{"id":2743,"date":"2026-07-15T04:04:22","date_gmt":"2026-07-15T04:04:22","guid":{"rendered":"https:\/\/arvenbrokers.mx\/?p=2743"},"modified":"2026-07-15T04:07:53","modified_gmt":"2026-07-15T04:07:53","slug":"como-identificar-clientes-de-alto-riesgo-antes-de-venderles","status":"publish","type":"post","link":"https:\/\/arvenbrokers.mx\/en\/como-identificar-clientes-de-alto-riesgo-antes-de-venderles\/","title":{"rendered":"C\u00f3mo identificar clientes de alto riesgo antes de venderles"},"content":{"rendered":"<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_8e7e9d-13, .wp-block-kadence-advancedheading.kt-adv-heading2743_8e7e9d-13[data-kb-block=\"kb-adv-heading2743_8e7e9d-13\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_8e7e9d-13 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_8e7e9d-13[data-kb-block=\"kb-adv-heading2743_8e7e9d-13\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_8e7e9d-13 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_8e7e9d-13[data-kb-block=\"kb-adv-heading2743_8e7e9d-13\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_8e7e9d-13 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_8e7e9d-13\">Una venta puede ser rentable y aun as\u00ed poner presi\u00f3n sobre el negocio<\/h2>\n\n\n<style>.kb-row-layout-id2743_c2010a-fe > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_c2010a-fe > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_c2010a-fe > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_c2010a-fe > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_c2010a-fe > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_c2010a-fe > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_c2010a-fe alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_b84514-98 > .kt-inside-inner-col,.kadence-column2743_b84514-98 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_b84514-98 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_b84514-98 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_b84514-98 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_b84514-98 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_b84514-98{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_b84514-98 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_b84514-98 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_b84514-98\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_a9b4d4-00, .wp-block-kadence-advancedheading.kt-adv-heading2743_a9b4d4-00[data-kb-block=\"kb-adv-heading2743_a9b4d4-00\"]{font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_a9b4d4-00 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_a9b4d4-00[data-kb-block=\"kb-adv-heading2743_a9b4d4-00\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_a9b4d4-00 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_a9b4d4-00[data-kb-block=\"kb-adv-heading2743_a9b4d4-00\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_a9b4d4-00 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_a9b4d4-00\">Cerrar una operaci\u00f3n con un cliente nuevo suele verse como una buena noticia. Sin embargo, cuando la venta se realiza a cr\u00e9dito, el ingreso todav\u00eda no est\u00e1 en la caja: depende de que la contraparte pague en el plazo acordado.<br>Identificar clientes de alto riesgo antes de venderles no significa desconfiar de toda oportunidad ni endurecer indiscriminadamente las condiciones comerciales. Significa reconocer que una venta solo se completa cuando el pago se recibe.<br>Una empresa puede crecer en facturaci\u00f3n y, al mismo tiempo, deteriorar su liquidez si incorpora clientes sin revisar su capacidad de pago, su comportamiento comercial y el nivel de exposici\u00f3n que representa cada cuenta.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kadence-column2743_6d1af5-7a > .kt-inside-inner-col,.kadence-column2743_6d1af5-7a > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_6d1af5-7a > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_6d1af5-7a > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_6d1af5-7a > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_6d1af5-7a > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_6d1af5-7a{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_6d1af5-7a > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_6d1af5-7a > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_6d1af5-7a\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-image.kb-image2743_258faf-a1:not(.kb-specificity-added):not(.kb-extra-specificity-added){margin-bottom:0px;}.kb-image2743_258faf-a1 .kb-image-has-overlay:after{opacity:0.3;}<\/style>\n<div class=\"wp-block-kadence-image kb-image2743_258faf-a1\"><figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven-1024x576.webp\" alt=\"Ejecutivo analizando informaci\u00f3n para identificar clientes de alto riesgo antes de vender a cr\u00e9dito.\" class=\"kb-img wp-image-2761\" srcset=\"https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven-1024x576.webp 1024w, https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven-300x169.webp 300w, https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven-768x432.webp 768w, https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven-1536x864.webp 1536w, https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven-18x10.webp 18w, https:\/\/arvenbrokers.mx\/wp-content\/uploads\/2026\/07\/identificar-clientes-alto-riesgo-ventas-credito-arven.webp 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n<\/div><\/div>\n\n\n<style>.kb-row-layout-id2743_e3f245-1d > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_e3f245-1d > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_e3f245-1d > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_e3f245-1d > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_e3f245-1d > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_e3f245-1d > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_e3f245-1d alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_28a59c-f3 > .kt-inside-inner-col,.kadence-column2743_28a59c-f3 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_28a59c-f3 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_28a59c-f3 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_28a59c-f3 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_28a59c-f3 