Tesis Del Balanced Scorecard

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{\phpg\posx2270\pvpg\posy4657\absw8763\absh8715 \f10 \fs27 \cf0 \fi448 \f10
\fs27 \cf0 ESCUELA SUPERIOR POLIT�CNICA DEL LITORAL
\par}{\phpg\posx2270\pvpg\posy4657\absw8763\absh8715 \sl-423 \par\f10 \fs27 \cf0
\fi1968 {\b \fs24 Instituto}{\b \fs24 de}{\b \fs24 Ciencias}{\b \fs24
Matem�ticas }
\fi1307 {\b \fs24 Ingenier�a}{\b \fs24 en}{\b \fs24 Auditoria}{\b \fs24 y}{\b
\fs24 Control}{\b \fs24 de}{\b \fs24 Gesti�n }
\fi26 {\b \fs20 Dise�o}{\b \fs20 e}{\b \fs20 implementaci�n}{\b \fs20 de}{\b
\fs20 un}{\b \fs20 sistema}{\b \fs20 de}{\b \fs20 control}{\b \fs20 de}{\b
\fs20 gesti�n}{\b \fs20 basado}{\b \fs20 en}{\b \fs20 la }
\par}{\phpg\posx2270\pvpg\posy4657\absw8763\absh8715 \sl-263 \f10 \fs27 \cf0 {\b
\fs20 metodolog�a}{\b \fs20 del}{\b \fs20 balanced}{\b \fs20 scorecard}{\b \fs20
y}{\b \fs20 gesti�n}{\b \fs20 por}{\b \fs20 procesos}{\b \fs20 en}{\b \fs20
un}{\b \fs20 instituto }
\par}{\phpg\posx2270\pvpg\posy4657\absw8763\absh8715 \sl-263 \f10 \fs27 \cf0 \fi268
{\b \fs20 de}{\b \fs20 capacitaci�n}{\b \fs20 del}{\b \fs20 idioma}{\b \fs20
ingles}{\b \fs20 en}{\b \fs20 la}{\b \fs20 ciudad}{\b \fs20 de}{\b \fs20
Guayaquil,}{\b \fs20 a�o}{\b \fs20 2007 }
\fi2818 TESIS DE GRADO
\fi204 {\b \fs24 TOPICO}{\b \fs24 DE}{\b \fs24 GRADUACI�N:}{\b \fs24 DISE�O}
{\b \fs24 E}{\b \fs24 IMPLEMENTACION}{\b \fs24 DE }
{\b \fs24 UN}{\b \fs24 SISTEMA}{\b \fs24 DE}{\b \fs24 CONTROL}{\b \fs24 DE}
{\b \fs24 GESTION}{\b \fs24 BASADO}{\b \fs24 EN}{\b \fs24 LA }
\fs24 METODOLOG�A}{\b \fs24 DEL}{\b \fs24 BALANCED}{\b \fs24 SCORECARD}{\b \fs24
Y}{\b \fs24 GESTION}{\b \fs24 POR }
\par}{\phpg\posx2270\pvpg\posy4657\absw8763\absh8715 \sl-312 \f10 \fs27 \cf0
\fi3370 {\b \fs24 PROCESOS }
\fi1939 {\b \fs24 Previo}{\b \fs24 a}{\b \fs24 la}{\b \fs24 obtenci�n}{\b \fs24
del}{\b \fs24 t�tulo}{\b \fs24 de: }
\fi662 {\b \fs24 INGENIERO}{\b \fs24 EN}{\b \fs24 AUDITORIA}{\b \fs24 Y}{\b
\fs24 CONTROL}{\b \fs24 DE}{\b \fs24 GESTION }
\fi1187 {\b \fs24 ESPECIALIZACI�N:}{\b \fs24 CALIDAD}{\b \fs24 DE}{\b \fs24
PROCESOS }
\fi3101 {\b \fs24 Presentado}{\b \fs24 por: }
\fi2307 {\b \fs24 Pamela}{\b \fs24 Mar�a}{\b \fs24 Hidalgo}{\b \fs24 Far�as }
\fi2261 {\b \fs24 Alexi}{\b \fs24 Janeth}{\b \fs24 Mart�nez}{\b \fs24 Segura }
\fi2424 {\b \fs24 Delia}{\b \fs24 Patricia}{\b \fs24 Ter�n}{\b \fs24 Torres }
\fi2791 {\b \fs24 Guayaquil}{\b \fs24 -}{\b \fs24 Ecuador }
\fi3835 {\b \fs24 2008 }\par
}
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\fs29 \cf0 AGRADECIMIENTO \par
}
{\phpg\posx4537\pvpg\posy5344\absw5391\absh1608 \f10 \fs22 \cf0 \f10 \fs22 \cf0 A
mis t�as Cecilia, Mercedes y Nelly las cuales
\par}{\phpg\posx4537\pvpg\posy5344\absw5391\absh1608 \sl-415 \f10 \fs22 \cf0 me
han apoyado en el transcurso de mi etapa
universitaria.
\fi2870 Pamela Hidalgo Far�as \par
}
{\phpg\posx4498\pvpg\posy8184\absw5536\absh1731 \f10 \fs22 \cf0 \f10 \fs22 \cf0 Mi
profundo agradecimiento a Dios, a mi familia y
\par}{\phpg\posx4498\pvpg\posy8184\absw5536\absh1731 \sl-275 \par\f10 \fs22 \cf0 a
todas aquellas personas que colaboraron para
hacer posible este trabajo.
\fi3062 Alexi Mart�nez Segura \par
}
Dios por darme la fuerza y constancia para
cumplir mis objetivos, a mis Padres y hermanos
por su apoyo incondicional
\par}{\phpg\posx4537\pvpg\posy11343\absw5429\absh1731 \sl-276 \par\f10 \fs22
\cf0 \fi3310 Delia Ter�n Torres \par
}
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}
\par
}
{\phpg\posx4793\pvpg\posy5495\absw428\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0
mis \par
}
padres \par
}
por \par
}
{\phpg\posx7071\pvpg\posy5495\absw298\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 su
\par
}
esfuerzo \par
}
{\phpg\posx8795\pvpg\posy5495\absw165\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 y
\par
}
{\phpg\posx9188\pvpg\posy5495\absw746\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 apoyo
\par
}
incondicional. \par
}
Pamela Hidalgo Far�as \par
}
{\phpg\posx4318\pvpg\posy7976\absw5771\absh231 \f10 \fs20 \cf0 \f10 \fs20 \cf0 Con
amor dedico este trabajo a mis padres por \par
}
brindarme su apoyo incondicional y por
cada d�a a seguir adelante. \par
}
animarme \par
}
Alexi Mart�nez Segura \par
}
Dios, por darme sabidur�a para tomar las mejores
decisiones.
\par}{\phpg\posx4357\pvpg\posy11337\absw5643\absh2611 \sl-263 \par\f10 \fs20 \cf0 A
mis Padres y Hermanos, por demostrar que cada
paso que d� cuenta.
Juan Carlos V. por ser un amigo sin condiciones.
\cf0 \fi3574 Delia Ter�n Torres \par
}
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\fs27 \cf0 TRIBUNAL DE GRADUACI�N \par
}
{\phpg\posx2261\pvpg\posy7423\absw4012\absh553 \b \f10 \fs24 \cf0 \fi388 \b \f10
\fs24 \cf0 Ing. Washington Armas
\par}{\phpg\posx2261\pvpg\posy7423\absw4012\absh553 \sl-312 \b \f10 \fs24 \cf0
PRESIDENTE DEL TRIBUNAL \par
}
\fs24 \cf0 Ing. Jaime Lozada
DIRECTOR DE TESIS \par
}
{\phpg\posx2918\pvpg\posy10529\absw2640\absh551 \b \f10 \fs24 \cf0 \b \f10 \fs24
\cf0 Ing. Christian Arias
\fi765 VOCAL \par
}
\cf0 Ing. Dalton Noboa
\fi681 VOCAL \par
}
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\fs29 \cf0 DECLARACI�N EXPRESA \par
}
{\phpg\posx2268\pvpg\posy5560\absw8399\absh1234 \f10 \fs22 \cf0 \f10 \fs22 \cf0 "La
responsabilidad del contenido de esta tesis de grado, me corresponde
exclusivamente; y el patrimonio intelectual de la misma a la ESCUELA
SUPERIOR POLIT�CNICA DEL LITORAL" \par
}
Pamela Hidalgo Far�as \par
}
Alexi Mart�nez Segura \par
}
Delia Ter�n Torres \par
}
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}}\par}{\phpg\posx2268\pvpg\posy3068\absw8467\absh3436 \b \f10 \fs27 \cf0
\fi3362 \b \f10 \fs27 \cf0 RESUMEN
\par}{\phpg\posx2268\pvpg\posy3068\absw8467\absh3436 \sl-363 \par\b \f10 \fs27 \cf0
{\b0 \fs21 Actualmente}{\b0 \fs21 la}{\b0 \fs21 transformaci�n}{\b0 \fs21 en}
{\b0 \fs21 el}{\b0 \fs21 mundo}{\b0 \fs21 de}{\b0 \fs21 los}{\b0 \fs21
negocios}{\b0 \fs21 ha}{\b0 \fs21 hecho }
{\b0 \fs21 patente}{\b0 \fs21 la}{\b0 \fs21 necesidad}{\b0 \fs21 de}
{\b0 \fs21 una}{\b0 \fs21 mejora}{\b0 \fs21 sustancial}{\b0 \fs21 de}
{\b0 \fs21 los}{\b0 \fs21 resultados }
{\b0 \fs21 operacionales}{\b0 \fs21 y}{\b0 \fs21 financieros}{\b0 \fs21 de}
{\b0 \fs21 las}{\b0 \fs21 empresas.}{\b0 \fs21 El}{\b0 \fs21 Balanced}{\b0
\fs21 ScoreCard}{\b0 \fs21 es}{\b0 \fs21 una }
{\b0 \fs21 t�cnica}{\b0 \fs21 de}{\b0 \fs21 planificaci�n}{\b0 \fs21 y}{\b0
\fs21 gesti�n}{\b0 \fs21 que}{\b0 \fs21 nos}{\b0 \fs21 ayuda}{\b0 \fs21 a}{\b0
\fs21 expresar}{\b0 \fs21 las}{\b0 \fs21 estrategias }
{\b0 \fs21 en}{\b0 \fs21 objetivos}{\b0 \fs21 espec�ficos}{\b0 \fs21 cuyo}
{\b0 \fs21 logro}{\b0 \fs21 sea}{\b0 \fs21 medible}{\b0 \fs21 a}{\b0 \fs21
trav�s}{\b0 \fs21 de}{\b0 \fs21 un}{\b0 \fs21 conjunto}{\b0 \fs21 de }
{\b0 \fs21 indicadores}{\b0 \fs21 de}{\b0 \fs21 desempe�o}{\b0 \fs21 del}{\b0
\fs21 negocio. }\par
}
{\phpg\posx2268\pvpg\posy7723\absw8417\absh2724 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Se
ha efectuado un dise�o del Balanced Scorecard a un Instituto de Ingl�s, el
cual inicia con el estudio de las fortalezas y debilidades, los
principales
Stakeholders, el mercado y la competencia. Se desarroll� a nivel empresarial
\par}{\phpg\posx2268\pvpg\posy7723\absw8417\absh2724 \sl-276 \par\f10 \fs21 \cf0 y
departamental objetivos estrat�gicos los cuales ser�n medidos por medio
\par}{\phpg\posx2268\pvpg\posy7723\absw8417\absh2724 \sl-275 \par\f10 \fs21 \cf0 de
indicadores establecidos para cada nivel, y por �ltimo se examinaron los
procesos operativos del Instituto. \par
}
dise�� un software que nos ayudar� a controlar la gesti�n de los objetivos
estrat�gicos a trav�s de los indicadores definidos; y que nos permitir�
representar el desempe�o de los mismos, proporcion�ndonos informaci�n de
los indicadores por departamento y por perspectivas.
Finalmente
concluiremos nuestra labor con una auditoria que nos permitir� la evaluaci�n
del BSC, y de la misma manera a los indicadores. \par
}
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\fs27 \cf0 INDICE GENERAL \par
}
\cf0 CAP�TULO I \par
}
{\phpg\posx2268\pvpg\posy4768\absw393\absh737 \b \f10 \fs21 \cf0 \b \f10 \fs21 \cf0
1.1
1.2 \par
}
PAG \par
}
\cf0 1.3
1.4
1.5
1.6
1.7
1.8 \par
}
\cf0
DEFINICI�N.........................................................................
................ 5
Elementos De Un Balanced Scorecard............................................. 6
1.2.1 Misi�n, Visi�n Y Valores{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol
}}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL
188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst
SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
188 \\f Symbol }}.. 6
1.2.2 Perspectivas, Mapas Estrat�gicos Y Objetivos{\field{\*\fldinst SYMBOL 188 \\f
SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}..6
Propuesta Del Valor Al
Cliente........................................................ 10
Indicadores Y Sus
Metas ................................................................. 11
Iniciativas
Estrat�gicas.................................................................... 12

Responsable Y
Recursos ................................................................ 12
Evaluaci�n
Subjetiva........................................................................
13
Enfoque Por
Procesos..................................................................... 14
1.8.1La identificaci�n y determinaci�n de la secuencia de
procesos{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL
}}...15
1.8.2 Descripci�n de cada uno de los procesos{\field{\*\fldinst SYMBOL 188 \\f
}}18
1.8.3Descripci�n de las activid. del proceso (diagrama de
proceso) ..........................................................................
.................. 19
1.8.4Descripci�n caract. del proceso (Ficha del
proceso){\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}...{\field{\*\fldinst SYMBOL
}}.20
1.8.5Seguimiento y medici�n de los procesos{\field{\*\fldinst SYMBOL 188 \\f Symbol
SYMBOL 188 \\f Symbol }}......20 \par
}
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\fs21 \cf0 1.8.6 La mejora de los procesos{\field{\*\fldinst SYMBOL 188 \\f
SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}.23 \par
}
\cf0 CAP�TULO II \par
}
\cf0 2.1
2.2
2.3
2.4 \par
}
PAG \par
}
2.5
2.6 \par
}
\cf0
Antecedentes.......................................................................
............. 24
Estructura
Organizacional............................................................... 25
Mision Y
Vision.............................................................................
.... 25
Metodolog�a Y
Cursos...................................................................... 26
2.4.1 Metodolog�a De Ense�anza{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}26
2.4.2{\b0 \f20 .}Cursos{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}.27
Materiales.........................................................................
................. 31
Personal ..........................................................................
.................. 31 \par
}
\cf0 CAP�TULO III \par
}
\cf0 3.1
3.2
3.3 \par
}
PAG \par
}
\cf0 3.4
3.5
3.6 \par
}
\cf0
Introducci�n.......................................................................
............... 32
Definici�n Del Negocio Para El Instituto ........................................
33
An�lisis
Foda...............................................................................
..... 34
3.3.1 Oportunidades y Amenazas (An�lisis Pest){\field{\*\fldinst SYMBOL 188 \\f
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}..{\field{\*\fldinst SYMBOL 188
\\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL
SYMBOL 188 \\f Symbol }}34
3.3.2{\b0 \f20 .}Fortalezas Y Debilidades{\field{\*\fldinst SYMBOL 188 \\f
{\field{\*\fldinst SYMBOL 188 \\f Symbol }}36
3.3.3{\b0 \f20 .} Estrategias Derivadas Del An�lisis Foda{\field{\*\fldinst SYMBOL
Symbol }}..36
An�lisis Del Mercado Y La Competencia ....................................... 38
An�lisis De Los
Stakeholders ......................................................... 39
Estrategia Del Oc�ano
Azul............................................................. 43
3.6.1Definici�n de Cuadro Estrat�gico Actual{\field{\*\fldinst SYMBOL 188 \\f
}}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}44 \par
}
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\fs21 \cf0 3.7 \par
}
3.8
3.9 \par
}
\cf0 3.6.2{\b0 \f20 .}Definici�n del Oc�ano azul{\field{\*\fldinst SYMBOL 188 \\f
SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}46
\fi551 3.6.2.1{\b0 \f20 .} Definici�n de no clientes{\field{\*\fldinst SYMBOL
SYMBOL 188 \\f Symbol }}..46
\fi551 3.6.2.2Exploraci�n de las seis v�as para la creaci�n de
\fi551 oc�anos
azules......................................................................... 47
\fi551 3.6.2.3{\b0 \f20 .}Redefinici�n del cuadro estrat�gico{\field{\*\fldinst
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}..47
\fi551 3.6.2.4 Mensaje central de la propuesta de valor{\field{\*\fldinst SYMBOL
{\field{\*\fldinst SYMBOL 188 \\f Symbol }}.49
\fi551 3.6.2.5{\b0 \f20 .}Evaluaci�n del grado de utilidad para los
clientes{\field{\*\fldinst SYMBOL 188 \\f Symbol }}49
Declaraci�n De Misi�n Y
Visi�n ...................................................... 51
3.7.1{\b0 \f20 .}Declaraci�n de la Misi�n{\field{\*\fldinst SYMBOL 188 \\f
3.7.2{\b0 \f20 ..}Declaraci�n de la Visi�n{\field{\*\fldinst SYMBOL 188 \\f
Temas
Estrat�gicos ......................................................................
... 54
Valores
Organizacionales................................................................ 55
\par
}
\cf0 CAP�TULO IV \par
}
4.1
4.2 \par
}
PAG \par
}
\cf0 4.3 \par
}
\cf0
Introducci�n.......................................................................
............... 56
Perspectivas
Estrat�gicas............................................................... 57
4.2.1{\b0 \f20 .} Perspectiva de clientes{\field{\*\fldinst SYMBOL 188 \\f
{\field{\*\fldinst SYMBOL 188 \\f Symbol }}..57
4.2.2{\b0 \f20 .}Perspectiva Financiera{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
188 \\f Symbol }}...58
\fi551 4.2.2.1{\b0 \f20 ..}Estrategia de Productividad{\field{\*\fldinst SYMBOL
188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}58
\fi551 4.2.2.2{\b0 \f20 ..}Estrategia de crecimiento{\field{\*\fldinst SYMBOL
SYMBOL 188 \\f Symbol }}59
4.2.3{\b0 \f20 .} Perspectiva de Procesos Internos{\field{\*\fldinst SYMBOL 188 \\f
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}..59
4.2.4 Propuesta de aprendizaje y crecimiento{\field{\*\fldinst SYMBOL 188 \\f
}}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}61
Mapa
Estrat�gico........................................................................
...... 65 \par
}
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\fs21 \cf0 4.4
4.5
4.6 \par
}
\cf0 Indicadores
Estrat�gicos................................................................. 67
Iniciativas
Estrat�gicas.................................................................... 78

Desarrollo De Las
Iniciativas........................................................... 81 \par
}
\cf0 CAP�TULO V \par
}
\cf0 5.1
5.2
5.3
5.4
5.5 \par
}
PAG \par
}
5.6 \par
}
5.7
5.8 \par
}
\cf0
Introducci�n.......................................................................
............... 82
Definiciones.......................................................................
............... 82
Estructura Organizacional De La Corporaci�n.............................. 83
Determinaci�n De Los Macroprocesos De La Unid De Negocios 86
Determinaci�n De La Relaci�n Cliente- Proveedor De Los
Procesos De La Unidad De Negocios............................................. 90
Determinaci�n De La Contribuci�n Cr�tica Para Los Objetivos
Estrat�gicos.......................................................................
............... 91
Sincronizaci�n, Consistencia Y Balance De Objetivos Y Metas .. 94
Mapas Y Bsc�S (Cuadro De Mando) Por �rea Funcional De La
Unidad De
Negocio. .........................................................................
99 \par
}
\cf0 CAP�TULO VI \par
}
\cf0 6.1
6.2
6.3
6.4 \par
}
\cf0 PAG \par
}
{\phpg\posx2976\pvpg\posy11885\absw8251\absh1731 \b \f10 \fs21 \cf0 \b \f10
\fs21 \cf0
Introducci�n.......................................................................
............. 103
\par}{\phpg\posx2976\pvpg\posy11885\absw8251\absh1731 \sl-276 \par\b \f10 \fs21
\cf0 Enfoque Por
Procesos................................................................... 104
\cf0 Descripci�n De Las Caracter�sticas: Ficha Del Proceso ............ 121
\cf0 Indicadores
Operativos.................................................................. 124
\par
}
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\fs27 \cf0 CAP�TULO VII \par
}
\cf0 7.1
7.2
7.3
7.4
7.5 \par
}
PAG \par
}
\cf0
Introducci�n.......................................................................
............. 127
Definiciones
B�sicas ..................................................................... 128
Desempe�o De Los Indicadores ...................................................
129
Tendencia De Los Indicadores......................................................
131
Implementaci�n Del Software .......................................................
132
7.5.1{\b0 \f20 .}Aplicaci�n del Sistema{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
188 \\f Symbol }}.134
\fi551 7.5.1.1Ingreso y/o modificaciones a los datos de la Empresa,
\fi551 Kpi, Perspectivas, Objetivos (estrat�gicos), Responsables,
\fi551
Indicadores........................................................................
..... 134
\fi551 7.5.1.2 Consulta de Indicadores Principales y
\fi551
Departamentales ...................................................................
. 141
\fi551 7.5.1.3{\b0 \f20 ..}Parametrizaci�n de los Sem�foros{\field{\*\fldinst
Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}.145 \par
}
\cf0 CAP�TULO VIII \par
}
\cf0 8.1
8.2 \par
}
\cf0 PAG \par
}
\fs21 \cf0
Introducci�n.......................................................................
............. 147
\cf0 An�lisis
Estad�stico .......................................................................
148
\cf0 8.2.1{\b0 \f20 .}Definici�n{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
}}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}.148
\cf0 8.2.2{\b0 \f20 ..} An�lisis Univariado{\field{\*\fldinst SYMBOL 188 \\f Symbol
SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}..148
\cf0 \fi743 8.2.2.1 Informaci�n de los Indicadores Estrat�gicos
\cf0
\fi787 ............................................................................
.................. 148 \par
}
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}}\par}{\phpg\posx2988\pvpg\posy2271\absw8286\absh3222 \b \f10 \fs21 \cf0 \fi731 \b
\f10 \fs21 \cf0 8.2.2.2 Informaci�n de los Indicadores Departamentales
\fi775 ............................................................................
.................. 165
8.2.3{\b0 \f20 .} An�lisis Multivariado{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
\fi720 8.2.3.1 An�lisis de Componentes Principales Estrat�gicos
\fi775 ............................................................................
.................. 174
\fi720 8.2.3.2 An�lisis de Componentes Principales
\fi720
Departamentales..................................................................
182 \par
}
\cf0 CAP�TULO IX \par
}
\cf0 9.1
9.2
9.3
9.4
9.5 \par
}
PAG \par
}
\cf0
Introducci�n.......................................................................
............. 204
Objetivos de una Auditor�a de Procesos..................................... 206
Alcance de la Auditor�a de Procesos .......................................... 206

Metodolog�a para la Auditor�a de Procesos................................. 208
Desarrollo de la metodolog�a para la Auditor�a de Procesos..... 208
9.5.1{\b0 \f20 ..}Fase de Acercamiento{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
188 \\f Symbol }}.208
\fi731 9.5.1.1 Fase de Acercamiento-Inicio de la Auditor�a.
\fi787 ............................................................................
.................. 208
\fi731 9.5.1.2 Fase de Acercamiento-Estudio Ambiental.
\fi787 ............................................................................
.................. 209
\fi731 9.5.1.3 Fase de Acercamiento-Selecci�n de Procesos.
\fi787 ............................................................................
.................. 210
9.5.2{\b0 \f20 ...}Fase de Investigaci�n y An�lisis{\field{\*\fldinst SYMBOL
188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f Symbol }}.213
\fi731 9.5.2.1Fase de Investigaci�n y An�lisis-Plan de Trabajo.
\fi787 ............................................................................
.................. 213 \par
}
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14500145145001451450014514500145145001451450014514500145145001451450014514500145145
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50014514500145145001451450014514500145145001451450014514500145145001451450014514500
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
45145001451450014514500145145001451450014514500145145001451450014514500145145001451
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\fs21 \cf0 9.5.2.2Fase \par
}
de \par
}
\cf0 Investigaci�n \par
}
y \par
}
\cf0 An�lisis-An�lisis \par
}
\cf0 de \par
}
{\phpg\posx2988\pvpg\posy2823\absw8190\absh1731 \b \f10 \fs21 \cf0 \fi720 \b
\f10 \fs21 \cf0
Procesos. .........................................................................
.... 228
9.5.3{\b0 \f20 ...}Fase de Diagn�stico{\field{\*\fldinst SYMBOL 188 \\f Symbol }}
\fi720 9.5.3.1Fase de Diagn�stico- Sugerencias y acuerdos de
\fi720 mejora y la elaboraci�n y presentaci�n de informes. ...... 246 \par
}
\cf0 CAP�TULO X \par
}
PAG \par
}
\cf0 10.1
Conclusiones.......................................................................
........... 253
\fi720 10.1.1Del An�lisis De Procesos, Personas, Eventos Externos,
\fi708 Tecnolog�a De Informaci�n Y Disposiciones Generales............. 253
\fi720 10.1.2Del An�lisis De Indicadores Estrat�gicos
Y
\fi708 Departamentales{\field{\*\fldinst SYMBOL 188 \\f Symbol }}{\field{\*\fldinst
SYMBOL 188 \\f Symbol }}{\field{\*\fldinst SYMBOL 188 \\f
Symbol }}.................................................................. 259
10.2
Recomendaciones....................................................................
...... 264 \par
}
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\cf0 {\b0 \fs21 Figura}{\b0 \fs21 1.1}{\b0 \fs21 Ejemplo}{\b0 \fs21 de}{\b0
\fs21 mapa}{\b0 \fs21 estrat�gico}{\b0
\fs21 .....................................................}{\b0 \fs21 10 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 2.1}{\b0 \fs21 Establecimientos}{\b0
\fs21 ..........................................................................}
{\b0 \fs21 25 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 2.2}{\b0 \fs21 Organigrama}{\b0 \fs21
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\fs21 ..............................................}{\b0 \fs21 25 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 2.3}{\b0 \fs21 M�dulos}{\b0
\fs21 ............................................................................
...........}{\b0 \fs21 27 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 2.4}{\b0 \fs21 Modalidad}{\b0 \fs21 one}
{\b0 \fs21 to}{\b0 \fs21 one}{\b0
\fs21 ..................................................................}{\b0
\fs21 29 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 2.5}{\b0 \fs21 Personal}{\b0 \fs21 Docente}
{\b0
\fs21 ........................................................................}
{\b0 \fs21 31 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 3.1}{\b0 \fs21 Matriz}{\b0 \fs21 probabilidad-
difusi�n}{\b0 \fs21 .........................................................}
{\b0 \fs21 35 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 3.2}{\b0 \fs21 Matriz}{\b0 \fs21 Influencia}
{\b0 \fs21 -}{\b0 \fs21 Poder}{\b0
\fs21 .............................................................}{\b0 \fs21 40
}
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 3.3}{\b0 \fs21 Necesidades}{\b0 \fs21 de}
{\b0 \fs21 los}{\b0 \fs21 Clientes}{\b0
\fs21 ........................................................}{\b0 \fs21 41 }
{\b0 \fs21 los}{\b0 \fs21 Empleados}{\b0
\fs21 ...................................................}{\b0 \fs21 42 }
{\b0 \fs21 los}{\b0 \fs21 Accionistas}{\b0
\fs21 ..................................................}{\b0 \fs21 42 }
{\b0 \fs21 la}{\b0 \fs21 sociedad-comunidad}{\b0
\fs21 .....................................}{\b0 \fs21 43 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 3.7}{\b0 \fs21 Cuadro}{\b0 \fs21 estrat�gico}
{\b0 \fs21 actual}{\b0
\fs21 ............................................................}{\b0 \fs21 45 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 3.8}{\b0 \fs21 Cuadro}{\b0 \fs21 estrat�gico}
{\b0 \fs21 redefinido}{\b0
\fs21 ......................................................}{\b0 \fs21 48 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 4.1}{\b0 \fs21 Mapa}{\b0 \fs21 estrat�gico}
{\b0
\fs21 ........................................................................}
{\b0 \fs21 66 }
\cf0 {\b0 \fs21 Figura}{\b0 \fs21 4.2}{\b0 \fs21 Ficha}{\b0 \fs21 del}{\b0
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\fs21
Indicador.....................................................................}{\b0
\fs21 68 }
\fs21
Indicador.....................................................................}{\b0
\fs21 69 }
\fs21
Indicador.....................................................................}{\b0
\fs21 70 }
\fs21
Indicador.....................................................................}{\b0
\fs21 70 }\par
}
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}}\par}{\phpg\posx2268\pvpg\posy2271\absw8920\absh10675 \f10 \fs22 \cf0 \f10
\fs22 \cf0 Figura 4.7 Ficha del
Indicador..................................................................... 71
Figura 4.8 Ficha del
Indicador..................................................................... 72
Indicador..................................................................... 72
Indicador.................................................................... 73
Indicador.................................................................... 74
Indicador.................................................................... 74
Indicador.................................................................... 75
Indicador.................................................................... 76
Indicador.................................................................... 76
Indicador.................................................................... 77
Figura 4.17 Priorizaci�n de Iniciativas
Estrat�gicas..................................... 79
Figura 5.1 Determinaci�n del organigrama de la unidad del.........................
85
Figura 5.2 Procesos
Estrat�gicos ................................................................. 86
Figura 5.3 Procesos de
Apoyo...................................................................... 87
Figura 5.4 Procesos de
Medici�n.................................................................. 87
Figura 5.5 Desvinculaci�n del Personal de
Quality....................................... 88
Figura 5.6 Matriz de Contribuci�n
Cr�tica...................................................... 93
Figura 5.8 Mapa y BSC del �rea
Financiera................................................. 99
Administrativa......................................... 100
Acad�mica............................................ 101
Figura 5.11 Mapa y BSC del �rea de
Ventas ............................................. 102
Figura 6.1 Macroprocesos
Operativos ........................................................ 104 \par
}
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}}\par}{\phpg\posx2268\pvpg\posy2271\absw9051\absh737 \f10 \fs21 \cf0 \f10 \fs21
\cf0 Figura 6.2 Procesos del Macroproceso de Desarrollo de Proyectos de
Ense�anza..........................................................................
........................ 105 \par
}
Figura 6.3 Promoci�n y Marketing de Servicios de Ense�anza.................. 105
Figura 6.4 Presentaci�n de Servicios de Ense�anza..................................
107
Figura 6.5 Evaluaci�n de
Clientes .............................................................. 108
Figura 6.6 Dise�o y Elaboraci�n de Propuestas para Servicios de Ense�anza
\cf0 ..............................................................................
...................................... 109
Figura 6.7 Presentaci�n de Propuestas de Servicios de Ense�anza.......... 110
Figura 6.8 Planificaci�n del Proyecto con Enfoque de riesgos del proyecto111
Figura 6.9 Definici�n de Roles y
Definiciones............................................. 112
Figura 6.10 Elaboraci�n y Entrega del Plan de Gesti�n y Cronograma del
Proyecto...........................................................................
........................... 113
Figura 6.11 Ejecuci�n del
Proyecto ............................................................ 115
Figura 6.12 Cierre del
Proyecto .................................................................. 117
Figura 6.13 Seguimiento a la ejecuci�n del
Proyecto ................................. 119
Figura 6.14 Comunicaci�n del
Proyecto ..................................................... 120
Figura 6.15 Ficha del Proceso de Planificaci�n del Proyecto y Enfoque de
Riesgos del
Proyectos .........................................................................
....... 121
Figura 6.16 Ficha del Proceso de Definici�n de Roles y Responsabilidades
\cf0 ..............................................................................
...................................... 122
Figura 6.17 Ficha del Proceso de Elaboraci�n y entrega del Plan de Gesti�n
Cronograma del
Proyecto ........................................................................
122 \par
}
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\fs21 \cf0 Figura 6.17 Ficha del Proceso de Ejecuci�n del
Proyecto.......................... 123
Figura 6.18 Ficha del Proceso de Seguimiento a la Ejecuci�n del Proyecto
\cf0 ..............................................................................
...................................... 123
Figura 6.19 Ficha del Proceso de Comunicaci�n del Proyecto................... 124
Figura 6.18 Ficha del Principales
Indicadores ............................................ 126
Figura 7.1 Sem�foro para Nivel de desempe�o del Indicador .................... 131
Figura 7.2 Sem�foro para Nivel de desempe�o del Indicador .................... 132
Figura 7.3 Pantalla
Login ............................................................................
133
Figura 7.4 Pantalla Login Usuario
Mantenimiento ...................................... 135
Figura 7.5 Pantalla del Entorno
Principal.................................................... 136
Figura 7.6 Pantalla del Listado de
Empresas ............................................. 137
Figura 7.7 Pantalla Edici�n de
Empresa..................................................... 138
Figura 7.8 Pantalla de Ediciyn de
KPI's...................................................... 138
Figura 7.9 Pantalla de Edici�n de Objetivos Estrat�gicos...........................
139
Figura 7.10 Pantalla de Edici�n de
Responsables...................................... 139
Figura 7.11 Pantalla de Edici�n de Lista de
Indicadores ............................ 140
Figura 7.12 Pantalla Modificar datos del
Indicador ..................................... 141
Figura 7.13 Pantalla Login Usuario
Operador............................................. 142
Figura 7.14 Pantalla de Ingreso a la Consulta de Indicadores...................
143
Figura 7.15 Consulta Y Gr�fico de
Indicadores .......................................... 143
Figura 7.16 Parametrizaci�n de los
Sem�foros .......................................... 145
Figura 8.1 Diagrama de L�neas: Mejorar la Rentabilidad del Instituto.........
149 \par
}
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\fs21 \cf0 Figura 8.2 Diagrama de L�neas: Optimizar costos en Recursos Humanos
(Instructores).....................................................................
.......................... 150
Figura 8.3 Diagrama de L�neas: Aumentar las ventas de los paquetes a
trav�s de
canales............................................................................
............ 151
Figura 8.4 Diagrama de L�neas: Mejorar las
Ventas................................... 151
Figura 8.5 Diagrama de L�neas: Mejorar el aprendizaje del cliente
(estudiante).......................................................................
.......................... 152
Figura 8.6 Diagrama de L�neas: Incrementar el % de personas que domine
un idioma
extranjero ........................................................................
........... 153
Figura 8.7 Diagrama de L�neas: Identificar las no conformidades de atenci�n
al
cliente............................................................................
.......................... 153
Figura 8.8 Diagrama de L�neas: Establecer disponibilidad de nuevos horarios
\cf0 ..............................................................................
...................................... 154
Figura 8.9 Diagrama de L�neas: Captar mercado aleda�o ......................... 155

