{"id":541,"date":"2019-12-26T16:13:44","date_gmt":"2019-12-26T16:13:44","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&p=541"},"modified":"2026-04-09T01:36:44","modified_gmt":"2026-04-09T01:36:44","slug":"dont-wait-for-the-findings-align-on-the-yardstickupfront","status":"publish","type":"insight","link":"https:\/\/mattersgraph.com\/es\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","title":{"rendered":"024: No espere a conocer los resultados, alinee los criterios desde el principio\u2026"},"content":{"rendered":"

Siempre es una carrera contrarreloj: reunir los temas, ponerse de acuerdo sobre lo que m\u00e1s importa y luego poner en marcha las actividades para dise\u00f1ar una encuesta electr\u00f3nica eficaz que complemente las entrevistas para medir los aspectos de la diligencia comercial.<\/p>\n\n

Se reciben los resultados de las encuestas, se redactan los an\u00e1lisis y los borradores de conclusiones, generalmente justo antes de una reuni\u00f3n en la que no solo se re\u00fane el equipo de negociaci\u00f3n, sino tambi\u00e9n el comit\u00e9 de inversiones para dar luz verde (o rechazar) la siguiente licitaci\u00f3n.<\/p>\n\n

Sin embargo, con demasiada frecuencia, las ideas preconcebidas ya est\u00e1n arraigadas (los creyentes ya son creyentes y los esc\u00e9pticos ya son esc\u00e9pticos), y las interpretaciones de los hallazgos pueden modificarse durante los debates para justificar puntos de vista preexistentes. El impulso del trabajo genera un riesgo excesivo de que los datos se interpreten y las implicaciones se distorsionen para respaldar una postura que ya est\u00e1 pr\u00e1cticamente establecida.<\/p><\/div>\n\n

\n\n

El problema es un error de proceso simple (y com\u00fan).<\/p>\n\n

La soluci\u00f3n tambi\u00e9n es sencilla de corregir (y estandarizar).<\/p>\n\n

Lo \u00fanico que hay que hacer es que todos los miembros del equipo de negociaci\u00f3n y un subconjunto apropiado del comit\u00e9 de inversi\u00f3n respondan la encuesta, antes de implementarla con la siguiente instrucci\u00f3n:<\/p>\n\n

    \n
  1. Responda las preguntas cr\u00edticas de la encuesta con la respuesta umbral que necesita ver para creer que esta es una inversi\u00f3n inteligente.<\/li>\n\n\n\n
  2. Analicen los resultados del equipo, re\u00fananse para discutirlos (e incluyan al proveedor externo de la auditor\u00eda en la discusi\u00f3n para que escuche los argumentos) y preacuerden qu\u00e9 debe ser cierto para aumentar el entusiasmo por el acuerdo.\u00a0Establece tus criterios de medici\u00f3n\u2026por adelantado<\/em><\/strong><\/li>\n\n\n\n
  3. Cuando se reciban los datos de las encuestas a clientes y\/o canales, aseg\u00farese de que la presentaci\u00f3n de los resultados del mercado aparezca junto con los umbrales acordados para cada pregunta clave.<\/li>\n\n\n\n
  4. Impulsar un an\u00e1lisis y un debate en torno a\u2026
      \n
    1. Por qu\u00e9 los resultados difirieron de los umbrales; y<\/li>\n\n\n\n
    2. Si hay buenas razones para creer que cualquier delta presenta una oportunidad de generaci\u00f3n de valor en lugar de un argumento s\u00f3lido para abandonar el proyecto<\/li>\n<\/ol><\/li>\n<\/ol>\n\n

      Esta buena pr\u00e1ctica propiciar\u00e1 un debate m\u00e1s enriquecedor una vez que se conozcan los resultados de la investigaci\u00f3n y afianzar\u00e1 una mayor objetividad en el equipo, impulsando as\u00ed la eficacia anal\u00edtica y una mayor eficiencia durante la fase del proceso que genera mayor estr\u00e9s y (a menudo) frustraci\u00f3n.<\/p>","protected":false},"excerpt":{"rendered":"