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_28a59c-f3{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_28a59c-f3 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_28a59c-f3 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_28a59c-f3\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_15aae2-81, .wp-block-kadence-advancedheading.kt-adv-heading2743_15aae2-81[data-kb-block=\"kb-adv-heading2743_15aae2-81\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_15aae2-81 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_15aae2-81[data-kb-block=\"kb-adv-heading2743_15aae2-81\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_15aae2-81 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_15aae2-81[data-kb-block=\"kb-adv-heading2743_15aae2-81\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_15aae2-81 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_15aae2-81\">El problema no suele estar en la venta<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_48d3e1-e9, .wp-block-kadence-advancedheading.kt-adv-heading2743_48d3e1-e9[data-kb-block=\"kb-adv-heading2743_48d3e1-e9\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_48d3e1-e9 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_48d3e1-e9[data-kb-block=\"kb-adv-heading2743_48d3e1-e9\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_48d3e1-e9 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_48d3e1-e9[data-kb-block=\"kb-adv-heading2743_48d3e1-e9\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_48d3e1-e9 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_48d3e1-e9\">La mayor\u00eda de las empresas no enfrenta dificultades por vender m\u00e1s, sino por asumir mayores montos de riesgo bajo los mismos controles que utilizaban cuando la operaci\u00f3n era mucho m\u00e1s peque\u00f1a.<br>Es com\u00fan que el crecimiento ocurra antes que la profesionalizaci\u00f3n de ciertos procesos. Se incrementan los plazos de cr\u00e9dito, se incorporan nuevos clientes y aumenta la concentraci\u00f3n de cuentas por cobrar, mientras la estructura de an\u00e1lisis y protecci\u00f3n permanece pr\u00e1cticamente igual.<br>El resultado es una operaci\u00f3n m\u00e1s grande, pero no necesariamente m\u00e1s s\u00f3lida.<\/p>\n<\/div><\/div>\n\n\n<style>.kadence-column2743_60943a-e5 > .kt-inside-inner-col,.kadence-column2743_60943a-e5 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_60943a-e5 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_60943a-e5 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_60943a-e5 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_60943a-e5 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_60943a-e5{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_60943a-e5 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_60943a-e5 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_60943a-e5\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_46a3a4-16, .wp-block-kadence-advancedheading.kt-adv-heading2743_46a3a4-16[data-kb-block=\"kb-adv-heading2743_46a3a4-16\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_46a3a4-16 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_46a3a4-16[data-kb-block=\"kb-adv-heading2743_46a3a4-16\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_46a3a4-16 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_46a3a4-16[data-kb-block=\"kb-adv-heading2743_46a3a4-16\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_46a3a4-16 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_46a3a4-16\">La evaluaci\u00f3n no deber\u00eda comenzar cuando aparece el atraso<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_528b25-5f, .wp-block-kadence-advancedheading.kt-adv-heading2743_528b25-5f[data-kb-block=\"kb-adv-heading2743_528b25-5f\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_528b25-5f mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_528b25-5f[data-kb-block=\"kb-adv-heading2743_528b25-5f\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_528b25-5f img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_528b25-5f[data-kb-block=\"kb-adv-heading2743_528b25-5f\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_528b25-5f wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_528b25-5f\">Con frecuencia, el an\u00e1lisis de un cliente empieza despu\u00e9s de la primera factura vencida. Para entonces, la empresa ya entreg\u00f3 el producto, prest\u00f3 el servicio o comprometi\u00f3 recursos para cumplir el contrato.<br>La revisi\u00f3n m\u00e1s \u00fatil ocurre antes de autorizar el cr\u00e9dito. En esa etapa todav\u00eda es posible ajustar el monto, reducir el plazo, solicitar garant\u00edas o decidir que la operaci\u00f3n no corresponde al nivel de riesgo que la empresa puede asumir.<br>No todos los retrasos pueden preverse, pero muchas se\u00f1ales s\u00ed est\u00e1n disponibles antes de la venta. El problema suele ser que el entusiasmo comercial pesa m\u00e1s que la disciplina financiera.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_79de92-9c > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_79de92-9c > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_79de92-9c > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_79de92-9c > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_79de92-9c > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_79de92-9c > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_79de92-9c alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_5c042a-fc > .kt-inside-inner-col,.kadence-column2743_5c042a-fc > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_5c042a-fc > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_5c042a-fc > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_5c042a-fc > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_5c042a-fc > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_5c042a-fc{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_5c042a-fc > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_5c042a-fc > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_5c042a-fc\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_f96fa9-fc, .wp-block-kadence-advancedheading.kt-adv-heading2743_f96fa9-fc[data-kb-block=\"kb-adv-heading2743_f96fa9-fc\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_f96fa9-fc mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_f96fa9-fc[data-kb-block=\"kb-adv-heading2743_f96fa9-fc\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_f96fa9-fc img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_f96fa9-fc[data-kb-block=\"kb-adv-heading2743_f96fa9-fc\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_f96fa9-fc wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_f96fa9-fc\">Se\u00f1ales que justifican una revisi\u00f3n m\u00e1s profunda<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_160df0-99, .wp-block-kadence-advancedheading.kt-adv-heading2743_160df0-99[data-kb-block=\"kb-adv-heading2743_160df0-99\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_160df0-99 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_160df0-99[data-kb-block=\"kb-adv-heading2743_160df0-99\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_160df0-99 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_160df0-99[data-kb-block=\"kb-adv-heading2743_160df0-99\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_160df0-99 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_160df0-99\">Un solo indicador no convierte autom\u00e1ticamente a una empresa en un mal cliente. Lo relevante es observar el conjunto y entender si existen inconsistencias entre el tama\u00f1o de la operaci\u00f3n solicitada y la capacidad real de la contraparte.<br>Algunas se\u00f1ales que requieren mayor atenci\u00f3n son:<\/p>\n\n\n<style>.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_69731b-01:not(.this-stops-third-party-issues){margin-top:0px;margin-bottom:0px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_69731b-01 ul.kt-svg-icon-list:not(.this-prevents-issues):not(.this-stops-third-party-issues):not(.tijsloc){margin-top:0px;margin-right:0px;margin-bottom:var(--global-kb-spacing-sm, 1.5rem);margin-left:0px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_69731b-01 ul.kt-svg-icon-list{grid-row-gap:5px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_69731b-01 .kb-svg-icon-wrap{color:var(--global-palette1, #3182CE);}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_69731b-01 ul.kt-svg-icon-list .kt-svg-icon-list-item-wrap .kt-svg-icon-list-single{margin-right:10px;}.kt-svg-icon-list-items2743_69731b-01 ul.kt-svg-icon-list .kt-svg-icon-list-level-0 .kt-svg-icon-list-single svg{font-size:20px;}<\/style>\n<div class=\"wp-block-kadence-iconlist kt-svg-icon-list-items kt-svg-icon-list-items2743_69731b-01 kt-svg-icon-list-columns-1 alignnone kt-list-icon-aligntop\"><ul class=\"kt-svg-icon-list\"><style>.kt-svg-icon-list-item-2743_f3a537-f5 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_f3a537-f5\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Informaci\u00f3n financiera incompleta, desactualizada o dif\u00edcil de comprobar.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_fc6180-68 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_fc6180-68\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Solicitud de plazos superiores a los habituales sin una raz\u00f3n operativa clara.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_c94d02-36 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_c94d02-36\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Cambios frecuentes en condiciones, contactos o datos de facturaci\u00f3n.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_cacb3d-ab .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_cacb3d-ab\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Historial de retrasos, controversias o compromisos incumplidos.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_77ffb2-50 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_77ffb2-50\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Dependencia excesiva de pocos proyectos, clientes o fuentes de ingreso.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_938bfe-04 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_938bfe-04\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Resistencia a proporcionar referencias comerciales o documentaci\u00f3n b\u00e1sica.<\/span><\/li>\n<\/ul><\/div>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_3b72f3-48, .wp-block-kadence-advancedheading.kt-adv-heading2743_3b72f3-48[data-kb-block=\"kb-adv-heading2743_3b72f3-48\"]{font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_3b72f3-48 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_3b72f3-48[data-kb-block=\"kb-adv-heading2743_3b72f3-48\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_3b72f3-48 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_3b72f3-48[data-kb-block=\"kb-adv-heading2743_3b72f3-48\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_3b72f3-48 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_3b72f3-48\">Estas condiciones no siempre justifican rechazar la venta. S\u00ed indican que autorizarla bajo los t\u00e9rminos habituales puede ser insuficiente.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_4df26d-10 > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_4df26d-10 > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_4df26d-10 > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_4df26d-10 > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_4df26d-10 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_4df26d-10 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_4df26d-10 alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col,.