Figura 8.10 Diagrama de L�neas: Ampliar nuestra cartera de productos
(portafolio).......................................................................
............................ 155
Figura 8.11: Diagrama de L�neas Desarrollar liderazgo en el personal ...... 156
Figura 8.12 Diagrama de L�neas Promover el trabajo en equipo para
desarrollar la estrategia
empresarial........................................................... 157
Figura 8.13 Diagrama de L�neas Capacitar al personal del Instituto........... 158
Figura 8.14 Diagrama de L�neas Aumentar el nivel de satisfacci�n de los
empleados con respecto al clima
laboral .................................................... 158 \par
}
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0028a28a0028a28a0028a28a0028a28a0028a28
\fs21 \cf0 Figura 8.15 Diagrama de L�neas Evaluar la competencia del personal
(Instructores).....................................................................
.......................... 159
Figura 8.16 Diagrama Comparativo A�os 2006 Vs. 2007........................... 161
Figura 8.17 Optimizar costos en recursos humanos (instructores) A�o 2006
VS. A�o
2007...............................................................................
............... 162
Figura 8.18 Mejorar el aprendizaje del cliente (estudiante) A�o 2006 VS. A�o
2007...............................................................................
............................. 163
Figura 8.19 Promover el trabajo en equipo para desarrollar la estrategia
empresarial, A�o 2006 VS. A�o
2007......................................................... 164
Figura 8.20 Capacitar al personal del Instituto, A�o 2006 VS. A�o 2007 .. 165
Figura 8.21 Gr�fico de
Sedimentaci�n....................................................... 178
Sedimentaci�n....................................................... 185
sedimentaci�n ........................................................ 190
sedimentaci�n ........................................................ 195
sedimentaci�n ........................................................ 200
Figura 9.1 Priorizaci�n y Selecci�n de macroprocesos ..............................
211
Figura 9.1 Priorizaci�n y Selecci�n de los
procesos................................... 212
Figura 9.1 Programa de
Auditor�a............................................................... 214
Figura 9.2 Lista de
Verificaci�n................................................................... 215

Figura 9.3 Lista de
Verificaci�n................................................................... 217

Figura 9.4 Lista de
Verificaci�n................................................................... 219

Figura 9.5 Resumen de evaluaci�n de
procesos........................................ 222
Figura 9.6 Criterios de
Cumplimiento.......................................................... 223 \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\fs21 \cf0 Figura 9.7 Indicadores de
Cumplimiento .................................................... 223
Figura 9.8 Evaluaci�n de la Cadena de Procesos basado en Eventos (CPE)
\cf0 ..............................................................................
...................................... 224
Figura 9.9 Evaluaci�n del diagrama de asignaci�n de Funciones (DAF).... 225
Figura 9.10 Tabla de Control de
Calidad .................................................... 226
Figura 9.11 Tabla de Control de
Calidad .................................................... 227
Figura 9.12 Evaluaciyn de "Efectividad" por Criterio de Cumplimiento....... 228
Figura 9.13 Tipos de Riesgo seg�n Basilea
II............................................. 230
Figura 9.14 Esquema de la Evaluaci�n de Riesgos...................................
235
Impacto vs.
Probabilidad.......................................................................
...... 235
Figura 9.15 Matriz de Criterios de Evaluaci�n
Cualitativa........................... 237
Figura 9.16 Matriz de Riesgos Operativos y Controles...............................
239
Figura 9.17 Matriz de Riesgos con Calificaciones Cualitativas...................
241
Figura 9.18 Matriz de Calificaci�n de Riesgos con Controles....................
243
Figura 9.19 Matriz de Plan de
Acci�n ......................................................... 245
Figura 9.15 Matriz de Oportunidades de Mejora o Problemas Detectados. 247
Figura 9.16 Matriz de Oportunidades de Mejora o Problemas Detectados. 247
Figura 10.1 Rendimiento del
Indicador ...................................................... 260 \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\fi2580 \b \f10 \fs29 \cf0 INDICES DE TABLAS
{\b0 \fs22 TABLA}{\b0 \fs22 III.I}{\b0 \fs22 FORTALEZAS}{\b0 \fs22 Y}{\b0
\fs22 DEBILIDADES}{\b0 \fs22 .............................................}
{\b0 \fs22 36 }
{\b0 \fs22 TABLA}{\b0 \fs22 III.III}{\b0 \fs22 TEMAS}{\b0 \fs22 ESTRATEGICOS}
{\b0 \fs22 .......................................................}{\b0 \fs22
54 }
{\b0 \fs22 TABLA}{\b0 \fs22 IV.I}{\b0 \fs22 ATRIBUTO}{\b0 \fs22 PRODUCTO/}
{\b0 \fs22 SERVICIO}{\b0 \fs22 ........................................}{\b0 \fs22
57 }
{\b0 \fs22 TABLA}{\b0 \fs22 IV.II}{\b0 \fs22 ATRIBUTO}{\b0 \fs22 RELACI�N}
{\b0 \fs22 CON}{\b0 \fs22 EL}{\b0 \fs22 CLIENTE}{\b0
\fs22 .............................}{\b0 \fs22 58 }
{\b0 \fs22 TABLA}{\b0 \fs22 IV.III}{\b0 \fs22 LA}{\b0 \fs22 PROYECCI�N}{\b0
\fs22 SOBRE}{\b0 \fs22 LA}{\b0 \fs22 MARCA}{\b0
\fs22 ..................................}{\b0 \fs22 58 }
{\b0 \fs22 TABLA}{\b0 \fs22 IV.}{\b0 \fs22 IV}{\b0 \fs22 PERSPECTIVAS}{\b0
\fs22 ESTRAT�GICAS}{\b0 \fs22 .......................................}{\b0 \fs22
64 }
{\b0 \fs22 TABLA}{\b0 \fs22 IV.}{\b0 \fs22 V}{\b0 \fs22 MATRIZ}{\b0 \fs22 DE}
{\b0 \fs22 INDICADORES}{\b0 \fs22 ESTRATEGICOS}{\b0 \fs22 ......................}
{\b0 \fs22 80 }
{\b0 \fs22 TABLA}{\b0 \fs22 IV.}{\b0 \fs22 VI}{\b0 \fs22 PRESUPUESTO}{\b0 \fs22
PROGRAMA}{\b0 \fs22 DE}{\b0 \fs22 CAPACITACI�N}{\b0 \fs22 ............}{\b0
\fs22 81 }
{\b0 \fs22 TABLA}{\b0 \fs22 V.I.}{\b0 \fs22 OBJETIVOS}{\b0 \fs22 E}{\b0 \fs22
INDICADORES}{\b0 \fs22 DEL}{\b0 \fs22 AREA}{\b0 \fs22 FINANCIERA}{\b0
\fs22 .........}{\b0 \fs22 95 }
{\b0 \fs22 TABLA}{\b0 \fs22 V.II.}{\b0 \fs22 OBJETIVOS}{\b0 \fs22 E}{\b0 \fs22
INDICADORES}{\b0 \fs22 DEL}{\b0 \fs22 AREA}{\b0 \fs22 ADMINISTRATIVA}{\b0 \fs22
96 }
{\b0 \fs22 TABLA}{\b0 \fs22 V.III.}{\b0 \fs22 OBJETIVOS}{\b0 \fs22 E}{\b0 \fs22
INDICADORES}{\b0 \fs22 DEL}{\b0 \fs22 AREA}{\b0 \fs22 ACADEMICA}{\b0
\fs22 .......}{\b0 \fs22 97 }
{\b0 \fs22 TABLA}{\b0 \fs22 V.IV.}{\b0 \fs22 OBJETIVOS}{\b0 \fs22 E}{\b0 \fs22
INDICADORES}{\b0 \fs22 DEL}{\b0 \fs22 AREA}{\b0 \fs22 DE}{\b0 \fs22 VENTAS}{\b0
\fs22 ........}{\b0 \fs22 98 }
{\b0 \fs22 TABLA}{\b0 \fs22 VIII.I.}{\b0 \fs22 INDICADORES}{\b0 \fs22
ESTRAT�GICOS}{\b0 \fs22 EMPRESARIALES}{\b0 \fs22 .........}{\b0 \fs22 149 }
{\b0 \fs22 TABLA}{\b0 \fs22 VIII.II}{\b0 \fs22 MEDIAS}{\b0 \fs22 DE}{\b0 \fs22
INDICADORES}{\b0 \fs22 A�O}{\b0 \fs22 2006}{\b0 \fs22 Y}{\b0 \fs22 2007}{\b0
\fs22 ...................}{\b0 \fs22 160 }
{\b0 \fs22 TABLA}{\b0 \fs22 VIII.III}{\b0 \fs22 ESTADISTICA}{\b0 \fs22
DESCRIPTIVA}{\b0 \fs22 DPTO.}{\b0 \fs22 FINANCIERO}{\b0 \fs22 ..........}{\b0
\fs22 166 }
{\b0 \fs22 TABLA}{\b0 \fs22 VIII.IV}{\b0 \fs22 ESTADISTICA}{\b0 \fs22
DESCRIPTIVA}{\b0 \fs22 DPTO.}{\b0 \fs22 ADMINISTRATIVO}{\b0 \fs22 .}{\b0 \fs22
169 }
{\b0 \fs22 TABLA}{\b0 \fs22 VIII.V}{\b0 \fs22 ESTADISTICA}{\b0 \fs22
DESCRIPTIVA}{\b0 \fs22 DPTO.}{\b0 \fs22 ACAD�MICO}{\b0 \fs22 ...........}{\b0
\fs22 171 }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\fs22 \cf0 TABLA VIII.VI ESTADISTICA DESCRIPTIVA DPTO. DE VENTAS ........... 173
TABLA VIII.VII PRUEBA DE
BARTLETT.................................................... 176
TABLA VIII.VIII VALORES PROPIOS Y PORCENTAJES DE EXPLICACI�N
DE CADA
COMPONENTE ........................................................................
. 177
TABLA VIII.IX MATRIZ DE COEFICIENTES PARA LA CONSTRUCCI�N DE
LAS COMPONENTES PRINCIPALES .......................................................
179
TABLA VIII.X PESOS DE LAS VARIABLES OBSERVADAS SOBRE LAS
COMPONENTES
PRINCIPALES ............................................................... 180
TABLA VIII.XI PRUEBA DE BARTLETT DPTO. FINANCIERO.................. 183
TABLA VIII.XII VARIANZA
EXPLICADA..................................................... 184
TABLA VIII.XIII MATRIZ DE COEFICIENTES PARA LA CONSTRUCCI�N
DE LAS COMPONENTES PRINCIPALES .................................................
186
TABLA VIII.XIV PESOS DE LAS VARIABLES OBSERVABLES SOBRE LAS
COMPONENTES
PRINCIPALES ............................................................... 187
TABLA VIII.XV PRUEBA DE BARTLETT DPTO. ADMINISTRATIVO ........ 188
TABLA VIII.XVI VARIANZA
EXPLICADA ................................................... 189
TABLA VIII.XVII MATRIZ DE COEFICIENTES PARA LA CONSTRUCCI�N
DE LAS COMPONENTES PRINCIPALES .................................................
191
TABLA VIII.XVIII PESOS DE LAS VARIABLES OBSERVABLES SOBRE LAS
COMPONENTES
PRINCIPALES ............................................................... 192
TABLA VIII.XIX PRUEBA DE BARTLETT DPTO. ACAD�MICO................ 193
TABLA VIII.XX VARIANZA
EXPLICADA .................................................... 194 \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\fs22 \cf0 TABLA VIII.XXI. MATRIZ DE COEFICIENTES PARA LA CONSTRUCCI�N
\par}{\phpg\posx2268\pvpg\posy2271\absw8911\absh6203 \sl-276 \par\f10 \fs22 \cf0 DE
LAS COMPONENTES PRINCIPALES ................................................. 196
TABLA VIII.XXII PESOS DE LAS VARIABLES OBSERVABLES SOBRE LAS
COMPONENTES
PRINCIPALES ............................................................... 197
TABLA VIII.XXIII PRUEBA DE BARTLETT DPTO. VENTAS ..................... 198
TABLA VIII.XXIV VARIANZA
EXPLICADA ................................................. 199
TABLA VIII.XXV PESOS DE LAS VARIABLES OBSERVABLES SOBRE
201
TABLA VIII.XXVI PESOS DE LAS VARIABLES OBSERVABLES SOBRE
202
TABLA IX.I PLAN DETALLADO DE AUDITOR�A - CRONOGRAMA DE
TRABAJO A�O
2007...............................................................................
... 208
TABLA IX.II DOCUMENTACI�N REQUERIDA..........................................
209 \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 1 \par
}
{\phpg\posx2268\pvpg\posy3479\absw245\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 El
\par
}
Balance \par
}
\f10 \fs27 \cf0 INTRODUCCI�N
{\b0 \fs21 Scorecard,}{\b0 \fs21 tambi�n}{\b0 \fs21 llamado}{\b0 \fs21
Cuadro}{\b0 \fs21 de}{\b0 \fs21 Mando}{\b0 \fs21 Integral}{\b0 \fs21
ha }\par
}
despertado gran inter�s entre directivos y empresarios hasta el punto que se
considera uno de los temas m�s importantes del modelo de planificaci�n y
gesti�n de los �ltimos a�os. \par
}
Esta herramienta contribuye a la resoluci�n de problemas que
tienen
nuestras empresas y que preocupan a nuestros directivos. Una de las
razones es su estricto enfoque hacia la maximizaci�n del
beneficio
empresarial haciendo el mejor uso posible de los recursos disponibles. \par
}
Quality es un Instituto de ense�anza del idioma extranjero con
una
pedagog�a que permite brindar la capacitaci�n del idioma
Ingl�s,
adecu�ndose a las necesidades espec�ficas de cada estudiante. Motivo por
\par}{\phpg\posx2268\pvpg\posy9000\absw8428\absh3222 \sl-276 \par\f10 \fs21 \cf0 el
cual el instituto ha enfocado su estrategia para pulir sus t�cnicas de

ense�anza y mejorar su rentabilidad. La herramienta a implementarse est�
compuesta por las siguientes fases que son: enfoque estrat�gico, traslado al
Balanced Scorecard, sincronizaci�n y despliegue y la gesti�n por procesos \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 2 \par
}
\fs25 \cf0 JUSTIFICACI�N DEL PROYECTO
\cf0 {\b0 \fs21 Quality}{\b0 \fs21 C�a.}{\b0 \fs21 Ltda.,}{\b0 \fs21 en}
{\b0 \fs21 el}{\b0 \fs21 cual}{\b0 \fs21 se}{\b0 \fs21 efectu�}{\b0 \fs21
este}{\b0 \fs21 proyecto,}{\b0 \fs21 es}{\b0 \fs21 una}{\b0 \fs21 empresa }
\cf0 {\b0 \fs21 legalmente}{\b0 \fs21 constituida}{\b0 \fs21 con}{\b0 \fs21
fines}{\b0 \fs21 de}{\b0 \fs21 lucro,}{\b0 \fs21 sus}{\b0 \fs21 actividades}
{\b0 \fs21 permiten}{\b0 \fs21 brindar}{\b0 \fs21 la }
\cf0 {\b0 \fs21 capacitaci�n}{\b0 \fs21 del}{\b0 \fs21 idioma}{\b0 \fs21
ingl�s,}{\b0 \fs21 con}{\b0 \fs21 una}{\b0 \fs21 metodolog�a}{\b0 \fs21 ciento}
{\b0 \fs21 por}{\b0 \fs21 ciento}{\b0 \fs21 natural, }
\cf0 {\b0 \fs21 social}{\b0 \fs21 t�cnica}{\b0 \fs21 y}{\b0 \fs21 pr�ctica.}
{\b0 \fs21 Para}{\b0 \fs21 este}{\b0 \fs21 tipo}{\b0 \fs21 de}{\b0 \fs21
Institutos}{\b0 \fs21 obtener}{\b0 \fs21 grandes }
\cf0 {\b0 \fs21 utilidades,}{\b0 \fs21 asegurar}{\b0 \fs21 la}{\b0 \fs21
permanencia}{\b0 \fs21 y}{\b0 \fs21 la}{\b0 \fs21 creaci�n}{\b0 \fs21 del}
{\b0 \fs21 valor}{\b0 \fs21 hacia}{\b0 \fs21 el}{\b0 \fs21 futuro, }
\cf0 {\b0 \fs21 calidad,}{\b0 \fs21 precio,}{\b0 \fs21 relaciones,}{\b0 \fs21
imagen}{\b0 \fs21 que}{\b0 \fs21 reflejan}{\b0 \fs21 en}{\b0 \fs21 su}
{\b0 \fs21 conjunto}{\b0 \fs21 la }
\cf0 {\b0 \fs21 transferencia}{\b0 \fs21 de}{\b0 \fs21 valor}{\b0 \fs21 de}
{\b0 \fs21 Quality}{\b0 \fs21 al}{\b0 \fs21 cliente}{\b0 \fs21 es}{\b0
\fs21 un}{\b0 \fs21 factor}{\b0 \fs21 primordial}{\b0 \fs21 para }
\cf0 {\b0 \fs21 permanecer}{\b0 \fs21 en}{\b0 \fs21 la}{\b0 \fs21 ejecuci�n}{\b0
\fs21 de}{\b0 \fs21 sus}{\b0 \fs21 actividades,}{\b0 \fs21 raz�n}{\b0 \fs21
por}{\b0 \fs21 la}{\b0 \fs21 cual}{\b0 \fs21 nos}{\b0 \fs21 motiv� }
\cf0 {\b0 \fs21 a}{\b0 \fs21 dise�ar}{\b0 \fs21 un}{\b0 \fs21 sistema}{\b0
\fs21 de}{\b0 \fs21 gesti�n}{\b0 \fs21 basado}{\b0 \fs21 en}{\b0 \fs21
la}{\b0 \fs21 metodolog�a}{\b0 \fs21 del}{\b0 \fs21 Balanced }
\cf0 {\b0 \fs21 Scorecard,}{\b0 \fs21 que}{\b0 \fs21 traduce}{\b0 \fs21 las}{\b0
\fs21 estrategias}{\b0 \fs21 en}{\b0 \fs21 objetivos}{\b0 \fs21 relacionados,}
{\b0 \fs21 medidos}{\b0 \fs21 a }
\cf0 {\b0 \fs21 trav�s}{\b0 \fs21 de}{\b0 \fs21 indicadores. }
\cf0 {\b0 \fs21 Este}{\b0 \fs21 sistema}{\b0 \fs21 de}{\b0 \fs21 gesti�n}{\b0
\fs21 se}{\b0 \fs21 lleva}{\b0 \fs21 a}{\b0 \fs21 cabo}{\b0 \fs21 a}
{\b0 \fs21 trav�s}{\b0 \fs21 de}{\b0 \fs21 la}{\b0 \fs21 elaboraci�n}
{\b0 \fs21 de}{\b0 \fs21 un }
\cf0 {\b0 \fs21 mapa}{\b0 \fs21 estrat�gico}{\b0 \fs21 donde}{\b0 \fs21 quedan}
{\b0 \fs21 reflejadas}{\b0 \fs21 las}{\b0 \fs21 estrategias}{\b0 \fs21 y}
{\b0 \fs21 los}{\b0 \fs21 objetivos}{\b0 \fs21 a }
\cf0 {\b0 \fs21 conseguir}{\b0 \fs21 en}{\b0 \fs21 cuatro}{\b0 \fs21 �reas}
{\b0 \fs21 principales,}{\b0 \fs21 que}{\b0 \fs21 son:}{\b0 \fs21 financiera,}
{\b0 \fs21 procesos}{\b0 \fs21 internos, }
\cf0 {\b0 \fs21 clientes,}{\b0 \fs21 aprendizaje}{\b0 \fs21 y}{\b0 \fs21
crecimiento.}{\b0 \fs21 Pero}{\b0 \fs21 este}{\b0 \fs21 modelo}{\b0 \fs21
va}{\b0 \fs21 a}{\b0 \fs21 ser}{\b0 \fs21 adecuado, }
\cf0 {\b0 \fs21 donde}{\b0 \fs21 nuestro}{\b0 \fs21 fin}{\b0 \fs21 sea}
{\b0 \fs21 la}{\b0 \fs21 perspectiva}{\b0 \fs21 "financiera"}{\b0 \fs21
relac}{\b0 \fs21 ionada}{\b0 \fs21 con}{\b0 \fs21 el }
\cf0 {\b0 \fs21 mejoramiento}{\b0 \fs21 de}{\b0 \fs21 la}{\b0 \fs21
rentabilidad}{\b0 \fs21 del}{\b0 \fs21 Instituto.}{\b0 \fs21 Los}{\b0 \fs21
promotores}{\b0 \fs21 de}{\b0 \fs21 resultados }
\cf0 {\b0 \fs21 hacia}{\b0 \fs21 esta}{\b0 \fs21 perspectiva}{\b0 \fs21
ser�a}{\b0 \fs21 la}{\b0 \fs21 perspectiva}{\b0 \fs21 de}{\b0 \fs21
procesos}{\b0 \fs21 internos}{\b0 \fs21 en}{\b0 \fs21 la }
\cf0 {\b0 \fs21 captaci�n}{\b0 \fs21 de}{\b0 \fs21 mercado}{\b0 \fs21
aleda�o;}{\b0 \fs21 y,}{\b0 \fs21 finalmente}{\b0 \fs21 en}{\b0 \fs21
la}{\b0 \fs21 perspectiva}{\b0 \fs21 de }
\cf0 {\b0 \fs21 aprendizaje}{\b0 \fs21 y}{\b0 \fs21 crecimiento}{\b0 \fs21
destacar�a}{\b0 \fs21 la}{\b0 \fs21 capacitaci�n}{\b0 \fs21 de}{\b0 \fs21 los}
{\b0 \fs21 instructores}{\b0 \fs21 del }
\cf0 {\b0 \fs21 Instituto. }\par
}
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10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
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\cf0 3 \par
}
\f10 \fs25 \cf0 INFORME EJECUTIVO
{\b0 \fs21 Las}{\b0 \fs21 estrategias}{\b0 \fs21 del}{\b0 \fs21 Instituto}
{\b0 \fs21 est�n}{\b0 \fs21 orientadas}{\b0 \fs21 a}{\b0 \fs21 fortalecer}
{\b0 \fs21 la}{\b0 \fs21 capacidad}{\b0 \fs21 del }
{\b0 \fs21 personal}{\b0 \fs21 y}{\b0 \fs21 como}{\b0 \fs21 vital}{\b0 \fs21
estrategia}{\b0 \fs21 financiera,}{\b0 \fs21 la}{\b0 \fs21 mejora}{\b0 \fs21
de}{\b0 \fs21 la}{\b0 \fs21 rentabilidad, }
{\b0 \fs21 relacionada}{\b0 \fs21 con}{\b0 \fs21 la}{\b0 \fs21 ampliaci�n}
{\b0 \fs21 de}{\b0 \fs21 la}{\b0 \fs21 cartera}{\b0 \fs21 de}{\b0 \fs21
productos}{\b0 \fs21 que}{\b0 \fs21 a}{\b0 \fs21 largo}{\b0 \fs21 lazo }
{\b0 \fs21 plazo}{\b0 \fs21 ayuden}{\b0 \fs21 a}{\b0 \fs21 incrementar}{\b0
\fs21 las}{\b0 \fs21 ventas}{\b0 \fs21 del}{\b0 \fs21 Instituto. }\par
}
{\phpg\posx2268\pvpg\posy6227\absw8409\absh2725 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Al
trasladar la informaci�n obtenida al BSC se utiliz� el modelo
de
perspectivas estrat�gicas utilizadas por empresas con fines de lucro, en el
cual el impacto cae sobre la parte financiera. Se establecieron objetivos

estrat�gicos para cada una de las perspectivas, de igual manera
se
desarrollaron iniciativas estrat�gicas con la finalidad de alcanzar los objetivos
planteados, y se detall� la iniciativa relacionada con la estrategia del Instituto.
\par
}
Para alcanzar un efectivo alineamiento estrat�gico es necesario que el
instituto tenga una estructura organizacional basada en procesos; que
incluye la descripci�n de los procesos estrat�gicos y operativos. \par
}
Con la finalidad de realizar seguimiento al desempe�o de los indicadores es
vital contar con un software que nos permita conocer de manera oportuna la
informaci�n para la toma de decisiones. Un segmento de este proyecto es la
implementaci�n de un programa sencillo que permita la representaci�n del
desempe�o y la tendencia de los indicadores, en el cual se puede agregar, \par
}
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10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
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0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 4 \par
}
modificar o eliminar un indicador. Para explicar como trabaja el proceso de
aprendizaje se simularon datos de dos a�os de operaciones para disponer de
\par}{\phpg\posx2268\pvpg\posy2271\absw8461\absh1234 \sl-276 \par\f10 \fs21 \cf0 un
n�mero suficiente de datos. \par
}
Cabe recalcar que al desarrollar los indicadores se establecieron metas
mensuales, y para el aprendizaje estrat�gico se aplic� un an�lisis estad�stico
univariado y multivariado para expresar la utilidad de los indicadores. \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
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5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
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0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 5 \par
}
1. \par
}
\f10 \fs36 \cf0 CAPITULO I
{\fs25 MARCO}{\fs25 TEORICO }\par
}
\fs398 \cf0 C \par
}
El{\i Balanced}{\i Scorecard} es un modelo de gesti�n que traduce las
estrategias en objetivos relacionados, medidos a trav�s de indicadores
ligados a unos planes de acci�n que permiten alinear el
comportamiento de los miembros de la organizaci�n.
Podr�amos decir que el{\i Balance}{\i Scorecard} nos proporciona una
"fotograf�a" que nos permite examinar como nos estamos acometiendo
\par}{\phpg\posx2988\pvpg\posy6755\absw7765\absh5209 \sl-276 \par\f10 \fs21 \cf0 a
nuestra estrategia a medio y largo plazo. Para enfocar esa fotograf�a
previamente, es necesario concretar nuestra visi�n del negocio en
objetivos estrat�gicos relacionados entre si seg�n diferentes
perspectivas. La utilidad del{\i Balance}{\i Scorecard} no depende del tipo
empresa, sino de los problemas a los que se enfrenta. \par
}
\cf0 1.1 DEFINICI�N \par
}
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10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
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0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 6 \par
}
\cf0 1.2 ELEMENTOS DE UN BALANCED SCORECARD
\fi707 1.2.1 Misi�n, Visi�n y Valores
\fi707 {\b0 La}{\b0 aplicaci�n}{\b0 del}{\b0\i Balanced}{\b0\i Scorecard}{\b0
empieza}{\b0 con}{\b0 la}{\b0 definici�n }
\fi707 {\b0 de}{\b0 la}{\b0 misi�n,}{\b0 visi�n}{\b0 y}{\b0 valores}{\b0 de}
{\b0 la}{\b0 organizaci�n.}{\b0 La}{\b0 estrategia }
\fi707 {\b0 de}{\b0 la}{\b0 organizaci�n}{\b0 solo}{\b0 ser�}{\b0
consistente}{\b0 si}{\b0 se}{\b0 han }
\fi707 {\b0 conceptualizado}{\b0 esos}{\b0 elementos.}{\b0 A}{\b0 partir}{\b0
de}{\b0 la}{\b0 definici�n}{\b0 de}{\b0 la }
\fi707 {\b0 misi�n,}{\b0 visi�n}{\b0 y}{\b0 valores}{\b0 se}{\b0 desarrolla}
{\b0 la}{\b0 estrategia,}{\b0 que}{\b0 pueda }
\fi707 {\b0 ser}{\b0 representada}{\b0 directamente}{\b0 en}{\b0 forma}{\b0
de}{\b0 mapas}{\b0 estrat�gicos, }
\fi707 {\b0 o}{\b0 conceptualizadas,}{\b0 antes,}{\b0 en}{\b0 otro}{\b0
formato.}{\b0 De}{\b0 nuevo,}{\b0 lo }
\fi707 {\b0 importante}{\b0 no}{\b0 es}{\b0 sino}{\b0 el}{\b0 desarrollo}{\b0
de}{\b0 la}{\b0 estrategia}{\b0 forma}{\b0 parte }
\fi707 {\b0 del}{\b0 modelo,}{\b0 lo}{\b0 realmente}{\b0 es}{\b0 si}{\b0
hay}{\b0 una}{\b0 estrategia}{\b0 definida}{\b0 y }
\fi707 {\b0 adecuada.}{\b0 Si}{\b0 lo}{\b0 est�,}{\b0 ser�}{\b0 el}{\b0
punto}{\b0 de}{\b0 partida}{\b0 de}{\b0 los}{\b0 elementos }
\fi707 {\b0 del}{\b0 modelo,}{\b0 en}{\b0 caso}{\b0 contrario,}{\b0 el}
{\b0 primer}{\b0 paso}{\b0 consistir�}{\b0 en}{\b0 la }
\fi707 {\b0 definici�n}{\b0 de}{\b0 la}{\b0 estrategia.}{\b0 En}{\b0
numerosas}{\b0 implantaciones,}{\b0 la }
\fi707 {\b0 estrategia}{\b0 suele}{\b0 ya}{\b0 estar}{\b0 definida,}{\b0
y}{\b0 de}{\b0 lo}{\b0 que}{\b0 se}{\b0 trata}{\b0 es}{\b0 de }
\fi707 {\b0 pasmarla}{\b0 en}{\b0 un}{\b0 mapa}{\b0 estrat�gico. }\par
}
\fs21 \cf0 1.2.2 Perspectivas, mapas estrat�gicos y objetivos
\cf0 {\b0 Llamamos}{\b0 mapas}{\b0 estrat�gicos}{\b0 al}{\b0 conjunto}
{\b0 de}{\b0 objetivos }
\cf0 {\b0 estrat�gicos}{\b0 que}{\b0 se}{\b0 conectan}{\b0 a}{\b0 trav�s}{\b0
de}{\b0 relaciones}{\b0 casuales. }
\cf0 {\b0 Los}{\b0 mapas}{\b0 estrat�gicos}{\b0 son}{\b0 el}{\b0
aporte}{\b0 conceptual}{\b0 m�s }
\cf0 {\b0 importante}{\b0 del}{\b0\i Balanced}{\b0\i Scorecard,}{\b0\i
a}{\b0 yudan}{\b0 a}{\b0 entender}{\b0 la }\par
}
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010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
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61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
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0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 7 \par
}
coherencia entre los objetivos estrat�gicos y permiten visualizar
manera sencilla y muy gr�fica la estrategia de la empresa.
\par}{\phpg\posx3684\pvpg\posy2271\absw7005\absh4215 \sl-276 \par\f10 \fs21 \cf0 Un
problema habitual en la selecci�n de objetivos estrat�gicos
\par}{\phpg\posx3684\pvpg\posy2271\absw7005\absh4215 \sl-275 \par\f10 \fs21 \cf0 es
tener demasiados. Los mapas estrat�gicos pueden ayudar a
englobar y priorizar objetivos. Adem�s ayudan a valorar la
importancia de cada objetivo estrat�gico, ya que nos lo presenta
agrupados en perspectivas. Las perspectivas son aquellas
dimensiones cr�ticas clave en la organizaci�n. Las cuatro
perspectivas m�s com�nmente utilizadas son: \par
}
\fs21 \cf0 Perspectiva Financiera:{\b0 �Qu�}{\b0 debemos}{\b0 hacer}{\b0 para}
{\b0 satisfacer }
\fi24 {\b0 las}{\b0 expectativas}{\b0 de}{\b0 nuestros}{\b0 accionistas? }
\fi55 {\b0 La}{\b0 perspectiva}{\b0 financiera}{\b0 tiene}{\b0 como}{\b0
objetivo}{\b0 el}{\b0 responder}{\b0 a}{\b0 las }
{\b0 expectativas}{\b0 de}{\b0 los}{\b0 accionistas.}{\b0 Esta}{\b0
perspectiva}{\b0 est� }
{\b0 particularmente}{\b0 centrada}{\b0 en}{\b0 la}{\b0 creaci�n}{\b0
de}{\b0 valor}{\b0 para}{\b0 el }
{\b0 accionista,}{\b0 con}{\b0 altos}{\b0 �ndices}{\b0 de}{\b0
rendimiento}{\b0 y}{\b0 garant�a}{\b0 de }
{\b0 crecimiento}{\b0 y}{\b0 mantenimiento}{\b0 del}{\b0 negocio. }
{\b0 Esto}{\b0 requerir�}{\b0 definir}{\b0 objetivos}{\b0 e}{\b0
indicadores}{\b0 que}{\b0 permitan }
{\b0 responder}{\b0 a}{\b0 las}{\b0 expectativas}{\b0 del}{\b0
accionista}{\b0 en}{\b0 cuanto}{\b0 a}{\b0 los }
{\b0 par�metros}{\b0 financieros}{\b0 de:}{\b0 Crecimiento,}{\b0 Beneficios,}
{\b0 Retorno}{\b0 de }
{\b0 Capital,}{\b0 Uso}{\b0 del}{\b0 Capital. }
\fi24 Perspectiva del Cliente:{\b0 �Qu�}{\b0 debemos}{\b0 hacer}{\b0 para}{\b0
satisfacer }
\fi24 {\b0 las}{\b0 necesidades}{\b0 de}{\b0 nuestros}{\b0 clientes? }\par
}
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10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 8 \par
}
{\phpg\posx3684\pvpg\posy2271\absw7024\absh10675 \f10 \fs21 \cf0 \f10 \fs21 \cf0 En
esta perspectiva se responde a las expectativas de los
Clientes. Del logro de los objetivos que se plantean en esta
perspectiva depender� en gran medida la generaci�n de
ingresos, y por ende la "generaci�n de valor" ya reflejada en la
Perspectiva Financiera.
La satisfacci�n de clientes estar� supeditada a la propuesta de
valor que la organizaci�n o empresa les plantee. Esta propuesta
de valor cubre b�sicamente, el espectro de expectativas
compuesto por: calidad, precio, relaciones, imagen que reflejen
en su conjunto la transferencia de valor del proveedor al cliente.
\cf0 \fi24 {\b Perspectivas}{\b Interna:} �En qu� procesos debemos ser