      Siempre es una carrera contrarreloj: reunir los temas, ponerse de acuerdo sobre lo que m\u00e1s importa y luego desplegar las actividades para lograr una estrategia electr\u00f3nica eficaz\u2026<\/p>","protected":false},"author":[39],"featured_media":0,"template":"","meta":{"featured_image_background_position":"","promoted":false,"promoted-priority":0,"footnotes":""},"sector":[],"topic":[53],"audience":[],"insight-category":[146],"class_list":["post-541","insight","type-insight","status-publish","hentry","topic-best-practices","insight-category-diligence-planning","author-mark-stein"],"yoast_head":"\n024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront - 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\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/\" \/>\n<meta property=\"og:locale\" content=\"es_MX\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront - Matters Graph\" \/>\n<meta property=\"og:description\" content=\"It\u2019s always a bit too much of a race \u2013 to pull together the issues, align on what matters most, and then deploy the activities to nail an effective electronic …\" \/>\n<meta property=\"og:url\" content=\"https:\/\/mattersgraph.com\/es\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/\" \/>\n<meta property=\"og:site_name\" content=\"GRAPH Strategy LLC\" \/>\n<meta property=\"article:modified_time\" content=\"2026-04-09T01:36:44+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/mattersgraph.com\/wp-content\/uploads\/2026\/04\/MG-DEFAULT-IMAGE.png\" \/>\n\t<meta property=\"og:image:width\" content=\"2400\" \/>\n\t<meta property=\"og:image:height\" content=\"1350\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Tiempo de lectura\" \/>\n\t<meta name=\"twitter:data1\" content=\"2 minutos\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/insights\\\/dont-wait-for-the-findings-align-on-the-yardstickupfront\\\/\",\"url\":\"https:\\\/\\\/mattersgraph.com\\\/insights\\\/dont-wait-for-the-findings-align-on-the-yardstickupfront\\\/\",\"name\":\"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront - Matters Graph\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#website\"},\"datePublished\":\"2019-12-26T16:13:44+00:00\",\"dateModified\":\"2026-04-09T01:36:44+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/insights\\\/dont-wait-for-the-findings-align-on-the-yardstickupfront\\\/#breadcrumb\"},\"inLanguage\":\"es\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/mattersgraph.com\\\/insights\\\/dont-wait-for-the-findings-align-on-the-yardstickupfront\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/insights\\\/dont-wait-for-the-findings-align-on-the-yardstickupfront\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/mattersgraph.com\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Insights\",\"item\":\"https:\\\/\\\/mattersgraph.com\\\/insights\\\/all\\\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#website\",\"url\":\"https:\\\/\\\/mattersgraph.com\\\/\",\"name\":\"Matters Graph\",\"description\":\"Matters Graph is a specialist buy-side-focused consultancy that provides objective fact-based commercial due diligence and value gen support for private equity and private lender clients.\",\"publisher\":{\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/mattersgraph.com\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"es\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#organization\",\"name\":\"Matters Graph\",\"url\":\"https:\\\/\\\/mattersgraph.com\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"es\",\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/mattersgraph.com\\\/wp-content\\\/uploads\\\/2026\\\/07\\\/MattersGraph_Stacked_Logo_CMYK_Orange-1-scaled.png\",\"contentUrl\":\"https:\\\/\\\/mattersgraph.com\\\/wp-content\\\/uploads\\\/2026\\\/07\\\/MattersGraph_Stacked_Logo_CMYK_Orange-1-scaled.png\",\"width\":3840,\"height\":1650,\"caption\":\"Matters Graph\"},\"image\":{\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/www.linkedin.com\\\/company\\\/matters-graph\\\/about\\\/\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront - Matters Graph","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/mattersgraph.com\/es\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","og_locale":"es_MX","og_type":"article","og_title":"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront - Matters Graph","og_description":"It\u2019s always a bit too much of a race \u2013 to pull together the issues, align on what matters most, and then deploy the activities to nail an effective electronic …","og_url":"https:\/\/mattersgraph.com\/es\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","og_site_name":"GRAPH Strategy LLC","article_modified_time":"2026-04-09T01:36:44+00:00","og_image":[{"width":2400,"height":1350,"url":"https:\/\/mattersgraph.com\/wp-content\/uploads\/2026\/04\/MG-DEFAULT-IMAGE.png","type":"image\/png"}],"twitter_card":"summary_large_image","twitter_misc":{"Tiempo de lectura":"2 minutos"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/mattersgraph.com\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","url":"https:\/\/mattersgraph.com\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","name":"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront - Matters Graph","isPartOf":{"@id":"https:\/\/mattersgraph.com\/#website"},"datePublished":"2019-12-26T16:13:44+00:00","dateModified":"2026-04-09T01:36:44+00:00","breadcrumb":{"@id":"https:\/\/mattersgraph.com\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/#breadcrumb"},"inLanguage":"es","potentialAction":[{"@type":"ReadAction","target":["https:\/\/mattersgraph.com\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/mattersgraph.com\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/mattersgraph.com\/"},{"@type":"ListItem","position":2,"name":"Insights","item":"https:\/\/mattersgraph.com\/insights\/all\/"},{"@type":"ListItem","position":3,"name":"024: Don\u2019t Wait for the Findings, Align on the Yardstick\u2026Upfront"}]},{"@type":"WebSite","@id":"https:\/\/mattersgraph.com\/#website","url":"https:\/\/mattersgraph.com\/","name":"Gr\u00e1fico de asuntos","description":"Matters Graph es una consultora especializada centrada en el lado comprador que proporciona servicios objetivos de diligencia debida comercial basados en hechos, as\u00ed como apoyo para la generaci\u00f3n de valor a clientes de capital privado y prestamistas privados.","publisher":{"@id":"https:\/\/mattersgraph.com\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/mattersgraph.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"es"},{"@type":"Organization","@id":"https:\/\/mattersgraph.com\/#organization","name":"Gr\u00e1fico de asuntos","url":"https:\/\/mattersgraph.com\/","logo":{"@type":"ImageObject","inLanguage":"es","@id":"https:\/\/mattersgraph.com\/#\/schema\/logo\/image\/","url":"https:\/\/mattersgraph.com\/wp-content\/uploads\/2026\/07\/MattersGraph_Stacked_Logo_CMYK_Orange-1-scaled.png","contentUrl":"https:\/\/mattersgraph.com\/wp-content\/uploads\/2026\/07\/MattersGraph_Stacked_Logo_CMYK_Orange-1-scaled.png","width":3840,"height":1650,"caption":"Matters Graph"},"image":{"@id":"https:\/\/mattersgraph.com\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.linkedin.com\/company\/matters-graph\/about\/"]}]}},"_links":{"self":[{"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/insight\/541","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/insight"}],"about":[{"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/types\/insight"}],"version-history":[{"count":2,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/insight\/541\/revisions"}],"predecessor-version":[{"id":1473,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/insight\/541\/revisions\/1473"}],"wp:attachment":[{"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/media?parent=541"}],"wp:term":[{"taxonomy":"sector","embeddable":true,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/sector?post=541"},{"taxonomy":"topic","embeddable":true,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/topic?post=541"},{"taxonomy":"audience","embeddable":true,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/audience?post=541"},{"taxonomy":"insight-category","embeddable":true,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/insight-category?post=541"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/mattersgraph.com\/es\/wp-json\/wp\/v2\/author?post=541"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}