6LJQXP 2LO $QDO\VLV R SRGHU GH SUHYHU
M 120
8PD DQ¼OLVH GH ÎOHRV 8VDGRV 0RELO 6LJQXP 2LO $QDOLV\V XPD FDSDFLGDGH RQOLQH TXH DMXGD D JXLDU R VHX QHJÎFLR 3RGH JHULU PHOKRU RV VHXV HTXLSDPHQWRV FRP VHUYLÂRV DQDOÈWLFRV HVSHFLDOL]DGRV TXH OKH DXPHQWDP D SURGXWLYLGDGH
IDFWR GH WHU DWLQJLGR R P¼[LPR GD VXD YLGD ÕWLO RX HQW¾R SRUTXH RV QÈYHLV GH FRQ WDPLQD¾R M¼ DWLQJLUDP XP SRQWR TXH UH TXHU D WURFD GR OXEULƬFDQWH SRU XPD QRYD FDUJD RX HQW¾R TXDQGR LVVR Ä RS¾R SUR
82
3HGUR 9LHLUD /XEULJUXSR 7HO ZZZ PRELOLQGXVWULDO FRP ZZZ OXEULJUXSR SW
CASE STUDY
FHGHU » UHVSHWLYD SXULƬFD¾R 4XDQGR VH $WUDYÄV GR QRVVR SURJUDPD DYDQ
IDOD GH FRQWDPLQDQWHV R REMHWLYR Ä GHWH
ÂDGR 6LJQXP 2LO $QDO\VLV ǟ HVSHFLIL
WDU D SUHVHQÂD GH HOHPHQWRV HVWUDQKRV DR
FDPHQWH DGDSWDGR SDUD PRQLWRUL]DU
HTXLSDPHQWR H SHUJXQWDU p2 TXH Ä TXH
LQGLFDGRUHV FUÈWLFRV QR ÎOHR XVDGR
V¾R" 'H RQGH Ä TXH YLHUDP SUÎSULR HTXLSD
FRP EDVH QDV HVSHFLILFDÂÐHV GRV SULQ
PHQWR JHUDGR GXUDQWH D RSHUD¾R LQWURGX
FLSDLV FRQVWUXWRUHV GH HTXLSDPHQWRV
]LGR D SDUWLU GR H[WHULRU " &RPR Ä TXH SRV
H SDGUÐHV LQWHUQDFLRQDLV ǟ SRGH
VR SUHYHQLU QRYD FRQWDPLQD¾R H[WHULRU RX
PRV SURSRUFLRQDU R FRQKHFLPHQWR
GHVJDVWH GR HTXLSDPHQWR" 2V FRQWDPL
QHFHVV¼ULR SDUD PHOKRU HQWHQGHU D
QDQWHV DWXDP FRPR XP FDWDOLVDGRU QR
FRQGL¾R GRV OXEULILFDQWHV H HTXLSD
FDVR GR GHVJDVWH (IHWLYDPHQWH HVWHV PD
PHQWRV GD HPSUHVD
WHULDLV GH GHVJDVWH DWXDP FRPR FDWDOLVD
(VWH SURJUDPD OÈGHU VXSRUWDGR SRU
GRUHV SDUD R GHVJDVWH GRV FRPSRQHQWHV
2 OXEULƬFDQWH Ä R VDQJXH GDV P¼TXL
XPD UHGH JOREDO GH SURƬVVLRQDLV H[SH
6H HVWH FLFOR Q¾R IRU TXHEUDGR R GHVJDVWH
QDV H GRV HTXLSDPHQWRV GDÈ D LPSRU
ULHQWHV GH OXEULƬFD¾R LQGXVWULDO 0RELO
DXPHQWD FDGD YH] PDLV UDSLGDPHQWH OH
W½QFLD YLWDO TXH UHSUHVHQWD D VXD DQ¼OL
SRGH DMXG¼ OR D DWLQJLU XP QÈYHO PDLV HOH
YDQGR D XPD DFHQWXDGD GHJUDGD¾R GRV
VH TXHU SDUD DYDOLDU R VHX HVWDGR TXHU
YDGR QD PDQXWHQ¾R GD VXD HPSUHVD $