\cf0 \fi24 excelentes para satisfacer esas necesidades?
\cf0 \fi67 En esta perspectiva, se identifican los objetivos e indicadores
estrat�gicos asociados a los procesos clave de la organizaci�n
\par}{\phpg\posx3684\pvpg\posy2271\absw7024\absh10675 \sl-275 \par\f10 \fs21 \cf0 o
empresa, de cuyo �xito depende la satisfacci�n de las
expectativas de clientes y accionistas.
Usualmente, esta perspectiva se desarrolla luego que se han
definido los objetivos e indicadores de las perspectivas
Financiera y de Clientes. Esta secuencia logra la alineaci�n e
identificaci�n de las actividades y procesos clave, y permite
establecer los objetivos espec�ficos, que garanticen la
satisfacci�n de los accionistas y clientes. \par
}
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10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
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0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 9 \par
}
\fs21 \cf0 Perspectivas de Aprendizaje y Crecimiento:{\b0 �Qu�}{\b0 aspectos }
\fi24 {\b0 son}{\b0 cr�ticos}{\b0 para}{\b0 poder}{\b0 mantener}{\b0 esa}{\b0
excelencia? }
{\b0 Asegurando}{\b0 la}{\b0 permanencia}{\b0 y}{\b0 la}{\b0 creaci�n}
{\b0 de}{\b0 valor}{\b0 hacia}{\b0 el }
{\b0 futuro}{\b0 la}{\b0 cuarta}{\b0 perspectiva}{\b0 se}{\b0
refiere}{\b0 a}{\b0 los}{\b0 objetivos}{\b0 e }
{\b0 indicadores}{\b0 que}{\b0 sirven}{\b0 como}{\b0 plataforma}{\b0 o}{\b0
motor}{\b0 del}{\b0 desempe�o }
{\b0 futuro}{\b0 de}{\b0 la}{\b0 empresa,}{\b0 y}{\b0 reflejan}{\b0 su}{\b0
capacidad}{\b0 para}{\b0 adaptarse}{\b0 a }
{\b0 nuevas}{\b0 realidades,}{\b0 cambiar}{\b0 y}{\b0 mejorar. }
{\b0 Los}{\b0 mapas}{\b0 estrat�gicos}{\b0 se}{\b0 componen}{\b0 de}{\b0
objetivos}{\b0 estrat�gicos }
{\b0 y}{\b0 relaciones}{\b0 casuales.}{\b0 Los}{\b0 objetivos}{\b0
estrat�gicos}{\b0 muestran }
{\b0 aquello}{\b0 que}{\b0 se}{\b0 quiere}{\b0 conseguir.}{\b0 Las}{\b0
relaciones}{\b0 casuales}{\b0 son}{\b0 la }
{\b0 explicitaci�n}{\b0 de}{\b0 las}{\b0 relaciones}{\b0 entre}{\b0 los}{\b0
objetivos.}{\b0 Se}{\b0 trata}{\b0 de }
{\b0 relaciones}{\b0 intuitivas}{\b0 basada}{\b0 en}{\b0 el}{\b0
conocimiento}{\b0 de}{\b0 la }
{\b0 organizaci�n}{\b0 y}{\b0 de}{\b0 sector,}{\b0 as�}{\b0 como}{\b0 en}{\b0
la}{\b0 experiencia. }\par
}
Los mapas pueden estar subdivididos en l�neas estrat�gicas.
Por ejemplo, una empresa puede tener una l�nea estrat�gica de
crecimiento y al mismo tiempo otra de productividad o \par
}
eficiencia, y objetivos estrat�gicos en
muestra un ejemplo de mapa estrat�gico. \par
}
ambas. La figura 1.1 \par
}
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1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
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0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
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e15f09f857c39a75ceb1e21f13789bc43ac5cd9e91a0f87f42d22cef354d6759d52f2d74ed2f4eb5b9b
ebeb982da09655f883fe17efed4ffb447fa2fec9df057fe14a7c3f9bfe6e7bf6e7f871f117c1ff006bf
2ff0079ff0016bbf612fed9f849fb4d78e3ecfad689e23f87be36ff008696f187ec1fff0008cff6af84
7e317c1bff0086a0f87f75fd97a9007dff005e3ff1afe3f7c1afd9d3c2ba7f8c7e357c42f0ff0080b48
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\cf0 10 \par
}
\cf0 Figura 1.1 Ejemplo de mapa estrat�gico
\cf0 \fi1591 {\b0 \f20 \fs15 PERSPECTIVA}{\b0 \f20 \fs15 DE }
\fi1934 {\b0 \f20 \fs15 CLIENTE }\par
}
PERSPECTIVAS DE
PROCESOS \par
}
PERSPECTIVA
FINANCIERA \par
}
{\phpg\posx8355\pvpg\posy5253\absw1622\absh344 \f20 \fs15 \cf0 \fi117 \f20 \fs15
\cf0 PERSPECTIVA DE
INFRAESTRUCTURA \par
}
\cf0 Fuente:{\b0 Material}{\b0 de}{\b0 clases }
Elaborado por:{\b0 Ing.}{\b0 Jaime}{\b0 Lozada }\par
}
\cf0 1.3 PROPUESTA DEL VALOR AL CLIENTE
{\b0 Dado}{\b0 que}{\b0 el}{\b0\i Balanced}{\b0\i Scorecard}{\b0 ha}
{\b0 de}{\b0 ser}{\b0 sencillo}{\b0 y}{\b0 f�cilmente }
{\b0 entendible,}{\b0 es}{\b0 clave}{\b0 seleccionar}{\b0 aquellos}{\b0
objetivos}{\b0 estrat�gicos}{\b0 de }
{\b0 primer}{\b0 nivel}{\b0 que}{\b0 son}{\b0 prioritarios.}{\b0 Para}{\b0
ello,}{\b0 resulta}{\b0 una}{\b0 gran}{\b0 utilidad }
{\b0 definir}{\b0 la}{\b0 propuesta}{\b0 de}{\b0 valor}{\b0 al}{\b0
cliente,}{\b0 es}{\b0 decir,}{\b0 lo}{\b0 que}{\b0 diferencia}{\b0 a }
{\b0 nuestra}{\b0 organizaci�n}{\b0 ante}{\b0 los}{\b0 clientes.}{\b0
Diferentes}{\b0\i gur�s}{\b0 de}{\b0 la }
{\b0 estrategia}{\b0 han}{\b0 distinguido}{\b0 formas}{\b0 de}{\b0
competir}{\b0 Kaplan}{\b0 y}{\b0 Norton}{\b0 las }
{\b0 resume,}{\b0 siguiendo}{\b0 la}{\b0 clasificaci�n}{\b0 de}{\b0 Treacy}
{\b0 y}{\b0 Wiersema,}{\b0 en: }
Liderazgo de Producto:{\b0 Se}{\b0 centra}{\b0 en}{\b0 la}{\b0 excelencia}{\b0
de}{\b0 sus}{\b0 productos }
{\b0 y}{\b0 servicios,}{\b0 que}{\b0 ofrecen}{\b0 la}{\b0 m�xima}{\b0
calidad}{\b0 y}{\b0 funcionalidad. }
Relaci�n con el Cliente:{\b0 Se}{\b0 centra}{\b0 en}{\b0 la}{\b0
capacidad}{\b0 de}{\b0 generar }
{\b0 v�nculos}{\b0 con}{\b0 clientes,}{\b0 para}{\b0 conocerlos}{\b0 y}
{\b0 proporcionarles}{\b0 productos}{\b0 y }
{\b0 servicios}{\b0 adecuados}{\b0 a}{\b0 sus}{\b0 necesidades. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 11 \par
}
\cf0 Excelencia Operativa:{\b0 Se}{\b0 centra}{\b0 en}{\b0
proporcionar}{\b0 productos}{\b0 y }
{\b0 servicios}{\b0 a}{\b0 un}{\b0 precio}{\b0 competitivo}{\b0 para}{\b0 la}
{\b0 calidad}{\b0 y}{\b0 funcionalidad}{\b0 que }
{\b0 ofrecen. }\par
}
\cf0 1.4 INDICADORES Y SUS METAS
{\b0 Los}{\b0 indicadores}{\b0 (tambi�n}{\b0 llamados}{\b0 medidas)}
{\b0 son}{\b0 el}{\b0 medio}{\b0 que }
{\b0 tenemos}{\b0 para}{\b0 visualizar}{\b0 si}{\b0 estamos}{\b0
cumpliendo}{\b0 o}{\b0 no}{\b0 los}{\b0 objetivos }
{\b0 estrat�gicos. }
{\b0 Un}{\b0 objetivo}{\b0 estrat�gico,}{\b0 como}{\b0 por}{\b0
ejemplo}{\b0 el}{\b0 desarrollo}{\b0 de }
{\b0 capacidades}{\b0 comerciales}{\b0 de}{\b0 nuestro}{\b0 personal}{\b0
clave,}{\b0 puede}{\b0 medirse}{\b0 a }
{\b0 trav�s}{\b0 de}{\b0 indicadores}{\b0 como}{\b0 el}{\b0 n�mero}{\b0
de}{\b0 horas}{\b0 de}{\b0 formaci�n}{\b0 por }
{\b0 persona,}{\b0 el}{\b0 �ndice}{\b0 de}{\b0 satisfacci�n}{\b0 de}{\b0 los}
{\b0 empleados}{\b0 con}{\b0 la}{\b0 formaci�n }
{\b0 percibida}{\b0 o}{\b0 el}{\b0 incremento}{\b0 medio}{\b0 de}{\b0
los}{\b0 contratos}{\b0 o}{\b0 ingreso}{\b0 por }
{\b0 empleado.}{\b0 Entendiendo}{\b0 la}{\b0 diferencia}{\b0 entre}{\b0
objetivos}{\b0 estrat�gicos}{\b0 e }
{\b0 indicadores,}{\b0 resulta}{\b0 m�s}{\b0 f�cil}{\b0 comprender}{\b0
la}{\b0 utilidad}{\b0 de}{\b0 utilizar}{\b0 los }
{\b0 objetivos}{\b0 para}{\b0 elaborar}{\b0 mapas}{\b0 estrat�gicos.}{\b0
Los}{\b0 objetivos}{\b0 son}{\b0 el}{\b0 fin; }
{\b0 los}{\b0 indicadores}{\b0 son}{\b0 el}{\b0 medio}{\b0 que}{\b0 tenemos}
{\b0 para}{\b0 medirlos.}{\b0 Adem�s,}{\b0 en }
{\b0 un}{\b0\i Balanced}{\b0\i Scorecard}{\b0 habr�}{\b0 m�s}{\b0
indicadores}{\b0 que}{\b0 objetivos,}{\b0 por}{\b0 lo }
{\b0 que}{\b0 en}{\b0 aras}{\b0 de}{\b0 la}{\b0 simplificaci�n}{\b0 es}
{\b0 m�s}{\b0 f�cil}{\b0 elaborar}{\b0 los}{\b0 mapas }
{\b0 estrat�gicos}{\b0 con}{\b0 objetivos.}{\b0 Para}{\b0 cada}{\b0
indicador,}{\b0 como}{\b0 es}{\b0 habitual,}{\b0 se }
{\b0 deber�n}{\b0 fijar}{\b0 metas}{\b0 (tambi�n}{\b0 llamados}{\b0
objetivos). }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 12 \par
}
\cf0 1.5 INICIATIVAS ESTRAT�GICAS
{\b0 Las}{\b0 iniciativas}{\b0 estrat�gicas}{\b0 son}{\b0 las}{\b0 acciones}
{\b0 en}{\b0 la}{\b0 que}{\b0 la}{\b0 organizaci�n }
{\b0 se}{\b0 va}{\b0 a}{\b0 centrar}{\b0 para}{\b0 la}{\b0 consecuci�n}{\b0
de}{\b0 los}{\b0 objetivos}{\b0 estrat�gicos. }
{\b0 Es}{\b0 importante}{\b0 priorizar}{\b0 las}{\b0 iniciativas}{\b0 en}
{\b0 funci�n}{\b0 de}{\b0 los}{\b0 objetivos }
{\b0 estrat�gicos.}{\b0 Si}{\b0 analizamos}{\b0 el}{\b0 impacto}{\b0 de}{\b0
las}{\b0 iniciativas}{\b0 en}{\b0 marcha}{\b0 en }
{\b0 cada}{\b0 uno}{\b0 de}{\b0 los}{\b0 objetivos}{\b0 estrat�gicos,}{\b0
podemos}{\b0 visualizar}{\b0 iniciativas }
{\b0 que}{\b0 aportan}{\b0 poco}{\b0 valor}{\b0 al}{\b0 cumplimiento}{\b0
de}{\b0 esos}{\b0 objetivos}{\b0 y}{\b0 objetivos }
{\b0 estrat�gicos}{\b0 sin}{\b0 soporte}{\b0 de}{\b0 las}{\b0 iniciativas. }
{\b0 Las}{\b0 iniciativas}{\b0 pueden}{\b0 tener}{\b0 hitos}{\b0 de}{\b0
cumplimiento,}{\b0 sus}{\b0 propios }
{\b0 indicadores}{\b0 para}{\b0 el}{\b0 seguimiento}{\b0 e}{\b0 incluso}
{\b0 un}{\b0\i Balanced}{\b0\i Scorecard }
{\b0 propio.}{\b0 Hay}{\b0 organizaciones}{\b0 que}{\b0 incluyen}{\b0
las}{\b0 acciones}{\b0 estrat�gicas }
{\b0 como}{\b0 una}{\b0 de}{\b0 las}{\b0 perspectivas}{\b0 del}{\b0
modelo. }\par
}
\cf0 1.6 RESPONSABLE Y RECURSOS
{\b0 Cada}{\b0 objetivo,}{\b0 indicador}{\b0 e}{\b0 iniciativa}{\b0 debe}{\b0
tener}{\b0 su}{\b0 responsable.}{\b0 Una }
{\b0 persona}{\b0 a}{\b0 cargo}{\b0 que}{\b0 controla}{\b0 su}{\b0
cumplimiento. }
{\b0 Otro}{\b0 aspecto}{\b0 clave}{\b0 para}{\b0 una}{\b0 implantaci�n}
{\b0 con}{\b0 el}{\b0 �xito}{\b0 del}{\b0\i Balanced }
{\b0\i Scorecard}{\b0 es}{\b0 asignar}{\b0 los}{\b0 recursos}{\b0 necesarios}
{\b0 para}{\b0 el}{\b0 buen}{\b0 desarrollo }
{\b0 de}{\b0 las}{\b0 iniciativas}{\b0 estrat�gicas.}{\b0 Es}{\b0 el}{\b0
primer}{\b0 paso}{\b0 para}{\b0 el}{\b0 cumplimiento }
{\b0 de}{\b0 la}{\b0 estrategia.}{\b0 Por}{\b0 ello}{\b0 es}{\b0 necesario}
{\b0 establecer}{\b0 los}{\b0 equipos}{\b0 a}{\b0 cargo }
{\b0 de}{\b0 cada}{\b0 iniciativa,}{\b0 as�}{\b0 como}{\b0 el}{\b0
papel}{\b0 que}{\b0 diferentes}{\b0 personas}{\b0 van}{\b0 a }
{\b0 jugar}{\b0 en}{\b0 ellos.}{\b0 Y}{\b0 tambi�n}{\b0 dotar}{\b0 a}
{\b0 las}{\b0 iniciativas}{\b0 de}{\b0 los}{\b0 recursos }
{\b0 necesarios}{\b0 para}{\b0 su}{\b0 cumplimiento.}{\b0 Se}{\b0 recomienda}
{\b0 que}{\b0 el}{\b0 presupuesto }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 13 \par
}
contenga una partida de recursos asignados a las iniciativas
estrat�gicas. Estos recursos deben estar diferenciados del
presupuesto operativo, del presupuesto de inversiones y de otros
presupuestos que utilizan las empresas. \par
}
\cf0 1.7 EVALUACI�N SUBJETIVA
{\b0 Aunque}{\b0 hemos}{\b0 hablado}{\b0 del}{\b0 establecimiento}{\b0
de}{\b0 indicadores}{\b0 para}{\b0 el }
{\b0 seguimiento}{\b0 de}{\b0 los}{\b0 objetivos}{\b0 e}{\b0
iniciativas,}{\b0 es}{\b0 deseable}{\b0 dotar}{\b0 de}{\b0 una }
{\b0 cierta}{\b0 flexibilidad}{\b0 al}{\b0 modelo}{\b0 como}{\b0 instrumento}
{\b0 de}{\b0 evaluaci�n,}{\b0 an�lisis}{\b0 y }
{\b0 reflexi�n}{\b0 estrat�gica.}{\b0 Por}{\b0 este}{\b0 motivo,}{\b0 es}
{\b0 importante}{\b0 establecer}{\b0 los }
{\b0 procedimientos}{\b0 para}{\b0 una}{\b0 evaluaci�n}{\b0 subjetiva}
{\b0 de}{\b0 los}{\b0 diferentes }
{\b0 elementos,}{\b0 complementaria}{\b0 al}{\b0 cumplimiento}{\b0 de}
{\b0 los}{\b0 indicadores }
{\b0 espec�ficos}{\b0 que}{\b0 utilicemos}{\b0 para}{\b0 la}{\b0 medici�n. }
{\b0 El}{\b0 alcance}{\b0 y}{\b0 caracter�sticas}{\b0 del}{\b0 modelo}
{\b0 se}{\b0 deber�n}{\b0 adaptar}{\b0 a}{\b0 las }
{\b0 caracter�sticas,}{\b0 situaci�n}{\b0 y}{\b0 necesidades}{\b0 de}
{\b0 la}{\b0 organizaci�n.}{\b0 Por }
{\b0 ejemplo,}{\b0 para}{\b0 una}{\b0 empresa}{\b0 peque�a,}{\b0 un}
{\b0\i Balanced}{\b0\i Scorecard }
{\b0 corporativo}{\b0 puede}{\b0 ser}{\b0 suficiente,}{\b0 mientras}{\b0
hay}{\b0 organizaciones}{\b0 que }
{\b0 tienen}{\b0\i Balanced}{\b0\i Scorecard}{\b0 a}{\b0 siete}{\b0 niveles}
{\b0 distintos.}{\b0 Otro}{\b0 ejemplo}{\b0 es }
{\b0 una}{\b0 empresa}{\b0 sin}{\b0 fines}{\b0 de}{\b0 lucro}{\b0 donde}{\b0
los}{\b0 objetivos}{\b0 financieros}{\b0 pueden }
{\b0 no}{\b0 aparecer}{\b0 en}{\b0 la}{\b0 c�spide}{\b0 del}{\b0 mapa}
{\b0 estrat�gico,}{\b0 sino}{\b0 ser}{\b0 el}{\b0 soporte }
{\b0 para}{\b0 la}{\b0 consecuci�n}{\b0 de}{\b0 otros}{\b0 objetivos.}{\b0
De}{\b0 la}{\b0 misma}{\b0 manera,}{\b0 el}{\b0 punto }
{\b0 de}{\b0 partida}{\b0 para}{\b0 la}{\b0 implantaci�n}{\b0 var�a.}{\b0
Las}{\b0 empresas}{\b0 parten}{\b0 de}{\b0 un }
{\b0 sistema}{\b0 de}{\b0 planificaci�n,}{\b0 de}{\b0 unos}{\b0 de}{\b0 los}
{\b0 instrumentos}{\b0 de}{\b0 gesti�n,}{\b0 de }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 14 \par
}
{\phpg\posx2988\pvpg\posy2271\absw7737\absh4215 \f10 \fs21 \cf0 \f10 \fs21 \cf0 una
estructura organizativa concreta, de un determinado estilo de
liderazgo y cultura, y unos de los proyectos previos ya finalizados, en
marcha u olvidados, por ejemplo, la implantaci�n de modelos de
excelencia. El{\i Balanced}{\i Scorecard} supone un cambio, pero
es
importante aprovechar lo que se ha hecho bien. Incluso adaptar el
modelo a un lenguaje, unas perspectivas, etc, si ello permite que se
entienda mejor. No se trata de mantener cosas que se han hecho,
aunque sean insatisfactorias, pero si de aprovechar esfuerzos
positivos y evitar solapes con otras actividades ya realizadas. \par
}
\cf0 1.8ENFOQUE POR PROCESOS
{\b0 Las}{\b0 actividades}{\b0 que}{\b0 debe}{\b0 desarrollar}{\b0 una}
{\b0 organizaci�n}{\b0 para}{\b0 orientar }
{\b0 su}{\b0 gesti�n}{\b0 a}{\b0 una}{\b0 gesti�n}{\b0 basada}{\b0 en}{\b0
procesos,}{\b0 se}{\b0 pueden}{\b0 establecer }
{\b0 en}{\b0 una}{\b0 metodolog�a}{\b0 de}{\b0 cuatro}{\b0 pasos: }
{\b0 {\f63 \u61607\'3f}}{\b0 La}{\b0 identificaci�n}{\b0 y}{\b0
determinaci�n}{\b0 de}{\b0 la}{\b0 secuencia}{\b0 de}{\b0 procesos. }
{\b0 {\f63 \u61607\'3f}}{\b0 La}{\b0 descripci�n}{\b0 de}{\b0 cada}{\b0
uno}{\b0 de}{\b0 los}{\b0 procesos. }
{\b0 {\f63 \u61607\'3f}}{\b0 El}{\b0 seguimiento}{\b0 y}{\b0 la}{\b0
medici�n}{\b0 para}{\b0 conocer}{\b0 los}{\b0 resultados }
\fi371 {\b0 obtenidos. }
{\b0 {\f63 \u61607\'3f}}{\b0 La}{\b0 mejora}{\b0 de}{\b0 sus}{\b0
procesos}{\b0 bas�ndose}{\b0 en}{\b0 el}{\b0 seguimiento}{\b0 y}{\b0 la
}
\fi371 {\b0 medici�n. }
{\b0 La}{\b0 adopci�n}{\b0 de}{\b0 este}{\b0 enfoque}{\b0 siguiendo}{\b0
estos}{\b0 cuatro}{\b0 pasos}{\b0 facilita}{\b0 la }
{\b0 comprensi�n}{\b0 integral}{\b0 y}{\b0 estructurada}{\b0 del}{\b0
tratamiento}{\b0 de}{\b0 los}{\b0 procesos}{\b0 y }
{\b0 su}{\b0 alineamiento}{\b0 con}{\b0 la}{\b0 estrategia}{\b0
empresarial. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 15 \par
}
continuaci�n se desarrollan cada uno de estos pasos. \par
}
\fs21 \cf0 1.8.1 La identificaci�n y determinaci�n de la secuencia de
\cf0 \fi720 procesos.
\cf0 {\b0 El}{\b0 primer}{\b0 paso}{\b0 es}{\b0 definir}{\b0 cu�les}{\b0 son}
{\b0 los}{\b0 procesos}{\b0 que}{\b0 forman}{\b0 la }
\cf0 {\b0 estructura}{\b0 de}{\b0 procesos}{\b0 de}{\b0 la}{\b0
empresa,}{\b0 adem�s}{\b0 de}{\b0 sus }
\cf0 {\b0 interacciones}{\b0 y}{\b0 alg�n}{\b0 tipo}{\b0 de}{\b0 tipolog�a,}
{\b0 categorizaci�n}{\b0 o}{\b0 criterios }
\cf0 {\b0 de}{\b0 prioridad.}{\b0 Hay}{\b0 que}{\b0 plantearse}{\b0
cu�les}{\b0 procesos}{\b0 son}{\b0 lo }
\cf0 {\b0 suficientemente}{\b0 significativos}{\b0 para}{\b0 que}{\b0 tengan}
{\b0 que}{\b0 formar}{\b0 parte }
\cf0 {\b0 de}{\b0 la}{\b0 estructura}{\b0 de}{\b0 procesos}{\b0 y}{\b0
en}{\b0 qu�}{\b0 nivel}{\b0 de}{\b0 detalle}{\b0 se }
\cf0 {\b0 tendr�an}{\b0 que}{\b0 hacer. }
\cf0 {\b0 La}{\b0 identificaci�n}{\b0 y}{\b0 selecci�n}{\b0 de}{\b0 los}{\b0
procesos}{\b0 que}{\b0 formar�n}{\b0 parte }
\cf0 {\b0 de}{\b0 esta}{\b0 estructura}{\b0 tiene}{\b0 que}{\b0 ser}{\b0
resultado}{\b0 de}{\b0 una}{\b0 reflexi�n}{\b0 y }
\cf0 {\b0 trabajo}{\b0 multidisciplinario}{\b0 sobre}{\b0 las}{\b0
actividades}{\b0 que}{\b0 se }
\cf0 {\b0 desarrollan}{\b0 en}{\b0 la}{\b0 organizaci�n}{\b0 y}{\b0 sobre}{\b0
su}{\b0 impacto}{\b0 o}{\b0 influencia }
\cf0 {\b0 en}{\b0 los}{\b0 logros}{\b0 de}{\b0 la}{\b0 estrategia,}{\b0
objetivos}{\b0 y}{\b0 resultados. }
\cf0 {\b0 Puede}{\b0 recurrirse}{\b0 a}{\b0 los}{\b0 siguientes}{\b0 factores}
{\b0 para}{\b0 su}{\b0 identificaci�n: }
\cf0 \fi24 {\b0 {\f63 \u61607\'3f}}{\b0 Influencia}{\b0 en}{\b0 la}{\b0
Misi�n,}{\b0 Visi�n}{\b0 y}{\b0 estrategia. }
\cf0 \fi24 {\b0 {\f63 \u61607\'3f}}{\b0 Influencia}{\b0 en}{\b0 la}{\b0
consecuci�n}{\b0 de}{\b0 los}{\b0 objetivos}{\b0 estrat�gicos. }
\cf0 \fi24 {\b0 {\f63 \u61607\'3f}}{\b0 Impacto}{\b0 en}{\b0 la}{\b0
satisfacci�n}{\b0 del}{\b0 cliente. }
\cf0 \fi24 {\b0 {\f63 \u61607\'3f}}{\b0 Efectos}{\b0 en}{\b0 la}{\b0
calidad}{\b0 del}{\b0 producto}{\b0 o}{\b0 servicio. }
\cf0 \fi24 {\b0 {\f63 \u61607\'3f}}{\b0 Riesgos}{\b0 asociados. }
\cf0 \fi24 {\b0 {\f63 \u61607\'3f}}{\b0 Utilizaci�n}{\b0 intensiva}{\b0 de}
{\b0 recursos. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 16 \par
}
{\f63 \u61607\'3f} Cumplimiento de requisitos legales y reglamentarios. \par
}
{\phpg\posx3684\pvpg\posy3375\absw7076\absh9184 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Una
organizaci�n puede recurrir a diferentes herramientas que
permitan la identificaci�n de los procesos que componen su
estructura.
\par}{\phpg\posx3684\pvpg\posy3375\absw7076\absh9184 \sl-276 \par\f10 \fs21 \cf0 En
cualquier caso, es imprescindible la implicaci�n de los
l�deres de la organizaci�n para coordinar e impulsar la
configuraci�n de la estructura de procesos, como para procurar
\par}{\phpg\posx3684\pvpg\posy3375\absw7076\absh9184 \sl-275 \par\f10 \fs21 \cf0 su
alineaci�n con la misi�n, visi�n, estrategia y objetivos
estrat�gicos definidos.
Una vez efectuada la identificaci�n y la selecci�n de los
procesos, surge la necesidad de definir y representar esta
estructura, de manera que facilite la determinaci�n e
interpretaci�n de sus interrelaciones. La manera m�s
representativa a reflejar los procesos identificados y sus
interrelaciones es precisamente a trav�s de un Mapa de
Procesos, que es la representaci�n gr�fica de la estructura de
procesos de la organizaci�n.
Para elaborar un Mapa de Procesos y facilitar su interpretaci�n
uso, se deben definir previamente las posibles agrupaciones
\par}{\phpg\posx3684\pvpg\posy3375\absw7076\absh9184 \sl-276 \par\f10 \fs21 \cf0 en
que se incluyan los procesos identificados. \par
}
de las agrupaciones m�s usadas es la
cap�tulos de la Norma 9001:2000: \par
}
{\phpg\posx8994\pvpg\posy13865\absw1554\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 que
sigue los \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 17 \par
}
\fs21 \cf0 {\f63 \u61607\'3f}{\b Procesos}{\b de}{\b Planificaci�n}{\b
o}{\b de}{\b gesti�n}{\b de}{\b la }
\cf0 \fi384 {\b organizaci�n}: Son aquellos que est�n vinculados al �mbito
\cf0 \fi384 de responsabilidades de la direcci�n. Incluyen procesos
\cf0 \fi384 relativos a la planificaci�n estrat�gica, establecimiento de
\cf0 \fi384 pol�ticas, fijaci�n de objetivos, provisi�n de comunicaci�n,
\cf0 \fi384 aseguramiento de la disponibilidad de recursos necesarios y
\cf0 \fi384 revisiones por la direcci�n.
\cf0 \fi24 {\f63 \u61607\'3f}{\b Procesos}{\b para}{\b la}{\b gesti�n}{\b
de}{\b recursos:} Aquellos procesos
\cf0 \fi384 que permiten determinar, proporcionar y mantener los
\cf0 \fi384 recursos necesarios (humanos, de infraestructura y
\cf0 \fi384 ambiente de trabajo) necesarios para la gesti�n de la
\cf0 \fi384 empresa.
\cf0 \fi24 {\f63 \u61607\'3f}{\b Procesos}{\b de}{\b realizaci�n:} Incluyen
todos los procesos que
\cf0 \fi384 proporcionan el resultado previsto por la organizaci�n. Son
\cf0 \fi384 aquellos procesos que permiten llevar a cabo la producci�n
\cf0 \fi384 o la prestaci�n del servicio.
\cf0 \fi24 {\f63 \u61607\'3f}{\b Procesos}{\b de}{\b medici�n,}{\b
an�lisis}{\b y}{\b mejora:} Son los que
\cf0 \fi384 permiten realizar el seguimiento del desempe�o de los otros
\cf0 \fi384 procesos, medir sus resultados, analizarlos y establecer
\cf0 \fi384 acciones de mejora.
Las agrupaciones primarias se pueden entender como
macroprocesos", que incluyen dentro de ellos a otros procesos \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 18 \par
}
{\phpg\posx3684\pvpg\posy2271\absw7025\absh7196 \f10 \fs21 \cf0 \f10 \fs21 \cf0 de
nivel inferior, hasta llegar al grado de subprocesos, los
cuales a su vez se subdividen en actividades.
Los mapas de proceso excesivamente detallados pueden
contener mucha informaci�n, pero presentar un alto grado de
dificultad para su compresi�n, es decir, contener un exceso de
informaci�n con poco valor o excesivo detalle que dificulte la
interpretaci�n.
\par}{\phpg\posx3684\pvpg\posy2271\absw7025\absh7196 \sl-276 \par\f10 \fs21 \cf0 En
el otro extremo, un nivel escaso de despliegue, conducir�a a
\par}{\phpg\posx3684\pvpg\posy2271\absw7025\absh7196 \sl-275 \par\f10 \fs21 \cf0 la
p�rdida de informaci�n relevante para la gesti�n de la
organizaci�n.
\par}{\phpg\posx3684\pvpg\posy2271\absw7025\absh7196 \sl-276 \par\f10 \fs21 \cf0 La
representaci�n y la informaci�n relativa a los procesos
(incluyendo sus interrelaciones) no acaba con el Mapa de
procesos, sino que a trav�s de la descripci�n individual de cada
uno de estos procesos, se puede aportar informaci�n relevante
sobre sus interrelaciones. \par
}
\fs21 \cf0 1.8.2 La descripci�n de cada uno de los procesos
\cf0 {\b0 El}{\b0 Mapa}{\b0 de}{\b0 Procesos}{\b0 brinda}{\b0 una}{\b0
visi�n}{\b0 integral}{\b0 de}{\b0 los}{\b0 procesos }
\cf0 {\b0 de}{\b0 la}{\b0 organizaci�n}{\b0 y}{\b0 sus}{\b0 interrelaciones}
{\b0 pero}{\b0 no}{\b0 permite}{\b0 saber }
\cf0 {\b0 como}{\b0 son}{\b0 "por}{\b0 dentro"}{\b0 y}{\b0 como}{\b0
permiten}{\b0 la}{\b0 transformaciyn}{\b0 de }
\cf0 {\b0 entradas}{\b0 en}{\b0 salidas. }
\cf0 {\b0 La}{\b0 descripci�n}{\b0 de}{\b0 un}{\b0 proceso}{\b0 tiene}{\b0
la}{\b0 finalidad}{\b0 de}{\b0 determinar}{\b0 los }
\cf0 {\b0 criterios}{\b0 y}{\b0 los}{\b0 m�todos}{\b0 para}{\b0 asegurar}{\b0
que}{\b0 las}{\b0 actividades}{\b0 que}{\b0 lo }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 19 \par
}
componen se llevan de manera eficaz, como por el control del
proceso. Esta descripci�n se puede realizar a trav�s de dos
herramientas b�sicas:
\fi24 {\f63 \u61607\'3f} El diagrama de proceso ( o diagrama de flujo).
\fi24 {\f63 \u61607\'3f} La ficha del proceso. \par
}
\cf0 1.8.3 Descripci�n de las actividades del proceso (diagrama
\fi720 de proceso)
\fi24 {\b0 La}{\b0 descripci�n}{\b0 de}{\b0 las}{\b0 actividades}{\b0 de}{\b0
un}{\b0 proceso}{\b0 se}{\b0 puede}{\b0 llevar }
\fi24 {\b0 a}{\b0 cabo}{\b0 a}{\b0 trav�s}{\b0 de}{\b0 un}{\b0
diagrama,}{\b0 en}{\b0 el}{\b0 que}{\b0 se}{\b0 pueden }
\fi24 {\b0 representar}{\b0 sus}{\b0 actividades}{\b0 de}{\b0 una}
{\b0 manera}{\b0 gr�fica}{\b0 e }
\fi24 {\b0 interrelacionada. }
\fi24 {\b0 Estos}{\b0 diagramas}{\b0 facilitan}{\b0 la}{\b0 interpretaci�n}{\b0
de}{\b0 las}{\b0 actividades}{\b0 en }
\fi24 {\b0 su}{\b0 conjunto,}{\b0 puesto}{\b0 que}{\b0 se}{\b0 permite}
{\b0 una}{\b0 percepci�n}{\b0 visual}{\b0 del }
\fi24 {\b0 flujo}{\b0 y}{\b0 la}{\b0 secuencia}{\b0 de}{\b0 sus}{\b0
actividades,}{\b0 incluyendo}{\b0 las}{\b0 entradas }
\fi24 {\b0 y}{\b0 las}{\b0 salidas}{\b0 necesarias}{\b0 para}{\b0 el}{\b0
proceso}{\b0 y}{\b0 los}{\b0 l�mites}{\b0 del }
\fi24 {\b0 proceso.}{\b0 Se}{\b0 trata}{\b0 de}{\b0 un}{\b0 esquema}{\b0
"qui�n}{\b0 -}{\b0 qu�"}{\b0 en}{\b0 donde}{\b0 en}{\b0 la }
\fi24 {\b0 columna}{\b0 del}{\b0 "qui�n"}{\b0 aparecen}{\b0 los}{\b0
responsables}{\b0 y}{\b0 en}{\b0 la}{\b0 columna }
\fi24 {\b0 del}{\b0 "qu�"}{\b0 aparece}{\b0 como}{\b0 se}{\b0 realiza}{\b0
la}{\b0 actividad. }
\fi24 {\b0 Un}{\b0 aspecto}{\b0 esencial}{\b0 en}{\b0 la}{\b0
elaboraci�n}{\b0 de}{\b0 diagramas}{\b0 de }
\fi24 {\b0 procesos}{\b0 es}{\b0 la}{\b0 importancia}{\b0 de}{\b0 ajustar}{\b0
el}{\b0 nivel}{\b0 de}{\b0 detalle}{\b0 de}{\b0 la }
\fi24 {\b0 descripci�n}{\b0 (y,}{\b0 por}{\b0 lo}{\b0 tanto,}{\b0 de}{\b0 la}
{\b0 documentaci�n)}{\b0 con}{\b0 base}{\b0 en }
\fi24 {\b0 la}{\b0 eficacia}{\b0 de}{\b0 los}{\b0 procesos. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 20 \par
}
\cf0 1.8.4 Descripci�n de las caracter�sticas del proceso (ficha
\fi720 de proceso)
\fi24 {\b0 Una}{\b0 ficha}{\b0 de}{\b0 proceso}{\b0 es}{\b0 un}{\b0
soporte}{\b0 de}{\b0 informaci�n}{\b0 que }
\fi24 {\b0 pretende}{\b0 reunir}{\b0 todas}{\b0 aquellas}{\b0 caracter�sticas}
{\b0 relevantes}{\b0 para}{\b0 el }
\fi24 {\b0 control}{\b0 de}{\b0 las}{\b0 actividades}{\b0 definidas}{\b0 en}
{\b0 el}{\b0 diagrama}{\b0 de}{\b0 proceso, }
\fi24 {\b0 como}{\b0 tambi�n}{\b0 para}{\b0 la}{\b0 gesti�n}{\b0 y}{\b0
mejora}{\b0 del}{\b0 proceso. }
\fi24 {\b0 La}{\b0 informaci�n}{\b0 a}{\b0 incluir}{\b0 en}{\b0 la}{\b0
ficha}{\b0 de}{\b0 proceso}{\b0 debe}{\b0 ser}{\b0 la }
\fi24 {\b0 necesaria}{\b0 para}{\b0 permitir}{\b0 la}{\b0 gesti�n}{\b0 y}
{\b0 servir}{\b0 como}{\b0 base}{\b0 para}{\b0 la }
\fi24 {\b0 mejora}{\b0 del}{\b0 proceso,}{\b0 por}{\b0 ejemplo}{\b0 el}
{\b0 objetivo}{\b0 del}{\b0 proceso,}{\b0 el }
\fi24 {\b0 alcance,}{\b0 las}{\b0 interrelaciones}{\b0 a}{\b0 trav�s}{\b0 de}
{\b0 las}{\b0 entradas}{\b0 y}{\b0 salidas, }
\fi24 {\b0 propietario}{\b0 o}{\b0 due�o}{\b0 del}{\b0 proceso,}{\b0 entre}
{\b0 otros. }\par
}
\cf0 1.8.5 Seguimiento y medici�n de los procesos
{\b0 El}{\b0 enfoque}{\b0 basado}{\b0 en}{\b0 procesos}{\b0 pone}{\b0 de}{\b0
manifiesto}{\b0 como}{\b0 uno }
{\b0 de}{\b0 sus}{\b0 pilares}{\b0 el}{\b0 llevar}{\b0 a}{\b0 cabo}{\b0
un}{\b0 seguimiento}{\b0 y}{\b0 medida}{\b0 del }
{\b0 desempe�o}{\b0 y}{\b0 de}{\b0 los}{\b0 resultados}{\b0 de}{\b0
los}{\b0 procesos,}{\b0 y}{\b0 si}{\b0 estos }
{\b0 resultados}{\b0 coinciden}{\b0 con}{\b0 los}{\b0 objetivos}{\b0
planificados}{\b0 o}{\b0 previstos. }
{\b0 El}{\b0 seguimiento}{\b0 y}{\b0 medida}{\b0 constituyen}{\b0 la}{\b0
base}{\b0 para}{\b0 saber}{\b0 que}{\b0 se }
{\b0 est�}{\b0 obteniendo,}{\b0 en}{\b0 qu�}{\b0 porcentaje}{\b0 se}{\b0
consiguen}{\b0 los}{\b0 resultados }
{\b0 deseados}{\b0 y}{\b0 por}{\b0 d�nde}{\b0 se}{\b0 han}{\b0 de}{\b0
orientar}{\b0 o}{\b0 enfocar}{\b0 las}{\b0 mejoras. }
{\b0 En}{\b0 este}{\b0 sentido,}{\b0 los}{\b0 indicadores}{\b0 de}
{\b0 medida}{\b0 del}{\b0 proceso }
{\b0 permiten}{\b0 establecer}{\b0 el}{\b0 marco}{\b0 de}{\b0 un}{\b0
proceso}{\b0 (o}{\b0 de}{\b0 un}{\b0 conjunto }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 21 \par
}
procesos), qu� hace falta medir para determinar la
capacidad y la eficiencia del proceso, todo esto necesariamente
alineado con su objetivo.
Los conceptos claves para el seguimiento y medici�n de los
procesos son:
\cf0 \fi24 {\b a.}{\b Indicador:} Datos o conjunto de datos que ayudan a medir
\cf0 \fi384 objetivamente la evoluci�n de un proceso o de una
\cf0 \fi384 actividad. Se debe identificar, seleccionar y formular
\cf0 \fi384 adecuadamente los indicadores o el paquete de indicadores
\cf0 \fi384 que servir�n para evaluar el proceso y ejercer control.
\cf0 \fi24 {\b b.}{\b Requisito:} Necesidad o expectativa
establecida,
\cf0 \fi384 generalmente impl�cita u obligatoria.
\cf0 \fi24 {\b c.}{\b Capacidad:} Aptitud de una organizaci�n, un sistema
o un
\cf0 \fi384 procesos para realizar un producto o servicio que cumple los
\cf0 \fi384 requisitos para ese producto o servicio.
\cf0 \fi24 {\b d.}{\b Eficacia:} Extensi�n en que se realizan las
actividades
\cf0 \fi384 planificadas y se alcanzan los resultados planificados.
\cf0 \fi24 {\b e.}{\b Eficiencia:} Relaci�n entre el resultado alcanzado y
los
\cf0 \fi384 recursos utilizados.
Los pasos generales para establecer los indicadores de un
proceso son:
\cf0 \fi24 {\f63 \u61607\'3f} Determinar y analizar detalladamente el
objetivo o misi�n
\cf0 \fi384 definida para el proceso. \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 22 \par
}
\fs21 \cf0 {\f63 \u61607\'3f} Determinar los tipos de resultados que hace falta
obtener y
\cf0 \fi384 las magnitudes que hace falta medir.
\cf0 \fi24 {\f63 \u61607\'3f} Determinar los indicadores
representativos de las
\cf0 \fi384 magnitudes que hace falta medir.
\cf0 \fi24 {\f63 \u61607\'3f} Establecer los resultados que se quieren alcanzar
para cada
\cf0 \fi384 indicador definido.
\cf0 \fi24 {\f63 \u61607\'3f} Formalizar los indicadores con los resultados que
se quieren
\cf0 \fi384 alcanzar (objetivos).
Para conocer el comportamiento estad�stico de un proceso
repetitivo, se puede recurrir al uso de diversas herramientas
estad�sticas tales como los gr�ficos de control, la capacidad del
proceso y similares.
En aquellos procesos donde las salidas se obtienen de manera
espaciada en el tiempo y, por tanto, son poco numerosos,
completan ciclos diferentes o muy largos y no son uniformes
(ejecuci�n de proyectos, auditorias, procesos de planificaci�n,
seguimiento de clientes, etc.), no es posible llevar a cabo un
an�lisis estad�stico del proceso. La determinaci�n de la
capacidad en un proceso no repetitivo implica, por lo tanto, el
an�lisis de este proceso cada vez que se ejecute para un nuevo
producto o servicio, bas�ndose en planificaciones anteriores y
validando el proceso a trav�s de sus caracter�sticas. El
seguimiento y la medici�n del proceso en ejecuci�n se llevan a \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 23 \par
}
cabo por cada fase o etapa que hace falta realizar, bas�ndose
lo planificado o las caracter�sticas que permitan validar el
proceso (competencias de las personas, equipos, materiales,
etc.). \par
}
\cf0 1.8.6 La mejora de los procesos
{\b0 Los}{\b0 datos}{\b0 recopilados}{\b0 del}{\b0 seguimiento}{\b0 y}
{\b0 la}{\b0 medici�n}{\b0 de}{\b0 los }
{\b0 procesos}{\b0 deben}{\b0 ser}{\b0 analizados}{\b0 para}{\b0 conocer}{\b0
las}{\b0 caracter�sticas }
{\b0 y}{\b0 la}{\b0 evoluci�n}{\b0 del}{\b0 desempe�o}{\b0 de}{\b0
dichos}{\b0 procesos.}{\b0 De}{\b0 este }
{\b0 an�lisis}{\b0 se}{\b0 puede}{\b0 determinar: }
\fi24 a.{\b0 Qu�}{\b0 procesos}{\b0 no}{\b0 logran}{\b0 los}{\b0 resultados}
{\b0 planificados. }
\fi24 b.{\b0 D�nde}{\b0 hay}{\b0 oportunidades}{\b0 de}{\b0 mejora. }
{\b0 Cu�ndo}{\b0 un}{\b0 proceso}{\b0 no}{\b0 logra}{\b0 sus}{\b0 objetivos,}
{\b0 se}{\b0 deben}{\b0 establecer }
{\b0 las}{\b0 correcciones}{\b0 y}{\b0 las}{\b0 acciones}{\b0 correctivas}
{\b0 para}{\b0 asegurar}{\b0 que }
{\b0 las}{\b0 salidas}{\b0 del}{\b0 proceso}{\b0 alcancen}{\b0 la}
{\b0 conformidad}{\b0 con}{\b0 los }
{\b0 requisitos}{\b0 establecidos,}{\b0 hecho}{\b0 que}{\b0 implica}{\b0
actuar}{\b0 sobre}{\b0 las }
{\b0 variables}{\b0 de}{\b0 control. }
{\b0 La}{\b0 mejora}{\b0 de}{\b0 un}{\b0 proceso}{\b0 se}{\b0 traduce}
{\b0 en}{\b0 un}{\b0 aumento}{\b0 de}{\b0 su }
{\b0 capacidad}{\b0 para}{\b0 cumplir}{\b0 los}{\b0 requisitos}{\b0
establecidos,}{\b0 y}{\b0 por}{\b0 tanto, }
{\b0 en}{\b0 un}{\b0 aumento}{\b0 de}{\b0 su}{\b0 eficacia}{\b0 y}{\b0
eficiencia. }\par
}
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\cf0 24 \par
}
2. \par
}
\f10 \fs36 \cf0 CAPITULO II
\fi357 {\fs25 DESCRIPCI�N}{\fs25 DE}{\fs25 LA}{\fs25 EMPRESA }
{\fs21 2.1}{\fs21 ANTECEDENTES }
{\b0 \fs21 Quality}{\b0 \fs21 C�a.}{\b0 \fs21 Ltda.,}{\b0 \fs21 es}{\b0 \fs21
una}{\b0 \fs21 empresa}{\b0 \fs21 legalmente}{\b0 \fs21 constituida}{\b0
\fs21 el}{\b0 \fs21 25}{\b0 \fs21 de }
{\b0 \fs21 abril}{\b0 \fs21 de}{\b0 \fs21 2005}{\b0 \fs21 con}{\b0 \fs21
una}{\b0 \fs21 metodolog�a}{\b0 \fs21 ciento}{\b0 \fs21 por}{\b0 \fs21
ciento}{\b0 \fs21 natural,}{\b0 \fs21 social }
{\b0 \fs21 t�cnica}{\b0 \fs21 y}{\b0 \fs21 pr�ctica. }\par
}
{\phpg\posx2988\pvpg\posy6664\absw7714\absh1731 \f10 \fs21 \cf0 \f10 \fs21 \cf0 La
pedagog�a implementada les ha permitido brindar la capacitaci�n
del idioma Ingl�s, adecu�ndose a las necesidades espec�ficas de cada
estudiante, ya sea en programas grupales, como personalizados en
nuestras instalaciones o en su empresa. \par
}
{\phpg\posx2988\pvpg\posy9425\absw7815\absh3718 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Es
la �nica empresa de ense�anza de idiomas en el territorio Nacional
que garantiza por escrito la obtenci�n entre 500 a 550 puntos en la
versiyn "Paper Based TOEFL Test Format" a las personas que
culminan su capacitaci�n bajo el programa del idioma Ingl�s.
Aproximadamente Quality tiene un promedio de 50 estudiantes
graduado por a�o. Posee algunos establecimientos a nivel nacional,
dos en la ciudad de Guayaquil y dos en la ciudad de Quito ({\b Figura }
{\b 2.1}). \par
}
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\cf0 25 \par
}
\cf0 Figura 2.1 Establecimientos \par
}
\cf0 Fuente:{\b0 www.enquality.com }
Elaborado por:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }\par
}
\cf0 2.2ESTRUCTURA ORGANIZACIONAL
\cf0 \fi1231 Figura 2.2 Organigrama Funcional de Quality \par
}
JUNTA DE SOCIOS \par
}
GERENTE GRAL. \par
}
SECRETARIA GENERAL \par
}
GERENTE DE VENTAS \par
}
\fs9 \cf0 GERENTE
ADMINISTRATIVO \par
}
GERENTE FINANCIERO \par
}
GERENTE ACADEMICO \par
}
{\phpg\posx3675\pvpg\posy8767\absw1080\absh910 \b \f10 \fs9 \cf0 \fi20 \b \f10 \fs9
\cf0 JEFE DE VENTAS.
\cf0 \fi59 ASIST. DE VTAS.
EJECUT. DE VTAS.
\fi507 1
EJECUT. DE VTAS.
\fi507 2 \par
}
JEFE ADMINIST.
\fi108 ASIST. ADM. \par
}
JEFE FINANCIERO
\cf0 \fi87 ASIST. FINANC.
\cf0 \fi188 CONTADOR \par
}
JEFE ACADEMICO
\cf0 \fi46 CATEDRATICO 1
\cf0 \fi46 CATEDRATICO 3 \par
}
}
\fs21 \cf0 2.3MISION Y VISION
\cf0 \fi371 MISI�N
\cf0 {\b0 Obtener}{\b0 estudiantes}{\b0 totalmente}{\b0 biling�es}{\b0 que}{\b0
puedan}{\b0 desarrollar}{\b0 sus }
\cf0 {\b0 propias}{\b0 habilidades}{\b0 usando}{\b0 el}{\b0 ingl�s}{\b0 en}
{\b0 una}{\b0 forma}{\b0 natural}{\b0 como}{\b0 una }
\cf0 {\b0 herramienta}{\b0 de}{\b0 comunicaci�n}{\b0 en}{\b0 todo}{\b0 el}{\b0
mundo. }\par
}
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
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45001451450014514500145145001451450014514500145145001451450014514500145145001451450
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51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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45001451450014514500145145001451450014514500145145001451450014514500145145001451450
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51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
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45001451450014514500145145001451450014514500145145001451450014514500145145001451450
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51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
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45001451450014514500145145001451450014514500145145001451450014514500145145001451450
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51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
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45001451450014514500145145001451450014514500145145001451450014514500145145001451450
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51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
14500145145001451450014514500145145001451450014514500145145001451450014514500145145
00145145001451450014514500145145001451450014514500145145001451450014514500145145001
45145001451450014514500145145001451450014514500145145001451450014514500145145001451
45001451450014514500145145001451450014514500145145001451450014514500145145001451450
01451450014514500145145001451450014514500145145001451450014514500145145001451450014
51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
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50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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51450014514500145145001451450014514500145145001451450014514500145145001451450014514
50014514500145145001451450014514500145145001451450014514500145145001451450014514500
14514500145145001451450014514500145145001451450014514500145145001451450014514500145
