{"id":8937,"date":"2026-03-23T10:16:09","date_gmt":"2026-03-23T10:16:09","guid":{"rendered":"https:\/\/rfblegal.co.uk\/?post_type=insight&#038;p=8937"},"modified":"2026-04-07T11:22:44","modified_gmt":"2026-04-07T11:22:44","slug":"preguntas-frecuentes-sobre-la-compra-y-venta-de-una-empresa","status":"publish","type":"insight","link":"https:\/\/rfblegal.co.uk\/es\/perspectivas\/preguntas-frecuentes-sobre-la-compra-y-venta-de-una-empresa\/","title":{"rendered":"PREGUNTAS Y RESPUESTAS: Comprar y vender una empresa"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Un recurso jur\u00eddico completo para empresarios, consejeros e inversores&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Fusiones, adquisiciones y ventas de empresas: lo que todo comprador y vendedor debe saber&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>P. \u00bfCu\u00e1l es la diferencia entre una venta de acciones y una venta de activos?\u00a0<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Esta es una de las cuestiones m\u00e1s fundamentales en cualquier adquisici\u00f3n empresarial y la respuesta tiene importantes consecuencias fiscales, jur\u00eddicas y comerciales para ambas partes.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En una venta de acciones, el comprador adquiere las acciones de la empresa objetivo. La propia empresa \u2014con todos sus activos, pasivos, contratos, empleados e historia\u2014 sigue existiendo bajo una nueva propiedad. El comprador ocupa el lugar del vendedor como accionista. Dado que la empresa no sufre cambios, todos los contratos, licencias, arrendamientos y autorizaciones reglamentarias existentes suelen transferirse autom\u00e1ticamente.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En una venta de activos, el comprador adquiere activos espec\u00edficos de la empresa \u2014su fondo de comercio, equipos, existencias, propiedad intelectual, contratos con clientes, etc.\u2014, pero no compra la propia empresa. El comprador establece una separaci\u00f3n clara, qued\u00e1ndose solo con lo que desea y dejando atr\u00e1s los pasivos que no le interesan. No obstante, los contratos, las licencias y los arrendamientos deben novarse o cederse de forma individual, y los empleados se transfieren al amparo del TUPE (el Reglamento de 2006 sobre la transferencia de empresas y la protecci\u00f3n del empleo).&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las principales diferencias en la pr\u00e1ctica:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Por lo general, los vendedores prefieren la venta de acciones: es un proceso m\u00e1s sencillo, los tipos impositivos sobre las plusval\u00edas pueden ser m\u00e1s bajos y puede aplicarse la desgravaci\u00f3n para emprendedores (ahora denominada \u2019desgravaci\u00f3n por enajenaci\u00f3n de activos empresariales\u00bb).&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Los compradores suelen preferir una venta de activos, ya que as\u00ed pueden seleccionar los activos que m\u00e1s les interesan y dejar atr\u00e1s las obligaciones hist\u00f3ricas (como litigios fiscales o reclamaciones laborales).&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Por lo general, no se requieren consentimientos de terceros en una venta de acciones, pero pueden ser necesarios en una venta de activos cuando los contratos contengan restricciones relativas al cambio de control o a la cesi\u00f3n.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>El SDLT (impuesto sobre transmisiones patrimoniales) se aplica a las transmisiones de terrenos en una venta de activos; el impuesto de timbre, a un tipo del 0,51 TP3T, se aplica a las acciones en una venta de acciones.&nbsp;<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>P. \u00bfCu\u00e1l es el proceso habitual para vender una empresa en Inglaterra y Gales?\u00a0<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La venta de una empresa privada en Inglaterra y Gales suele seguir un proceso bastante homog\u00e9neo, aunque los plazos y la complejidad variar\u00e1n considerablemente en funci\u00f3n del tama\u00f1o de la empresa, el n\u00famero de partes implicadas y si la operaci\u00f3n consiste en una venta negociada o en una subasta competitiva.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las etapas principales son:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Preparaci\u00f3n: El vendedor prepara la empresa para su venta: recopila la informaci\u00f3n financiera, da instrucciones a los abogados y (por lo general) a un asesor de finanzas corporativas o a un intermediario, y elabora un memor\u00e1ndum informativo para los posibles compradores.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Comercializaci\u00f3n e identificaci\u00f3n de compradores: La empresa se presenta a los posibles compradores, ya sea mediante un enfoque selectivo o a trav\u00e9s de un proceso de subasta m\u00e1s amplio. Se firman acuerdos de confidencialidad antes de facilitar informaci\u00f3n detallada.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Acuerdo preliminar: Una vez identificado el comprador preferente, las partes acuerdan una serie de condiciones preliminares \u2014un resumen no vinculante de los par\u00e1metros comerciales clave de la operaci\u00f3n (precio, estructura, calendario, exclusividad)\u2014.