Business diagnosis in change processes: case of a trading company in Mérida, Yucatán

Abstract

The processes of change in organizations can be surprising or planned. Regarding the latter, it is important to recognize the starting point, that is, the current situation of the organization, to carry it out in the most appropriate way. The purpose of this article is to present a diagnosis of a marketing company for wholesale supplies for the construction industry located in Mérida, Yucatán, Mexico, in order to know their current situation and propose strategies to their managers to help them cope the change. A qualitative and descriptive study was carried out through a case study. Semi-structured interviews, observation and documentary review were used as research techniques. The diagnosis was carried out considering the proposal of Fleitman (2007). For the analysis of the information, tools such as the swot matrix, the Internal Factors Evaluation matrix (EFI) and the External Factors Evaluation (EFE) matrix were used, as well as the prioritization matrix for the identification of critical factors of the company. The results showed that among the strengths of the organization stand out the wide recognition in the market for the high quality of its products, as well as the outstanding sales and after sales service; in the same way within its main weaknesses are the high prices compared to the market, as well as the lack of updating in the documentation of its processes, profiles and job descriptions.