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00145145001451450014514500145145001451450014514500145145001451450014514500145145001
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\cf0 26 \par
}
\f10 \fs21 \cf0 VISI�N
{\b0 Llegar}{\b0 a}{\b0 convertirse}{\b0 en}{\b0 la}{\b0 primera}{\b0
instituci�n}{\b0 de}{\b0 la}{\b0 ense�anza}{\b0 del }
{\b0 idioma}{\b0 ingl�s}{\b0 proporcionando}{\b0 un}{\b0 servicio}{\b0 de}{\b0
alta}{\b0 calidad}{\b0 con}{\b0 identidad }
{\b0 propia}{\b0 a}{\b0 trav�s}{\b0 de}{\b0 su}{\b0 metodolog�a. }\par
}
\cf0 2.4METODOLOG�A Y CURSOS
\fi347 2.4.1 Metodolog�a de ense�anza
\fi371 {\b0 La}{\b0 capacitaci�n}{\b0 del}{\b0 idioma}{\b0 Ingl�s}{\b0 en}{\b0
Quality}{\b0 E.L.S.}{\b0 C�a.}{\b0 Ltda.}{\b0 Se }
\fi371 {\b0 realiza}{\b0 mediante}{\b0 interacci�n}{\b0 personal}{\b0
directa}{\b0 aplicando}{\b0 una }
\fi371 {\b0 metodolog�a}{\b0 norteamericana}{\b0 denominada}{\b0 LUSW,}{\b0
probada}{\b0 para }
\fi371 {\b0 capacitar}{\b0 personas}{\b0 en}{\b0 28}{\b0 idiomas}{\b0
distintos}{\b0 en}{\b0 180}{\b0 pa�ses.}{\b0 LUSW }
\fi371 {\b0 sigue}{\b0 una}{\b0 secuencia}{\b0 l�gica}{\b0 y}{\b0
natural}{\b0 de}{\b0 aprendizaje}{\b0 con}{\b0 la}{\b0 que }
\fi371 {\b0 primero}{\b0 aprenderemos}{\b0 a}{\b0 hablar}{\b0 y}{\b0 despu�s}
{\b0 a}{\b0 escribir. }
\fi371 {\b0 Nuestra}{\b0 pol�tica}{\b0 institucional}{\b0 se}{\b0
fundamenta}{\b0 en}{\b0 un}{\b0 trato }
\fi371 {\b0 personalizado,}{\b0 permanente}{\b0 y}{\b0 un}{\b0 ambiente}{\b0
totalmente}{\b0 en}{\b0 INGLES, }
\fi371 {\b0 permiti�ndole}{\b0 al}{\b0 estudiante}{\b0 interactuar}{\b0
con}{\b0 otras}{\b0 personas }
\fi371 {\b0 fortaleciendo}{\b0 as�}{\b0 su}{\b0 aprendizaje. }
\fi371 {\b0 LUSW:}{\b0 LISTENING,}{\b0 UNDERSTANDING,}{\b0 SPEAKING}
{\b0 AND }
\fi371 {\b0 WRITING}{\b0 (Escuchando,}{\b0 Entendiendo,}{\b0 Hablando}{\b0 y}
{\b0 Escribiendo),}{\b0 se }
\fi371 {\b0 basa}{\b0 en}{\b0 la}{\b0 asociaci�n}{\b0 de}{\b0 conceptos}
{\b0 visuales}{\b0 y}{\b0 auditivos,}{\b0 los }
\fi371 {\b0 cuales}{\b0 son}{\b0 relacionados}{\b0 dentro}{\b0 de}{\b0
una}{\b0 interacci�n}{\b0 personal}{\b0 y }
\fi371 {\b0 mediante}{\b0 la}{\b0 repetici�n}{\b0 correctiva}{\b0 mejoran}
{\b0 la}{\b0 pronunciaci�n.}{\b0 Al }
\fi371 {\b0 lograrse}{\b0 la}{\b0 comprensi�n}{\b0 de}{\b0 estos}{\b0
conceptos}{\b0 comienza}{\b0 el}{\b0 an�lisis }\par
}
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45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
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51451400514514005145140051451401ffd9
\cf0 27 \par
}
la escritura y de los aspectos gramaticales necesarios para una
correcta expresi�n del tema en estudio.
Para apoyar la tarea de aprendizaje, empleamos materiales
t�cnicamente dise�ados para cada programa.
\par}{\phpg\posx3348\pvpg\posy2271\absw7331\absh2725 \sl-276 \par\f10 \fs21 \cf0 El
programa Quality esta dividido en 8 niveles comprendidos en 3
m�dulos ({\b Figura}{\b 2.3}) \par
}
\cf0 Figura 2.3 M�dulos \par
}
\fi24 Elaborado por:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }\par
}
\cf0 2.4.2 Cursos
\fi24 {\b0 Con}{\b0 el}{\b0 prop�sito}{\b0 de}{\b0 dar}{\b0 un}{\b0
servicio}{\b0 de}{\b0 ense�anza}{\b0 con}{\b0 calidad }
\fi24 {\b0 Quality}{\b0 ha}{\b0 dise�ado}{\b0 diferentes}{\b0 tipos}{\b0
de}{\b0 cursos}{\b0 de}{\b0 acuerdo}{\b0 a}{\b0 la }
\fi24 {\b0 disponibilidad}{\b0 de}{\b0 tiempo}{\b0 del}{\b0 cliente.}{\b0 A}
{\b0 continuaci�n}{\b0 se}{\b0 detalla}{\b0 estos }
\fi24 {\b0 cursos. }
\fi24 Regulares:{\b0 Esta}{\b0 modalidad}{\b0 funciona}{\b0 en}{\b0 grupos}
{\b0 de}{\b0 trabajo}{\b0 con}{\b0 un }
\fi24 {\b0 m�ximo}{\b0 de}{\b0 8}{\b0 estudiantes}{\b0 que}{\b0 est�n}{\b0
ubicados}{\b0 de}{\b0 acuerdo}{\b0 con}{\b0 su }
\fi24 {\b0 edad}{\b0 y}{\b0 desempe�o}{\b0 en}{\b0 el}{\b0 idioma}{\b0
ingl�s.}{\b0 La}{\b0 pedagog�a}{\b0 utilizada}{\b0 es }
\fi24 {\b0 din�mica}{\b0 permitiendo}{\b0 que}{\b0 el}{\b0 estudiante}{\b0 se}
{\b0 sienta}{\b0 a}{\b0 gusto}{\b0 dentro}{\b0 en }\par
}
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\cf0 28 \par
}
{\phpg\posx3348\pvpg\posy2271\absw7334\absh5209 \f10 \fs21 \cf0 \f10 \fs21 \cf0 un
ambiente totalmente en ingl�s. La interacci�n que se genera
dentro del grupo, produce una pr�ctica continua en el tiempo,
desarroll�ndose una interacci�n entretenida como discusiones de
temas propuestos, celebraciones de cumplea�os, clases pr�cticas
(programadas) enfocadas hacia el mundo laboral.
{\b Flexibles:} Esta modalidad esta dise�ada para personas que
carecen de disponibilidad horaria regular por motivos laborales o
estudios, adapt�ndose a las necesidades del estudiante, ya que
es quien determina su horario.
Con esta modalidad el estudiante tiene doble velocidad de
aprendizaje y en ning�n momento pierde sus clases. \par
}
\cf0 One to One:{\b0 Bajo}{\b0 esta}{\b0 modalidad}{\b0 de}{\b0 instrucci�n}
{\b0 personalizada}{\b0 el }
{\b0 estudiante}{\b0 logra}{\b0 un}{\b0 progreso}{\b0 del}{\b0 aprendizaje}
{\b0 eficiente}{\b0 con}{\b0 respecto }
{\b0 al}{\b0 tiempo}{\b0 invertido.}{\b0 El}{\b0 programa}{\b0 One}{\b0 to}
{\b0 One}{\b0 es}{\b0 ideal}{\b0 para}{\b0 personas }
{\b0 con}{\b0 limitantes}{\b0 de}{\b0 tiempo}{\b0 como}{\b0 por}{\b0
ejemplo:}{\b0 viajes,}{\b0 exigencias }
{\b0 laborales}{\b0 o}{\b0 para}{\b0 aquellos}{\b0 que}{\b0 desean}{\b0
capacitaci�n}{\b0 en}{\b0 temas }
{\b0 espec�ficos. }\par
}
Esta modalidad es recomendada tambi�n para personas con
problemas de aprendizaje, pues el profesor le dedicar� toda su
atenci�n al estudiante reforzando los aspectos que representan las
mayores dificultades para el{\b (Figura}{\b 2.4). }\par
}
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\cf0 29 \par
}
\cf0 Figura 2.4 Modalidad one to one \par
}
\f10 \fs21 \cf0 Fuente:{\b0 www.enquality.com }
\fi1282 Elaborado por:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }
Ingl�s Ejecutivo:{\b0 Esta}{\b0 modalidad}{\b0 se}{\b0 imparte}{\b0 en}{\b0
las}{\b0 instalaciones}{\b0 de }
{\b0 su}{\b0 empresa.}{\b0 Contamos}{\b0 para}{\b0 este}{\b0 servicio}
{\b0 con}{\b0 profesores}{\b0 que}{\b0 se }
{\b0 especializan}{\b0 en}{\b0 temas}{\b0 espec�ficos}{\b0 de}{\b0
acuerdo}{\b0 con}{\b0 su}{\b0 objetivo.}{\b0 Esta }
{\b0 modalidad}{\b0 puede}{\b0 ser}{\b0 pactada}{\b0 como}{\b0 cursos}{\b0
regulares}{\b0 con}{\b0 un}{\b0 m�nimo }
{\b0 de}{\b0 4}{\b0 y}{\b0 un}{\b0 m�ximo}{\b0 de}{\b0 8}{\b0 personas}{\b0
en}{\b0 horarios}{\b0 preestablecidos.}{\b0 O}{\b0 en }
{\b0 modalidades}{\field{\*\fldinst {\b HYPERLINK}{\b
"http://www.enquality.com/ES/?LA=ES&PA=08"}}
{\fldrslt{{\b0 Flexible}
}}}{\b0 sean}{\b0 estas}{\b0 tomadas}{\b0 en}{\b0 sus}{\b0 o}{\b0 en}
{\b0 nuestras }
{\b0 instalaciones.}{\b0 Es}{\b0 factible}{\b0 acceder}{\b0 a}{\b0 convenios}
{\b0 corporativos}{\b0 con}{\b0 tratos }
{\b0 preferenciales. }\par
}
\fs21 \cf0 Children:{\b0 Esta}{\b0 modalidad}{\b0 sigue}{\b0 exactamente}
{\b0 nuestro}{\b0 programa}{\b0 de }
\cf0 {\b0 capacitaci�n}{\b0 Quality,}{\b0 con}{\b0 la}{\b0 diferencia}
{\b0 que}{\b0 se}{\b0 imparte}{\b0 los}{\b0 d�as }
\cf0 {\b0 s�bados,}{\b0 completando}{\b0 16}{\b0 horas}{\b0 mensuales}{\b0 de}
{\b0 instrucci�n. }\par
}
Esta modalidad es especifica para ni�os desde 4 a�os hasta 12 a�os,
los cuales trabajar�n con Profesores Capacitados, desarrollando
continuamente din�micas grupales que evitan la rutina en los
estudiantes, es decir, se entretienen al mismo tiempo que aprenden. \par
}
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\cf0 30 \par
}
\cf0 Nivelaciones:{\b0 Para}{\b0 Quality}{\b0 todos}{\b0 los}{\b0
estudiantes }\par
}
tienen la \par
}
oportunidad de recibir nivelaciones sin costo adicional, ya sea con
trabajos dirigidos a domicilio como refuerzos espec�ficos en nuestras
instalaciones, esto constituye una garant�a para los estudiantes que
forman parte de Quality porque de acuerdo con sus necesidades y
limitantes de tiempo el alumno tiene la oportunidad de completar sus
conocimientos con clases extras.
{\b TOEFL:} Quality es la �nica empresa de ense�anza de idiomas en el
territorio Nacional que garantiza por escrito la obtenci�n entre 500 a
550 puntos en la versi�n "Paper Based TOEFL Test Format"
"Computer TOEFL Test Format" donde garantizamos su equivalente
221 puntos a las personas que culminan su capacitaci�n bajo el
programa de idioma Ingl�s.
{\b Vacacional:} Cada a�o Quality organiza cursos vacacionales con una
duraci�n de uno a dos meses orientados al mejoramiento de los
conocimientos de cada uno de los estudiantes. \par
}
Estos cursos se caracterizan por ser 100% f�ciles, din�micos,
pr�cticos donde se realizan diferentes actividades en un ambiente
totalmente en ingl�s.
Adem�s contamos con servicio de transporte de puerta a puerta \par
}
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5e5f6a1aaea775ac5de9f7babeb17fabdcdcdfdfeadad6a5a61b7864babcbf9af279dc5a5846544100b
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036b9678e07d47c51f108c5f65604ac5716f17c28b97944723b394fb56254cc65e32ed20fce2fda2bfe
0da1fdbc7e33defc3c934bf8b9fb23d85af866f353d575cfed6f1b7c64dd36a97563a75859cba75a5af
c0dba82ee2b4b7b7bc4417b35a3462e03a87919d877e638bcbea61e951a75e35654dd3b5452719a5422
946dcb1a7083924d45462a31692b72ea7e7b1c4
2c1e1735c66128538e21d19ac1e5d0e7946b55c4d6841a94ebcead49d2a50954ab57da5494ea3845b93
b34ff950d72e35cd72f34dd77c3ba5786bc3efae5bdb4b61e16d26f5eeb55b3d03466ba8af65be782fe
dace6d57c50357bd58ef1bc34b75e17d36ce0bbf0f6a69acfdbe48b99bbd03c4cda7ddc161a5d9f85ac
5756d12fa0b1fed7bdbed434ed374bd3b50b39f4e96eb745a9addebb75a95ec97faa8d421616d722ded
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30f8012acd85891bca586d596462d15c47e5c66b93d4bfe0d41ff0082804ff69fb07c69fd8e2dccbb19
45c78ebe354f04af005102c9049fb3eccf0c611a78b6c771298964571e6bae2b074b07097361ea4631e
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0a9184539453768d48ca71e4d64d38c63fca96a5168b7f03f872dbc156f61a35b5edb6b26e34ab3961d
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9da6d8f87ac317f6ba76a6ff00dad15e5ccd6c2eee356d2356d42d45e58a17bcd3eee0b492f9e5d26d6
e2e11ac9e286fd9bed1fd4adcff00c1a7bff050ebab7bc864f8bdfb14abc88a6d2487e24fc768da2919
65593633fece5335abc4d712dcc37086e55ae63859ed542298f46f7fe0d4aff82845ead9c63e27fec39
6d6f6e9a38710fc40f8deda8b5cd958369d7da8aea13fecdb2e9cf73a844cb2dec32f879a2d42e2159e
6682e646b84f9cc561ab61ab52860655674792a4dca73955e5a938ebccdc94a6f44926ed7d55ae70e2f
87b31c357c3d4cb69623d8566e75e854a92a92a552a47967297eedc39a2e10973ba9194a5792566edfc
84eb3e19b1d1b5ed760b8f0e5cded944ee9ad6a1622f63822b66b89e3bb9b44d4afe79ede768e1860b5
8e5124d6a668ef02cd307172de5d63a56a53c4973a5d9da59dbc905cdac9777b05a95b8b44ba9c98679
de492e254b7b716fe63c51b6a124e56cad24db1811ff0069fe3dff0083563fe0a4ba8c0342f02fc7efd
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69a249123db0c483e78bbff83403fe0a8d76f71e77c7afd84268ae265b98d65f88ff001f7ced3e61379
a1aca64fd9894ee501103b2a831aac62358d76b7b582ad52be1e8bc4a8d17ec92e49c5c6a47df9a6ea4
758f3be58cb953692945a67b585c266bcbcb570d2a728f246726e338cdc5a6a74e2ddda5bb52b372d2f
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ba488ec31a88d25449800dfeacd5fc4dff00c11fbfe0db4fdb73fe09f9ff000503f80dfb597c63f8b3f
b2b789bc01f0bedbe2943e22d0be19f8d3e2f6b5e31d427f1c7c1af887f0f34ebad22cfc55f04fc19a2
4aff00dbde2fb0bed556f35cb110e9905e4b68d77751c1633ff6c9532b73ceceeafa3ee94524cfa6cb6
8ca8d1a9194671bd694a319ad529429dedd5a7252777addbbded765145148f4028a28a0028a28a0028a
0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9
\cf0 31 \par
}
\cf0 2.5 MATERIALES
{\b0 El}{\b0 Programa}{\b0 Quality,}{\b0 utiliza}{\b0 sus}{\b0
propios}{\b0 materiales}{\b0 basados}{\b0 de }
{\b0 acuerdo}{\b0 con}{\b0 la}{\b0 metodolog�a}{\b0 aplicada.}{\b0
Adicionalmente}{\b0 empleamos }
{\b0 textos}{\b0 gu�as,}{\b0 software}{\b0 y}{\b0 videos}{\b0 de}{\b0
prestigiosas}{\b0 editoriales}{\b0 tales}{\b0 como: }
{\b0 Heinemann,}{\b0 Longman,}{\b0 Oxford,}{\b0 Thompsom}{\b0 Peterson}{\b0
and}{\b0 Wesbster, }
{\b0 entre}{\b0 otros. }
{\b0 Poseemos}{\b0 material}{\b0 especifico}{\b0 para}{\b0 la}{\b0
capacitaci�n}{\b0 de}{\b0 TOEFL}{\b0 (Test}{\b0 Of }
{\b0 English}{\b0 as}{\b0 a}{\b0 Foreign}{\b0 Language),}{\b0 GRE}{\b0
(Graduate}{\b0 Record}{\b0 Examination) }
{\b0 es}{\b0 el}{\b0 equivalente}{\b0 al}{\b0 SAT}{\b0 para}{\b0 Graduate}
{\b0 School}{\b0 (Master}{\b0 y}{\b0 Doctorado). }\par
}
\cf0 2.6PERSONAL
{\b0 Todos}{\b0 los}{\b0 miembros}{\b0 del}{\b0 cuerpo}{\b0 docente}{\b0
del}{\b0 Instituto}{\b0 son}{\b0 docentes }
{\b0 profesionales}{\b0 con}{\b0 grado}{\b0 universitario}{\b0 en}{\b0
la}{\b0 ense�anza}{\b0 del}{\b0 idioma }
{\b0 ingl�s}{\b0 como}{\b0 idioma}{\b0 extranjero.}{\b0 Gran}{\b0 parte}{\b0
del}{\b0 equipo}{\b0 de}{\b0 profesionales }
{\b0 de}{\b0 Quality}{\b0 tiene}{\b0 cursos}{\b0 de}{\b0
perfeccionamiento}{\b0 en}{\b0 pa�ses}{\b0 de}{\b0 habla }
{\b0 inglesa.}{\b0 En}{\b0 la}{\b0 parte}{\b0 inferior}{\b0 se}{\b0
muestra}{\b0 parte}{\b0 del}{\b0 staff}{\b0 de}{\b0 profesores }
{\b0 (}Figura 2.5{\b0 )}{\b0 que}{\b0 forman}{\b0 parte}{\b0 del}{\b0
Instituto}{\b0 Quality. }
\fi2177 Figura 2.5 Personal Docente \par
}
}
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010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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\cf0 32 \par
}
3. \par
}
\f10 \fs36 \cf0 CAPITULO III
\fi357 {\fs25 ENFOQUE}{\fs25 ESTRATEGICO }
{\fs21 3.1}{\fs21 INTRODUCCI�N }
{\b0 \fs21 En}{\b0 \fs21 este}{\b0 \fs21 cap�tulo}{\b0 \fs21 se}{\b0 \fs21
efectuar�}{\b0 \fs21 un}{\b0 \fs21 an�lisis}{\b0 \fs21 de}{\b0 \fs21 todos}
{\b0 \fs21 aquellos}{\b0 \fs21 factores }
{\b0 \fs21 que}{\b0 \fs21 intervienen}{\b0 \fs21 en}{\b0 \fs21 el}{\b0 \fs21
enfoque}{\b0 \fs21 estrat�gico}{\b0 \fs21 siendo}{\b0 \fs21 estos}{\b0 \fs21
internos}{\b0 \fs21 y }
{\b0 \fs21 externos,}{\b0 \fs21 entre}{\b0 \fs21 los}{\b0 \fs21 diferentes}
{\b0 \fs21 factores}{\b0 \fs21 tenemos:}{\b0 \fs21 Las}{\b0 \fs21
fortalezas}{\b0 \fs21 y }\par
}
debilidades,
competencia. \par
}
Los \par
}
principales \par
}
Stakeholders, \par
}
{\phpg\posx8324\pvpg\posy7034\absw210\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 el
\par
}
mercado \par
}
{\phpg\posx9973\pvpg\posy7034\absw165\absh240 \f10 \fs21 \cf0 \f10 \fs21 \cf0 y
\par
}
la \par
}
aplicaci�n de la estrategia del Oc�ano Azul consiste en hallar una
nueva forma para ampliar el segmento del mercado y asi hacer mejor
las cosas de manera que podamos diferenciarnos de nuestros
competidores. Para la creaci�n de la estrategia innovadora se har�
uso de esta metodolog�a la cual nos permitir� establecer los factores
necesarios para ampliar nuestro mercado de clientes. \par
}
Finalmente se determinar�n los Temas Estrat�gicos los cuales
abarcan los resultados de los an�lisis efectuados permiti�ndonos as�
establecer los elementos definitivos para fortalecer nuestra estrategia
de negocio. \par
}
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1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
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90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
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54bad1ae2f24d3ae351d1b4abe9ad9ee74eb3961ff3a3ff0087b17fc1537fe9259fb7ff00fe2647ed15
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bff0004dbff00827cf8ebc75e26f1078d3c6de34fd883f650f1678c7c63e2cd6751f11f8abc59e2af11
fc06f00eb1e21f13789bc43ac5cde6afaf78835dd5ef2f354d6759d52f2eb51d5351bab9bebeb99ee67
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8a2800a28a2800a28a2800a28a2800a28a2800a
28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2803c7fe35fecf5f00bf694f
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3fc3de3ad175ed22cfc4167a46bbae6976bacdbd9c7a8dbe9daceab630dca5b6a37914df307fc3a77fe
0965ff0048d3fd803ff10dff00675ffe7735cfff00c1503fe0a81f00bfe0933f00bc21fb467ed19e10f
8c1e34f04f8d3e30681f0534bd2fe0a681e0bf11f8aadfc55e23f05fc40f1d58ea1a858f8ebe207c38d
222f0fc5a47c38d72deeaeadf5cbad45351bad2a1874a9eda7bcbcb1fc21ff0088d5bfe0965ff440ff0
06fff00fc359fb3afff004555007f5bbe13f09f857c05e15f0cf817c0be19f0ff0082fc13e0bf0fe8de
13f07783bc27a369de1cf0af84fc2be1cd3adb47f0f7867c33e1ed1edacf48d07c3fa16916767a5e8da
3697676ba7697a75adb58d8db416d04512f415e3ffb3d7c6bf0afed29f00be07fed19e05d3fc41a4f82
7e3f7c1ff869f1afc1da5f8b2d74eb1f1569be15f8a9e0bd17c75e1ed3fc4d63a3eabaf69167e20b3d2
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28a28a00fe40bfe0f56ff0094597c03ff00b3ff00f859ff00acebfb5557f98257fb0d7fc1c2dff04bff
008fbff0566fd8bfe18fece7fb39f8bfe0ff0082fc6de0bfda7fc17f1af54d53e35ebfe34f0e7856e3c
2be1cf853f1abc0b7da7e9f7de05f87ff0011f5797c412eaff11f43b8b5b5b8d0ed74e7d3ad7559a6d5
60b982cecefbf8e2ff00882a7fe0a9bff45f3f600ffc3a7fb457ff0042ad007f7f9ff049dff94597fc1
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f8d7aa6a9f1af5ff1a7873c2b71e15f0e7c29f8d5e05bed3f4fbef02fc3ff0088fabcbe209757f88fa1
dc5adadc6876ba73e9d6baacd36ab05cc167677dfc717fc4153ff054dffa2f9fb007fe1d3fda2bff00a
156bfd3ee8a00f983f622f829e2afd9aff62ffd913f673f1d6a1e1fd5bc6df007f660f805f053c63aa7
84eeb51bef0aea5e2af857f0a7c27e05f10ea1e19bed634ad0757bcf0fde6afa15e5c68d75aa687a36a
371a7496d35f695a75cbcb670fd3f451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
4514005145140051451400514514005145140051451400515f9c1ff0540ff82a07c02ff824cfc02f087
ed19fb467843e3078d3c13e34f8c1a07c14d2f4bf829a0782fc47e2ab7f15788fc17f103c7563a86a16
3e3af881f0e3488bc3f1691f0e35cb7babab7d72eb514d46eb4a861d2a7b69ef2f2c7f087fe2356ff82
597fd103fdbff00ff000d67ecebff00d155401fd7ed15e3ff00b3d7c6bf0afed29f00be07fed19e05d3
fc41a4f827e3f7c1ff00869f1afc1da5f8b2d74eb1f1569be15f8a9e0bd17c75e1ed3fc4d63a3eabaf6
9167e20b3d235db3b7d66d74bd7359d3adf518ee61b1d5751b648af26f60a0028a28a0028a28a0028a2
a0028a28a0028a28a00fe40bfe0f56ff94597c03ffb3fff00859ffacebfb5557f98257fb0d7fc1c2dff
0004bff8fbff000566fd8bfe18fece7fb39f8bfe0ff82fc6de0bfda7fc17f1af54d53e35ebfe34f0e78
56e3c2be1cf853f1abc0b7da7e9f7de05f87ff11f5797c412eaff0011f43b8b5b5b8d0ed74e7d3ad755
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28a28a00fffd9
\cf0 33 \par
}
\cf0 3.2DEFINICI�N DEL NEGOCIO PARA EL INSTITUTO
{\b0 Para}{\b0 establecer}{\b0 la}{\b0 definici�n}{\b0 del}{\b0
negocio}{\b0 se}{\b0 llevo}{\b0 a}{\b0 cabo}{\b0 la }
{\b0 elaboraci�n}{\b0 del}{\b0 taller}{\b0 2} (anexo 1){\b0 en}{\b0 donde}{\b0
se}{\b0 pudo}{\b0 determinar}{\b0 que}{\b0 la }
{\b0 definici�n}{\b0 de}{\b0 negocio}{\b0 para}{\b0 el}{\b0 instituto}{\b0
ser�a: }
{\b0 Empresa}{\b0 que}{\b0 resuelve}{\b0 inconvenientes}{\b0 de}{\b0
ni�os,}{\b0 j�venes}{\b0 y}{\b0 adultos }
{\b0 para}{\b0 aprender}{\b0 ingl�s.}{\b0 Con}{\b0 principales}{\b0
clientes}{\b0 como:}{\b0 Ni�os}{\b0 desde}{\b0 4 }
{\b0 a�os}{\b0 de}{\b0 edad,}{\b0 adolescentes,}{\b0 j�venes,}{\b0
adultos}{\b0 (profesionales}{\b0 y}{\b0 no }
{\b0 profesionales)}{\b0 y}{\b0 personas}{\b0 de}{\b0 la}{\b0 tercera}{\b0
edad,}{\b0 siempre}{\b0 y}{\b0 cuando}{\b0 sus }
{\b0 ingresos}{\b0 justifiquen}{\b0 esta}{\b0 inversi�n. }
{\b0 Dentro}{\b0 de}{\b0 las}{\b0 principales}{\b0 necesidades}{\b0 que}
{\b0 tienen}{\b0 nuestros}{\b0 clientes }
{\b0 detallamos}{\b0 las}{\b0 siguientes: }
\fi371 {\b0 Ni�os}{\b0 para}{\b0 aprobar}{\b0 ex�menes}{\b0 de}{\b0 ingreso. }
\fi371 {\b0 Profesionales}{\b0 que}{\b0 necesitan}{\b0 ascender}{\b0 y}{\b0
para}{\b0 eso}{\b0 necesitan}{\b0 un }
\fi371 {\b0 buen}{\b0 nivel}{\b0 de}{\b0 ingl�s. }
\fi371 {\b0 Los}{\b0 estudiantes}{\b0 universitarios}{\b0 que}{\b0
necesitan}{\b0 pasar}{\b0 ex�menes}{\b0 de }
\fi371 {\b0 suficiencia}{\b0 de}{\b0 ingl�s}{\b0 para}{\b0 graduarse}{\b0 y}
{\b0 ; }
\fi371 {\b0 En}{\b0 general}{\b0 como}{\b0 requisito}{\b0 para}{\b0 encontrar}
{\b0 un}{\b0 nuevo}{\b0 trabajo. }\par
}
Despu�s de conocer sus necesidades se determin� que los Productos
que ofrece el instituto a sus clientes son: Curso de ingl�s,
nivelaciones, ex�menes para ingreso, graduaciones y particularmente
toffel, preparaci�n para viajes, trabajos y estudios en el exterior. \par
}
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\cf0 34 \par
}
{\phpg\posx2976\pvpg\posy2271\absw7676\absh2725 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Los
Factores Claves de �xito para el instituto son: Calidad del servicio,
capacitaciones del personal en todas las �reas y un s�lido
departamento comercial.
Finalmente se identific� que los principales Competidores para el
instituto ser�an: Berlitz, Wallstreet, Inlingua, Koe, Cen, Universal
Golden Bridge, Copei, Celex. \par
}
\cf0 3.3AN�LISIS FODA
\fi347 3.3.1 Oportunidades y Amenazas (An�lisis PEST)
\fi371 {\b0 El}{\b0 an�lisis}{\b0 Pest}{\b0 est�}{\b0 conformado}{\b0 por}{\b0
factores}{\b0 que}{\b0 est�n}{\b0 dentro}{\b0 de }
\fi371 {\b0 los}{\b0 Pron�sticos}{\b0 Tecnol�gico,}{\b0 Econ�mico,}{\b0
Pol�tico}{\b0 y}{\b0 Socio-Cultural, }
\fi371 {\b0 a}{\b0 continuaci�n}{\b0 se}{\b0 detalla}{\b0 los}{\b0 factores}
{\b0 involucrados}{\b0 en}{\b0 este}{\b0 an�lisis }
\fi371 {\b0 los}{\b0 cuales}{\b0 se}{\b0 obtuvieron}{\b0 del} Anexo 2.
\fi439 Pron�stico Econ�mico
\fi731 {\b0 Restricci�n}{\b0 econ�mica}{\b0 (1) }
\fi731 {\b0 Aumento}{\b0 del}{\b0 sueldo}{\b0 b�sico}{\b0 cada}{\b0 a�o}{\b0
(2) }
\fi731 {\b0 Incremento}{\b0 de}{\b0 remesas}{\b0 de}{\b0 inmigrantes}{\b0
(3) }
\fi731 {\b0 Aumento}{\b0 de}{\b0 beneficios}{\b0 sociales}{\b0 (4) }
\fi731 {\b0 Bonos}{\b0 (5) }
\fi371 Pron�stico Socio-Cultural
\fi731 {\b0 Creaci�n}{\b0 de}{\b0 nuevos}{\b0 Institutos}{\b0 (17) }
\fi731 {\b0 Mayores}{\b0 presiones}{\b0 de}{\b0 saber}{\b0 varios}{\b0
idiomas}{\b0 (6) }
\fi731 {\b0 Delincuencia}{\b0 (ubicaci�n}{\b0 del}{\b0 Instituto)}{\b0
(7) }\par
}
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\cf0 35 \par
}
\fs21 \cf0 Mercado exigente (8)
{\b Pron�stico}{\b Tecnol�gico }
\fi360 Equipos audiovisuales avanzados (9)
Comunicaci�n satelital con personas extranjeras (10)
Internet (11)
Nanotecnolog�a (12)
Pron�stico}{\b Pol�tico }
\fi360 Menor inversi�n menor capacidad de compra (13)
Inestabilidad pol�tica (14)
Riesgo pa�s (15)
Convenios Internacionales (16)
\par}{\phpg\posx3348\pvpg\posy2288\absw7369\absh7311 \sl-410 \f10 \fs21 \cf0 Para
la elaboraci�n de la Matriz de Probabilidad-Difusi�n{\b (Anexo }
{\b 3)} se enumeraron los factores que conforman cada pron�stico y se
determin� que puntos ten�an alto impacto, cuales mediano impacto
finalmente los de bajo impacto en el an�lisis FODA. A
continuaci�n se muestra el gr�fico respectivo{\b (Figura}{\b 3.1) }
\fi1572 {\b Figura}{\b 3.1}{\b Matriz}{\b probabilidad-difusi�n }\par
}
\fs11 \cf0 BAJA
\par}{\phpg\posx4152\pvpg\posy10559\absw461\absh273 \sl-159 \b \f10 \fs11 \cf0 0 -
20 % \par
}
\cf0 20 - 40 % \par
}
\cf0 MATRIZ PROBABILIDAD-DIFUSION
\fi85 {\fs11 PROBABILIDAD}{\fs11 DE}{\fs11 OCURRENCIA }
\fi656 {\fs11 40}{\fs11 -}{\fs11 60}{\fs11 % }\par
}
\cf0 60 - 80 %
\cf0 \fi53 {\fs10 17 }\par
}
\fs11 \cf0 ALTA
\par}{\phpg\posx8985\pvpg\posy10559\absw545\absh521 \sl-159 \b \f10 \fs11 \cf0 80 -
100 %
\cf0 \fi284 7 \par
}
\cf0 14 \par
}
3 \par
}
\cf0 10 \par
}
\cf0 11 \par
}
\cf0 12 \par
}
1 \par
}
9 \par
}
5 \par
}
6 \par
}
8 \par
}
\cf0 13 \par
}
\cf0 15 \par
}
\cf0 16 \par
}
4 \par
}
2 \par
}
\cf0 Fuente:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }
Elaborado por:{\b0 Equipo}{\b0 Consultor }\par
}
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\cf0 36 \par
}
\cf0 3.3.2 Fortalezas y Debilidades
\fi24 {\b0 Para}{\b0 tener}{\b0 un}{\b0 mayor}{\b0 enfoque}{\b0 de}{\b0
los}{\b0 valores,}{\b0 puntos}{\b0 claves}{\b0 y }
\fi24 {\b0 falencias}{\b0 que}{\b0 podr�a}{\b0 tener}{\b0 el}{\b0
instituto}{\b0 se}{\b0 efectu�}{\b0 un}{\b0 an�lisis}{\b0 en }
\fi24 {\b0 cuanto}{\b0 a}{\b0 infraestructura}{\b0 y}{\b0
administraci�n,}{\b0 recursos}{\b0 humanos, }
\fi24 {\b0 tecnolog�a}{\b0 y}{\b0 sistemas}{\b0 de}{\b0 informaci�n,}{\b0
log�stica,}{\b0 mercadeo}{\b0 y}{\b0 ventas }
\fi24 {\b0 y}{\b0 servicio}{\b0 al}{\b0 cliente} (Anexo 4){\b0 para}{\b0
poder}{\b0 as�}{\b0 determinar}{\b0 cuales }
\fi24 {\b0 son}{\b0 las}{\b0 fortalezas}{\b0 principales}{\b0 y}{\b0 sus}{\b0
debilidades}{\b0 prioritarias. }\par
}
La{\b tabla}{\b III.I} muestra las fortalezas y las debilidades encontradas. \par
}
\cf0 TABLA III.I FORTALEZAS Y DEBILIDADES \par
}
\cf0 FORTALEZAS \par
}
\cf0 DEBILIDADES \par
}
Ambiente
adecuado \par
}
\par
}
trabajo \par
}
F \par
}
\cf0 Variedad de Horarios
\par}{\phpg\posx3708\pvpg\posy8957\absw2765\absh808 \sl-218 \f10 \fs21 \cf0 u
\par}{\phpg\posx3708\pvpg\posy8957\absw2765\absh808 \sl-206 \par\f10 \fs21 \cf0 {\b
e}RRHH valioso, calificado \par
}
no \par
}
Tecnolog�a no avanzada \par
}
Metodolog�a �nica para atraer Sist. de inform. en l�nea para \par
}
\cf0 n{\b0 a}{\b0 cliente }
t{\b0 Metodolog�a }\par
}
�nica \par
}
de \par
}
\fs21 \cf0 toma de decisiones
ense�anza Variedad de formas de pago
\fi1390 del cliente \par
}
en \par
}
\cf0 e{\b0 Retroalimentaci�n }
\par}{\phpg\posx3708\pvpg\posy10832\absw2059\absh612 \sl-311 \b \f10 \fs21 \cf0 :
{\b0 aprendizaje }\par
}
Servicio
ventas \par
}
Personalizado \par
}
\cf0 el Laboratorio multimedia
Personal sin estudios de
masterados \par
}
Quality Cia. Ltda.
Elaborado}{\b por:} Equipo Consultor \par
}
\fs21 \cf0 3.3.3 Estrategias derivadas del an�lisis FODA
\cf0 \fi24 {\b0 Despu�s}{\b0 de}{\b0 haber}{\b0 determinado}{\b0 las}{\b0
oportunidades}{\b0 y}{\b0 amenazas }
\cf0 \fi24 {\b0 junto}{\b0 con}{\b0 las}{\b0 fortalezas}{\b0 y}{\b0
debilidades}{\b0 se}{\b0 establecer�n}{\b0 las }\par
}
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\cf0 37 \par
}
alternativas estrat�gicas, las cuales deber�n potenciar las
fortalezas y superar las debilidades para explotar las oportunidades
hacer frente a las amenazas. A continuaci�n se detalla las
alternativas estrat�gicas obtenidas{\b (Anexo}{\b 5): }\par
}
\cf0 Estrategias FO:
\fi335 {\b0 Becas}{\b0 (intercambio}{\b0 de}{\b0 estudiantes) }
\fi335 {\b0 Atraer}{\b0 nuevos}{\b0 clientes }
\fi335 {\b0 Calidad}{\b0 continua}{\b0 a}{\b0 la}{\b0 metodolog�a-ense�anza }
Estrategias FA:
\fi360 {\b0 Adquirir}{\b0 servicios}{\b0 de}{\b0 seguridad }
\fi360 {\b0 Innovar}{\b0 servicios}{\b0 adicionales }
\fi360 {\b0 Transporte}{\b0 disponible}{\b0 para}{\b0 el}{\b0 cliente }
\fi360 {\b0 Reemplazar}{\b0 nuevas}{\b0 tecnolog�as}{\b0 vs.}{\b0
Profesionales}{\b0 nativos }
\fi352 {\b0 ingl�s }
Estrategias DO:
\fi360 {\b0 Afiliaci�n}{\b0 del}{\b0 empleado}{\b0 a}{\b0 seguro}{\b0 m�dico }
\fi360 {\b0 Implantar}{\b0 software}{\b0 en}{\b0 l�nea}{\b0 para}{\b0
oportuna}{\b0 toma}{\b0 de}{\b0 decisiones }
\fi360 {\b0 Adquirir}{\b0 financiamiento}{\b0 a}{\b0 %}{\b0 bajos }
\fi360 {\b0 Intercambio}{\b0 de}{\b0 producto}{\b0 (tecnolog�a}{\b0 vs}{\b0
servicio) }
\fi360 {\b0 Personal}{\b0 con}{\b0 estudio}{\b0 de}{\b0 Maestr�a }
Estrategias DA:
\fi360 {\b0 Instalar}{\b0 alarmas}{\b0 contra}{\b0 robo }
\fi360 {\b0 Afiliaci�n}{\b0 del}{\b0 empleado}{\b0 al}{\b0 IESS }
\fi360 {\b0 Motivar}{\b0 al}{\b0 empleado}{\b0 con}{\b0 bonificaciones}{\b0
extras }\par
}
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\cf0 38 \par
}
\fs21 \cf0 3.4AN�LISIS DEL MERCADO Y LA COMPETENCIA
\cf0 {\b0 Para}{\b0 la}{\b0 elaboraci�n}{\b0 de}{\b0 este}{\b0 an�lisis}
{\b0 es}{\b0 necesaria}{\b0 la}{\b0 aplicaci�n}{\b0 del }
\cf0 {\b0 modelo}{\b0 de}{\b0 las}{\b0 5}{\b0 fuerzas}{\b0 de}{\b0
Porter}{\b0 para}{\b0 establecer}{\b0 el}{\b0 poder}{\b0 de }
\cf0 {\b0 negociaci�n}{\b0 de}{\b0 los}{\b0 proveedores}{\b0 y}{\b0
compradores,}{\b0 las}{\b0 barreras}{\b0 de }
\cf0 {\b0 entrada}{\b0 y}{\b0 salida}{\b0 de}{\b0 nuevos}{\b0 competidores}
{\b0 y}{\b0 la}{\b0 presi�n}{\b0 por}{\b0 sustitutos. }
\cf0 {\b0 Este}{\b0 an�lisis}{\b0 permite}{\b0 determinar}{\b0 el}{\b0
nivel}{\b0 de}{\b0 poder}{\b0 de}{\b0 cada}{\b0 factor }
\cf0 {\b0 involucrado}{\b0 pudiendo}{\b0 ser}{\b0 este}{\b0 bajo}{\b0 o}{\b0
alto. }
\cf0 {\b0 Seg�n}{\b0 el}{\b0 desarrollo}{\b0 del} Anexo 6{\b0 se}{\b0
estableci�}{\b0 para}{\b0 el}{\b0 instituto}{\b0 lo }
\cf0 {\b0 siguiente: }
\cf0 Nuevos competidores:{\b0 La}{\b0 barrera}{\b0 de}{\b0 entrada}{\b0
es}{\b0 alta}{\b0 porque}{\b0 ellos }
\cf0 {\b0 poseen}{\b0 tecnolog�a}{\b0 avanzada. }
\cf0 Poder de proveedores:{\b0 El}{\b0 poder}{\b0 en}{\b0 este}{\b0
caso}{\b0 ser�a}{\b0 alto}{\b0 porque }
\cf0 {\b0 afecta}{\b0 al}{\b0 desarrollo}{\b0 de}{\b0 los}{\b0 objetivos}{\b0
del}{\b0 instituto. }
\cf0 Poder de clientes:{\b0 El}{\b0 nivel}{\b0 de}{\b0 este}{\b0 poder}
{\b0 se}{\b0 considera}{\b0 alto}{\b0 puesto }
\cf0 {\b0 que}{\b0 el}{\b0 cliente}{\b0 puede}{\b0 elegir}{\b0 entre}{\b0
varios}{\b0 institutos}{\b0 y}{\b0 es}{\b0 necesario}{\b0 cubrir }
\cf0 {\b0 con}{\b0 la}{\b0 expectativa}{\b0 del}{\b0 cliente}{\b0 a}{\b0
trav�s}{\b0 de}{\b0 una}{\b0 clase}{\b0 demostrativa. }
\cf0 Productos Sustitutos:{\b0 Existen}{\b0 productos}{\b0 sustitutos}
{\b0 que}{\b0 podr�an }
\cf0 {\b0 afectar}{\b0 nuestro}{\b0 segmento}{\b0 de}{\b0 mercado}{\b0 y}
{\b0 para}{\b0 ello}{\b0 es}{\b0 necesario}{\b0 la }
\cf0 {\b0 ampliaci�n}{\b0 de}{\b0 nuestros}{\b0 servicios}{\b0 y}{\b0 la}{\b0
implementaci�n}{\b0 de}{\b0 un}{\b0 software }
\cf0 {\b0 especializado. }
\cf0 Intensidad de la competencia:{\b0 Tenemos}{\b0 competidores}{\b0
a}{\b0 nivel }
\cf0 {\b0 nacional}{\b0 e}{\b0 internacional}{\b0 por}{\b0 eso}{\b0 es}{\b0
indispensable}{\b0 otorgar}{\b0 la}{\b0 facilidad}{\b0 al }\par
}
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\cf0 39 \par
}
cliente para tomar un curso de ingl�s en un corto tiempo con un alto
grado de aprendizaje.
{\b 3.5}{\b AN�LISIS}{\b DE}{\b LOS}{\b STAKEHOLDERS }
Los stakeholders se pueden clasificar en 2 grupos: Actores internos y
Actores externos, siendo los del primer grupo los Accionistas,
Empleados, Equipo Gerencial, Obreros de planta y todo el personal
relacionado directamente con la organizaci�n; y para el segundo grupo
tenemos los Clientes, Proveedores, Banco, Gobierno, etc.
La{\b tabla}{\b III.II} muestra los stakeholders relacionados con el instituto.
\fi2124 {\b TABLA}{\b III.II}{\b STAKEHOLDERS }\par
}
\fs19 \cf0 GRUPOS INTERESADOS INTERNOS
\fi69 {\b0 Branchmanagers}{\b0 (Gerente}{\b0 de }
\fi69 {\b0 sucursal) }
\fi69 {\b0 Departamento}{\b0 Acad�mico }
\fi69 {\b0 Dpto}{\b0 de}{\b0 Contabilidad }
\fi69 {\b0 Dpto}{\b0 Marketing }
\fi69 {\b0 Departamento}{\b0 Administrativo }
{\fs21 Fuente:}{\b0 \fs21 Quality}{\b0 \fs21 Cia.}{\b0 \fs21 Ltda. }
{\fs21 Elaborado}{\fs21 por:}{\b0 \fs21 Equipo}{\b0 \fs21 Consultor }\par
}
\cf0 GRUPOS INTERESADOS
EXTERNOS \par
}
Gobierno
Sistema financiero
Competencia
Capacitadores internacionales
Clientes \par
}
Una vez que se conoce los stakeholders para el instituto es necesario
determinar el poder y la influencia que cada uno ejerce sobre el
instituto. Para la identificaci�n de los principales stakeholders o grupos
interesados, se lo hace utilizando la Matriz Influencia-Poder, en donde
la influencia determina el grado de intervenci�n en el proceso de la
\par
}
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\cf0 40 \par
}
toma de decisiones y el poder el grado de intervenci�n y autoridad
para garantizar el logro de los resultados organizacionales.
\par}{\phpg\posx2988\pvpg\posy2271\absw7672\absh3105 \sl-276 \par\f10 \fs21 \cf0 De
acuerdo a la elaboraci�n del{\b Anexo}{\b 7} se obtuvo la matriz
influencia-poder del instituto, la cual se muestra a continuaci�n
({\b Figura}{\b 3.2}).
\fi1764 {\b Figura}{\b 3.2}{\b Matriz}{\b Influencia}{\b -}{\b Poder }
\fi3139 {\b \fs17 INFLUENCIA }\par
}
\f10 \fs17 \cf0 BAJA
{\b0 Mantener}{\b0 Satisfechos }
\fi751 {\b0 Gobierno }
\fi484 {\b0 Dpto}{\b0 Marketing }
\fi340 {\b0 Sistema}{\b0 financiero }\par
}
\f10 \fs17 \cf0 ALTA
\fi60 {\b0 Principales}{\b0 Stakeholders }
\fi393 {\b0 Branchmanagers }
\fi189 {\b0 (Gerente}{\b0 de}{\b0 sucursal) }
{\b0 Departamento}{\b0 Acad�mico }
\fi796 {\b0 Clientes }\par
}
{\phpg\posx9837\pvpg\posy6289\absw128\absh199 \f10 \fs17 \cf0 \f10 \fs17 \cf0 5
\par
}
{\shp\shpleft3779\shptop6513\shpright4001\shpbottom6668
\shpz0\shpfhdr0\shpbxpage\shpbypage\shpwr3\shpwrk0\shpfblwtxt0
{\*\shpinst {\sp{\sn fLine}{\sv 0}}{\sp{\sn shapeType}{\sv 202}}
{\sp{\sn dxTextLeft}{\sv 0}}{\sp{\sn dxTextRight}{\sv 0}}
{\sp{\sn dyTextTop}{\sv 0}}{\sp{\sn dyTextBottom}{\sv 0}}
{\sp{\sn fFilled}{\sv 0}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 O \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 H \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 C \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 U \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 M \par}}
\par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 R \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 E \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 D \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs17 \cf0 P \par}}
\par
}
\cf0 M�nimo Esfuerzo
Departamento de
Contabilidad
\fi129 Capacitadores
internacionales
\fi139 Departamento
Administrativo
\fi652 {\b 2 }\par
}
Mantener Informados
Competencia \par
}
\par
}
\cf0 1 \par
}
\par
}
\cf0 3 \par
}
\cf0 4 \par
}
\cf0 5 \par
}
\fs21 \cf0 Fuente:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }
Elaborado por:{\b0 Equipo}{\b0 Consultor }
\cf0 {\b0 Cada}{\b0 stakeholders}{\b0 fue}{\b0 evaluado}{\b0 en}{\b0
una}{\b0 escala}{\b0 del}{\b0 1}{\b0 al}{\b0 5 }
\cf0 {\b0 determinando}{\b0 as�}{\b0 como}{\b0 principales}{\b0 stakeholders}
{\b0 a}{\b0 aquellos}{\b0 cuyo}{\b0 valor }
\cf0 {\b0 de}{\b0 influencia}{\b0 y}{\b0 poder}{\b0 sea}{\b0 mayor}{\b0 a}
{\b0 tres. }
\cf0 {\b0 Identificados}{\b0 los}{\b0 stakeholders}{\b0 principales}
{\b0 se}{\b0 procede}{\b0 a}{\b0 la }
\cf0 {\b0 determinaci�n}{\b0 de}{\b0 sus}{\b0 necesidades}{\b0 y}{\b0 de}
{\b0 c�mo}{\b0 puede}{\b0 contribuir}{\b0 el }
\cf0 {\b0 instituto}{\b0 para}{\b0 cubrir}{\b0 estos}{\b0 requerimientos. }\par
}
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\cf0 41 \par
}
trav�s de una entrevista a uno de los usuarios de los servicios que
ofrece el instituto{\b (Anexo}{\b 8)} se pudo establecer las necesidades con
sus respectivas prioridades{\b (Figura}{\b 3.3) }
\fi1565 {\b Figura}{\b 3.3}{\b Necesidades}{\b de}{\b los}{\b Clientes }
\fi141 {\b \fs19 Requerimientos}{\b \fs19 (necesidades)}{\b \fs19 de}{\b \fs19
los}{\b \fs19 {\ul C}{\ul L}{\ul I}{\ul E}{\ul N}{\ul T}{\ul E}{\ul S}}{\b \fs19
{\ul }para}{\b \fs19 con }\par
}
\f10 \fs19 \cf0 la empresa
{\b0 Servicio}{\b0 r�pido}{\b0 y}{\b0 de}{\b0 calidad. }
{\b0 Precio}{\b0 razonable}{\b0 a}{\b0 la}{\b0 calidad}{\b0 del}{\b0
servicio. }
{\b0 Tratamiento}{\b0 al}{\b0 cliente}{\b0 distinto}{\b0 al}{\b0 cl�sico}{\b0
de}{\b0 la}{\b0 educaci�n}{\b0 de}{\b0 las }
{\b0 Escuelas}{\b0 tradicionales. }
{\b0 Diversas}{\b0 alternativas}{\b0 de}{\b0 financiamiento. }\par
}
\cf0 Prioridad
\fi300 {\b0 100 }
\fi360 {\b0 60 }
\fi360 {\b0 80 }
\fi360 {\b0 50 }\par
}
}
Ante estos requerimientos el instituto ha dise�ado las siguientes
estrategias para poder mantener satisfecho al cliente:
\fi360 Mayor training del instructor y director acad�mico.
\fi360 Buscar nuevas alternativas en servicio, cursos m�s econ�micos
\fi360 dirigidos a otro target.
\fi360 Mayor inversi�n econ�mica para diversificar los servicios.
\fi360 Ahorro, convencimiento a inversionistas para conseguir fondos
\fi360 libres de endeudamiento.
Por medio de una entrevista a uno de los empleados del instituto
{\b (Anexo}{\b 9)} se pudo establecer las necesidades con sus respectivas

