Pr\u00fcfung kann der Wettbewerb zwischen konkurrierenden Budgetpriorit\u00e4ten wichtiger sein als die Wettbewerbsposition."},"content":{"rendered":"<div  class=\"theme-block wp-block-group is-style-pull-left is-layout-flow wp-block-group-is-layout-flow\" ><p  class=\"appear-on-scroll is-style-intro wp-block-paragraph\" >Viele Fusionen und \u00dcbernahmen sind attraktiv, weil das \u00fcbernommene Unternehmen Aufmerksamkeit erregen und Kunden f\u00fcr neue Technologien und ein verbessertes Wertversprechen begeistern kann. Nat\u00fcrlich kann das Versprechen eines attraktiven und innovativen Wertversprechens Kunden dazu bewegen, den Anbieter zu wechseln oder sogar neue Ausgabenposten zu schaffen \u2013 in beiden F\u00e4llen bietet es dem Zielunternehmen hervorragende Wachstumschancen.<\/p>\n\n<p  class=\"appear-on-scroll is-style-default wp-block-paragraph\" >Der&nbsp;<a href=\"https:\/\/mattersgraph.com\/de\/principal-investors\/commercial-due-diligence\/\">kommerzielle Due Diligence<\/a>&nbsp;In solchen F\u00e4llen kann es komplizierter sein, als die meisten annehmen. Viel zu viele Due-Diligence-Pr\u00fcfungen werden durchgef\u00fchrt, indem die Begeisterung (f\u00fcr eine L\u00f6sung) isoliert betrachtet wird. Manchmal geschieht dies, weil der Due-Diligence-Experte begeistert ist und die L\u00f6sung unbedingt bewerben m\u00f6chte. Manchmal liegt es daran, dass er seine Kontaktaufnahme auf den K\u00e4ufer oder den Nutzer beschr\u00e4nkt und andere Mitglieder der Kundenorganisation au\u00dfer Acht l\u00e4sst.<\/p><\/div>\n\n<hr  class=\"appear-on-scroll wp-block-separator has-alpha-channel-opacity\" \/>\n\n<h2  class=\"appear-on-scroll wp-block-heading\" ><span class=\"text\">Siloartige (und fehlerhafte) Kundenstimme-Methode<\/span><\/h2>\n\n<ul  class=\"appear-on-scroll-children wp-block-list\" >\n<li><em>\u201cW\u00e4re Ihnen eine L\u00f6sung recht, die \u2026?\u201d<\/em><\/li>\n\n\n\n<li><em>\u201cWie interessiert w\u00e4ren Sie Ihrer Meinung nach an einem Upgrade auf \u2026?\u201d<\/em><\/li>\n\n\n\n<li><em>\u201cWie bedeutend w\u00e4re die gesteigerte Produktivit\u00e4t f\u00fcr das Unternehmen\u2026?\u201d<\/em><\/li>\n<\/ul>\n\n<h2  class=\"appear-on-scroll wp-block-heading\" ><span class=\"text\">Vergleichender (und effektiverer) Ansatz<\/span><\/h2>\n\n<ul  class=\"appear-on-scroll-children wp-block-list\" >\n<li><em>\u201cWie interessiert ist Ihr Unternehmen angesichts konkurrierender Ausgabenpriorit\u00e4ten an einem Upgrade auf \u2026?\u201d<\/em><\/li>\n\n\n\n<li><em>\u201cGibt es weitere bedeutende Investitionen oder Modernisierungen, die das Unternehmen erw\u00e4gt? Wie schneiden diese im Vergleich ab (aus Kosten- und Nutzenperspektive? Und aus Sicht der Konsensfindung bei Entscheidungen)?\u201d<\/em>&nbsp;Und<\/li>\n\n\n\n<li><em>\u201cGlauben Sie, dass die Abteilung XYZ zwei bedeutende Ver\u00e4nderungen innerhalb eines Jahres bew\u00e4ltigen kann?\u201d<\/em>&nbsp;usw.<\/li>\n<\/ul>\n\n<p class=\"appear-on-scroll wp-block-paragraph\">Bei der Durchf\u00fchrung einer Due-Diligence-Pr\u00fcfung dieser Art d\u00fcrfen wir nicht au\u00dfer Acht lassen, dass der Wettbewerb um Ausgaben nicht nur zwischen Lieferanten, sondern auch zwischen konkurrierenden Ausgabenkategorien stattfindet. Das Zielunternehmen konkurriert nicht nur um Budgets, sondern auch um Zeit und Aufmerksamkeit und muss Wechselkosten ber\u00fccksichtigen. Dies gilt insbesondere angesichts des Ausma\u00dfes, in dem Technologie und Innovation heute so viele Ausgabenkategorien beeinflussen. Das Kundenunternehmen selbst mag zwar von vielen M\u00f6glichkeiten begeistert sein, kann aber in der Regel deutlich weniger aufnehmen: \u201cWir w\u00fcrden unser Produktionssystem sehr gerne jetzt modernisieren, und mein Chef versucht seit neun Monaten, dies zu begr\u00fcnden. Anscheinend zwingen uns jedoch Vorschriften zu einer umfassenden Modernisierung unseres Kassensystems, und das beansprucht die gesamte Aufmerksamkeit der IT-Abteilung.\u201d<\/p>\n\n<p class=\"appear-on-scroll wp-block-paragraph\">Viele Due-Diligence-Studien und Prognosen zur Marktakzeptanz vernachl\u00e4ssigen diese anderen entscheidenden Wettbewerbsfaktoren. Wenn Sie dies ber\u00fccksichtigen, k\u00f6nnen Sie denselben Fehler vermeiden und realistischer planen (und Strategien entwickeln, um Kundenh\u00fcrden besser zu bew\u00e4ltigen).<\/p>","protected":false},"excerpt":{"rendered":"<p>Viele Fusionen und \u00dcbernahmen sind attraktiv, weil das \u00fcbernommene Unternehmen Aufsehen erregen und Kunden f\u00fcr neue Technologien und ein verbessertes Wertversprechen begeistern kann. Nat\u00fcrlich ist auch das Versprechen von \u2026<\/p>","protected":false},"author":[39],"featured_media":0,"template":"","meta":{"featured_image_background_position":"","promoted":false,"promoted-priority":0,"footnotes":""},"sector":[],"topic":[45,53,50,52,51],"audience":[],"insight-category":[137],"class_list":["post-458","insight","type-insight","status-publish","hentry","topic-adoption","topic-best-practices","topic-growth-rates","topic-switching-costs","topic-value-proposition","insight-category-switching-costs","author-mark-stein"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>001: In Diligence, Competition Between Competing Budget Priorities can be more Important than Competitive Position - Matters Graph<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mattersgraph.com\/de\/insights\/in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"001: In Diligence, Competition Between Competing Budget Priorities can be more Important than Competitive Position - Matters Graph\" \/>\n<meta property=\"og:description\" content=\"Many M&amp;A deals are attractive because the acquisition target company can turn heads and get customers excited about new technology and an enhanced value proposition. 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