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Diligencia debida: El comprador lleva a cabo un an\u00e1lisis exhaustivo de la empresa objetivo, revisando sus estados financieros, contratos, condiciones laborales, activos inmobiliarios, propiedad intelectual, situaci\u00f3n fiscal, cumplimiento normativo e historial de litigios. La diligencia debida suele durar entre cuatro y ocho semanas en el caso de una operaci\u00f3n del mercado medio.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Negociaci\u00f3n y documentaci\u00f3n: Mientras se lleva a cabo la diligencia debida, los abogados redactan y negocian el contrato de compraventa de acciones, la carta de divulgaci\u00f3n y cualquier documento complementario (compromiso fiscal, actas del consejo de administraci\u00f3n, contratos de prestaci\u00f3n de servicios y escrituras de cl\u00e1usulas restrictivas).&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Intercambio y formalizaci\u00f3n: Se firma el contrato de compraventa (SPA) y, simult\u00e1neamente o en una fecha posterior, se transfieren las acciones y se abona el importe de la contraprestaci\u00f3n. Posteriormente pueden producirse ajustes posteriores a la formalizaci\u00f3n (como las cuentas de formalizaci\u00f3n o los ajustes del capital circulante).&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Una operaci\u00f3n sencilla suele tardar entre tres y seis meses desde la firma del acuerdo preliminar hasta su finalizaci\u00f3n. Las operaciones complejas en las que intervienen varias partes o aquellas que requieren autorizaciones reglamentarias pueden prolongarse considerablemente m\u00e1s.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>P. \u00bfQu\u00e9 es la diligencia debida y por qu\u00e9 es importante?<\/strong>\u00a0<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La diligencia debida es el proceso mediante el cual un comprador investiga la empresa objetivo antes de comprometerse a realizar la compra. Constituye la principal oportunidad que tiene el comprador para comprender qu\u00e9 es lo que est\u00e1 adquiriendo, as\u00ed como para identificar los riesgos, las responsabilidades y los problemas que podr\u00edan afectar al precio o a la estructura de la operaci\u00f3n.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La diligencia debida jur\u00eddica suele abarcar:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Estructura societaria: revisi\u00f3n de los documentos constitutivos de la empresa, del registro de accionistas y de la estructura del grupo.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Contratos: an\u00e1lisis de los contratos relevantes con clientes, proveedores y terceros para detectar cl\u00e1usulas relativas al cambio de control, derechos de rescisi\u00f3n y obligaciones inusuales.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Trabajo: revisi\u00f3n de contratos de trabajo, planes de bonificaciones, planes de pensiones y cualquier conflicto laboral o reclamaci\u00f3n ante los tribunales laborales.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Inmuebles: an\u00e1lisis de contratos de arrendamiento, t\u00edtulos de propiedad y cualquier cuesti\u00f3n urban\u00edstica o medioambiental.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Propiedad intelectual: verificaci\u00f3n de la titularidad de los activos clave de propiedad intelectual, marcas registradas, nombres de dominio y licencias de software.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Fiscalidad: revisi\u00f3n del historial fiscal de la empresa, su historial de cumplimiento normativo y cualquier investigaci\u00f3n en curso por parte de la HMRC.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Litigios: identificaci\u00f3n de cualquier procedimiento judicial en curso o inminente.&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Las conclusiones de la diligencia debida sirven de base para las negociaciones sobre garant\u00edas e indemnizaciones en el contrato de compraventa (SPA). Las cuestiones identificadas y reveladas por el vendedor pueden dar lugar a que las garant\u00edas se apliquen con reservas, lo que significa que el comprador asume el riesgo derivado de dichas cuestiones. Las cuestiones que no se revelen pero que salgan a la luz posteriormente pueden dar lugar a una reclamaci\u00f3n de garant\u00eda.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un proceso exhaustivo de diligencia debida es esencial para los compradores. Escatimar en la diligencia debida \u2014especialmente en un proceso competitivo\u2014 puede dar lugar a la adquisici\u00f3n de pasivos que no se hab\u00edan previsto y respecto a los cuales el comprador no dispone de ning\u00fan recurso contractual para su recuperaci\u00f3n.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>P. \u00bfQu\u00e9 son los \u00abHeads of Terms\u00bb y tienen car\u00e1cter vinculante desde el punto de vista jur\u00eddico?