prioridades ({\b Figura}{\b 3.4}) \par
}
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\cf0 42 \par
}
\f10 \fs21 \cf0 Figura 3.4 Necesidades de los Empleados
\fi124 {\fs19 Requerimientos}{\fs19 (necesidades)}{\fs19 de}{\fs19 los}{\fs19
EMPLEADOS}{\fs19 {\ul }para }
\fi2227 {\fs19 con}{\fs19 la}{\fs19 empresa. }
\fi69 {\b0 \fs19 Estabilidad}{\b0 \fs19 laboral }
\fi69 {\b0 \fs19 Salarios}{\b0 \fs19 y}{\b0 \fs19 beneficios}{\b0 \fs19
competitivos }
\fi69 {\b0 \fs19 Buen}{\b0 \fs19 ambiente}{\b0 \fs19 laboral}{\b0 \fs19 y}
{\b0 \fs19 capacitaci�n }
\fi69 {\b0 \fs19 Crecimiento}{\b0 \fs19 y}{\b0 \fs19 Carrera }
\fi69 {\b0 \fs19 Facilidad}{\b0 \fs19 de}{\b0 \fs19 horarios }
Fuente:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }
}
\cf0 Prioridad
\fi360 {\b0 60 }
\fi360 {\b0 70 }
\fi360 {\b0 80 }
\fi360 {\b0 75 }
\fi360 {\b0 50 }\par
}
Ante estos requerimientos el instituto ha dise�ado las siguientes
estrategias para poder mantener satisfecho al empleado:
Mayor capacidad econ�mica
Mayor capacitaci�n de los ejecutivos
Mejor estrategia de ventas para alcanzar mayor cantidad de
estudiantes.
\par}{\phpg\posx2988\pvpg\posy7341\absw7645\absh4372 \sl-412 \f10 \fs21 \cf0 A
trav�s de una entrevista a uno de los Principales accionistas del
instituto{\b (Anexo}{\b 10)} se pudo establecer las necesidades con sus
respectivas prioridades ({\b Figura}{\b 3.5})
\fi1358 {\b Figura}{\b 3.5}{\b Necesidades}{\b de}{\b los}{\b Accionistas }
\fi237 {\b \fs19 Requerimientos}{\b \fs19 (necesidades)}{\b \fs19 de}{\b \fs19
los}{\b \fs19 {\ul }ACCIONISTAS }\par
}
\fs19 \cf0 para con la empresa.
\cf0 \fi69 {\b0 Empresa}{\b0 crezca}{\b0 financieramente}{\b0 y}{\b0
econ�micamente }
\cf0 \fi69 {\b0 Exista}{\b0 claridad}{\b0 en}{\b0 el}{\b0 manejo}{\b0 de}{\b0
la}{\b0 empresa }
\cf0 \fi69 {\b0 Rendimiento }
\fi79 {\fs21 Fuente:}{\b0 \fs21 Quality}{\b0 \fs21 Cia.}{\b0 \fs21 Ltda. }
{\fs21 Elaborado}{\fs21 por:}{\b0 \fs21 Equipo}{\b0 \fs21 Consultor }\par
}
\fs19 \cf0 Prioridad
\cf0 \fi360 {\b0 90 }
\cf0 \fi360 {\b0 95 }
\cf0 \fi360 {\b0 60 }\par
}
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\cf0 43 \par
}
Para cubrir estas necesidades el instituto ha dise�ado las siguientes
estrategias para poder mantener satisfecho a los accionistas:
\fi360 Nuevas estrategias de marketing y ventas y financiamiento.
\fi360 Auditorias externas.
\fi360 Estrategias de financiamiento y ventas
Para poder determinar las necesidades en relaci�n con la sociedad-
comunidad{\b (Anexo}{\b 11)} se hizo necesaria la opini�n de aquellas partes
donde el aprendizaje del ingl�s es relativo. En la{\b Figura}{\b 3.6}
se
muestra las necesidades respectivas.
\fi905 {\b Figura}{\b 3.6}{\b Necesidades}{\b de}{\b la}{\b sociedad-comunidad
}
\fi395 {\b Requerimientos}{\b (necesidades)}{\b de}{\b la}{\b SOCIEDAD- }\par
}
\f10 \fs21 \cf0 COMUNIDAD{\ul }para con la empresa.
{\b0 Mayor}{\b0 acequibilidad}{\b0 al}{\b0 tipo}{\b0 de}{\b0 servicio}{\b0
de}{\b0 Quality }\par
}
\cf0 Prioridad \par
}
100 \par
}
}
estrategia que el instituto ha dise�ado es la siguiente:
\cf0 \fi371 Creaci�n de otros programas donde por ejemplo el cliente pueda
\cf0 \fi371 pagar $40 mensuales y no le interese aprender tan r�pido.
{\b 3.6}{\b ESTRATEGIA}{\b DEL}{\b OC�ANO}{\b AZUL }
La aplicaci�n de este modelo consiste en hallar una nueva forma para
ampliar el segmento de mercado la cual permita hacer mejor las cosas
de manera que podamos diferenciarnos de nuestros competidores. \par
}
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\cf0 44 \par
}
estrategia para el Oc�ano azul consiste en:
\fi360 Crear nuevos mercados.
\fi360 Hacer la competencia irrelevante.
\fi360 Crear nuevas demandas y servir a los no clientes.
\fi360 Romper la relaci�n entre valor y costos.
\fi360 Alinear las actividades funcionales con una posici�n estrat�gica de
\fi360 diferenciaci�n y bajo costo. \par
}
Esta estrategia empieza con la comparaci�n de la situaci�n actual del
negocio con la de la competencia, motivo por el cual es necesario la
elaboraci�n del cuadro estrat�gico del instituto considerando los de la
competencia para poder hallar los factores de la estrategia actual que
deben perfeccionarse y redefinir el cuadro estrat�gico actual para
incrementar nuestros clientes.
\fi335 {\b 3.6.1}{\b Definici�n}{\b de}{\b Cuadro}{\b Estrat�gico}{\b Actual
}
\fi360 El dise�o del cuadro estrat�gico permite visualizar los factores de
\fi360 competencia y el nivel de rendimiento que ofrece una organizaci�n
\fi360 en relaci�n a cada factor definido. Para el desarrollo de cuadro
\fi360 estrat�gico actual del instituto{\b (Anexo}{\b 12)} se
consider� los
\fi360 siguientes competidores: Benedict ( ) y Universal Golden Bridge ( ),
\fi360 con una participaci�n en el mercado del 53% y el 36%
\par
}
respectivamente, siendo el 11% de participaci�n para Quality (
Los factores que se analizaron fueron los siguientes: \par
}
{\phpg\posx10269\pvpg\posy13945\absw193\absh240 \f10 \fs21 \cf0 \f10 \fs21
\cf0 ). \par
}
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\cf0 45 \par
}
Buen sistema de marketing (imagen)
Planificaci�n estrat�gica
A�os en el mercado
Buena estructura organizacional
Buena infraestructura
Metodolog�a
Atenci�n al cliente
Sistema de ventas \par
}
La{\b Figura}{\b 3.7} muestra la comparaci�n entre los diferentes