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_c5b42c-a6{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_c5b42c-a6 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_c5b42c-a6\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_68c76c-c6, .wp-block-kadence-advancedheading.kt-adv-heading2743_68c76c-c6[data-kb-block=\"kb-adv-heading2743_68c76c-c6\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_68c76c-c6 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_68c76c-c6[data-kb-block=\"kb-adv-heading2743_68c76c-c6\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_68c76c-c6 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_68c76c-c6[data-kb-block=\"kb-adv-heading2743_68c76c-c6\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_68c76c-c6 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_68c76c-c6\">El tama\u00f1o del pedido cambia la lectura del riesgo<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_e031cb-da, .wp-block-kadence-advancedheading.kt-adv-heading2743_e031cb-da[data-kb-block=\"kb-adv-heading2743_e031cb-da\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_e031cb-da mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_e031cb-da[data-kb-block=\"kb-adv-heading2743_e031cb-da\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_e031cb-da img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_e031cb-da[data-kb-block=\"kb-adv-heading2743_e031cb-da\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_e031cb-da wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_e031cb-da\">Un cliente puede tener una trayectoria aceptable y, aun as\u00ed, representar una exposici\u00f3n elevada si solicita una operaci\u00f3n muy superior a su comportamiento hist\u00f3rico.<br>Por eso, evaluar \u00fanicamente si la empresa existe, tiene ventas o ha pagado anteriormente ofrece una visi\u00f3n parcial. Tambi\u00e9n debe analizarse cu\u00e1nto se pretende venderle, durante cu\u00e1nto tiempo quedar\u00e1 abierta la cuenta y qu\u00e9 porcentaje de la cartera representar\u00e1.<br>Una operaci\u00f3n moderada puede resultar manejable dentro de la capacidad financiera del proveedor. La misma contraparte, con un l\u00edmite de cr\u00e9dito mucho mayor, puede convertirse en una concentraci\u00f3n dif\u00edcil de absorber.<br>El riesgo no depende exclusivamente de qui\u00e9n compra. Tambi\u00e9n depende de cu\u00e1nto se le vende y bajo qu\u00e9 condiciones.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_cf74c1-40 > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_cf74c1-40 > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_cf74c1-40 > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_cf74c1-40 > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_cf74c1-40 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_cf74c1-40 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_cf74c1-40 alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_35e19f-fa > .kt-inside-inner-col,.kadence-column2743_35e19f-fa > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_35e19f-fa > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_35e19f-fa > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_35e19f-fa > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_35e19f-fa > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_35e19f-fa{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_35e19f-fa > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_35e19f-fa > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_35e19f-fa\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_0cdfd5-44, .wp-block-kadence-advancedheading.kt-adv-heading2743_0cdfd5-44[data-kb-block=\"kb-adv-heading2743_0cdfd5-44\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_0cdfd5-44 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_0cdfd5-44[data-kb-block=\"kb-adv-heading2743_0cdfd5-44\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_0cdfd5-44 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_0cdfd5-44[data-kb-block=\"kb-adv-heading2743_0cdfd5-44\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_0cdfd5-44 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_0cdfd5-44\">La presi\u00f3n comercial puede distorsionar la decisi\u00f3n<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_cbd0be-01, .wp-block-kadence-advancedheading.kt-adv-heading2743_cbd0be-01[data-kb-block=\"kb-adv-heading2743_cbd0be-01\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_cbd0be-01 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_cbd0be-01[data-kb-block=\"kb-adv-heading2743_cbd0be-01\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_cbd0be-01 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_cbd0be-01[data-kb-block=\"kb-adv-heading2743_cbd0be-01\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_cbd0be-01 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_cbd0be-01\">Cuando existe una meta de ventas, un proyecto importante o la posibilidad de entrar a una cuenta estrat\u00e9gica, es f\u00e1cil tratar la evaluaci\u00f3n de cr\u00e9dito como un obst\u00e1culo que debe resolverse r\u00e1pidamente.<br>Esa presi\u00f3n puede llevar a aprobar excepciones sin documentaci\u00f3n suficiente, ampliar plazos para cerrar la operaci\u00f3n o aceptar condiciones que normalmente no pasar\u00edan el filtro financiero.<br>Ventas y finanzas no deber\u00edan trabajar desde posiciones opuestas. El objetivo com\u00fan es concretar operaciones que generen ingresos y que tengan una probabilidad razonable de convertirse en efectivo.<br>Una venta que compromete margen, liquidez y tiempo de cobranza puede sumar facturaci\u00f3n, pero no necesariamente valor.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_5b3640-e8 > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_5b3640-e8 > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_5b3640-e8 > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_5b3640-e8 > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_5b3640-e8 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_5b3640-e8 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_5b3640-e8 alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_48e447-7b > .kt-inside-inner-col,.kadence-column2743_48e447-7b > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_48e447-7b > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_48e447-7b > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_48e447-7b > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_48e447-7b > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_48e447-7b{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_48e447-7b > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_48e447-7b > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_48e447-7b\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_9de279-7b, .wp-block-kadence-advancedheading.kt-adv-heading2743_9de279-7b[data-kb-block=\"kb-adv-heading2743_9de279-7b\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_9de279-7b mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_9de279-7b[data-kb-block=\"kb-adv-heading2743_9de279-7b\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_9de279-7b img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_9de279-7b[data-kb-block=\"kb-adv-heading2743_9de279-7b\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_9de279-7b wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_9de279-7b\">Qu\u00e9 conviene revisar antes de autorizar el cr\u00e9dito<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_a9c089-ea, .wp-block-kadence-advancedheading.kt-adv-heading2743_a9c089-ea[data-kb-block=\"kb-adv-heading2743_a9c089-ea\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_a9c089-ea mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_a9c089-ea[data-kb-block=\"kb-adv-heading2743_a9c089-ea\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_a9c089-ea img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_a9c089-ea[data-kb-block=\"kb-adv-heading2743_a9c089-ea\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_a9c089-ea wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_a9c089-ea\">La profundidad del an\u00e1lisis debe guardar proporci\u00f3n con el monto y la relevancia de la operaci\u00f3n. No todas las ventas necesitan el mismo proceso, pero las decisiones importantes no deber\u00edan depender \u00fanicamente de referencias informales o de la percepci\u00f3n del equipo comercial.<br>Antes de definir un l\u00edmite y un plazo, conviene revisar:<\/p>\n\n\n<style>.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_f601a2-6a:not(.this-stops-third-party-issues){margin-top:0px;margin-bottom:0px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_f601a2-6a ul.kt-svg-icon-list:not(.this-prevents-issues):not(.this-stops-third-party-issues):not(.tijsloc){margin-top:0px;margin-right:0px;margin-bottom:var(--global-kb-spacing-sm, 1.5rem);margin-left:0px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_f601a2-6a ul.kt-svg-icon-list{grid-row-gap:5px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_f601a2-6a .kb-svg-icon-wrap{color:var(--global-palette1, #3182CE);}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_f601a2-6a ul.kt-svg-icon-list .kt-svg-icon-list-item-wrap .kt-svg-icon-list-single{margin-right:10px;}.kt-svg-icon-list-items2743_f601a2-6a ul.kt-svg-icon-list .kt-svg-icon-list-level-0 .kt-svg-icon-list-single svg{font-size:20px;}<\/style>\n<div class=\"wp-block-kadence-iconlist kt-svg-icon-list-items kt-svg-icon-list-items2743_f601a2-6a kt-svg-icon-list-columns-1 alignnone kt-list-icon-aligntop\"><ul class=\"kt-svg-icon-list\"><style>.kt-svg-icon-list-item-2743_13c42e-46 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_13c42e-46\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">La situaci\u00f3n financiera y el comportamiento de pago del cliente.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_c9ded9-93 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_c9ded9-93\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">El monto de exposici\u00f3n que la empresa puede absorber.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_c5af2a-c3 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_c5af2a-c3\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">La concentraci\u00f3n que generar\u00e1 dentro de la cartera total.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_e06a20-d7 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_e06a20-d7\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Las condiciones contractuales y los mecanismos de cobro disponibles.<\/span><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_718504-2f .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_718504-2f\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_chevronRight kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><polyline points=\"9 18 15 12 9 6\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">La posibilidad de ajustar plazos, l\u00edmites o respaldos si el riesgo lo requiere.<\/span><\/li>\n<\/ul><\/div>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_03d0e8-94, .wp-block-kadence-advancedheading.kt-adv-heading2743_03d0e8-94[data-kb-block=\"kb-adv-heading2743_03d0e8-94\"]{font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_03d0e8-94 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_03d0e8-94[data-kb-block=\"kb-adv-heading2743_03d0e8-94\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_03d0e8-94 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_03d0e8-94[data-kb-block=\"kb-adv-heading2743_03d0e8-94\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_03d0e8-94 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_03d0e8-94\">La revisi\u00f3n no busca producir una respuesta binaria entre vender o no vender. Tambi\u00e9n permite determinar bajo qu\u00e9 condiciones la operaci\u00f3n puede realizarse de forma razonable.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_612977-1b > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_612977-1b > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_612977-1b > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_612977-1b > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_612977-1b > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_612977-1b > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_612977-1b alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_978983-45 > .kt-inside-inner-col,.kadence-column2743_978983-45 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_978983-45 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_978983-45 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_978983-45 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_978983-45 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_978983-45{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_978983-45 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_978983-45 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_978983-45\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_34960a-97, .wp-block-kadence-advancedheading.kt-adv-heading2743_34960a-97[data-kb-block=\"kb-adv-heading2743_34960a-97\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_34960a-97 