Diagnostico operativo de la Empresa COSAPI S.A.
Date
2018-03-26
Journal Title
Journal ISSN
Volume Title
Publisher
Pontificia Universidad Católica del Perú
Abstract
Este diagnóstico operativo empresarial tiene como objetivo proponer
recomendaciones de mejora al macro proceso clave de contrataciones que le permitan a la
Unidad de Negocios de Plantas Industriales (UNPI) de COSAPI S. A. Ingeniería y
Construcción lograr su meta de ventas para el periodo 2017 al 2021.
La Unidad de Negocios de Plantas Industriales fue la seleccionada para el diagnóstico
operativo empresarial debido al comportamiento de sus ventas en los años 2013 a 2016,
donde tuvo que diversificarse a otros sectores económicos diferentes al de minería por la
sustancial disminución de proyectos en este sector para tratar de mantener su volumen de
ventas anuales. Asimismo, dentro de esta coyuntura, la UNPI se ha propuesto la meta de
crecimiento promedio anual de 13% para el periodo 2017 al 2021.
Los factores clave identificados para lograr el objetivo planteado en esta tesis, fueron
los siguientes: La gestión de todas las oportunidades de interés de la UNPI para que se
conviertan en invitaciones a ofertar, el incremento de la asertividad de las propuestas
presentadas, la selección de las invitaciones recibidas dando prioridad a los clientes que
generen mayor asertividad, y el incremento de las horas hombre destinadas al estudio de las
propuestas de las invitaciones seleccionadas para mejorar su asertividad.
Nuestras principales recomendaciones fueron: Implementar un proceso de gestión de
oportunidades dentro del macro proceso de contrataciones, mantener la segmentación de los
tipos de clientes (vip y generales), utilizar la metodología del plan agregado para la
producción de propuestas a fin de mejorar el control de los recursos, y reestructurar el área de
propuestas y licitaciones de la UNPI. Estas recomendaciones, permitirían generar un ahorro
de S/ 1’156,668
This business operational diagnosis aims to propose recommendations for improvement to the macro key process of get contracts that will allow the Business Unit of Industrial Plants (UNPI) of COSAPI S. A. Engineering and Construction to achieve its sales goal for the period 2017 to 2021. The Business Unit of Industrial Plants was selected for business operational diagnosis due to the behavior of its sales in the years 2013 to 2016, where it had to diversify to other economic sectors other than mining due to the substantial decrease in projects in this sector. try to maintain your annual sales volume. Also, within this conjuncture, the UNPI has proposed the goal of annual average growth of 13% for the period 2017 to 2021. The key factors identified to achieve the objective set out in this thesis were the following: The management of all UNPI's opportunities of interest so that they become invitations to bid, the increase in the assertiveness of the proposals presented, the selection of the invitations received giving priority to the clients that generate the most assertiveness, and the increase of the man hours destined to the study of the proposals of the selected invitations to improve their assertiveness. Our main recommendations were: Implement a process of management of opportunities within the macro contracting process, maintain the segmentation of the types of clients (vip and general), use the methodology of the aggregate plan for the production of proposals in order to improve the control of resources, and restructure the proposal and bidding area of the UNPI. These recommendations would allow savings of S / 1'156,668
This business operational diagnosis aims to propose recommendations for improvement to the macro key process of get contracts that will allow the Business Unit of Industrial Plants (UNPI) of COSAPI S. A. Engineering and Construction to achieve its sales goal for the period 2017 to 2021. The Business Unit of Industrial Plants was selected for business operational diagnosis due to the behavior of its sales in the years 2013 to 2016, where it had to diversify to other economic sectors other than mining due to the substantial decrease in projects in this sector. try to maintain your annual sales volume. Also, within this conjuncture, the UNPI has proposed the goal of annual average growth of 13% for the period 2017 to 2021. The key factors identified to achieve the objective set out in this thesis were the following: The management of all UNPI's opportunities of interest so that they become invitations to bid, the increase in the assertiveness of the proposals presented, the selection of the invitations received giving priority to the clients that generate the most assertiveness, and the increase of the man hours destined to the study of the proposals of the selected invitations to improve their assertiveness. Our main recommendations were: Implement a process of management of opportunities within the macro contracting process, maintain the segmentation of the types of clients (vip and general), use the methodology of the aggregate plan for the production of proposals in order to improve the control of resources, and restructure the proposal and bidding area of the UNPI. These recommendations would allow savings of S / 1'156,668
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Keywords
Producción -- Administración, Planificación de la producción
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