competidores con el instituto. \par
}
\cf0 Figura 3.7 Cuadro estrat�gico actual \par
}
\cf0 ALTO \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 V \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 I \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 T \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 A \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 L \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 N \par}}
\cf0 BAJO \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 S \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 F \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 B \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 � \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 ) \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 G \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 ( \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 K \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs11 \cf0 Z \par}}
\fi24 Elaborado por:{\b0 Equipo}{\b0 Consultor }\par
}
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\cf0 46 \par
}
\fs21 \cf0 3.6.2 Definici�n del Oc�ano azul
\cf0 \fi24 {\b0 Para}{\b0 la}{\b0 hallar}{\b0 el}{\b0 oc�ano}{\b0 azul}
{\b0 en}{\b0 una}{\b0 organizaci�n}{\b0 es}{\b0 necesario }
\cf0 \fi24 {\b0 realizar}{\b0 dos}{\b0 procesos:}{\b0 Identificar}{\b0 los}
{\b0 diferentes}{\b0 niveles}{\b0 de}{\b0 no }
\cf0 \fi24 {\b0 clientes}{\b0 y}{\b0 analizar}{\b0 las}{\b0 seis}{\b0 v�as}
{\b0 para}{\b0 la}{\b0 creaci�n}{\b0 de}{\b0 oc�anos}{\b0 azules. }
\cf0 \fi348 3.6.2.1 Definici�n de no clientes
\cf0 \fi384 {\b0 Para}{\b0 el}{\b0 establecimiento}{\b0 de}{\b0 este}{\b0
grupo}{\b0 de}{\b0 clientes}{\b0 es}{\b0 importante }
\cf0 \fi384 {\b0 dividirlo}{\b0 en}{\b0 3}{\b0 grupos}{\b0 considerando}{\b0
el}{\b0 mercado}{\b0 actual}{\b0 de}{\b0 clientes }
\cf0 \fi384 {\b0 que}{\b0 tiene}{\b0 el}{\b0 instituto} (Anexo 13).
\cf0 \fi384 {\b0 El}{\b0 mercado}{\b0 actual}{\b0 que}{\b0 tiene}{\b0 el}{\b0
instituto}{\b0 es}{\b0 el}{\b0 siguiente: }
\cf0 \fi744 {\b0 Personas}{\b0 que}{\b0 quieren}{\b0 aprender}{\b0 ingl�s}
{\b0 y}{\b0 tener}{\b0 recursos }
\cf0 \fi744 {\b0 econ�micos}{\b0 para}{\b0 pagar}{\b0 los}{\b0 cursos. }
\cf0 \fi744 {\b0 Personas}{\b0 que}{\b0 continuamente}{\b0 no}{\b0 est�n}
{\b0 tomando}{\b0 cursos}{\b0 de }
\cf0 \fi744 {\b0 ingl�s}{\b0 y}{\b0 quieren}{\b0 seguir}{\b0 especialmente. }
\cf0 \fi384 {\b0 Teniendo}{\b0 especificado}{\b0 el}{\b0 mercado}{\b0
actual}{\b0 de}{\b0 clientes }
\cf0 \fi384 {\b0 procedemos}{\b0 a}{\b0 determinar}{\b0 los}{\b0 3}{\b0
niveles}{\b0 de}{\b0 no}{\b0 clientes. }
\cf0 \fi384 Primer nivel:{\b0 Personas}{\b0 que}{\b0 hacen}{\b0 uso}
{\b0 de}{\b0 cursos}{\b0 por }
\cf0 \fi384 {\b0 emergencia}{\b0 de}{\b0 viajar}{\b0 al}{\b0 extranjero. }
\cf0 \fi384 Segundo nivel:{\b0 Ejecutivos}{\b0 que}{\b0 no}{\b0 disponen}
{\b0 de}{\b0 tiempo}{\b0 para }
\cf0 \fi384 {\b0 responder}{\b0 a}{\b0 los}{\b0 horarios}{\b0 que}{\b0
demandan}{\b0 los}{\b0 cursos}{\b0 y}{\b0 Las}{\b0 amas }
\cf0 \fi384 {\b0 de}{\b0 casa}{\b0 con}{\b0 negocio}{\b0 propio}{\b0 y}
{\b0 no}{\b0 tienen}{\b0 el}{\b0 tiempo}{\b0 suficiente }
\cf0 \fi384 {\b0 para}{\b0 tomar}{\b0 los}{\b0 m�dulos. }\par
}
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\cf0 47 \par
}
\cf0 Tercer nivel:{\b0 Personas}{\b0 adultas}{\b0 mayores}{\b0 que}{\b0
se}{\b0 les}{\b0 dificulta }
{\b0 aprender}{\b0 el}{\b0 idioma}{\b0 y}{\b0 Discapacitados}{\b0
que}{\b0 se}{\b0 les}{\b0 dificulte }
{\b0 aprender}{\b0 ingl�s. }\par
}
3.6.2.2 \par
}
\cf0 Exploraci�n de las seis v�as para la creaci�n de
oc�anos azules \par
}
{\phpg\posx3708\pvpg\posy5584\absw6936\absh6289 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Las
seis v�as existentes para la creaci�n de oc�anos azules son
las siguientes:
\fi180 Explorar industrias alternativas
\fi180 Explorar grupos estrat�gicos dentro de cada sector
\fi180 Explorar la cadena de compradores
\fi180 Explorar ofertas complementarias de productos y servicios
\fi180 Explorar el atractivo funcional y emocional para los
\fi180 compradores
\fi180 Explorar la dimensi�n del tiempo
Analizando estas v�as se ha podido establecer que hay tres
aspectos que pueden ayudarnos a captar el grupo de los no
clientes. Estos aspectos son: Calidad del servicio, Rotaci�n de
instructores y Material propio de Quality. \par
}
\cf0 3.6.2.3 \par
}
\cf0 Redefinici�n del cuadro estrat�gico \par
}
Para poder redefinir el cuadro estrat�gico se utilizar� la
matriz de las cuatro acciones el cual nos permitir� \par
}
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\cf0 48 \par
}
establecer que factores de la competencia necesitan un
cambio para la reestructuraci�n del cuadro estrat�gico.
Mediante la elaboraci�n del{\b Anexo}{\b 14} se encontr� lo
siguiente:
\fi360 Debe Incrementarse los sistemas de Marketing,
\fi360 Estructura Organizacional, Infraestructura, Atenci�n al
\fi360 cliente y Sistema de ventas.
\fi360 Debe crearse Material propio de Quality y calidad del
\fi360 servicio.
\fi360 Finalmente debe reducirse la rotaci�n de instructores.
\fi360 Aplicando estos cambios ({\b Anexo}{\b 15}) el nuevo cuadro
\fi360 estrat�gico ser�a ({\b Figura}{\b 3.8}):
\fi840 {\b Figura}{\b 3.8}{\b Cuadro}{\b estrat�gico}{\b redefinido }\par
}
Estrategia Nueva
Estrategia Actual \par
}
ALTO \par
}
\cf0 BAJO \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs8 \cf0 ) \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs8 \cf0 ( \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs8 \cf0 K \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs8 \cf0 Y \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs8 \cf0 Q \par}}
}
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fffd9
\cf0 49 \par
}
3.6.2.4 \par
}
\cf0 Mensaje central de la propuesta de valor \par
}
Toda propuesta de valor est� definida como una promesa
impl�cita que la empresa le hace a sus clientes entregando
productos y servicios con una combinaci�n particular de
caracter�sticas. El mensaje central de la propuesta de valor
para el instituto es: \par
}
Aprende otro idioma
r�pido y seguro \par
}
3.6.2.5 \par
}
\cf0 Evaluaci�n del grado de utilidad para los clientes \par
}
Dentro de este proceso de evaluaci�n se analizan los
principales obst�culos detectados en la organizaci�n as� como
la capacidad de la actual y nueva propuesta estrat�gica para
resolverlos.
Para este proceso se deben considerar las seis etapas del ciclo
experiencia del comprador y las seis palancas de la utilidad
del cliente, las cuales se detallan a continuaci�n:
{\b Etapas}{\b del}{\b ciclo}{\b de}{\b experiencia}{\b del}{\b comprador }
\fi360 Compra
\fi360 Entrega
\fi360 Uso
\fi360 Complemento \par
}
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\cf0 50 \par
}
\fs21 \cf0 Mantenimiento
\cf0 \fi360 Eliminaci�n
{\b Palancas}{\b de}{\b la}{\b utilidad }
\cf0 \fi360 Productividad para el cliente
\cf0 \fi360 Simplicidad
\cf0 \fi360 Comodidad
\cf0 \fi360 Riesgo
\cf0 \fi360 Diversi�n e imagen
\cf0 \fi360 Amabilidad con el medio ambiente
Con la elaboraci�n del{\b Anexo}{\b 16} se detectaron los siguientes
obst�culos:
\cf0 \fi360 {\b Entrega}{\b del}{\b servicio:} Las clases dictadas no se
cumplen
\cf0 \fi360 de acuerdo a la planificaci�n acad�mica debido a la falta de
\cf0 \fi360 disponibilidad de tiempo de los instructores y al bajo
\cf0 \fi360 incentivo que ellos posee para cumplir con los planes
\cf0 \fi360 estrat�gicos del instituto.
\cf0 \fi360 {\b Uso}{\b del}{\b servicio:} Debido a que el instituto no
posee un
\cf0 \fi360 software online para dictar sus clases y evaluar al
\cf0 \fi360 estudiante, le resulta algo inc�modo al cliente porque la
\cf0 \fi360 �nica opci�n que tiene es recurrir al instituto y capacitarse.
\cf0 \fi360 {\b Riesgo}{\b en}{\b la}{\b compra:} Aunque los interesados en
tomar los
\cf0 \fi360 cursos asisten a las clases demostrativas y se inscriben \par
}
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\cf0 51 \par
}
{\phpg\posx4069\pvpg\posy2271\absw6589\absh737 \f10 \fs21 \cf0 \f10 \fs21 \cf0 para
tomar dichos cursos, puede darse el caso que se
comuniquen con el instituto para cancelar la inscripci�n. \par
}
\cf0 Obst�culos resueltos por la actual propuesta estrat�gica:
{\b0 La}{\b0 actual}{\b0 propuesta}{\b0 estrat�gica}{\b0 establece}{\b0
una}{\b0 planificaci�n }
{\b0 acad�mica}{\b0 adecuada}{\b0 con}{\b0 una}{\b0 metodolog�a}{\b0
de}{\b0 ense�anza }
{\b0 mejorada}{\b0 mediante}{\b0 la}{\b0 implementaci�n}{\b0 de}{\b0 recursos}
{\b0 tecnol�gicos }
{\b0 avanzados. }\par
}
\cf0 Obst�culos resueltos por la nueva propuesta estrat�gica:
{\b0 La}{\b0 nueva}{\b0 propuesta}{\b0 estrat�gica}{\b0 propone}{\b0 lo}{\b0
siguiente: }
\fi540 {\b0 Mejorar}{\b0 la}{\b0 calidad}{\b0 del}{\b0 servicio}{\b0 mediante}
{\b0 el}{\b0 cumplimiento}{\b0 de }
\fi540 {\b0 la}{\b0 planificaci�n}{\b0 acad�mica. }
\fi540 {\b0 Establecer}{\b0 un}{\b0 sistema}{\b0 que}{\b0 permita}{\b0
que}{\b0 el}{\b0 estudiante }
\fi540 {\b0 (cliente)}{\b0 pueda}{\b0 seguir}{\b0 con}{\b0 el}{\b0
aprendizaje}{\b0 del}{\b0 idioma}{\b0 sin}{\b0 la }
\fi540 {\b0 necesidad}{\b0 de}{\b0 recurrir}{\b0 al}{\b0 establecimiento. }
\fi540 {\b0 Disminuir}{\b0 la}{\b0 rotaci�n}{\b0 del}{\b0 personal}{\b0
docente}{\b0 a}{\b0 trav�s}{\b0 de}{\b0 la }
\fi540 {\b0 mejora}{\b0 del}{\b0 ambiente}{\b0 laboral. }\par
}
\fs21 \cf0 3.7 DECLARACI�N DE MISI�N Y VISI�N
\cf0 \fi347 3.7.1 Declaraci�n de la Misi�n
\cf0 \fi371 {\b0 La}{\b0 misi�n}{\b0 es}{\b0 una}{\b0 declaraci�n}{\b0
duradera}{\b0 del}{\b0 prop�sito}{\b0 de}{\b0 una }
\cf0 \fi371 {\b0 organizaci�n}{\b0 que}{\b0 la}{\b0 distingue}{\b0 de}
{\b0 otras}{\b0 empresas}{\b0 similares. }\par
}
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\cf0 52 \par
}
T�picamente identifica clientes, sus necesidades fundamentales y
c�mo la empresa las est� atendiendo.
Para poder establecer la misi�n del instituto se realiz� una serie de
preguntas ({\b Anexo}{\b 17}) que permiti� conocer la actividad a la que se
dedican, qu� los diferencia de otros institutos y otros aspectos que
sirvieron para determinar lo siguiente: \par
}
Quality es un Instituto que brinda servicios de ense�anza del
idioma ingl�s, se diferencia de los dem�s institutos por su
metodolog�a de ense�anza �nica, con el fin de mantener clientes
satisfechos se sigue los planes estrat�gicos establecidos por la
Gerencia a trav�s del an�lisis profundo de la capacidad del cliente
para el aprendizaje y de c�mo se pueden cubrir sus necesidades
para mejorar dicho aprendizaje.
Con la informaci�n antes mencionada se determin� la misi�n del
instituto.
\fi2184 {\fs24 Proporcionar}{\fs24 a}{\fs24 la}{\fs24 gente}{\fs24 la }
\fi2837 {\fs24 oportunidad}{\fs24 de }
\fi2450 {\fs24 comunicarse}{\fs24 en}{\fs24 otros }
\fi3315 {\fs24 idiomas }\par
}
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\cf0 53 \par
}
\cf0 3.7.2 Declaraci�n de la Visi�n
\fi24 {\b0 La}{\b0 visi�n}{\b0 de}{\b0 una}{\b0 organizaci�n}{\b0 enfoca}
{\b0 la}{\b0 trayectoria}{\b0 futura}{\b0 del }
\fi24 {\b0 negocio,}{\b0 consiste}{\b0 en}{\b0 que}{\b0 queremos}{\b0
convertirnos}{\b0 y}{\b0 que}{\b0 tiempo}{\b0 se }
\fi24 {\b0 necesitar�}{\b0 para}{\b0 lograrlo. }
\fi24 {\b0 Para}{\b0 poder}{\b0 definir}{\b0 la}{\b0 visi�n}{\b0 del}{\b0
instituto}{\b0 se}{\b0 realiz�}{\b0 una}{\b0 serie}{\b0 de }
\fi24 {\b0 preguntas}{\b0 (}Anexo 17{\b0 )}{\b0 que}{\b0 permiti�}{\b0
conocer}{\b0 sus}{\b0 aspiraciones }
\fi24 {\b0 futuras,}{\b0 en}{\b0 qu�}{\b0 quieren}{\b0 convertirse}{\b0
y}{\b0 en}{\b0 qu�}{\b0 tiempo}{\b0 piensan }
\fi24 {\b0 alcanzarlo.}{\b0 A}{\b0 continuaci�n}{\b0 se}{\b0 detalla}{\b0 la}
{\b0 informaci�n}{\b0 obtenida: }
\fi24 {\b0 El}{\b0 Instituto}{\b0 Quality}{\b0 en}{\b0 un}{\b0 lapso}{\b0 de}
{\b0 3}{\b0 a�os}{\b0 quiere}{\b0 convertirse}{\b0 en}{\b0 un }
\fi24 {\b0 Instituto}{\b0 l�der}{\b0 en}{\b0 el}{\b0 mercado}{\b0
especializado}{\b0 en}{\b0 la}{\b0 ense�anza}{\b0 de }
\fi24 {\b0 idiomas,}{\b0 con}{\b0 una}{\b0 mejora}{\b0 constante}{\b0
en}{\b0 la}{\b0 metodolog�a}{\b0 de }
\fi24 {\b0 ense�anza}{\b0 pero}{\b0 con}{\b0 un}{\b0 corto}{\b0 tiempo}
{\b0 de}{\b0 aprendizaje,}{\b0 esto}{\b0 se }
\fi24 {\b0 lograr�}{\b0 venciendo}{\b0 las}{\b0 barreras}{\b0 del}{\b0
mercado}{\b0 competitivo}{\b0 y }
\fi24 {\b0 respetando}{\b0 los}{\b0 valores}{\b0 de}{\b0 Integridad}{\b0 y}
{\b0 Honestidad }
\fi24 {\b0 Con}{\b0 la}{\b0 informaci�n}{\b0 antes}{\b0 mencionada}{\b0
se}{\b0 determin�}{\b0 la}{\b0 visi�n}{\b0 del }
\fi24 {\b0 instituto. }\par
}
Convertirnos en l�deres
\fi254 de la ense�anza del
\fi333 idioma extranjero \par
}
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1ecfa0a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0
028a28a0028a28a0028a28a0028a28a00fc01ff0082fa7fce15ff00ed3fdff04e4ffdec95fbfd5f803f
f05f4ff9c2bffda7fbfe09c9ff00bd92bf7fa800a28a2800a28a2800a28a2800a28a2800a28a2800a28
a2800a28a2800a28a2800a28a2803f902ff00838eff00e529bff06c7ffd9ffea3ff00ad15fb00d7f5fb
5fc817fc1c77ff00294dff008363ff00ecff00f51ffd68afd806bfafda0028a28a0028a28a0028a28a0
028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002be00ff829
67fc9bafc39ffb3fff00f824effebd37f637afbfebe00ff82967fc9bafc39ffb3fff00f824effebd37f
637a00fbfe8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028
a28a0028a28a0028a28a0028a28a0028a28a00fc81ff0082bbfecb9f1dbf6a0ff8760ffc28bf037fc27
1ff000cefff00057ffd8aff006a3f8c5ff153783bc33ff087fc09f849ff000b2ffe160f8e7fe2b0f10f
87ff00e120ff00847ffe120d23fe299f0b7f6df8c755fb5ffc493c3da97d9eebc9fd7ea28a0028a28a0
028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00fe707fe0b59fb057ed
63fb5bfedf5ff042bf8d7fb3dfc29ff8581f0cbf637fdafef3e297ed21e26ff84ebe1b7853fe15cf812
5f8d1fb2078b23d77fb1bc6fe31f0df883c5fbbc3ff000b7c77a87f66780f4af146b03fb0becada78bd
d4f47b6d43fa3ea28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0
028a28a0028a28a0028a28a0028a28a002be40fdb87e16f8efe307c17f05784fe1d685ff091788348fd
afff00e09edf14b50d3ffb4f47d23ecfe04f81dfb7d7ecd3f1afe296bbf6ad7750d32ca5ff00845fe19
7c3ff0017789bfb320b99758d6ffb23fb1bc3ba7eafe20bfd334abdfafe8a0028a28a0028a28a0028a2
\cf0 54 \par
}
\cf0 3.8 TEMAS ESTRAT�GICOS
{\b0 Los}{\b0 temas}{\b0 estrat�gicos}{\b0 son}{\b0 l�neas}{\b0
b�sicas}{\b0 de}{\b0 desarrollo}{\b0 de}{\b0 la }
{\b0 organizaci�n.}{\b0 Representan}{\b0 los}{\b0 componentes}{\b0 claves}
{\b0 que}{\b0 formar�n}{\b0 la }
{\b0 estrategia}{\b0 empresarial.}{\b0 Contienen}{\b0 los}{\b0 res�menes}
{\b0 del}{\b0 an�lisis}{\b0 FODA, }
{\b0 las}{\b0 necesidades}{\b0 de}{\b0 los}{\b0 Principales}{\b0
Stakeholders,}{\b0 An�lisis}{\b0 del}{\b0 Mercado }
{\b0 y}{\b0 la}{\b0 Competencia,}{\b0 Propuesta}{\b0 de}{\b0 valor}{\b0 y}
{\b0 las}{\b0 Declaraciones}{\b0 de}{\b0 la}{\b0 Misi�n }
{\b0 y}{\b0 Visi�n. }\par
}
Para especificar los temas estrat�gicos del instituto el personal aport�
con una lluvia de ideas, las cuales se fueron clasificando para obtener
los componentes principales de cada tema estrat�gico. Seg�n esta
clasificaci�n se obtuvo como resultado 4 temas fundamentales ({\b Anexo }
{\b 18}). A continuaci�n se detallan los temas estrat�gicos determinados.
\fi1637 {\b TABLA}{\b III.III}{\b TEMAS}{\b ESTRATEGICOS }\par
}
\cf0 TEMA ESTRATEGICO \par
}
Promover serv�cios de excelencia \par
}
Atraer nuevos clientes \par
}
Mantener ambiente laboral adecuado \par
}
Adquirir recursos que mejoren la calidad
\fi1079 del serv�cio \par
}
\f10 \fs15 \cf0 DESCRIPCION / COMPONENTES
{\b0 *}{\b0 Innovaci�n}{\b0 de}{\b0 una}{\b0 did�ctica}{\b0 de}{\b0
ense�anza}{\b0 m�s}{\b0 eficaz }
{\b0 *}{\b0 Ampliar}{\b0 nuestra}{\b0 gama}{\b0 de}{\b0 serv�cios }
{\b0 *}{\b0 Incrementar}{\b0 a}{\b0 calidad}{\b0 del}{\b0 serv�cio }
{\b0 *}{\b0 Implementar}{\b0 un}{\b0 programa}{\b0 de}{\b0 estudio}
{\b0 en}{\b0 un}{\b0 menor }
{\b0 tiempo}{\b0 que}{\b0 la}{\b0 competencia }
{\b0 *}{\b0 Clases}{\b0 demostrativas }
{\b0 *}{\b0 Incrementar}{\b0 variedad}{\b0 de}{\b0 horarios }
{\b0 *}{\b0 Ense�anza}{\b0 personalizada }
{\b0 *}{\b0 Becas,}{\b0 Intercambio}{\b0 de}{\b0 estudiantes}{\b0 con}{\b0
otros}{\b0 Institutos }
{\b0 *}{\b0 Invertir}{\b0 en}{\b0 los}{\b0 instructores}{\b0
aport�ndoles}{\b0 un}{\b0 porcentaje }
{\b0 del}{\b0 costo}{\b0 total}{\b0 de}{\b0 su}{\b0 capacitaci�n }
{\b0 *}{\b0 Estabilidad}{\b0 laboral}{\b0 bajo}{\b0 condiciones}{\b0 de}{\b0
la}{\b0 empresa }
{\b0 *}{\b0 Implementaci�n}{\b0 de}{\b0 software}{\b0 en}{\b0 l�nea }
{\b0 *}{\b0 Adquisici�n}{\b0 de}{\b0 tecnolog�a}{\b0 avanzada }
{\b0 *}{\b0 Intercambio}{\b0 de}{\b0 productos,}{\b0 tecnolog�a}{\b0 vs.}{\b0
Serv�cios }\par
}
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 55 \par
}
Despu�s de haber desarrollado los temas estrat�gicos se elaborar� la
Matriz de cobertura de los temas estrat�gicos ({\b Anexo}{\b 19)} para evaluar
consistencia entre los temas estrat�gicos y el resultado de los
an�lisis anteriores.
Realizando esta evaluaci�n podemos determinar que la consistencia
\par}{\phpg\posx2988\pvpg\posy2271\absw7648\absh2725 \sl-276 \par\f10 \fs21 \cf0 es
de un 83.95 %. \par
}
\cf0 3.9 VALORES ORGANIZACIONALES
{\b0 Los}{\b0 Valores}{\b0 Organizacionales}{\b0 corresponden}{\b0 a}{\b0 la}
{\b0 manera}{\b0 de}{\b0 ser}{\b0 de}{\b0 la }
{\b0 organizaci�n,}{\b0 es}{\b0 decir}{\b0 a}{\b0 que}{\b0 no}{\b0 podr�amos}
{\b0 renunciar}{\b0 sin}{\b0 dejar}{\b0 de}{\b0 ser }
{\b0 quienes}{\b0 somos.}{\b0 Estos}{\b0 valores}{\b0 se}{\b0 enfocan}{\b0
en}{\b0 nuestras}{\b0 convicciones}{\b0 y }
{\b0 creencias,}{\b0 de}{\b0 c�mo}{\b0 nos}{\b0 presentamos}{\b0 frente}{\b0
a}{\b0 la}{\b0 organizaci�n}{\b0 y}{\b0 a}{\b0 la }
{\b0 sociedad}{\b0 y}{\b0 c�mo}{\b0 lograremos}{\b0 que}{\b0 el}{\b0
personal}{\b0 represente}{\b0 los}{\b0 valores}{\b0 en }
{\b0 todas}{\b0 las}{\b0 instancias}{\b0 de}{\b0 su}{\b0 actuaci�n}{\b0
profesional. }
{\b0 Dentro}{\b0 del}{\b0 Instituto}{\b0 se}{\b0 han}{\b0
determinado}{\b0 los}{\b0 siguientes}{\b0 valores }
{\b0 organizacionales:}{\b0 Calidad,}{\b0 Responsabilidad,}{\b0 Equidad,}
{\b0 Innovaci�n, }
{\b0 Creatividad. }
{\b0 Despu�s}{\b0 de}{\b0 haber}{\b0 establecido}{\b0 los}{\b0
valores}{\b0 organizacionales}{\b0 se }
{\b0 elaborar�}{\b0 la}{\b0 Matriz}{\b0 de}{\b0 determinaci�n}{\b0 de}{\b0
los}{\b0 valores}{\b0 organizacionales }
(Anexo 20){\b0 para}{\b0 evaluar}{\b0 la}{\b0 consistencia}{\b0
entre}{\b0 los}{\b0 valores }
{\b0 organizacionales}{\b0 y}{\b0 el}{\b0 resultado}{\b0 de}{\b0 los}{\b0
an�lisis}{\b0 anteriores.}{\b0 Realizando }
{\b0 esta}{\b0 evaluaci�n}{\b0 podemos}{\b0 determinar}{\b0 que}{\b0 la}
{\b0 consistencia}{\b0 es}{\b0 de}{\b0 un }
{\b0 87.18}{\b0 %. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 56 \par
}
4. \par
}
\f10 \fs36 \cf0 CAPITULO IV
\fi357 {\fs25 TRASLADO}{\fs25 AL}{\fs25 BALANCED}{\fs25 SCORECARD }
{\b0 \fs21 Luego}{\b0 \fs21 de}{\b0 \fs21 haber}{\b0 \fs21 analizado}{\b0 \fs21
el}{\b0 \fs21 enfoque}{\b0 \fs21 estrat�gico}{\b0 \fs21 se}{\b0 \fs21 va}
{\b0 \fs21 a}{\b0 \fs21 trasladar}{\b0 \fs21 la }
{\b0 \fs21 informaci�n}{\b0 \fs21 obtenida}{\b0 \fs21 a}{\b0 \fs21 t�cnicas}{\b0
\fs21 usadas}{\b0 \fs21 para}{\b0 \fs21 la}{\b0 \fs21 elaboraci�n}{\b0 \fs21
del}{\b0 \fs21 BSC, }
{\b0 \fs21 pasando}{\b0 \fs21 los}{\b0 \fs21 temas}{\b0 \fs21 estrat�gicos}
{\b0 \fs21 a}{\b0 \fs21 cada}{\b0 \fs21 una}{\b0 \fs21 de}{\b0 \fs21 las}
{\b0 \fs21 perspectivas}{\b0 \fs21 seg�n }
{\b0 \fs21 sea}{\b0 \fs21 el}{\b0 \fs21 caso;}{\b0 \fs21 luego}{\b0 \fs21
de}{\b0 \fs21 cada}{\b0 \fs21 una}{\b0 \fs21 de}{\b0 \fs21 ellas}{\b0 \fs21
resultar�n}{\b0 \fs21 los}{\b0 \fs21 objetivos }
{\b0 \fs21 estrat�gicos,}{\b0 \fs21 de}{\b0 \fs21 los}{\b0 \fs21 cuales}
{\b0 \fs21 por}{\b0 \fs21 cada}{\b0 \fs21 objetivo}{\b0 \fs21 se}
{\b0 \fs21 establecer� }
{\b0 \fs21 indicadores}{\b0 \fs21 que}{\b0 \fs21 son}{\b0 \fs21 el}{\b0 \fs21
medio}{\b0 \fs21 que}{\b0 \fs21 tenemos}{\b0 \fs21 para}{\b0 \fs21 medirlos}
{\b0 \fs21 y}{\b0 \fs21 visualizar }
{\b0 \fs21 si}{\b0 \fs21 estamos}{\b0 \fs21 cumpliendo}{\b0 \fs21 o}{\b0 \fs21
no}{\b0 \fs21 nuestros}{\b0 \fs21 objetivos}{\b0 \fs21 estrat�gicos. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00fe48fe027fc1c
57ff050afda7be137853e397c0dff00821cff00c26ff0b7c6ff00dbbff08bf8a3fe1e61f047c35fda9f
f08d789759f086b7ff00124f17fc11d03c4565f62f11681abe9dff00131d22d3ed3f64fb5da79f633db
5ccdec1ff000fb0ff0082b1ff00d203bff3a99fb367ff003a9af80ffe0827ff00289cfd94bfeeba7feb
49fc62afd80a00f9effe1f61ff000563ff00a4077fe7533f66cffe75347fc3ec3fe0ac7ff480effcea6
7ecd9ff00cea6be84a2803e7bff0087d87fc158ff00e901dff9d4cfd9b3ff009d4d1ff0fb0ff82b1ffd
203bff003a99fb367ff3a9afa128a00f9eff00e1f61ff0563ffa4077fe7533f66cff00e75347fc3ec3f
e0ac7ff00480eff00cea67ecd9ffcea6be84a2803e7bff87d87fc158ffe901dff009d4cfd9b3ff9d4d1
ff000fb0ff0082b1ff00d203bff3a99fb367ff003a9afa128a00f9effe1f61ff000563ff00a4077fe75
33f66cffe75347fc3ec3fe0ac7ff480effcea67ecd9ff00cea6be84a2803e7bff0087d87fc158ff00e9
01dff9d4cfd9b3ff009d4d78ff00c04ff838affe0a15fb4f7c26f0a7c72f81bff0439ff84dfe16f8dff
b77fe117f147fc3cc3e08f86bfb53fe11af12eb3e10d6ff00e249e2ff00823a0788acbec5e22d0357d3
bfe263a45a7da7ec9f6bb4f3ec67b6b99bee4afc7fff008209ff00ca273f652ffbae9ffad27f18a803e
fcff87d87fc158ffe901dff009d4cfd9b3ff9d4d1ff000fb0ff0082b1ff00d203bff3a99fb367ff003a
9afa128a00f9effe1f61ff000563ff00a4077fe7533f66cffe75347fc3ec3fe0ac7ff480effcea67ecd
9ff00cea6be84a2803e7bff0087d87fc158ff00e901dff9d4cfd9b3ff009d4d1ff0fb0ff82b1ffd203b
ff003a99fb367ff3a9afa128a00f86fe3dff00c1c57ff050afd987e1378afe397c72ff00821cff00c21
1f0b7c11fd85ff09478a3fe1e61f047c4bfd97ff092f89747f08689ff00124f087c11d7fc457bf6df11
6bfa469dff0012ed22efecdf6bfb5ddf916305cdcc3ec1ff000fb0ff0082b1ff00d203bff3a99fb367f
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e7533f66cffe75347fc3ec3fe0ac7ff480effcea67ecd9ff00cea6be84a2803e7bff0087d87fc158ff0
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1ff0563ffa4077fe7533f66cff00e7535e3ff013fe0e2bff0082857ed3df09bc29f1cbe06ffc10e7fe1
37f85be37feddff00845fc51ff0f30f823e1afed4ff00846bc4bacf8435bff89278bfe08e81e22b2fb1
788b40d5f4eff898e9169f69fb27daed3cfb19edae66fb92bf1fff00e0827ff289cfd94bfeeba7feb49
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03a99fb367ff3a9afa128a00f9eff00e1f61ff0563ffa4077fe7533f66cff00e75347fc3ec3fe0ac7ff
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0ff0082b1ff00d203bff3a99fb367ff003a9afa128a00f9effe1f61ff000563ff00a4077fe7533f66cf
fe75347fc3ec3fe0ac7ff480effcea67ecd9ff00cea6be84a2803e7bff0087d87fc158ff00e901dff9d
4cfd9b3ff009d4d1ff0fb0ff82b1ffd203bff003a99fb367ff3a9afa128a00f9eff00e1f61ff0563ffa
4077fe7533f66cff00e75347fc3ec3fe0ac7ff00480eff00cea67ecd9ffcea6be84a2803cebe157fc15
bff00e0adff0015fe23f82fe1cd97fc10b3c3fe1493c61e20d3f469fc5be2cff82a6fc0aff8457c23a7
5c4a1b56f1678993c2bf033c55e2b9bc3fe18d292f35dd66dbc27e15f14f8aaeb4ed3ee6dfc37e19f10
6b72d869179fd1ed7e42fecbbff0025d7c0dff7337fea1fe20afd7aa0028a28a0028a28a0028a28a002
8a0028a28a0028a28a00ff367ff0082477ed33ff050af87dff04f5fd9f7c21f037fe098dff0d0df0b74
8ff85aff00f08bfc60ff0086d1f823f09bfe12ff00b7fc6ef895aa6b7ff16ffc5fa0def88b40fec0f11
5eeafe17ff898dccbfdabfd89fdb769b2c752b68d3f483fe1b33fe0ac7ff485effce8bfecd9ff00ccb5
1ff0413ff944e7eca5ff0075d3ff005a4fe3157ec05007e3ff00fc3667fc158ffe90bdff009d17fd9b3
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ed5f37ec9a27f695f2496c9fbc15f8fff00b667fca58ffe08bdff007917ff00d66cf0b5001ff0d99ff0
563ffa42f7fe745ff66cff00e65a8ff86ccff82b1ffd217bff003a2ffb367ff32d5fb0145007e3ff00f
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01f8ff00ff000d99ff000563ff00a42f7fe745ff0066cffe65a8ff0086ccff0082b1ff00d217bff3a2f
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1401fffd9
\cf0 57 \par
}
\cf0 4.2PERSPECTIVAS ESTRAT�GICAS
{\b0 Las}{\b0 perspectivas}{\b0 son}{\b0 un}{\b0 elemento}{\b0 importante}{\b0
del}{\b0 Balanced}{\b0 Scorecard. }
{\b0 Las}{\b0 perspectivas}{\b0 nos}{\b0 recuerdan}{\b0 lo}{\b0 importante}
{\b0 que}{\b0 es}{\b0 tener}{\b0 objetivos }
{\b0 estrat�gicos}{\b0 en}{\b0 todas}{\b0 las}{\b0 dimensiones}{\b0
clave,}{\b0 de}{\b0 este}{\b0 modo }
{\b0 garantizamos}{\b0 que}{\b0 nuestro}{\b0 modelo}{\b0 es}{\b0 equilibrado}
{\b0 y}{\b0 que}{\b0 no}{\b0 se}{\b0 centra }
{\b0 �nicamente}{\b0 en}{\b0 la}{\b0 rentabilidad. }
{\b0 Las}{\b0 perspectivas}{\b0 estrat�gicas}{\b0 nos}{\b0 garantiza}{\b0 la}
{\b0 creaci�n}{\b0 de}{\b0 valor}{\b0 a}{\b0 los }
{\b0 diferentes}{\b0 Stakeholders.}{\b0 Las}{\b0 principales}{\b0 perspectivas}
{\b0 son:}{\b0 financiera, }
{\b0 clientes,}{\b0 procesos}{\b0 internos,}{\b0 capital}{\b0 intangible}{\b0
e}{\b0 impacto}{\b0 social. }\par
}
\cf0 4.2.1 Perspectiva de clientes
\fi24 {\b0 Para}{\b0 la}{\b0 elecci�n}{\b0 de}{\b0 las}{\b0 propuestas}
{\b0 de}{\b0 valor}{\b0 nos}{\b0 basamos}{\b0 en}{\b0 los }
\fi24 {\b0 atributos}{\b0 que}{\b0 van}{\b0 ayudar}{\b0 al}{\b0 Instituto}{\b0
a}{\b0 ser}{\b0 competitivo}{\b0 y}{\b0 diferente }
\fi24 {\b0 en}{\b0 el}{\b0 mercado,}{\b0 estos}{\b0 son:}{\b0 producto/}{\b0
servicio,}{\b0 relaci�n}{\b0 con}{\b0 el}{\b0 cliente }
\fi24 {\b0 y}{\b0 la}{\b0 proyecci�n}{\b0 sobre}{\b0 la}{\b0 marca. }\par
}
\cf0 TABLA IV.I ATRIBUTO PRODUCTO/ SERVICIO \par
}
\cf0 ATRIBUTO \par
}
\cf0 COMPETITIVO \par
}
\cf0 DIFERENTE \par
}
\f10 \fs11 \cf0 PROPUESTA DE VALOR
{\b0 Financiamiento}{\b0 f�cil}{\b0 y}{\b0 seguro}{\b0 para}{\b0 el }
\fi912 {\b0 cliente }\par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 / \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 O \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 T \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 C \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 U \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 D \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 R \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 P \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 S \par}}
PRECIO \par
}
X \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 I \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 V \par}}
CALIDAD \par
}
X \par
}
Garantizar ense�anza de excelencia \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 OE \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 U \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 B \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 A \par}}
DISPONIBILIDAD \par
}
X \par
}
Garantizar horarios a la facilidad del
cliente \par
}
}
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\cf0 58 \par
}
\cf0 TABLA IV.II ATRIBUTO RELACI�N CON EL CLIENTE \par
}
ATRIBUTO \par
}
COMPETITIVO \par
}
DIFERENTE \par
}
\cf0 PROPUESTA DE VALOR \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 N \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 L \par}}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 E \par}}
CLIENTE \par
}
X \par
}
Atenci�n a toda hora \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs11 \cf0 L \par}}
RELACIONES \par
}
X \par
}
Fomentar relaciones con profesores
extranjeros \par
}
\fi530 TABLA IV.III LA PROYECCI�N SOBRE LA MARCA \par
}
{\phpg\posx5229\pvpg\posy6294\absw1293\absh105 \f10 \fs9 \cf0 \f10 \fs9 \cf0 IMAGEN
DE MARCA \par
}
{\phpg\posx8625\pvpg\posy6302\absw1330\absh105 \f10 \fs9 \cf0 \f10 \fs9 \cf0 Habla
r�pido y seguro \par
}
\f10 \fs21 \cf0 Fuente:{\b0 Quality}{\b0 Cia.}{\b0 Ltda. }
\fi384 Elaborado por:{\b0 Equipo}{\b0 Consultor }
4.2.2 Perspectiva Financiera \par
}
perspectiva financiera tiene como objetivo el responder a las
expectativas de los accionistas. Esta perspectiva est�
particularmente centrada en la creaci�n de valor para el accionista,
que son medidos a trav�s de �ndices financieros (liquidez,
endeudamiento, inversi�n, etc.).
Los elementos de la propuesta de valor para los accionistas son:
estrategia de productividad y estrategia de crecimiento.
\fi323 {\b 4.2.2.1}{\b Estrategia}{\b de}{\b Productividad }\par
}
Mejorar estructura de costos
Reducir gastos.
Optimizar costos en RRHH. \par
}
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\cf0 59 \par
}
Mejorar proyecci�n de gastos.
Aumentar la eficiencia en ventas.
Aumentar utilizaci�n de activos
Estudiar la capacidad de la empresa para nuevas
inversiones.
Aumentar la inversi�n en tecnolog�a.
Rapidez de creaci�n de flujo. \par
}
4.2.2.2 \par
}
\cf0 Estrategia de crecimiento \par
}
Mejorar Ingresos de nuevos mercados
Incursionar en nuevos segmentos de mercado (estudiantes,
amas de casa, etc.).
Ingresar nuevos canales de clientes.
Mejorar margen de clientes actuales.
Fidelizar a los clientes actuales.
Aumentar las ventas de los clientes en nuevos segmentos.
Mejorar el aprendizaje de cliente con respecto al idioma. \par
}
\cf0 4.2.3 Perspectiva de Procesos Internos \par
}
Esta perspectiva nos ayuda a la alineaci�n e identificaci�n de las
actividades y procesos claves, en la que el Instituto debe enfocarse
para el logro de su estrategia. Los procesos son los siguientes: \par
}
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\cf0 60 \par
}
gesti�n operativa, gesti�n de clientes, innovaci�n; y reguladores y
sociales.
{\b Procesos}{\b de}{\b gesti�n}{\b operativa:} Son procesos que producen
y
entregan productos y servicios. La propuesta de valor es la
siguiente:
\fi360 Log�stica
\fi360 ISO 9001:2000
\fi360 Eficiencia en el proceso de ense�anza.
\fi360 Cancela y aprende.
\fi360 Eficiencia en el proceso de clientes.
\fi360 Eficiencia en el proceso de selecci�n de personal.
\fi360 Manejo de ofertas. \par
}
\cf0 Procesos de Gesti�n de clientes:{\b0 Son}{\b0 procesos}{\b0 que}{\b0
mejoran}{\b0 el }
{\b0 valor}{\b0 para}{\b0 los}{\b0 clientes.}{\b0 Para}{\b0 el}{\b0
Instituto}{\b0 la}{\b0 propuesta}{\b0 para}{\b0 el }
{\b0 proceso}{\b0 de}{\b0 clientes}{\b0 es}{\b0 la}{\b0 siguiente: }\par
}
Asistencia personalizada a los clientes por el ejecutivo
ventas.
Mejorar la calidad de atenci�n a los clientes.
Identificar las no conformidades del servicio al cliente.
Medici�n porcentual de aprendizaje a los clientes. \par
}
de \par
}
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\cf0 61 \par
}
\cf0 Procesos de Innovaci�n:{\b0 Son}{\b0 procesos}{\b0 que}{\b0 crean}
{\b0 nuevos }
{\b0 productos}{\b0 y}{\b0 servicios.}{\b0 Tenemos}{\b0 la}{\b0 siguiente}{\b0
propuesta}{\b0 de}{\b0 valor }
{\b0 para}{\b0 el}{\b0 proceso}{\b0 de}{\b0 innovaci�n: }
\fi360 {\b0 Alianza}{\b0 con}{\b0 empresas}{\b0 que}{\b0 ofrezcan}{\b0
servicios}{\b0 que}{\b0 puedan }
\fi360 {\b0 ser}{\b0 transables}{\b0 con}{\b0 los}{\b0 nuestros. }
\fi360 {\b0 Desarrollar}{\b0 un}{\b0 nuevo}{\b0 servicio}{\b0 de}{\b0 idiomas.
}\par
}
\cf0 Procesos reguladores y sociales:{\b0 Son}{\b0 procesos}{\b0 que}{\b0
mejoran }
{\b0 o}{\b0 ayudan}{\b0 a}{\b0 la}{\b0 comunidad}{\b0 y}{\b0 el}{\b0
medio}{\b0 ambiente.}{\b0 En}{\b0 este}{\b0 caso }
{\b0 tenemos}{\b0 la}{\b0 siguiente}{\b0 propuesta}{\b0 de}{\b0 valor: }
\fi360 {\b0 Proyectos}{\b0 ben�ficos. }
\fi360 {\b0 Ofrecer}{\b0 descuentos}{\b0 a}{\b0 clientes}{\b0 aleda�os}{\b0
al}{\b0 Instituto. }
\fi360 {\b0 Plan}{\b0 de}{\b0 seguridad}{\b0 ocupacional. }\par
}
\cf0 4.2.4 Propuesta de aprendizaje y crecimiento \par
}
cuarta perspectiva tambi�n es llamada capital tangible, se
refiere a los objetivos e indicadores que sirven como plataforma o
motor del desempe�o futuro de la empresa. Se basa
particularmente en la parte tangible como son las habilidades,
conocimientos y competencias del RRHH; sistema de toma de
decisiones, bases de datos, redes, entre otros; y, la cultura,
valores, liderazgo del equipo de la organizaci�n. Se las ha \par
}
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\cf0 62 \par
}
clasificado en tres partes: capital humano, capital inform�tico y
capital organizacional. Las propuestas de valor son: \par
}
\cf0 Capital Humano
\fi360 {\b0 Mejorar}{\b0 la}{\b0 capacidad}{\b0 del}{\b0 personal. }
\fi360 {\b0 Mejorar}{\b0 comunicaci�n}{\b0 interna. }
\fi360 {\b0 Desarrollar}{\b0 habilidades}{\b0 en}{\b0 el}{\b0 personal. }
\fi360 {\b0 Desarrollar}{\b0 liderazgo}{\b0 en}{\b0 el}{\b0 personal. }\par
}
\cf0 Capital Inform�tico
\fi360 {\b0 Implantar}{\b0 un}{\b0 software}{\b0 inform�tico}{\b0 que}{\b0
soluciones}{\b0 el}{\b0 manejo}{\b0 de }
\fi360 {\b0 informaci�n. }
\fi360 {\b0 Desarrollar}{\b0 una}{\b0 p�gina}{\b0 web}{\b0 del}{\b0 Instituto.
}
\fi360 {\b0 Desarrollar}{\b0 una}{\b0 p�gina}{\b0 web}{\b0 para}{\b0
estudiantes. }
\fi360 {\b0 Mantener}{\b0 el}{\b0 equipo}{\b0 en}{\b0 red}{\b0 para}{\b0
monitorear}{\b0 el}{\b0 sistema. }\par
}
\fs21 \cf0 Capital Organizacional
\cf0 \fi350 {\b0 Promover}{\b0 el}{\b0 trabajo}{\b0 en}{\b0 equipos}{\b0 para}
{\b0 desarrollar}{\b0 la}{\b0 estrategia. }
\cf0 \fi350 {\b0 Desarrollar}{\b0 liderazgo}{\b0 para}{\b0 la}{\b0 toma}{\b0
de}{\b0 decisiones}{\b0 y}{\b0 ajustes}{\b0 de}{\b0 la }
\cf0 \fi374 {\b0 estrategia. }
\cf0 \fi374 {\b0 Comunicar,}{\b0 internalizar}{\b0 y}{\b0 fortalecer}{\b0
la}{\b0 misi�n,}{\b0 visi�n}{\b0 y}{\b0 valores }
\cf0 \fi374 {\b0 organizacionales. }\par
}
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\cf0 63 \par
}
Finalmente determinados los objetivos se obtuvo la "Matriz de
cobertura de los objetivos estrat�gicos"{\b (Anexo}{\b 25)} para demostrar
\par}{\phpg\posx3348\pvpg\posy2823\absw7315\absh3222 \sl-275 \par\f10 \fs21 \cf0 si
los objetivos propuestos para cada una de las perspectivas
tienen conexi�n con los temas estrat�gicos, misi�n visi�n, valores
propuesta de valor. Dicho an�lisis nos proporciona valores totales
por cada objetivo. El an�lisis nos dio un �ndice de consistencia del
88.04%. \par
}
Para detallar los objetivos principales se elabor� una hoja de
resumen con sus principales indicadores. La{\b tabla}{\b IV.IV.} muestra
este resumen. \par
}
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\cf0 64 \par
}
\cf0 TABLA IV. IV PERSPECTIVAS ESTRAT�GICAS
\cf0 \fi1513 {\fs14 OBJETIVOS}{\fs14 ESTRATEGICOS }\par
}
Mejorar
Instituto \par
}
{\phpg\posx7179\pvpg\posy3456\absw190\absh164 \f10 \fs14 \cf0 \f10 \fs14 \cf0 la
\par
}
Rentabilidad \par
}
del \par
}
costos \par
}
{\phpg\posx8302\pvpg\posy4087\absw273\absh164 \f10 \fs14 \cf0 \f10 \fs14 \cf0 en
\par
}
recursos \par
}
Optimizar
humanos(instructores)
Aumentar las ventas \par
}
\par
}
los \par
}
paquetes a trav�s de canales
Mejorar las ventas \par
}
Mejorar el aprendizaje del
cliente(estudiante)
Incrementar el % de personas que
dominen un idioma extranjero.
Identificar las no conformidades
\par}{\phpg\posx5985\pvpg\posy5818\absw3807\absh2929 \sl-200 \f10 \fs14 \cf0 de
atenci�n al cliente
Establecer disponibilidad de
\par}{\phpg\posx5985\pvpg\posy5818\absw3807\absh2929 \sl-200 \f10 \fs14 \cf0 nuevos
horarios
Captar mercado aleda�o
Ampliar nuestra cartera
productos (portafolio) \par
}
Desarrollar
personal. \par
}
liderazgo \par
}
\par
}
\fi83 el \par
}
\fs14 \cf0 Evaluar
\fi1916 personal
{\b \fs21 Fuente:}{\fs21 Quality}{\fs21 Cia.}{\fs21 Ltda. }\par
}
\fs14 \cf0 el equipo
\par}{\phpg\posx5985\pvpg\posy9681\absw3809\absh1678 \sl-200 \f10 \fs14 \cf0 para
desarrollar la estrategia
empresarial
Capacitar al personal del Instituto
Aumentar el nivel de satisfacci�n
los empleados con respecto al
\par}{\phpg\posx5985\pvpg\posy9681\absw3809\absh1678 \sl-202 \f10 \fs14 \cf0 clima
laboral \par
}
la \par
}
competencia \par
}
del \par
}
Promover \par
}
trabajo \par
}
\par
}
\cf0 Elaborado por:{\b0 Equipo}{\b0 Consultor }\par
}
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\cf0 65 \par
}
\cf0 4.3 MAPA ESTRAT�GICO
{\b0 El}{\b0 mapa}{\b0 estrat�gico}{\b0 es}{\b0 el}{\b0 conjunto}{\b0
de}{\b0 objetivos}{\b0 estrat�gicos}{\b0 que}{\b0 se }
{\b0 conectan}{\b0 a}{\b0 trav�s}{\b0 de}{\b0 relaciones}{\b0 causales.}{\b0
Este}{\b0 nos}{\b0 ayuda}{\b0 a}{\b0 valorar}{\b0 la }
{\b0 importancia}{\b0 de}{\b0 cada}{\b0 objetivo}{\b0 estrat�gico,}{\b0
debido}{\b0 a}{\b0 que}{\b0 se}{\b0 presenta }
{\b0 agrupado}{\b0 en}{\b0 perspectivas.}{\b0 Las}{\b0 perspectivas}{\b0 son}
{\b0 aquellas}{\b0 dimensiones }
{\b0 cr�ticas}{\b0 claves}{\b0 en}{\b0 la}{\b0 organizaci�n. }\par
}
el{\b Anexo}{\b 26} se determin� el Mapa estrat�gico que constituye uno
los elementos b�sicos sobre los que se asienta el BSC; y las Rutas
que en la mayor�a de los casos la causa son las perspectivas de
procesos internos y aprendizaje & crecimiento, el efecto es la
perspectiva del cliente; y, el impacto son las perspectivas de finanzas,
cual nos permite visualizar la forma gr�fica de la estrategia.
continuaci�n se presenta el mapa de rutas estrat�gicas ({\b Figura}{\b 4.1})
los objetivos determinados del Instituto. \par
}
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01ffd9
\cf0 66 \par
}
\cf0 DETERMINACION DEL MAPA ESTRATEGICO Y LAS RUTAS DE CAUSA - EFECTO
\fi1885 {\fs21 Figura}{\fs21 4.1}{\fs21 Mapa}{\fs21 estrat�gico }
\cf0 \fi2787 FINANZAS \par
}
Mejorar la rentabilidad del
Instituto \par
}
Optimizar costos en
\par}{\phpg\posx6778\pvpg\posy3192\absw1467\absh407 \sl-156 \f10 \fs11 \cf0 recurso
humano
(instructores) \par
}
Aumentar las ventas de
\par}{\phpg\posx9554\pvpg\posy3153\absw1746\absh407 \sl-156 \f10 \fs11 \cf0 los
paquetes a trav�s
canales \par
}
}
CLIENTES \par
}
Mejorar el aprendizaje
\par}{\phpg\posx3391\pvpg\posy4696\absw1641\absh267 \sl-156 \f10 \fs11 \cf0 del
cliente(estudiante) \par
}
Incrementar el % de
personas que dominen un
\par}{\phpg\posx5945\pvpg\posy4715\absw1924\absh407 \sl-155 \f10 \fs11 \cf0 idioma
extranjero. \par
}
Identificar las no
conformidades de atenci�n al
\par}{\phpg\posx8902\pvpg\posy4743\absw2176\absh407 \sl-155 \f10 \fs11 \cf0 cliente
\par
}
Establecer
disponibilidad de
horarios \par
}
\cf0 PROCESOS INTERNOS \par
}
Captar mercado aleda�o \par
}
Ampliar nuestra cartera de
}
\cf0 APRENDIZAJE & CRECIMIENTO \par
}
Promover el trabajo en
\par}{\phpg\posx5597\pvpg\posy7038\absw1883\absh407 \sl-156 \f10 \fs11 \cf0 equipo
para desarrollar la
estrategia empresarial \par
}
Desarrollar
liderazgo en el
personal. \par
}
Capacitar al
\par}{\phpg\posx8544\pvpg\posy7074\absw906\absh407 \sl-156 \f10 \fs11 \cf0 personal
del
Instituto \par
}
Aumentar el nivel de
satisfacci�n de los empleados
\par}{\phpg\posx11083\pvpg\posy7072\absw2221\absh407 \sl-155 \f10 \fs11 \cf0 con
respecto al clima laboral \par
}
Evaluar la competencia del personal \par
}
}
{\sp{\sn txflTextFlow}{\sv 3}}}{\shptxt \f30 \fs20 \cf0 67 \par}}
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\cf0 67 \par
}
\cf0 4.4 INDICADORES ESTRAT�GICOS \par
}
{\phpg\posx2976\pvpg\posy3100\absw7738\absh9681 \f10 \fs21 \cf0 \f10 \fs21 \cf0 Los
indicadores (tambi�n llamados medidas) son el medio que
tenemos para visualizar si estamos cumpliendo o no los objetivos
estrat�gicos.
Los objetivos son el fin mientras que los indicadores son el medio que
tenemos para medirlos. Un objetivo estrat�gico, como por ejemplo
mejorar la capacidad del personal, puede medirse a trav�s de
indicadores.
\par}{\phpg\posx2976\pvpg\posy3100\absw7738\absh9681 \sl-275 \par\f10 \fs21 \cf0 Se
ha efectuado una Ficha donde se detallan las principales
caracter�sticas del indicador, recalcando que las metas ser�n
establecidas por la gerencia partiendo de resultados de a�os
anteriores. Los indicadores se muestran con m�s detalles en los
{\b Anexo}{\b 27}{\b al}{\b 41. }
Ruta metodol�gica para el desarrollo de indicadores de gesti�n o
KPI's fue:
{\b Definir.-} El objetivo a medir.
{\b Aclarar.-} Lo que se quiere realmente conseguir.
{\b Conceptuar.-} Que se necesita asegurar.
{\b Formular.-} Aplicar el indicador de gestiyn o KPI'S.
continuaci�n se muestra los respectivos indicadores clasificados de
acuerdo a las perspectivas estrat�gicas ({\b Figura}{\b 4.2}{\b a}{\b la}{\b
Figura}{\b 4.16}) \par
}
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\cf0 68 \par
}
\cf0 Perspectiva Financiera
\cf0 \fi1670 Figura 4.2 Ficha del Indicador \par
}
\fs9 \cf0 DEFINIR
\fi138 Perspectiva / Objetivo
{\b0 Mejorar}{\b0 la}{\b0 rentabilidad}{\b0 del }
\par}{\phpg\posx3031\pvpg\posy3595\absw1304\absh617 \sl-132 \b \f10 \fs9 \cf0 {\b0
Instituto }\par
}
\fs9 \cf0 ACLARAR
\fi115 �Qu� queremos lograr
\fi416 realmente?
{\b0 Contar}{\b0 con}{\b0 una}{\b0 liquidez }
oportuna}{\b0 para}{\b0 cubrir}{\b0 con}{\b0 los }
requerimientos}{\b0 del}{\b0 instituto }\par
}
\fs9 \cf0 CONCEPTUALIZAR
\fi391 �Qu� necesito asegurar?
{\b0 Cubrir}{\b0 las}{\b0 expectativas}{\b0 de}{\b0 los}{\b0 accionistas }
del}{\b0 instituto }\par
}
\fs9 \cf0 NOMBRE Y FORMULA
\fi474 KPI para el objetivo
{\b0 Utilidades}{\b0 acum.}{\b0 A�o}{\b0 actual}{\b0 /}{\b0 utilidades }
\fi505 {\b0 acum.}{\b0 A�o}{\b0 anterior }\par
}
RESPONSABLE / DPTO \par
}
\fs9 \cf0 LINEA BASE
\par}{\phpg\posx3322\pvpg\posy5248\absw862\absh625 \sl-193 \b \f10 \fs9 \cf0 \fi304
{\b0 30}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
{\b0 % }\par
}
{\phpg\posx5108\pvpg\posy5012\absw1313\absh686 \f10 \fs9 \cf0 \fi175 \f10 \fs9 \cf0
Gerente Financiero
\fi522 {\b META}{\b /}{\b FECHA }
ROJO }\par
}
35 %
Mensual \par
}
{\phpg\posx6213\pvpg\posy5855\absw255\absh107 \f10 \fs9 \cf0 \f10 \fs9 \cf0 35 %
\par
}
CORTO PLAZO
{\b0 50}{\b0 % }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
FRECUENCIA DE MEDICION
\cf0 \fi150 FUENTE DE CAPTURA \par
}
\par
}
\par
}
% \par
}
LARGO PLAZO
{\b0 70}{\b0 % }
\fi634 AZUL
{\fs12 > }\par
}
{\phpg\posx10048\pvpg\posy5842\absw317\absh115 \f10 \fs9 \cf0 \f10 \fs9 \cf0 100{\b
%}% \par
}
Reporte de utilidades del a�o actual y del a�o anterior \par
}
{\b0 Para}{\b0 el}{\b0 c�lculo}{\b0 de}{\b0 este}{\b0 indicador}{\b0 se}{\b0
utilizar�}{\b0 las}{\b0 ventas}{\b0 mensuales}{\b0 del }
{\b0 Instituto}{\b0 del}{\b0 a�o}{\b0 anterior}{\b0 vs.}{\b0 las}{\b0 ventas}
{\b0 mensuales}{\b0 del}{\b0 a�o}{\b0 actual.}{\b0 Este }
{\b0 indicador}{\b0 nos}{\b0 permitir�}{\b0 obtener}{\b0 el}{\b0 %}{\b0
de}{\b0 incremento}{\b0 de}{\b0 utilidades}{\b0 en }
{\b0 relaci�n}{\b0 al}{\b0 a�o}{\b0 anterior. }
\fi1670 Figura 4.3 Ficha del Indicador \par
}
\f10 \fs10 \cf0 DEFINIR
{\b0 Optimizar}{\b0 costos}{\b0 en }
{\b0 recurso}{\b0 humano }
{\b0 (instructores) }\par
}
\f10 \fs10 \cf0 ACLARAR
\fi388 realmente?
\cf0 {\b0 Que}{\b0 en}{\b0 todas}{\b0 las}{\b0 sesiones }
{\b0 impartidas}{\b0 por}{\b0 el}{\b0 instituto}{\b0 se }
{\b0 aproveche}{\b0 al}{\b0 m�ximo}{\b0 la }
{\b0 disponibilidad}{\b0 del}{\b0 recurso }
{\b0 humano }\par
}
\f10 \fs10 \cf0 CONCEPTUALIZAR
{\b0 Que}{\b0 los}{\b0 recursos}{\b0 asignados}{\b0 para}{\b0 este }
{\b0 rubro}{\b0 sean}{\b0 utilizados}{\b0 eficientemente }\par
}
\f10 \fs10 \cf0 NOMBRE Y FORMULA
{\b0 Gastos}{\b0 salarios}{\b0 /}{\b0 #}{\b0 sesiones}{\b0 efectivas }\par
}
\cf0 RESPONSABLE / DPTO \par
}
\fi311 {\b0 90}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
\cf0 UNIDAD
\fi142 {\b0 % }\par
}
Gerente financiero y Acad�mico
\fi347 {\b META}{\b /}{\b FECHA }\par
}
\cf0 ROJO
\cf0 \fi400 {\b0 20}{\b0 %%#e }
\cf0 \fi175 {\b0 Mensual }\par
}
\cf0 AMARILLO \par
}
\cf0 CORTO PLAZO
\fi284 {\b0 75}{\b0 % }\par
}
\cf0 VERDE \par
}
\cf0 < \par
}
\cf0 FRECUENCIA DE MEDICION
\fi151 FUENTE DE CAPTURA \par
}
%## \par
}
}{\phpg\posx7146\pvpg\posy13241\absw270\absh119 \f10 \fs10 \cf0 3 \par