<\/strong>\u00a0<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Los t\u00e9rminos preliminares (tambi\u00e9n denominados \u00abcarta de intenciones\u00bb o \u00abmemor\u00e1ndum de entendimiento\u00bb) son un resumen por escrito de las condiciones comerciales clave que las partes han acordado en principio antes de que se redacte la documentaci\u00f3n jur\u00eddica formal. Por lo general, incluyen el precio, la estructura de pago, la identidad del vendedor y del comprador, cualquier contraprestaci\u00f3n diferida o contingente, las condiciones para la formalizaci\u00f3n de la operaci\u00f3n y el calendario previsto.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En el Derecho ingl\u00e9s, los t\u00e9rminos preliminares no suelen ser jur\u00eddicamente vinculantes en lo que respecta al acuerdo comercial principal: constituyen un registro del punto en el que se encuentran las partes, no un contrato de compraventa. Sin embargo, a menudo se establece que determinadas disposiciones de los t\u00e9rminos preliminares son jur\u00eddicamente vinculantes, entre ellas:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Exclusividad: el compromiso del vendedor de no ponerse en contacto con otros compradores durante un periodo determinado.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Confidencialidad: obligaciones rec\u00edprocas de mantener la confidencialidad de los t\u00e9rminos del acuerdo propuesto.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Costes: un acuerdo por el que cada parte asume sus propios costes (o, en algunos casos, por el que el comprador paga una indemnizaci\u00f3n por rescisi\u00f3n si se retira del contrato).&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">El hecho de que los t\u00e9rminos preliminares no sean, en gran medida, vinculantes no significa que carezcan de importancia. En la pr\u00e1ctica, las condiciones comerciales acordadas en la fase de los t\u00e9rminos preliminares son muy dif\u00edciles de renegociar durante el proceso jur\u00eddico sin que ello suponga un coste significativo en t\u00e9rminos de buena voluntad. Por lo tanto, es fundamental que ambas partes soliciten asesoramiento jur\u00eddico antes de firmar los t\u00e9rminos preliminares, y no despu\u00e9s.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>P. \u00bfQu\u00e9 es un \u00abearn-out\u00bb y cu\u00e1ndo se utiliza?<\/strong>\u00a0<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Un \u00abearn-out\u00bb es un mecanismo de contraprestaci\u00f3n diferida mediante el cual una parte del precio de compra de una empresa depende de los resultados financieros futuros de la empresa adquirida tras la formalizaci\u00f3n de la operaci\u00f3n. En lugar de pagar el precio \u00edntegro el primer d\u00eda, el comprador se compromete a abonar una contraprestaci\u00f3n adicional si se alcanzan los objetivos acordados en materia de ingresos, beneficios u otros indicadores de rendimiento durante un per\u00edodo determinado (normalmente, entre uno y tres a\u00f1os tras la formalizaci\u00f3n de la operaci\u00f3n).&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Las cl\u00e1usulas de pago en funci\u00f3n de los resultados suelen utilizarse cuando:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Existe una diferencia en la valoraci\u00f3n: el vendedor valora la empresa por un importe superior al que el comprador est\u00e1 dispuesto a pagar desde el primer d\u00eda, y la cl\u00e1usula de ganancia futura (earn-out) cubre esa diferencia.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>El negocio est\u00e1 creciendo r\u00e1pidamente: una cl\u00e1usula de ganancia adicional permite al vendedor beneficiarse de la revalorizaci\u00f3n que hab\u00eda previsto, pero que el comprador no estaba dispuesto a pagar por adelantado.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>El riesgo asociado a las personas clave es elevado: si el valor de la empresa depende en gran medida del equipo directivo fundador, una cl\u00e1usula de pago diferido les incentiva a permanecer en la empresa y a rendir tras la finalizaci\u00f3n de la operaci\u00f3n.&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Los pagos por resultados pueden ser motivo de importantes disputas tras la formalizaci\u00f3n de la operaci\u00f3n. Entre los puntos de conflicto m\u00e1s habituales se encuentran la forma de calcular los par\u00e1metros de dichos pagos, si el comprador ha gestionado el negocio de manera que se haya reducido artificialmente el rendimiento y qu\u00e9 principios contables se aplican. Es fundamental redactar de forma cuidadosa y detallada las modalidades de los pagos diferidos, as\u00ed como establecer protecciones espec\u00edficas para el vendedor en relaci\u00f3n con la gesti\u00f3n del negocio durante el periodo de pago diferido.&nbsp;<\/p>","protected":false},"author":12,"featured_media":8938,"parent":0,"menu_order":0,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[65],"tags":[87],"class_list":["post-8937","insight","type-insight","status-publish","format-standard","has-post-thumbnail","hentry","category-corporate","tag-richmond-office"],"acf":[],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 4.9.9 - aioseo.com -->\n\t<meta name=\"description\" content=\"A comprehensive legal resource for business owners, directors and investors Mergers, Acquisitions and Business Sales \u2014 what every buyer and seller needs to know Q. 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