UHVXOWDGRV GD DQ¼OLVH GLPLQXLQGR GUDV
SDUD DYDOLDU R HVWDGR GR HTXLSDPHQ
DQ¼OLVH GRV ÎOHRV XVDGRV Ä XPD ÕWLO SUH
WLFDPHQWH D FDSDFLGDGH SDUD R ÎOHR VH
WR WDQWR QR SUHVHQWH FRPR QR IXWX
GLWLYD H SURDWLYD IHUUDPHQWD TXH SRGH
PDQWHU HP VHUYLÂR
UR (IHWLYDPHQWH PXLWR FRPR DFRQ
DMXGDU D SUHYHQLU IDOKDV QRV HTXLSDPHQ
WHFH FRP R PÄGLFR TXH DYDOLD D QRVVD
WRV GHWHUPLQDU D RULJHP GDV FDXVDV GDV
VDÕGH DWUDYÄV GD DQ¼OLVH GR QRVVR VDQ
IDOKDV H DMXGDU D HQFRQWUDU SUREOHPDV
JXH RV HTXLSDPHQWRV FUÈWLFRV QHFHVVL
RSHUDFLRQDLV H FRQWDPLQDÂÐHV
WDP GH VHUHP PRQLWRUL]DGRV GD PHVPD
0RQLWRUL]DQGR RV PHWDLV GH GHVJDVWH SDUD XPD GHWH¾R DWHPSDGD GH DOWHUDÂÐHV DQRUPDLV QR HTXLSDPHQWR $ DQ¼OLVH GRV PHWDLV GH GHVJDVWH LQGLFD
IRUPD DWUDYÄV GD DQ¼OLVH GR VHX OXEULƬ
QRV HVSHFLƬFDPHQWH R HVWDGR GH VDÕGH
RX GRV ÎUJ¾RV GR HTXLSDPHQWR V¾R UH
%(1()¨&,26 '$ $1 /,6( '2 /8%5,),&$17(
YHODGRV DWUDYÄV GD FROKHLWD H DQ¼OLVH GH
ǟ 2WLPL]D¾R GR WHPSR GH YLGD GR
SULQFLSDO IXQ¾R GH XP OXEULƬFDQWH Ä VH
FDQWH 6LQWRPDV FUÈWLFRV GR OXEULƬFDQWH
DPRVWUDV GR OXEULƬFDQWH H FDVR Q¾R VH MDP FRUULJLGRV SRGHP GDU RULJHP » GH JUDGD¾R GR HTXLSDPHQWR H SHUGD GH SURGXWLYLGDGH &RQVHTXHQWHPHQWH R REMHWLYR GH XP SURJUDPD GH DQ¼OLVH GH
HTXLSDPHQWR ǟ $XPHQWR GRV LQWHUYDORV GH PXGDQ ÂD GR ÎOHR ǟ 5HGX¾R GRV WHPSRV GH SDUDJHP Q¾R SUHYLVWRV
ÎOHR XVDGR Ä YHULƬFDU D WHQGÅQFLD GDV
ǟ $XPHQWR GD VHJXUDQÂD GD RSHUD¾R
DOWHUDÂÐHV JUDGXDLV GDV FDUDWHUÈVWLFDV
ǟ %HQHIÈFLRV DPELHQWDLV
(VWD Ä D EDVH GH XPD PDQXWHQ¾R SUH
PRYLPHQWR UHODWLYR HQWUH HODV 1R HQ WDQWR Ä SUDWLFDPHQWH LPSRVVÈYHO TXH VH FRQVLJD PDQWHU XP pƬOPHqGH OXEULƬFDQ WH TXH SRVVLELOLWH D VHSDUD¾R SHUPD QHQWH GHVVDV PHVPDV VXSHUIÈFLHV 'HVWH PRGR R FRQWDFWR PHWDO PH HTXLSDPHQWRV GH DOWD WHFQRORJLD &RQ
WHULDLV GH GHVJDVWH GH PDQHLUD D SRGHU FRQWURODGD H DGHTXDGDPHQWH SODQHDGD
SDUDU GXDV VXSHUIÈFLHV TXH WHQKDP XP
WDO SRGH RFRUUHU PHVPR QRV PRGHUQRV