}

}
{\phpg\posx8574\pvpg\posy13249\absw322\absh119 \f10 \fs10 \cf0 \f10 \fs10 \cf0 100%
%
}
\cf0 LARGO PLAZO
\fi257 {\b0 30}{\b0 % }
\cf0 \fi636 AZUL
\fi360 {\fs14 > }\par
}
100{\b %}% \par
}
Reporte de sesiones efectivas \par
}
}
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\cf0 69 \par
}
Para el c�lculo de este indicador necesitamos contar con dos variables
"gastos por salarios" que se la obtiene de los pagos realizados a los
instructores del Instituto y la variable "n�mero de sesiones efectivas"
que son las clases impartidas por los instructores en el mes. \par
}
\cf0 Figura 4.4 Ficha del Indicador \par
}
\fs11 \cf0 ACLARAR
\fi387 realmente?
{\b0 Llegar}{\b0 a}{\b0 los}{\b0 clientes}{\b0 a }
trav�s}{\b0 de}{\b0 estos}{\b0 canales }\par
}
{\b0 Desarrrollo}{\b0 a}{\b0 trav�s}{\b0 de}{\b0 estos}{\b0 nuevos }
canales}{\b0 incorporando}{\b0 la}{\b0 asistencia}{\b0 del }
ejecutivo}{\b0 de}{\b0 ventas}{\b0 a}{\b0 los}{\b0 clientes }\par
}
\fs11 \cf0 DEFINIR
{\b0 Aumentar}{\b0 la}{\b0 venta}{\b0 de}{\b0 los }
paquetes}{\b0 a}{\b0 trav�s}{\b0 de }
canales }\par
}
\cf0 NOMBRE Y FORMULA
\fi74 KPI para el objetivo \par
}
{\phpg\posx8412\pvpg\posy6587\absw1626\absh261 \f10 \fs11 \cf0 \f10 \fs11 \cf0 Vtas
a trav�s de nuevos canales
Ventas totales \par
}
}
\fi310 {\b0 20}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi141 {\b0 % }\par
}
\cf0 Jefe ventas
ROJO }\par
}
\cf0 20 %%#a
Mensual \par
}
%#a \par
}
CORTO PLAZO
\fi283 {\b0 40}{\b0 % }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}
{\phpg\posx8563\pvpg\posy8510\absw356\absh123 \f10 \fs11 \cf0 \f10 \fs11 \cf0 100%%

}
LARGO PLAZO
\fi257 {\b0 70}{\b0 % }
\cf0 \fi634 AZUL
\fi359 {\fs14 > }\par
}
100{\b %}% \par
}
Informe Mensual de ventas \par
}
}
Para el c�lculo de este indicador se van a necesitar dos variables que
son "ventas en nuevos canales" y "ventas totales". Las ventas en
nuevos canales y las ventas totales van a ser obtenidas del informe
mensual de ventas. \par
}
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8a2803ffd9
\cf0 70 \par
}
}
\fs10 \cf0 ACLARAR
\fi388 realmente?
{\b0 Incrementar}{\b0 el}{\b0 porcentaje }
de}{\b0 ventas}{\b0 en}{\b0 relaci�n}{\b0 a}{\b0 la }
de}{\b0 los}{\b0 meses}{\b0 del}{\b0 a�o }
anterior }\par
}
{\b0 Asegurarse}{\b0 si}{\b0 se}{\b0 estan}{\b0 cumpliendo}{\b0 con }
las}{\b0 metas}{\b0 en}{\b0 relaci�n}{\b0 con}{\b0 la}{\b0 venta}{\b0 de }
paquetes}{\b0 o}{\b0 cursos}{\b0 de}{\b0 ingl�s }\par
}
\fs10 \cf0 DEFINIR
{\b0 Mejorar}{\b0 ventas }\par
}
}
{\field{\*\fldinst SYMBOL 83 \\f Symbol }}Ventas 2007 / {\field{\*\fldinst SYMBOL
83 \\f Symbol }}Ventas 2006 \par
}
}
\fi311 {\b0 30}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi142 {\b0 % }\par
}
\cf0 Jefe financiero y Ventas
ROJO }\par
}
\cf0 20 %%#{\f63 \u28498\'3f}
Mensual
Reporte de ventas \par
}
%## \par
}
CORTO PLAZO
\fi284 {\b0 60}{\b0 % }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}