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_34960a-97[data-kb-block=\"kb-adv-heading2743_34960a-97\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_34960a-97 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_34960a-97[data-kb-block=\"kb-adv-heading2743_34960a-97\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_34960a-97 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_34960a-97\">El l\u00edmite de cr\u00e9dito debe responder a la exposici\u00f3n, no al potencial de venta<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_ba6f29-a8, .wp-block-kadence-advancedheading.kt-adv-heading2743_ba6f29-a8[data-kb-block=\"kb-adv-heading2743_ba6f29-a8\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_ba6f29-a8 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_ba6f29-a8[data-kb-block=\"kb-adv-heading2743_ba6f29-a8\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_ba6f29-a8 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_ba6f29-a8[data-kb-block=\"kb-adv-heading2743_ba6f29-a8\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_ba6f29-a8 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_ba6f29-a8\">Uno de los errores m\u00e1s comunes consiste en definir el cr\u00e9dito de acuerdo con lo que el cliente podr\u00eda comprar, en lugar de establecerlo seg\u00fan lo que la empresa est\u00e1 preparada para arriesgar.<br>El potencial comercial es relevante, pero no sustituye la capacidad de pago. Un l\u00edmite adecuado debe considerar la informaci\u00f3n disponible, el comportamiento observado y el impacto que tendr\u00eda un incumplimiento sobre el flujo de efectivo.<br>Tambi\u00e9n debe revisarse con el tiempo. Un cliente puede mejorar su perfil y justificar una ampliaci\u00f3n, pero tambi\u00e9n puede deteriorarse aunque durante a\u00f1os haya pagado correctamente.<br>La evaluaci\u00f3n de riesgo no termina con la primera autorizaci\u00f3n.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_fd57fb-56 > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_fd57fb-56 > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_fd57fb-56 > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_fd57fb-56 > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_fd57fb-56 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_fd57fb-56 > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_fd57fb-56 alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col,.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_0a2e86-c3{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_0a2e86-c3 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_0a2e86-c3\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_3ae1db-e1, .wp-block-kadence-advancedheading.kt-adv-heading2743_3ae1db-e1[data-kb-block=\"kb-adv-heading2743_3ae1db-e1\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_3ae1db-e1 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_3ae1db-e1[data-kb-block=\"kb-adv-heading2743_3ae1db-e1\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_3ae1db-e1 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_3ae1db-e1[data-kb-block=\"kb-adv-heading2743_3ae1db-e1\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h2 class=\"kt-adv-heading2743_3ae1db-e1 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_3ae1db-e1\">Cuando la informaci\u00f3n no es suficiente<\/h2>\n\n\n<style>.wp-block-kadence-advancedheading.kt-adv-heading2743_276eb6-2f, .wp-block-kadence-advancedheading.kt-adv-heading2743_276eb6-2f[data-kb-block=\"kb-adv-heading2743_276eb6-2f\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_276eb6-2f mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_276eb6-2f[data-kb-block=\"kb-adv-heading2743_276eb6-2f\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_276eb6-2f img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_276eb6-2f[data-kb-block=\"kb-adv-heading2743_276eb6-2f\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_276eb6-2f wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_276eb6-2f\">En ocasiones, la empresa no cuenta con elementos suficientes para estimar el riesgo con confianza. Esto ocurre con clientes nuevos, compa\u00f1\u00edas privadas con poca informaci\u00f3n p\u00fablica o negocios que atraviesan cambios relevantes.<br>La ausencia de datos no significa necesariamente que la venta deba rechazarse, pero s\u00ed que conviene reducir la exposici\u00f3n inicial. Empezar con montos controlados, establecer plazos m\u00e1s cortos o solicitar alg\u00fan respaldo permite construir experiencia sin comprometer una parte significativa de la cartera.<br>Aprobar el cr\u00e9dito sin informaci\u00f3n tambi\u00e9n es una decisi\u00f3n. La diferencia es que se toma sin conocer con claridad sus posibles consecuencias.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_046539-1e > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_046539-1e > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_046539-1e > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_046539-1e > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_046539-1e > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_046539-1e > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_046539-1e alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_6c6323-fd > .kt-inside-inner-col,.kadence-column2743_6c6323-fd > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_6c6323-fd > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_6c6323-fd > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_6c6323-fd > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_6c6323-fd > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_6c6323-fd{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_6c6323-fd > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_6c6323-fd > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_6c6323-fd\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_c8dc32-96, .wp-block-kadence-advancedheading.kt-adv-heading2743_c8dc32-96[data-kb-block=\"kb-adv-heading2743_c8dc32-96\"]{margin-bottom:var(--global-kb-spacing-sm, 1.5rem);font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_c8dc32-96 mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_c8dc32-96[data-kb-block=\"kb-adv-heading2743_c8dc32-96\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_c8dc32-96 img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_c8dc32-96[data-kb-block=\"kb-adv-heading2743_c8dc32-96\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_c8dc32-96 wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_c8dc32-96\">Identificar clientes de alto riesgo antes de venderles exige mirar m\u00e1s all\u00e1 de la oportunidad comercial. Implica valorar la capacidad de pago, el tama\u00f1o de la exposici\u00f3n y el efecto que tendr\u00eda un incumplimiento sobre la operaci\u00f3n.