GR ƮXLGR GRV FRQWDPLQDQWHV H GRV PD PRV LQLFLDU XPD D¾R FRUUHWLYD GH IRUPD
GR QRVVR HTXLSDPHQWR &RPR VH VDEH D
$ $1 /,6( '26 ®/(26 86$'26 $8;,/,$ $ (48,3$ '( 0$187(1¢ 2 '( '8$6 )250$6
YÄP GHVWH PRGR WHU VHPSUH HP PHQWH TXH D OXEULƬFD¾R OLPLWH HVWDU¼ VHPSUH SUHVHQWH QR DUUDQTXH GRV HTXLSDPHQ WRV 1HVVD DOWXUD FUÈWLFD GD RSHUD¾R GD
GLWLYD TXH YLVD DVVHJXUDU D P¼[LPD GLV
P¼TXLQD H[LVWLU¼ VHPSUH DOJXP PDWHULDO
FHVVLGDGH GH XP SURJUDPD SDUD VLPSOL
'HWHUPLQDQGR D FRQGL¾R IÈVLFR TXÈPLFD GD FRQWDPLQD¾R GR ÎOHR
ƬFDU WRGR R SURFHVVR GH PRQLWRUL]D¾R
$ FDSDFLGDGH GR OXEULƬFDQWH VH PDQWHU
WLGDGH GR GHVLJQ GR HTXLSDPHQWR H GD
GD OXEULƬFD¾R QXQFD IRL W¾R JUDQGH
HP VHUYLÂR SRGH VHU FRQGLFLRQDGD SHOR
FRUUHWD OXEULƬFD¾R GR PHVPR
SRQLELOLGDGH GRV HTXLSDPHQWRV FRP R PHQRU FXVWR SRVVÈYHO 'HVWH PRGR D QH
GH GHVJDVWH QRUPDO RX Q¾R TXH VHU¼ JHUDGR GHSHQGHQGR D UHVSHWLYD TXDQ
IRUPXODÂÐHV HVSHFÈƬFDV GH FDGD OXEUL
SURJUDPD GH DQ¼OLVH GH ÎOHRV Ä
ƬFDQWH Q¾R SHUPLWLQGR TXH FRPSUH
FRQYHQLHQWH FRPSUHHQGHU H GH
HQGDP VH DV GLIHUHQÂDV REVHUYDGDV V¾R
ILQLU SDUD TXH Ä TXH VH QHFHVVLWD
RX Q¾R VLJQLƬFDWLYDV
GHVVH PHVPR SURJUDPD H TXDO D LQIOXÅQFLD TXH VH HVSHUD REWHU QD
3DVVR ,QWHUSUHWDU
PHOKRULD GD SURGXWLYLGDGH GRV
)D]HU D FRUUHWD UHYLV¾R GRV UHVXOWD
HTXLSDPHQWRV
84
CASE STUDY
GRV H GHWHUPLQDU TXDLV DV DÂÐHV TXH
ǟ )DOWD GH FRQKHFLPHQWR QD LQ
VH GHYHP WRPDU FDVR LVVR VH MXVWL
WHUSUHWD¾R GRV UHVXOWDGRV Ä
ILTXH IDFH DRV UHVXOWDGRV REWLGRV
LPSRUWDQWH FRQKHFHU VXILFLHQ
SRGH VHU D FKDYH SDUD R VXFHVVR RX LQ
WHPHQWH EHP RV HTXLSDPHQWRV
VXFHVVR GH XP SURJUDPD GH DQ¼OLVHV
SDUD UDSLGDPHQWH UHODFLRQDU RV
$ ([[RQ0RELO WHP XPD H[WHQVD EDVH
UHVXOWDGRV GDV DQ¼OLVHV FRP D
VLGDGHV H SUHRFXSDÂÐHV GRV FOLHQWHV
GH GDGRV GH HTXLSDPHQWRV H UHVSH
HYROX¾R GD VXD SHUIRUPDQFH DR
PDLV H[LJHQWHV VHQGR XP SURJUDPD
WLYDV DQ¼OLVHV WHQGR FRP LVVR GHVHQ
ORQJR GR WHPSR
DEUDQJHQWH I¼FLO GH XVDU VHJXUR H
