{"id":531,"date":"2018-12-30T14:56:19","date_gmt":"2018-12-30T14:56:19","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&p=531"},"modified":"2026-04-09T01:33:51","modified_gmt":"2026-04-09T01:33:51","slug":"timing-the-meeting-the-commercial-due-diligence-partner-meeting-with-management","status":"publish","type":"insight","link":"https:\/\/mattersgraph.com\/es\/insights\/timing-the-meeting-the-commercial-due-diligence-partner-meeting-with-management\/","title":{"rendered":"020: Programaci\u00f3n de la reuni\u00f3n (la reuni\u00f3n del socio de diligencia debida comercial con la gerencia)"},"content":{"rendered":"

Es pr\u00e1ctica habitual que el socio encargado de la debida diligencia comercial asista a la reuni\u00f3n de la direcci\u00f3n. Esto crea contexto y permite al profesional de la debida diligencia obtener una visi\u00f3n de primera mano de lo que la direcci\u00f3n considera m\u00e1s importante.<\/p>\n\n

Pero hemos observado que el ejercicio a menudo se ve comprometido y que existe una manera sencilla de optimizarlo.<\/p><\/div>\n\n

\n\n

Con toda raz\u00f3n, como posible licitador, te re\u00fanes con la gerencia al inicio del proceso. Es una oportunidad obvia e importante para evaluar si vale la pena invertir tu energ\u00eda y recursos, y para poner a prueba algunas de tus ideas o inquietudes iniciales.<\/p>\n\n

Pero en el contexto de diligencia independiente<\/strong>, Es mucho m\u00e1s conveniente posponer una reuni\u00f3n con el socio externo encargado de la debida diligencia durante algunas semanas. Por supuesto, nosotros tambi\u00e9n aprender\u00edamos algo en una reuni\u00f3n temprana, pero confiamos en que, de todos modos, compartir\u00e1n con nosotros los temas clave. Si esperamos a presentarnos la reuni\u00f3n con dos o tres semanas de investigaci\u00f3n comercial a nuestras espaldas, las cosas mejoran.<\/p>\n\n

    \n
  1. En nuestras primeras semanas, estamos m\u00e1s protegidos de lo que dice la gerencia y se nos da espacio para desarrollar una visi\u00f3n verdaderamente independiente y centrada en el cliente. Es importante que seamos independientes, y es muy probable que la gerencia presente una narrativa l\u00f3gica en esta reuni\u00f3n; adem\u00e1s, los banqueros solo permitir\u00e1n las propuestas m\u00e1s atractivas y convincentes. No presentar\u00e1n ideas que puedan refutarse f\u00e1cilmente en el mercado y con los clientes, por lo que el an\u00e1lisis de la trayectoria natural que surja de estas sesiones podr\u00eda estar sesgado hacia un conjunto de ideas positivas. Cuentan con la ventaja informativa y ya han preparado el VDD y los materiales de presentaci\u00f3n de la gerencia con ese fin.<\/li>\n\n\n\n
  2. En unas semanas (despu\u00e9s de realizar un trabajo independiente) tendremos ideas espec\u00edficas (factores positivos y negativos) de clientes, competidores y canales, y poder presionar sobre ellas en una discusi\u00f3n con la gerencia es un paso de diligencia que se debe ejercer. Ser\u00e1 revelador.<\/li>\n\n\n\n
  3. En unas semanas tendremos datos convincentes (es decir, datos y perspectivas de los clientes) y lo haremos.\u00a0poder asesorarte mejor<\/strong>\u00a0sobre lo que no nos convence en nuestra reuni\u00f3n con la gerencia. Juntos, podremos determinar los temas de mayor valor para centrarnos en la debida diligencia continua, para as\u00ed fundamentar mejor la siguiente oferta o etapa del proceso.<\/li>\n<\/ol>\n\n

    No todas las oportunidades permiten una sesi\u00f3n posterior o separada. Sin embargo, la mayor\u00eda de los clientes que buscan programar una segunda reuni\u00f3n unas semanas despu\u00e9s entre la gerencia y nosotros, lo logran. Para entonces, la solicitud y la respuesta constituyen una buena se\u00f1al, y muchos equipos directivos la agradecen, ya que tambi\u00e9n desean contar con un socio de inversi\u00f3n inteligente que pueda impulsar mejoras en el negocio. Si la din\u00e1mica del proceso deja claro que la primera reuni\u00f3n probablemente ser\u00e1 la \u00fanica oportunidad, la participaci\u00f3n del socio de diligencia debida sigue siendo una ventaja significativa. Pero, al analizar otros casos, hemos comprobado que esta reuni\u00f3n diferida es un mejor dise\u00f1o y favorece el proceso de manera m\u00e1s positiva.<\/p>","protected":false},"excerpt":{"rendered":"

    Es pr\u00e1ctica habitual llevar a su socio de due diligence comercial a la reuni\u00f3n de la gerencia. Esto crea contexto y le brinda a su profesional de due diligence una visi\u00f3n de primera mano de lo que la gerencia\u2026<\/p>","protected":false},"author":[39],"featured_media":0,"template":"","meta":{"featured_image_background_position":"","promoted":false,"promoted-priority":0,"footnotes":""},"sector":[],"topic":[53,99],"audience":[],"insight-category":[146],"class_list":["post-531","insight","type-insight","status-publish","hentry","topic-best-practices","topic-diligence-planning","insight-category-diligence-planning","author-mark-stein"],"yoast_head":"\n020: Timing the Meeting (the Commercial Due Diligence Partner Meeting with Management) - 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\/timing-the-meeting-the-commercial-due-diligence-partner-meeting-with-management\/\" \/>\n<meta property=\"og:locale\" content=\"es_MX\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"020: Timing the Meeting (the Commercial Due Diligence Partner Meeting with Management) - Matters Graph\" \/>\n<meta property=\"og:description\" content=\"It is well established practice to bring your commercial due diligence partner to the Management Meeting. 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