<br>Una pol\u00edtica de cr\u00e9dito bien aplicada no impide crecer. Ayuda a distinguir entre ventas que fortalecen el negocio y operaciones que podr\u00edan trasladar demasiada presi\u00f3n a la liquidez.<\/p>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_ce656c-5d > .kt-row-column-wrap{align-content:start;}:where(.kb-row-layout-id2743_ce656c-5d > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:start;}.kb-row-layout-id2743_ce656c-5d > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}.kb-row-layout-id2743_ce656c-5d > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_ce656c-5d > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_ce656c-5d > .kt-row-column-wrap{grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_ce656c-5d alignnone wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-1-columns kt-row-layout-equal kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-top\">\n<style>.kadence-column2743_d48f29-44 > .kt-inside-inner-col,.kadence-column2743_d48f29-44 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_d48f29-44 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_d48f29-44 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_d48f29-44 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_d48f29-44 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_d48f29-44{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_d48f29-44 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_d48f29-44 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_d48f29-44\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_f50546-6c, .wp-block-kadence-advancedheading.kt-adv-heading2743_f50546-6c[data-kb-block=\"kb-adv-heading2743_f50546-6c\"]{font-style:normal;text-transform:none;}.wp-block-kadence-advancedheading.kt-adv-heading2743_f50546-6c mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_f50546-6c[data-kb-block=\"kb-adv-heading2743_f50546-6c\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_f50546-6c img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_f50546-6c[data-kb-block=\"kb-adv-heading2743_f50546-6c\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<h3 class=\"kt-adv-heading2743_f50546-6c wp-block-kadence-advancedheading\" data-kb-block=\"kb-adv-heading2743_f50546-6c\">Lecturas recomendadas para profundizar<\/h3>\n\n\n<style>.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_e93e7d-ab:not(.this-stops-third-party-issues){margin-top:0px;margin-bottom:0px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_e93e7d-ab ul.kt-svg-icon-list:not(.this-prevents-issues):not(.this-stops-third-party-issues):not(.tijsloc){margin-top:0px;margin-right:0px;margin-bottom:var(--global-kb-spacing-sm, 1.5rem);margin-left:0px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_e93e7d-ab ul.kt-svg-icon-list{grid-row-gap:5px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_e93e7d-ab .kb-svg-icon-wrap{color:var(--global-palette1, #3182CE);}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_e93e7d-ab ul.kt-svg-icon-list .kt-svg-icon-list-item-wrap .kt-svg-icon-list-single{margin-right:10px;}.kt-svg-icon-list-items2743_e93e7d-ab ul.kt-svg-icon-list .kt-svg-icon-list-level-0 .kt-svg-icon-list-single svg{font-size:20px;}.wp-block-kadence-iconlist.kt-svg-icon-list-items2743_e93e7d-ab .wp-block-kadence-listitem a{text-decoration:underline;}<\/style>\n<div class=\"wp-block-kadence-iconlist kt-svg-icon-list-items kt-svg-icon-list-items2743_e93e7d-ab kt-svg-icon-list-columns-1 alignnone kt-list-icon-aligntop\"><ul class=\"kt-svg-icon-list\"><style>.kt-svg-icon-list-item-2743_4c9d9b-b6 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_4c9d9b-b6\"><a href=\"https:\/\/arvenbrokers.mx\/diferencias-entre-vender-a-credito-con-y-sin-respaldo\/\" class=\"kt-svg-icon-link\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_checkCircle kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><path d=\"M22 11.08V12a10 10 0 1 1-5.93-9.14\"\/><polyline points=\"22 4 12 14.01 9 11.01\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Diferencias entre vender a cr\u00e9dito con y sin respaldo<\/span><\/a><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_57daf5-73 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_57daf5-73\"><a href=\"https:\/\/arvenbrokers.mx\/errores-estructurales-al-escalar-ventas-a-credito\/\" class=\"kt-svg-icon-link\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_checkCircle kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><path d=\"M22 11.08V12a10 10 0 1 1-5.93-9.14\"\/><polyline points=\"22 4 12 14.01 9 11.01\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Errores estructurales al escalar ventas a cr\u00e9dito<\/span><\/a><\/li>\n\n\n<style>.kt-svg-icon-list-item-2743_0a9a47-d7 .kt-svg-icon-list-text mark.kt-highlight{background-color:unset;font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}<\/style>\n<li class=\"wp-block-kadence-listitem kt-svg-icon-list-item-wrap kt-svg-icon-list-item-2743_0a9a47-d7\"><a href=\"https:\/\/arvenbrokers.mx\/que-pasa-cuando-se-activa-un-seguro-de-credito\/\" class=\"kt-svg-icon-link\"><span class=\"kb-svg-icon-wrap kb-svg-icon-fe_checkCircle kt-svg-icon-list-single\"><svg viewBox=\"0 0 24 24\"  fill=\"none\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\" stroke-linejoin=\"round\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"  aria-hidden=\"true\"><path d=\"M22 11.08V12a10 10 0 1 1-5.93-9.14\"\/><polyline points=\"22 4 12 14.01 9 11.01\"\/><\/svg><\/span><span class=\"kt-svg-icon-list-text\">Qu\u00e9 pasa cuando se activa un seguro de cr\u00e9dito<\/span><\/a><\/li>\n<\/ul><\/div>\n<\/div><\/div>\n\n<\/div><\/div>\n\n<style>.kb-row-layout-id2743_c053d7-26 > .kt-row-column-wrap{align-content:center;}:where(.kb-row-layout-id2743_c053d7-26 > .kt-row-column-wrap) > .wp-block-kadence-column{justify-content:center;}.kb-row-layout-id2743_c053d7-26 > .kt-row-column-wrap{column-gap:var(--global-kb-gap-md, 2rem);row-gap:var(--global-kb-gap-md, 2rem);padding-top:var(--global-kb-spacing-lg, 3rem);padding-right:var(--global-kb-spacing-lg, 3rem);padding-bottom:var(--global-kb-spacing-lg, 3rem);padding-left:var(--global-kb-spacing-lg, 3rem);grid-template-columns:minmax(0, 2fr) minmax(0, 1fr);}.kb-row-layout-id2743_c053d7-26 > .kt-row-layout-overlay{opacity:0.30;}@media all and (max-width: 1024px){.kb-row-layout-id2743_c053d7-26 > .kt-row-column-wrap{grid-template-columns:minmax(0, 2fr) minmax(0, 1fr);}}@media all and (max-width: 767px){.kb-row-layout-id2743_c053d7-26 > .kt-row-column-wrap{padding-top:var(--global-kb-spacing-sm, 1.5rem);padding-right:var(--global-kb-spacing-sm, 1.5rem);padding-bottom:var(--global-kb-spacing-sm, 1.5rem);padding-left:var(--global-kb-spacing-sm, 1.5rem);grid-template-columns:minmax(0, 1fr);}}<\/style><div class=\"kb-row-layout-wrap kb-row-layout-id2743_c053d7-26 alignnone has-theme-palette9-background-color kt-row-has-bg wp-block-kadence-rowlayout\"><div class=\"kt-row-column-wrap kt-has-2-columns kt-row-layout-left-golden kt-tab-layout-inherit kt-mobile-layout-row kt-row-valign-middle\">\n<style>.kadence-column2743_074693-80 > .kt-inside-inner-col,.kadence-column2743_074693-80 > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_074693-80 > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_074693-80 > .kt-inside-inner-col{flex-direction:column;}.kadence-column2743_074693-80 > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_074693-80 > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_074693-80{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_074693-80 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}@media all and (max-width: 767px){.kadence-column2743_074693-80 > .kt-inside-inner-col{flex-direction:column;justify-content:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_074693-80\"><div class=\"kt-inside-inner-col\"><style>.wp-block-kadence-advancedheading.kt-adv-heading2743_9c6063-ac, .wp-block-kadence-advancedheading.kt-adv-heading2743_9c6063-ac[data-kb-block=\"kb-adv-heading2743_9c6063-ac\"]{font-style:normal;}.wp-block-kadence-advancedheading.kt-adv-heading2743_9c6063-ac mark.kt-highlight, .wp-block-kadence-advancedheading.kt-adv-heading2743_9c6063-ac[data-kb-block=\"kb-adv-heading2743_9c6063-ac\"] mark.kt-highlight{font-style:normal;color:#f76a0c;-webkit-box-decoration-break:clone;box-decoration-break:clone;padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px;}.wp-block-kadence-advancedheading.kt-adv-heading2743_9c6063-ac img.kb-inline-image, .wp-block-kadence-advancedheading.kt-adv-heading2743_9c6063-ac[data-kb-block=\"kb-adv-heading2743_9c6063-ac\"] img.kb-inline-image{width:150px;vertical-align:baseline;}<\/style>\n<p class=\"kt-adv-heading2743_9c6063-ac wp-block-kadence-advancedheading has-theme-palette-3-color has-text-color\" data-kb-block=\"kb-adv-heading2743_9c6063-ac\"><strong>Definir l\u00edmites, plazos y mecanismos de respaldo<\/strong> de acuerdo con el riesgo de cada cliente <strong>permite ampliar la cartera sin perder control<\/strong> sobre la exposici\u00f3n.<\/p>\n<\/div><\/div>\n\n\n<style>.kadence-column2743_fd2aac-4e > .kt-inside-inner-col{display:flex;}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col,.kadence-column2743_fd2aac-4e > .kt-inside-inner-col:before{border-top-left-radius:0px;border-top-right-radius:0px;border-bottom-right-radius:0px;border-bottom-left-radius:0px;}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col{column-gap:var(--global-kb-gap-sm, 1rem);}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col{flex-direction:column;align-items:center;}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col > .kb-image-is-ratio-size{align-self:stretch;}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col > .wp-block-kadence-advancedgallery{align-self:stretch;}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col > .aligncenter{width:100%;}.kadence-column2743_fd2aac-4e > .kt-inside-inner-col:before{opacity:0.3;}.kadence-column2743_fd2aac-4e{position:relative;}@media all and (max-width: 1024px){.kadence-column2743_fd2aac-4e > .kt-inside-inner-col{flex-direction:column;justify-content:center;align-items:center;}}@media all and (max-width: 767px){.kadence-column2743_fd2aac-4e > .kt-inside-inner-col{flex-direction:column;justify-content:center;align-items:center;}}<\/style>\n<div class=\"wp-block-kadence-column kadence-column2743_fd2aac-4e\"><div class=\"kt-inside-inner-col\">\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\" data-trigger-modal=\"gT62fSW2nng\"><button class=\"wp-block-button__link wp-element-button\">Cont\u00e1ctanos<\/button><\/div>\n<\/div>\n<\/div><\/div>\n\n<\/div><\/div>","protected":false},"excerpt":{"rendered":"<p>Una venta puede ser rentable y aun as\u00ed poner presi\u00f3n sobre el negocio Cerrar una operaci\u00f3n con un cliente nuevo suele verse como una buena&#8230;<\/p>","protected":false},"author":1,"featured_media":2761,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_kadence_starter_templates_imported_post":false,"_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"_kad_post_classname":"","footnotes":""},"categories":[13],"tags":[16],"class_list":["post-2743","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-decisiones-impactan-negocio","tag-consideration"],"_links":{"self":[{"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/posts\/2743","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/comments?post=2743"}],"version-history":[{"count":4,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/posts\/2743\/revisions"}],"predecessor-version":[{"id":2771,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/posts\/2743\/revisions\/2771"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/media\/2761"}],"wp:attachment":[{"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/media?parent=2743"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/categories?post=2743"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/arvenbrokers.mx\/en\/wp-json\/wp\/v2\/tags?post=2743"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}