{"id":470,"date":"2016-12-27T21:00:58","date_gmt":"2016-12-27T21:00:58","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&p=470"},"modified":"2026-04-09T01:26:48","modified_gmt":"2026-04-09T01:26:48","slug":"a-quick-follow-up-on-market-definitions","status":"publish","type":"insight","link":"https:\/\/mattersgraph.com\/es\/insights\/a-quick-follow-up-on-market-definitions\/","title":{"rendered":"005: Breve repaso de las definiciones de mercado"},"content":{"rendered":"

En uno de nuestros art\u00edculos anteriores, hicimos referencia a la importancia de definir con precisi\u00f3n el mercado en lo que respecta a los requisitos de dimensionamiento del mercado. Seg\u00fan ese art\u00edculo, \u201cEs fundamental contar con definiciones claras en las que todos los miembros del equipo de negociaci\u00f3n est\u00e9n de acuerdo.<\/em>\u201d<\/p>\n\n

Adem\u00e1s de respaldar la estimaci\u00f3n del tama\u00f1o del mercado, una definici\u00f3n clara del mismo ayuda al equipo a comprender mejor el activo objetivo y la oportunidad que representa. Esta definici\u00f3n influir\u00e1 en muchos aspectos importantes de la operaci\u00f3n, como la estrategia de comercializaci\u00f3n, la composici\u00f3n y estructura del equipo directivo, las ventajas y desventajas entre crecimiento y mejora de m\u00e1rgenes, las opciones de crecimiento org\u00e1nico e inorg\u00e1nico, el monto del capital adicional a invertir en el negocio y la presupuestaci\u00f3n funcional.<\/p>\n\n

Dada la importancia de este tema, y la infinidad de errores de proceso y frustraciones innecesarias que he presenciado como asesor externo, quer\u00eda enviar un breve seguimiento a ese art\u00edculo para compartir algunas pautas adicionales sobre las mejores pr\u00e1cticas.<\/p><\/div>\n\n

\n\n

Nuestras recomendaciones (todo el proceso)<\/span><\/h2>\n\n
    \n
  1. Antes de iniciar el trabajo, mantenga una conversaci\u00f3n formal (e incorpore esto a su proceso de trabajo habitual) para determinar si todos los miembros del equipo (y las personas que influyen en la negociaci\u00f3n) definen el mercado de la misma manera.<\/li>\n\n\n\n
  2. No ignores los matices de las diferentes perspectivas. No ocultes las peque\u00f1as o grandes diferencias solo porque todos est\u00e9n corriendo deprisa. Estos matices y la forma en que la gente piensa volver\u00e1n a surgir, sin duda, e impactar\u00e1n en todo, desde la evaluaci\u00f3n del valor del premio hasta la direcci\u00f3n estrat\u00e9gica y t\u00e1ctica para gestionar el activo.<\/li>\n\n\n\n
  3. Si todos est\u00e1n de acuerdo, simplemente den el diligencia debida comercial<\/a> Los asesores deben tener en cuenta la claridad de la definici\u00f3n que usted sostiene, y pueden adoptar un enfoque de confirmaci\u00f3n sencillo (y de menor coste) sobre el tema de la definici\u00f3n y llevar a cabo el ejercicio de dimensionamiento con todas las partes alineadas.<\/li>\n\n\n\n
  4. Por otro lado, si los puntos de vista difieren, es imperativo determinar si las diferencias existen porque:
      \n
    • Sencillamente, se necesita m\u00e1s conversaci\u00f3n para que todos est\u00e9n de acuerdo; o<\/li>\n\n\n\n
    • La cuesti\u00f3n es leg\u00edtimamente compleja y debe resolverse durante la fase de diligencia debida (y su definici\u00f3n deber\u00eda formar parte formalmente del alcance y ser un requisito indispensable para la entrega).<\/li>\n<\/ul><\/li>\n\n\n\n
    • Comunica a todos los miembros del equipo de negociaci\u00f3n la direcci\u00f3n que est\u00e1s tomando para que todos est\u00e9n alineados y las expectativas sean las mismas.<\/li>\n<\/ol>\n\n

      Estos pasos no tomar\u00e1n mucho tiempo, tal vez una hora, y pueden ahorrar cientos de horas (y una cantidad incalculable de dinero) durante el tiempo que usted sea propietario del activo (sin mencionar la frustraci\u00f3n que podr\u00eda sufrir el equipo antes de la transacci\u00f3n). Con la prisa por comenzar a trabajar, esta buena pr\u00e1ctica se suele pasar por alto en medio del ajetreo.<\/p>","protected":false},"excerpt":{"rendered":"

      En uno de nuestros art\u00edculos anteriores, hicimos referencia a la importancia de definir con precisi\u00f3n el mercado en lo que respecta a los requisitos de dimensionamiento del mercado. Seg\u00fan ese art\u00edculo, \u201cTener definiciones claras\u2026<\/p>","protected":false},"author":[39],"featured_media":0,"template":"","meta":{"featured_image_background_position":"","promoted":false,"promoted-priority":0,"footnotes":""},"sector":[],"topic":[63,56],"audience":[],"insight-category":[138],"class_list":["post-470","insight","type-insight","status-publish","hentry","topic-market-definition","topic-market-size","insight-category-market-evaluation","author-mark-stein"],"yoast_head":"\n005: A Quick Follow-up on Market Definitions - 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\/es\/insights\/a-quick-follow-up-on-market-definitions\/\" \/>\n<meta property=\"og:locale\" content=\"es_MX\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"005: A Quick Follow-up on Market Definitions - Matters Graph\" \/>\n<meta property=\"og:description\" content=\"In one of our earlier articles, we referenced how important it is to accurately define the market when it comes to market sizing requirements. 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