YROYLGR OLPLWHV GH FRQWUROR EDVHDGRV
ǟ )DOWD GH FRPSURPLVVR Ä QHFHV
HP DQRV GH WHVWHV FRQMXJDGRV FRP
V¼ULR R FRPSURPLVVR PÕWXR GDV
7RPH GHFLVÐHV FRP FRQƬDQÂD VD
DV UHFRPHQGDÂÐHV GRV IDEULFDQWHV
SDUWHV HQYROYLGDV GHVGH R PDLV
EHQGR TXH D ([[RQ0RELO LQYHVWH UHFXU
(P TXDOTXHU GRV FDVRV Ä QHFHVV¼ULR
DOWR UHVSRQV¼YHO DR RSHUDGRU TXH
VRV FRQVLGHU¼YHLV QXP SURJUDPD ULJR
TXH VH FRPSUHHQGD TXH XPD DPRV
UHWLUD D DPRVWUD 3DUD TXH R SUR
URVR GH TXDOLGDGH JDUDQWLGD
WUD FRP XP UHVXOWDGR GH pDOHUWDq Q¾R
JUDPD VHMD EHP VXFHGLGR Ä QHFHV
ǟ 5HFHED DYDOLDÂÐHV GH HVSHFLDOLV
TXHU GL]HU QHFHVVDULDPHQWH TXH R
V¼ULR TXH WRGRV TXHLUDP GHGLFDU R
WDV TXH SRGHP Q¾R VÎ LGHQWLILFDU
HTXLSDPHQWR HVWHMD QD HPLQÅQFLD GH
WHPSR H D IRUPD¾R QHFHVV¼ULRV
XP SRWHQFLDO SUREOHPD PDV WDP
DR SURJUDPD
EÄP OLVWDU SRVVÈYHLV FDXVDV H UH
XPD IDOKD +¼ TXH SURFXUDU VHPSUH
FRQIL¼YHO
QHVWH WLSR GH GLDJQÎVWLFR VH Ä UHFR
ǟ 3URFHGLPHQWRV H SU¼WLFDV GH
PHQGDGR UHWLUDU XPD QRYD DPRVWUD
DPRVWUDJHP GHƬFLHQWHV GHƬFLHQ
SDUD FRQILUPDU R UHVXOWDGR DQWHV GH
WHV SURFHGLPHQWRV GH DPRVWUD
ǟ %HQHƬFLH GR FRQKHFLPHQWR GRV
FRPHQGDU DÂÐHV GH DFRPSDQKD PHQWR
JHP OHYDP D UHVXOWDGRV HUUÎQHRV
YDORUHV OLPLWH GRV WHVWHV SUHFRQL
ǟ )UHTXÅQFLDV GH DPRVWUDJHP LUUH
]DGRV SHORV IDEULFDQWHV GR HTXLSD
JXODUHV PRQLWRUL]DU D FRQGL¾R
PHQWR WHQGR HP FRQWD R PRGHOR
3DVVR s 7RPDU DV 'HYLGDV $ÂÐHV &RUUHWLYDV H 5HJLVWDU
GH XP IOXLGR H D SHUIRUPDQFH GH
R OXEULƬFDQWH H D XWLOL]D¾R GR VHX
&RPR VHPSUH R UHJLVWR Ä D FKDYH
WDWÈVWLFD GRV UHVXOWDGRV GDV VXDV
ǟ %HQHƬFLH GDV YDQWDJHQV GDV SU¼WL
SDUD VH VDEHU RQGH VH HVWHYH TXDQ
DQ¼OLVHV Ä PXLWR PDLV ÕWLO GR TXH
FDV H PÄWRGRV XWLOL]DGRV QR 6LJQXP
GR H R TXH VH IH] 'RFXPHQWDU DV
UHFRUUHU » DPRVWUDJHP DSHQDV
VHUHP UHJXODUPHQWH DXGLWDGRV
DÂÐHV FRUUHWLYDV UHVXOWDQWHV GRV UH
TXDQGR VH GHVFRQILD GD H[LVWÅQFLD
ǟ ([SHULPHQWH XP FRPSURPLVVR
VXOWDGRV GDV DQ¼OLVHV GRV ÎOHRV Ä
