{"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\/fr\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","title":{"rendered":"024\u00a0: N\u2019attendez pas les r\u00e9sultats, alignez-vous sur les m\u00eames crit\u00e8res\u2026 d\u00e8s le d\u00e9part"},"content":{"rendered":"

C'est toujours un peu la course contre la montre : rassembler les probl\u00e8mes, s'accorder sur ce qui compte le plus, puis d\u00e9ployer les activit\u00e9s pour \u00e9laborer une enqu\u00eate \u00e9lectronique efficace qui compl\u00e8te les entretiens afin de mesurer les aspects li\u00e9s \u00e0 la diligence commerciale.<\/p>\n\n

Les r\u00e9sultats de l'enqu\u00eate arrivent, les analyses et les conclusions pr\u00e9liminaires sont r\u00e9dig\u00e9es \u2013 g\u00e9n\u00e9ralement juste avant une r\u00e9union non seulement de l'\u00e9quipe charg\u00e9e de l'op\u00e9ration, mais aussi du comit\u00e9 d'investissement, pour donner le feu vert (ou rejeter) \u00e0 la prochaine offre publique d'achat.<\/p>\n\n

Trop souvent, cependant, les mentalit\u00e9s sont d\u00e9j\u00e0 fig\u00e9es (les croyants sont d\u00e9j\u00e0 croyants et les sceptiques sont d\u00e9j\u00e0 sceptiques), et l'interpr\u00e9tation des r\u00e9sultats peut \u00eatre modifi\u00e9e au cours des discussions pour justifier des opinions pr\u00e9existantes. La dynamique des travaux engendre un risque trop important que les donn\u00e9es soient interpr\u00e9t\u00e9es et leurs implications d\u00e9form\u00e9es pour \u00e9tayer une th\u00e8se d\u00e9j\u00e0 largement ancr\u00e9e.<\/p><\/div>\n\n

\n\n

Il s'agit d'une simple (et courante) erreur de processus.<\/p>\n\n

La correction est \u00e9galement simple \u00e0 mettre en \u0153uvre (et \u00e0 standardiser).<\/p>\n\n

Il suffit de faire en sorte que chaque membre de l'\u00e9quipe charg\u00e9e de l'op\u00e9ration et un sous-ensemble appropri\u00e9 du comit\u00e9 d'investissement r\u00e9pondent au questionnaire \u2013 avant de le diffuser avec les instructions suivantes\u00a0:<\/p>\n\n

    \n
  1. R\u00e9pondez aux questions essentielles du sondage en indiquant le seuil de r\u00e9ponse que vous jugez n\u00e9cessaire pour consid\u00e9rer cet investissement comme judicieux.<\/li>\n\n\n\n
  2. Analysez les r\u00e9sultats de l'\u00e9quipe, asseyez-vous et discutez-en (en incluant le prestataire externe charg\u00e9 de l'audit pr\u00e9alable dans la discussion afin qu'il entende les arguments) et d\u00e9finissez au pr\u00e9alable ce qui doit \u00eatre vrai pour susciter l'enthousiasme autour de l'op\u00e9ration.\u00a0D\u00e9finissez vos crit\u00e8res\u2026d'embl\u00e9e<\/em><\/strong><\/li>\n\n\n\n
  3. Lorsque les donn\u00e9es issues des enqu\u00eates aupr\u00e8s des clients et\/ou des canaux de distribution sont disponibles, assurez-vous que la pr\u00e9sentation des r\u00e9sultats du march\u00e9 apparaisse en parall\u00e8le des seuils convenus pour chaque question cl\u00e9.<\/li>\n\n\n\n
  4. Animer une analyse et une discussion autour de\u2026
      \n
    1. Pourquoi les r\u00e9sultats diff\u00e9raient-ils des seuils\u00a0; et<\/li>\n\n\n\n
    2. S\u2019il existe de bonnes raisons de croire que tout \u00e9cart repr\u00e9sente une opportunit\u00e9 de cr\u00e9ation de valeur plut\u00f4t qu\u2019un argument convaincant pour se retirer.<\/li>\n<\/ol><\/li>\n<\/ol>\n\n

      Cette bonne pratique permettra d'enrichir la discussion une fois les r\u00e9sultats de la recherche connus et ancrera l'\u00e9quipe dans une objectivit\u00e9 encore plus grande, favorisant ainsi l'efficacit\u00e9 analytique et une plus grande efficience durant la phase du processus qui est la plus stressante et (souvent) la plus frustrante.<\/p>","protected":false},"excerpt":{"rendered":"

      C'est toujours un peu la course \u2013 pour rassembler les probl\u00e8mes, s'accorder sur ce qui compte le plus, puis d\u00e9ployer les activit\u00e9s pour r\u00e9ussir une strat\u00e9gie \u00e9lectronique efficace\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\/fr\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\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\/fr\/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=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data1\" content=\"2 minutes\" \/>\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\":\"fr-FR\",\"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\":\"fr-FR\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/mattersgraph.com\\\/#organization\",\"name\":\"Matters Graph\",\"url\":\"https:\\\/\\\/mattersgraph.com\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@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\/fr\/insights\/dont-wait-for-the-findings-align-on-the-yardstickupfront\/","og_locale":"fr_FR","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\/fr\/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":{"Dur\u00e9e de lecture estim\u00e9e":"2 minutes"},"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":"fr-FR","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":"Graphique des mati\u00e8res","description":"Matters Graph est un cabinet de conseil sp\u00e9cialis\u00e9, ax\u00e9 sur les acheteurs, qui fournit des services de v\u00e9rification pr\u00e9alable commerciale objective et factuelle ainsi qu'un soutien \u00e0 la cr\u00e9ation de valeur pour les clients de capital-investissement et de pr\u00eateurs priv\u00e9s.","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":"fr-FR"},{"@type":"Organization","@id":"https:\/\/mattersgraph.com\/#organization","name":"Graphique des mati\u00e8res","url":"https:\/\/mattersgraph.com\/","logo":{"@type":"ImageObject","inLanguage":"fr-FR","@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\/fr\/wp-json\/wp\/v2\/insight\/541","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/insight"}],"about":[{"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/types\/insight"}],"version-history":[{"count":2,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/insight\/541\/revisions"}],"predecessor-version":[{"id":1473,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/insight\/541\/revisions\/1473"}],"wp:attachment":[{"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/media?parent=541"}],"wp:term":[{"taxonomy":"sector","embeddable":true,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/sector?post=541"},{"taxonomy":"topic","embeddable":true,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/topic?post=541"},{"taxonomy":"audience","embeddable":true,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/audience?post=541"},{"taxonomy":"insight-category","embeddable":true,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/insight-category?post=541"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/mattersgraph.com\/fr\/wp-json\/wp\/v2\/author?post=541"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}