GH DOJXP SUREOHPD 1RUPDOPHQ
FRP TXDOLGDGH DWUDYÄV GH UHVXO
PXLWR LPSRUWDQWH 2 KLVWRULDO GDV
WH TXDQGR LVVR RFRUUH M¼ Ä GHPD
WDGRV FRQVLVWHQWHV H SUHFLVRV QDV
DQ¼OLVHV H R UHJLVWR GDV UHVSHWLYDV
VLDGR WDUGH H Q¾R HVWDPRV FRP R
DQ¼OLVHV GH ÎOHR
DÂÐHV FRUUHWLYDV TXH IRUDP WRPDGDV
FRQWUROR GD FRQGL¾R GR HTXLSD
V¾R GLIÈFHLV GH FRQWUDSRU SRU TXDO
PHQWR
SDUD HVWDEHOHFHU R VHX SURJUDPD
2 HVWDEHOHFLPHQWR GR SODQHDPHQ
GH DQ¼OLVHV
VH SURFHGHU D XPD LPSRUWDQWH D¾R FRUUHWLYD
TXHU IDEULFDQWH HP FDVR GH GLVSXWD
XP VLVWHPD DWUDYÄV GD DQ¼OLVH HV
HTXLSDPHQWR
ǟ 2EWHQKD D IRUPD¾R QHFHVV¼ULD
TXDQGR VH ID] XVR GD JDUDQWLD GRV
WR GD OXEULƬFD¾R MXQWDPHQWH FRP
HTXLSDPHQWRV
XP PRGHUQR VRIWZDUH GH DQ¼OLVH
8P PDQDQFLDO GH LQIRUPD¾R ÕWLO HQFRQ
GH ÎOHRV FRPR Ä R FDVR GR 0RELO
WUD VH GLVSRQÈYHO QR ZHEVLWH 6LJQXP 2LO
6LJQXP 2LO $QDO\VLV SRGH DMXGDU QD
$QDO\VLV ZZZ VLJQXPRLODQDO\VLV FRP
325 48( ¤ 48( 80 352*5$0$ '( $1 /,6( '( ®/(26 32'(
LPSOHPHQWD¾R H QR UDVWUHDPHQWR
SURWHJLGR SRU SDVVZRUG
)$/+$5
DV YDQWDJHQV GDÈ LQHUHQWHV
GH XPD DPRVWUDJHP GH URWLQD FRP 6H QHFHVVLWDU GH DMXGD SDUD D LPSOH
4XDQGR R SURJUDPD GH DPRVWUDJHP
PHQWD¾R GH XP SURJUDPD GH DQ¼OL
IDOKD HP JHUDO Ä GHYLGR D XP GRV VH
VHV GH ÎOHR QRV VHXV HTXLSDPHQWRV D
JXLQWHV FLQFR IDWRUHV
62/8¢ 2
HTXLSD GD /XEULJUXSR HVW¼ DR VHX GLV
ǟ )DOWD GH HQWHQGLPHQWR 6DEHU R
2 6LJQXP 2LO $QDO\VLV Ä XP SURJUD
SRU SDUD DMXGDU QHVVD WDUHID 1ÎV SR
TXH VH SRGH HVSHUDU GR SURJUD
PD FRP WRGRV RV UHFXUVRV LQGR DOÄP
GHPRV DMXGDU D GHVHQYROYHU R VHX SUR
PD GH DQ¼OLVHV DMXGD D HVFROKHU
GH VLPSOHVPHQWH IRUQHFHU LQIRUPD
JUDPD GDU DSRLR H WUHLQR QR ORFDO SDUD
RV HTXLSDPHQWRV D LQFOXLU QD
ÂÐHV E¼VLFDV VREUH D FRQGL¾R GRV
LPSOHPHQWDU RV VHWH SDVVRV QHFHVV¼
DPRVWUDJHP H D IUHTXÅQFLD GDV
OXEULILFDQWHV H HTXLSDPHQWRV )RL
ULRV DR FRUUHWR HVWDEHOHFLPHQWR GR
UHFROKDV $QWHV GH FRPHÂDU XP
SURMHWDGR SDUD VDWLVID]HU DV QHFHV
SURJUDPD M