}
LARGO PLAZO
\fi257 {\b0 80}{\b0 % }
\cf0 \fi636 AZUL
\fi360 {\fs13 > }\par
}
100{\b %}% \par
}
{\b0 Para}{\b0 la}{\b0 medici�n}{\b0 de}{\b0 este}{\b0 indicador}{\b0 se}{\b0
van}{\b0 a}{\b0 necesitar}{\b0 dos}{\b0 variables }
{\b0 las}{\b0 "ventas}{\b0 del}{\b0 axo}{\b0 2006"}{\b0 y}{\b0 la}{\b0
variable}{\b0 "vent}{\b0 as}{\b0 del}{\b0 a�o}{\b0 2007,}{\b0 que}{\b0 van}
{\b0 a }
{\b0 ser}{\b0 obtenidas}{\b0 del}{\b0 reporte}{\b0 mensual}{\b0 de}{\b0
ventas}{\b0 captadas}{\b0 por}{\b0 el}{\b0 Instituto }
{\b0 en}{\b0 ambos}{\b0 a�os. }\par
}
\cf0 Perspectiva de Clientes
}
\fs9 \cf0 DEFINIR
{\b0 Mejorar}{\b0 el}{\b0 aprendizaje}{\b0 del }
cliente(estudiante) }\par
}
\fs9 \cf0 ACLARAR
\fi395 realmente?
{\b0 Que}{\b0 los}{\b0 estudiantes }
apliquen}{\b0 las}{\b0 t�cnicas }
adecuadas}{\b0 para}{\b0 aprender}{\b0 el }
idioma }\par
}
{\b0 Que}{\b0 el}{\b0 nivel}{\b0 de}{\b0 aprendizaje}{\b0 del}{\b0 estudiante
}
sea}{\b0 el}{\b0 �ptimo}{\b0 y}{\b0 que}{\b0 se}{\b0 refleje}{\b0 en}{\b0
sus }
evaluaciones }\par
}
{\b0 #}{\b0 de}{\b0 intentos}{\b0 adicionales}{\b0 para}{\b0 aprobar}{\b0
el }
m�dulo }\par
}
}
\cf0 LINEA BASE
\fi193 {\b0 3}{\b0 =}{\b0 100% }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi135 {\b0 % }\par
}
\cf0 Jefe Acad�mico
ROJO }\par
}
{\phpg\posx5448\pvpg\posy13100\absw471\absh96 \f10 \fs8 \cf0 \f10 \fs8 \cf0 2 =
66,67% \par
}
CORTO PLAZO
\fi119 {\b0 1}{\b0 =}{\b0 33,33% }\par
}
100% \par
}
\fs9 \cf0 AMARILLO
{\b0 \fs8 2=}{\b0 \fs8 66,67% }\par
}
VERDE \par
}
1=33,33
\par}{\phpg\posx7105\pvpg\posy13113\absw337\absh193 \sl-113 \f10 \fs8 \cf0 % \par
}
1=33,33% \par
}
0=0% \par
}
LARGO PLAZO
\fi227 {\b0 0}{\b0 =}{\b0 0% }
\cf0 \fi636 AZUL
\fi272 {\b0 0=0% }\par
}
}
Mensual
Evaluaciones Mensuales \par
}
}
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\cf0 71 \par
}
Para la medici�n de este indicador se va a utilizar la variable "n�mero
intentos adicionales para aprobar el mydulo", que va a depender de
nota final obtenida del reporte de notas finales de cada m�dulo.
Cabe recalcar que un estudiante tiene 3 oportunidades para aprobar el
m�dulo. \par
}
}
\fs10 \cf0 ACLARAR
\fi417 realmente?
{\b0 Que}{\b0 el}{\b0 idioma}{\b0 no}{\b0 sea}{\b0 un }
impedimento}{\b0 para}{\b0 viajar}{\b0 a }
paises}{\b0 de}{\b0 habla}{\b0 inglesa }\par
}
{\b0 Que}{\b0 las}{\b0 personas}{\b0 se}{\b0 sientan}{\b0 seguras}{\b0 y }
capaces}{\b0 de}{\b0 hablar}{\b0 un}{\b0 idioma}{\b0 estranjero }\par
}
\fs10 \cf0 DEFINIR
{\b0 Incrementar}{\b0 el}{\b0 %}{\b0 de }
personas}{\b0 que}{\b0 dominen}{\b0 un }
idioma}{\b0 extranjero }\par
}
{\b0 %}{\b0 de}{\b0 personas}{\b0 que}{\b0 aprueban}{\b0 el }
examen}{\b0 Toefl }\par
}
}
\cf0 \fi304 {\b0 30}{\b0 % }
\par}{\phpg\posx3310\pvpg\posy7879\absw930\absh709 \sl-93 \par\par\b \f10 \fs10
\cf0 LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi135 {\b0 % }\par
}
\cf0 Gerente Acad�mico
ROJO }\par
}
\cf0 20 %
}{\phpg\posx5276\pvpg\posy8567\absw511\absh360 \f10 \fs10 \cf0 \fi224 35
Mensual \par
}
}
CORTO PLAZO
\cf0 \fi277 {\b0 40}{\b0 % }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}{\phpg\posx7134\pvpg\posy8553\absw287\absh121 \f10 \fs10 \cf0 7
}
}

}
LARGO PLAZO
\cf0 \fi250 {\b0 70}{\b0 % }
\cf0 \fi636 AZUL
\fi360 {\fs14 > }\par
}
100{\b %}% \par
}
Informe de personas que aprueban el examen de Toefl \par
}
}
Para la medici�n de este indicador se va a utilizar un examen ya
establecido en el Instituto el cual se les realiza a los estudiantes
despu�s de haber aprobado todos los m�dulos. Esta indicador tiene
como objetivo medir el "porcentaje de personas que aprueban el
examen del Toefl" despu�s de haber aprobado todos los m�dulos que
dicta del Instituto. \par
}
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\cf0 72 \par
}
}
\fs10 \cf0 ACLARAR
\fi395 realmente?
{\b0 Cubrir}{\b0 con}{\b0 las}{\b0 expectativas }
del}{\b0 cliente }\par
}
{\b0 Que}{\b0 el}{\b0 cliente}{\b0 se}{\b0 sienta}{\b0 que}{\b0 es }
importante}{\b0 para}{\b0 el}{\b0 instituto }\par
}
\fs10 \cf0 DEFINIR
{\b0 Identificar}{\b0 las}{\b0 no }
conformidades}{\b0 de}{\b0 atenci�n }
al}{\b0 cliente }\par
}
{\b0 N�mero}{\b0 de}{\b0 No}{\b0 conformidades}{\b0 identificadas }\par
}
}
\fi193 {\b0 4}{\b0 =}{\b0 100% }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi165 {\b0 % }\par
}
{\phpg\posx5276\pvpg\posy4340\absw1416\absh413 \f10 \fs10 \cf0 \f10 \fs10 \cf0 Jefe
Administrativo y Ventas
}
ROJO
\fi369 {\b0 \fs8 3}{\b0 \fs8 =}{\b0 \fs8 75% }
}
\fs10 \cf0 AMARILLO
{\b0 \fs8 3}{\b0 \fs8 =}{\b0 \fs8 75% }\par
}
CORTO PLAZO
\fi198 {\b0 2}{\b0 =}{\b0 50% }\par
}
100% \par
}
}
{\phpg\posx7105\pvpg\posy5202\absw299\absh112 \f10 \fs8 \cf0 \f10 \fs8 \cf0 2=50%
{\fs10 30}{\fs10 % }
}{\phpg\posx7105\pvpg\posy5202\absw299\absh112 \f10 \fs8 \cf0 \fi29 {\fs10 7 }\par
}
\fs10 \cf0 VERDE
{\b0 \fs8 2=50% }\par
}
}{\phpg\posx8562\pvpg\posy5209\absw365\absh111 \f10 \fs10 \cf0 1=25% \par

}
LARGO PLAZO
\fi227 {\b0 0}{\b0 =}{\b0 0% }
\cf0 \fi636 AZUL
\fi272 {\b0 1=25 }
\fi272 {\b0 % }\par
}
0% \par
}
Listado de No conformidades \par
}
{\b0 Para}{\b0 el}{\b0 c�lculo}{\b0 de}{\b0 este}{\b0 indicador}{\b0 se}{\b0
va}{\b0 a}{\b0 utilizar}{\b0 un}{\b0 buz�n}{\b0 de}{\b0 quejas }
{\b0 en}{\b0 el}{\b0 cual}{\b0 los}{\b0 estudiantes}{\b0 pueden}{\b0
dar}{\b0 comentarios,}{\b0 sugerencias}{\b0 y }
{\b0 quejas}{\b0 sobre}{\b0 la}{\b0 atenci�n}{\b0 brindada}{\b0 en}{\b0 el}
{\b0 instituto.}{\b0 El}{\b0 prop�sito}{\b0 de}{\b0 este }
{\b0 mecanismo}{\b0 es}{\b0 determinar}{\b0 las}{\b0 no}{\b0 conformidades}
{\b0 en}{\b0 lo}{\b0 que}{\b0 se}{\b0 refiere}{\b0 al }
{\b0 �rea}{\b0 administrativa}{\b0 y}{\b0 �rea}{\b0 de}{\b0 ventas. }\par
}
}
\fi426 realmente?
{\b0 Establecer}{\b0 diversos}{\b0 horarios }
{\b0 para}{\b0 que}{\b0 los}{\b0 estudiantes }
{\b0 tengan}{\b0 algunas}{\b0 opciones }
{\b0 para}{\b0 inscribirse}{\b0 en}{\b0 los}{\b0 cursos }\par
}
{\b0 Que}{\b0 los}{\b0 estudiantes}{\b0 se}{\b0 sientan }
{\b0 conformes}{\b0 con}{\b0 los}{\b0 horarios}{\b0 que}{\b0 le}{\b0 brinda }
{\b0 el}{\b0 Instituto}{\b0 y}{\b0 por}{\b0 la}{\b0 facilidad}{\b0 para }
{\b0 escogerlos }\par
}
{\b0 Establecer}{\b0 disponibilidad }
{\b0 de}{\b0 nuevos}{\b0 horarios }\par
}
}
Cantidad de llamadas confirmadas
favorablemente
Total de requerimientos recibidos \par
}
}
\fi307 {\b0 40}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
\cf0 UNIDAD
\fi140 {\b0 % }\par
}
Jefe acad�mico y administrativo
}
\cf0 ROJO
\cf0 \fi350 {\b0 20}{\b0 %%#{\f63 \u33792\'3f} }
}
\cf0 AMARILLO \par
}
\cf0 CORTO PLAZO
\fi280 {\b0 60}{\b0 % }\par
}
\cf0 VERDE \par
}
\cf0 < \par
}
}

}

}

}
%
}
\cf0 LARGO PLAZO
\fi254 {\b0 80}{\b0 % }
\cf0 \fi627 AZUL
\fi355 {\fs13 > }\par
}
100%%
}
Reporte de requerimientos recibidos \par
}
}
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\cf0 73 \par
}
Para el c�lculo de este indicador se van a necesitar dos variables que
son: "cantidad de llamadas confirmadas favorablemente" y la variable
"total de requerimientos recibidos", la mediciyn de este indicador nos
\par}{\phpg\posx2988\pvpg\posy2272\absw7933\absh2228 \sl-276 \par\f10 \fs21 \cf0 va
a ayudar a determinar el porcentaje de requerimientos atendidos
favorablemente por el instituto. \par
}
\cf0 Perspectiva de Procesos Internos
}
\fs10 \cf0 DEFINIR
{\b0 Captar}{\b0 mercado}{\b0 aleda�o }\par
}
\fi417 realmente?
{\b0 Captar}{\b0 a}{\b0 los}{\b0 clientes }
{\b0 cercanos}{\b0 al}{\b0 Instituto}{\b0 a }
{\b0 trav�s}{\b0 de}{\b0 charlas }
{\b0 demostrativas}{\b0 o}{\b0 en}{\b0 base}{\b0 a }
{\b0 la}{\b0 publicidad}{\b0 que}{\b0 se}{\b0 realice }
{\b0 por}{\b0 el}{\b0 sector }\par
}
{\b0 Que}{\b0 los}{\b0 medios}{\b0 utilizados}{\b0 para}{\b0 captar}{\b0 a }
los}{\b0 clientes}{\b0 aleda�os}{\b0 sea}{\b0 el}{\b0 m�s }
adecuado}{\b0 y}{\b0 eficaz }\par
}
}
{\phpg\posx8442\pvpg\posy7469\absw1410\absh120 \f10 \fs10 \cf0 \f10 \fs10 \cf0 %
Participaci�n del mercado \par
}
}
\fi308 {\b0 20}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi141 {\b0 % }\par
}
\cf0 Jefe ventas
ROJO }\par
}
\cf0 20 %%##
Mensual \par
}
}
CORTO PLAZO
\fi282 {\b0 30}{\b0 % }\par
}
30% \par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}

}
LARGO PLAZO
\fi255 {\b0 60}{\b0 % }
\cf0 \fi630 AZUL
\fi357 {\fs14 > }\par
}
100{\b %}% \par
}
Encuestas a los clientes aleda�os registrados en alg�n Instituto de Ingl�s \par
}
}
Para la medir este indicador se va a realizar un estudio de mercado
para determinar el porcentaje de participaci�n de mercado de los
principales Institutos de ingl�s y de Quality. \par
}
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\cf0 74 \par
}
}
\fs9 \cf0 ACLARAR
�Qu� queremos lograr
\fi359 realmente?
{\b0 Ampliar}{\b0 nuestros}{\b0 servicios }
de}{\b0 idiomas}{\b0 ofreciendo }
cursos}{\b0 de}{\b0 otro}{\b0 idioma }
extranjero }\par
}
{\b0 Que}{\b0 Nuestros}{\b0 clientes}{\b0 se}{\b0 sientan }
satisfechos}{\b0 aprendiendo}{\b0 el}{\b0 idioma }
deseado }\par
}
\fs9 \cf0 DEFINIR
Perspectiva / Objetivo \par
}
Ampliar nuestra cartera
productos
(portafolio) \par
}
{\b0 #}{\b0 m�dulos}{\b0 abiertos}{\b0 con}{\b0 antig�edad}{\b0 <1 }
\fi156 {\b0 Total}{\b0 de}{\b0 cursos}{\b0 abiertos }\par
}
}
{\b0 30}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
{\b0 % }\par
}
Jefe ventas
ROJO }\par
}
20 %%#{\f63 \u25600\'3f}
Mensual \par
}
}
CORTO PLAZO
{\b0 75}{\b0 % }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}
}
LARGO PLAZO
{\b0 90}{\b0 % }
\fi636 AZUL
{\fs12 > }\par
}
{\phpg\posx10049\pvpg\posy4709\absw318\absh111 \f10 \fs9 \cf0 \f10 \fs9 \cf0 100{\b
%}% \par
}
Informe de cursos dictados por el instituto \par
}
{\b0 Para}{\b0 la}{\b0 medici�n}{\b0 de}{\b0 este}{\b0 indicador}{\b0 se}
{\b0 van}{\b0 a}{\b0 necesitar}{\b0 dos}{\b0 variables }
{\b0 que}{\b0 son}{\b0 :}{\b0 "N�mero}{\b0 de}{\b0 m�dulos}{\b0 abiertos}
{\b0 con}{\b0 antig�edad}{\b0 menor}{\b0 a}{\b0 un }
{\b0 axo"}{\b0 y}{\b0 la}{\b0 variable}{\b0 "total}{\b0 de}{\b0 cursos}
{\b0 abiertos",}{\b0 la}{\b0 mediciyn}{\b0 de}{\b0 este }
{\b0 indicador}{\b0 nos}{\b0 va}{\b0 a}{\b0 ayudar}{\b0 a}{\b0 determinar}
{\b0 el}{\b0 porcentaje}{\b0 de}{\b0 aceptabilidad }
{\b0 que}{\b0 tiene}{\b0 los}{\b0 cursos}{\b0 abiertos}{\b0 con}{\b0
antig�edad}{\b0 menor}{\b0 a}{\b0 un}{\b0 a�o. }\par
}
\cf0 Perspectiva Aprendizaje & Crecimiento
}
\fs9 \cf0 DEFINIR
{\b0 Desarrollar}{\b0 liderazgo}{\b0 en}{\b0 el }
personal }\par
}
\fs9 \cf0 ACLARAR
\fi395 realmente?
{\b0 Motivar}{\b0 al}{\b0 personal}{\b0 a}{\b0 que }
realice}{\b0 actividades}{\b0 que }
permitan}{\b0 evaluar}{\b0 su}{\b0 nivel}{\b0 de }
liderazgo }\par
}
{\b0 Que}{\b0 el}{\b0 personal}{\b0 est�}{\b0 apto}{\b0 para}{\b0 ocupar }
puestos}{\b0 de}{\b0 nivel}{\b0 superior }\par
}
{\b0 Encuesta}{\b0 180� }\par
}
}
\cf0 LINEA BASE
\fi304 {\b0 30}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi135 {\b0 % }\par
}
Financiero, Administrativo, Acad�mico y Ventas \par
}
META / FECHA \par
}
CORTO PLAZO
\fi277 {\b0 40}{\b0 % }\par
}
ROJO
\fi400 {\b0 20}{\b0 % }
}{\phpg\posx5100\pvpg\posy12969\absw700\absh693 \b \f10 \fs9 \cf0 \fi400 {\b0 35 }
\cf0 \fi175 {\b0 Mensual }
\cf0 \fi175 {\b0 Encuestas }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}
}
}
LARGO PLAZO
\fi250 {\b0 70}{\b0 % }
\cf0 \fi636 AZUL
\fi360 {\fs12 > }\par
}
100{\b %}% \par
}
}
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\cf0 75 \par
}
Para medir este indicador se va a utilizar una encuesta por escala
implantada en el instituto la cual se las realiza a los empleados de
cada uno de los departamentos. A trav�s de esta encuesta se podr�
determinar el nivel de liderazgo en el personal{\b (Anexo}{\b 43). }\par
}
}
\fs9 \cf0 ACLARAR
�Qu� queremos lograr
\fi387 realmente?
{\b0 Que}{\b0 el}{\b0 personal}{\b0 se}{\b0 sienta }
identificado}{\b0 con}{\b0 las}{\b0 metas }
propuestas}{\b0 por}{\b0 la}{\b0 alta }
direcci�n }\par
}
{\b0 Que}{\b0 la}{\b0 colaboraci�n}{\b0 del}{\b0 personal}{\b0 para }
alcanzar}{\b0 las}{\b0 metas}{\b0 sea}{\b0 el}{\b0 necesario }\par
}
\fs9 \cf0 DEFINIR
{\b0 Promover}{\b0 el}{\b0 trabajo}{\b0 en }
equipo}{\b0 para}{\b0 garantizar}{\b0 el }
cumplimiento}{\b0 de}{\b0 proyectos }\par
}
{\b0 #}{\b0 de}{\b0 proyectos}{\b0 que}{\b0 se}{\b0 desarrollan}{\b0 en }
equipo }\par
}
}
}
META / FECHA \par
}
CORTO PLAZO
{\b0 3=60% }\par
}
3 \par
}
\cf0 1
LIMITES (%) DE
CUMPLIMIENTO \par
}
LINEA BASE
{\b0 1=20% }\par
}
UNIDAD
{\b0 % }\par
}
ROJO
\fi400 {\b0 1=20% }
\fi175 {\b0 Mensual }\par
}
\fs9 \cf0 AMARILLO
{\b0 1=20%}{\b0 2=40% }\par
}
VERDE \par
}
\par
}
0% \par
}
}
2=40% \par
}
3=60% \par
}
LARGO PLAZO
{\b0 5=100% }
\fi636 AZUL
{\b0 3=60% }\par
}
{\b % }\par
}
Listado de proyectos propuestos \par
}
}
Para la medici�n de este indicador se necesita contar con la variable
"N�mero de proyectos que se desarrollan en equipo" que se lo obtiene
del listado de proyectos en equipo que el instituto ha logrado
desarrollar en el transcurso de un a�o en las diferentes �reas. \par
}
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\cf0 76 \par
}
}
\fs10 \cf0 ACLARAR
\fi359 realmente?
{\b0 Contar}{\b0 con}{\b0 un}{\b0 RRHH }
altamente}{\b0 calificado }\par
}
{\b0 Que}{\b0 las}{\b0 capacitaciones}{\b0 brindadas}{\b0 al }
personal}{\b0 sean}{\b0 reflejadas}{\b0 en}{\b0 la }
ense�anza}{\b0 que}{\b0 ellos}{\b0 imparten}{\b0 a}{\b0 los }
estudiantes }\par
}
\fs10 \cf0 DEFINIR
Perspectiva / Objetivo \par
}
Capacitar al personal
Instituto \par
}
}
Evaluaciones de desempe�o \par
}
}
\fi311 {\b0 50}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi142 {\b0 % }\par
}
}
META / FECHA \par
}
CORTO PLAZO
\fi284 {\b0 70}{\b0 % }\par
}
ROJO
\cf0 \fi400 {\b0 20}{\b0 %%#{\f63 \u25711\'3f} }
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}
}

}
LARGO PLAZO
\fi257 {\b0 90}{\b0 % }
\cf0 \fi636 AZUL
\fi360 {\fs14 > }\par
}
100{\b %}% \par
}
Encuestas de las evaluaciones al personal \par
}
}
Para medir este indicador se va recurrir a una encuesta ({\b Anexo}{\b 44)} ya
establecida en el instituto la cual se les realiza a los empleados para
determinar el grado de compromiso que tienen para la obtenci�n de
los objetivos organizacionales. Dicho indicador nos muestra un
promedio de las evaluaciones mensuales realizadas. \par
}
}
\fi384 realmente?
\cf0 {\b0 Que}{\b0 el}{\b0 ambiente}{\b0 laboral }
{\b0 en}{\b0 el}{\b0 cual}{\b0 se }
{\b0 desenvuelven}{\b0 los }
{\b0 empleados}{\b0 sea}{\b0 reflejado }
{\b0 en}{\b0 la}{\b0 atenci�n}{\b0 a}{\b0 los }
{\b0 estudiantes }\par
}
�Qu� necesito asegurar? \par
}
{\b0 Aumentar}{\b0 el}{\b0 nivel}{\b0 de }
{\b0 satisfacci�n}{\b0 de}{\b0 los }
{\b0 empleados}{\b0 con}{\b0 respecto}{\b0 al }
{\b0 clima}{\b0 laboral }\par
}
}
{\phpg\posx6181\pvpg\posy11282\absw1840\absh237 \f10 \fs10 \cf0 \f10 \fs10 \cf0 Que
los empleados se sientan en un
excelente ambiente de trabajo \par
}
Encuestas del ambiente
organizacional \par
}
}
\fi313 {\b0 30}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
\cf0 UNIDAD
\fi143 {\b0 % }\par
}
\fs10 \cf0 Jefe Administrativo
{\b ROJO }\par
}
\cf0 35 %
}{\phpg\posx5296\pvpg\posy13115\absw497\absh332 \f10 \fs10 \cf0 \fi226 2
Mensual \par
}
\cf0 CORTO PLAZO
\fi324 {\b0 70}{\b0 % }\par
}
< \par
}
}
\fs10 \cf0 AMARILLO
{\b0 26}{\b0 %}{\b0 %%#0 }
}{\phpg\posx6234\pvpg\posy12906\absw868\absh300 \b \f10 \fs10 \cf0 {\b0 35 }\par
}
\cf0 VERDE \par
}

}

}
%
}
\cf0 LARGO PLAZO
\fi259 {\b0 90% }
\cf0 \fi641 AZUL
\fi363 {\fs13 > }\par
}
100{\b %}% \par
}
Encuestas a los empleados \par
}
}
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\cf0 77 \par
}
Para la medici�n de este indicador se va a utilizar una encuesta
({\b Anexo}{\b 45)} ya establecida en el instituto la cual se la
realiza a los
empleados. Esta encuesta tiene como objetivo medir el porcentaje de
satisfacci�n que tienen los empleados en relaci�n al ambiente
organizacional en el que se desenvuelven y que de alguna manera
ayuda a la obtenci�n de metas del instituto{\b . }\par
}
}
\fi362 realmente?
{\b0 Que}{\b0 cualquier}{\b0 instructor }
{\b0 este}{\b0 en}{\b0 capacidad}{\b0 de}{\b0 dar }
{\b0 los}{\b0 cursos}{\b0 desde}{\b0 los }
{\b0 niveles}{\b0 bajos}{\b0 hasta}{\b0 los }
{\b0 m�s}{\b0 altos }\par
}
\par}{\phpg\posx6474\pvpg\posy7109\absw1383\absh263 \sl-156 \b \f10 \fs11 \cf0 �Qu�
necesito asegurar? \par
}
\fs11 \cf0 DEFINIR
{\b0 Evaluar}{\b0 la}{\b0 competencia }
del}{\b0 personal }
(Instructores) }\par
}
}
Medir el nivel de ingl�s de los
instructores \par
}
Promedio de las calificaciones de
\par}{\phpg\posx8394\pvpg\posy7762\absw1701\absh260 \sl-152 \f10 \fs11 \cf0 los
instructores \par
}
}
\fi313 {\b0 30}{\b0 % }
LIMITES (%) DE
CUMPLIMIENTO \par
}
UNIDAD
\fi143 {\b0 % }\par
}
\cf0 Jefe Acad�mico
ROJO }\par
}
\cf0 20 %%##
Mensual \par
}
}
CORTO PLAZO
\fi324 {\b0 50}{\b0 % }\par
}
AMARILLO \par
}
VERDE \par
}
< \par
}
}
}
}

}
LARGO PLAZO
\fi259 {\b0 80}{\b0 % }
\cf0 \fi641 AZUL
\fi363 {\fs14 > }\par
}
100{\b %}% \par
}
Notas examen Toefl \par
}
}
Para la medici�n de este indicador se va a utilizar un examen ya
establecido en el Instituto el cual se les realiza a los instructores. Este
indicador tiene como objetivo obtener el promedio de las calificaciones
en relaci�n con las notas del examen toefl. \par
}
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\cf0 78 \par
}
\fs21 \cf0 4.5 INICIATIVAS ESTRAT�GICAS
\cf0 {\b0 Las}{\b0 iniciativas}{\b0 estrat�gicas}{\b0 son}{\b0 las}{\b0
acciones}{\b0 en}{\b0 las}{\b0 que}{\b0 la}{\b0 organizaci�n }
\cf0 {\b0 se}{\b0 va}{\b0 a}{\b0 centrar}{\b0 para}{\b0 la}{\b0 consecuci�n}
{\b0 de}{\b0 los}{\b0 objetivos}{\b0 estrat�gicos.}{\b0 Es }
\cf0 {\b0 importante}{\b0 priorizar}{\b0 en}{\b0 funci�n}{\b0 de}{\b0
los}{\b0 objetivos}{\b0 estrat�gicos.}{\b0 Si }
\cf0 {\b0 analizamos}{\b0 el}{\b0 impacto}{\b0 de}{\b0 las}{\b0 iniciativas}
{\b0 en}{\b0 marcha}{\b0 en}{\b0 cada}{\b0 uno}{\b0 de}{\b0 los }
\cf0 {\b0 objetivos}{\b0 estrat�gicos,}{\b0 podemos}{\b0 visualizar:}{\b0
iniciativas}{\b0 que}{\b0 aportan }
\cf0 {\b0 poco}{\b0 valor}{\b0 al}{\b0 cumplimiento}{\b0 de}{\b0 esos}{\b0
objetivos}{\b0 y}{\b0 objetivos}{\b0 estrat�gicos }
\cf0 {\b0 sin}{\b0 soporte}{\b0 de}{\b0 iniciativas.}{\b0 Se}{\b0 trata}{\b0
de}{\b0 decidir}{\b0 los}{\b0 proyectos}{\b0 en}{\b0 los}{\b0 que }
\cf0 {\b0 el}{\b0 Instituto}{\b0 se}{\b0 va}{\b0 a}{\b0 centrar}{\b0 durante}
{\b0 un}{\b0 determinado}{\b0 per�odo}{\b0 de}{\b0 tiempo. }
\cf0 {\b0 La}{\b0 ejecuci�n}{\b0 de}{\b0 proyectos}{\b0 ayudan}{\b0 a}{\b0
la}{\b0 maximizar}{\b0 el}{\b0 uso}{\b0 de: }
\cf0 \fi731 {\b0 Tiempo }
\cf0 \fi731 {\b0 Recursos}{\b0 financieros }
\cf0 \fi731 {\b0 Materiales }
\cf0 \fi731 {\b0 Infraestructura}{\b0 f�sica }
\cf0 \fi731 {\b0 Equipo }
\cf0 {\b0 Las}{\b0 iniciativas}{\b0 estrat�gicas}{\b0 que}{\b0 se}{\b0
plantearon}{\b0 para}{\b0 el}{\b0 instituto}{\b0 fueron: }
\cf0 \fi731 {\b0 An�lisis}{\b0 de}{\b0 la}{\b0 competencia. }
\cf0 \fi731 {\b0 Programa}{\b0 de}{\b0 capacitaci�n}{\b0 al}{\b0 personal. }
\cf0 \fi731 {\b0 Minimizaci�n}{\b0 de}{\b0 costos. }
\cf0 \fi731 {\b0 Investigaci�n}{\b0 de}{\b0 mercado. }
\cf0 \fi731 {\b0 ISO}{\b0 9001. }
\cf0 \fi731 {\b0 Auditoria}{\b0 de}{\b0 Procesos }\par
}
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\cf0 79 \par
}
vez definidos los proyectos se los eval�o en la "Matriz de impacto
las iniciativas estrat�gicas" tal como consta en el{\b Anexo}{\b 42} donde
\par}{\phpg\posx2976\pvpg\posy2272\absw7722\absh3718 \sl-275 \par\f10 \fs21 \cf0 se
eval�o el grado de impacto de los proyectos propuestos con los
objetivos estrat�gicos. Con la matriz de las iniciativas estrat�gicas se
\par}{\phpg\posx2976\pvpg\posy2272\absw7722\absh3718 \sl-276 \par\f10 \fs21 \cf0 va
evaluando con una puntuaci�n que va de 0 a 9 donde se determin�
\par}{\phpg\posx2976\pvpg\posy2272\absw7722\absh3718 \sl-276 \par\f10 \fs21 \cf0 un
porcentaje, de los cuales se seleccion� los proyectos que tienen un
porcentaje mayor al 10%; pero como podemos observar todos los
proyectos son convenientes para el Instituto{\b (Figura}{\b 4.17)}. \par
}
\cf0 Figura 4.17 Priorizaci�n de Iniciativas Estrat�gicas
\cf0 \fi101 {\fs20 INICIATIVAS}{\fs20 ESTRATEGICAS}{\fs20 -}{\fs20
PROYECTOS }\par
}
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{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \f10 \fs23 \cf0 � \par}}
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\cf0 297
\par}{\phpg\posx3476\pvpg\posy10509\absw548\absh574 \sl-380 \f10 \fs20 \cf0 13%
\par
}
\cf0 473
\par
}
\cf0 385
\par
}
\cf0 343
\par
}
\cf0 494
\par
}
\cf0 244
\par
}
}
Cabe recalcar que todos los proyectos planteados son significativos,
pero hemos seleccionado el que se encuentra m�s relacionado con
nuestra estrategia que es "Programa de capacitaciyn al personal". \par
}
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\cf0 80 \par
}
la siguiente tabla se muestra los objetivos estrat�gicos con cada
una de sus iniciativas:
\fi515 {\b TABLA}{\b IV.}{\b V}{\b MATRIZ}{\b DE}{\b INDICADORES}{\b
ESTRATEGICOS }
\fi2830 {\b \fs11 INDICADORES}{\b \fs11 ESTRATEGICOS }\par
}
PERSP OBJETIVO ESTRATEGICO \par
}
KPI \par
}
RESPONSIBLE \par
}
BASE \par
}
META -CP \par
}
\cf0 INICIATIVAS
ESTRATEGICAS \par
}
Mejorar la rentabilidad del
Instituto \par
}
{\phpg\posx5273\pvpg\posy4380\absw756\absh104 \f10 \fs9 \cf0 \f10 \fs9 \cf0 % de
Utilidades \par
}
{\phpg\posx6419\pvpg\posy4380\absw932\absh104 \f10 \fs9 \cf0 \f10 \fs9 \cf0 Gerente
Financiero \par
}
\par
}
\par
}
Programa de capacitaci�n al
personal \par
}
\par
}
\par
}
Minimizaci�n de costos \par
}
Optimizar costos en recursos
\par}{\phpg\posx3597\pvpg\posy4923\absw1408\absh221 \sl-129 \f10 \fs9 \cf0 humanos
(instructores) \par
}
Gastos
salarios/#Sesiones
efectivas \par
}
Gerente Financiero y
Acad�mico \par
}
Aumentar las ventas de los
\par}{\phpg\posx3597\pvpg\posy5523\absw1422\absh221 \sl-129 \f10 \fs9 \cf0 paquetes
a trav�s de canales \par
}
( Vtas a trav�s de
canales/ ventas
totales) \par
}
Ventas \par
}
\par
}
\par
}
Minimizaci�n de costos \par
}
{\phpg\posx3597\pvpg\posy6250\absw887\absh104 \f10 \fs9 \cf0 \f10 \fs9 \cf0 Mejorar
las ventas \par
}
{\field{\*\fldinst SYMBOL 83 \\f Symbol }}Ventas 2007/{\field{\*\fldinst SYMBOL
83 \\f Symbol }}Ventas
2006 \par
}
Financiero y Ventas \par
}
\par
}
\par
}
personal \par
}
Mejorar el aprendizaje del
}
Acad�mico \par
}
\par
}
\par
}
Incrementar el % de
\par}{\phpg\posx3597\pvpg\posy7291\absw1310\absh825 \sl-129 \f10 \fs9 \cf0 personas
que domine un
\par}{\phpg\posx3597\pvpg\posy7291\absw1310\absh825 \sl-128 \f10 \fs9 \cf0 idioma
extranjero
Identificar las no
conformidades de atenci�n
\par}{\phpg\posx3597\pvpg\posy7291\absw1310\absh825 \sl-128 \f10 \fs9 \cf0 al
cliente \par
}
\cf0 # de intentos
adicionales para
aprobar el m�dulo
\fi112 % de personas que
aprueban el examen
Toefl
\fi228 N�mero de No
conformidades
identificadas
\fi55 Cantidad de llamadas
confirmadas
favorablemente / Total
de requerimientos
recibidos
\fi119 % Participaci�n del
mercado
\par}{\phpg\posx5069\pvpg\posy6745\absw1163\absh2832 \sl-127 \par\f10 \fs9 \cf0 (#
m�dulos abiertos con
antig�edad <1) / total
cursos abiertos \par
}
acad�mico \par
}
3=100% \par
}
1=33.33% \par
}
personal \par
}
personal \par
}
4=100% \par
}
2=50% \par
}
{\phpg\posx9449\pvpg\posy7963\absw460\absh104 \f10 \fs9 \cf0 \f10 \fs9 \cf0 ISO
9001 \par
}
Establecer disponibilidad de
horarios \par
}
Administrativo y
Ventas \par
}
Acad�mico y
Administrativo \par
}
\par
}
\par
}
An�lisis de competencia \par
}
{\phpg\posx3597\pvpg\posy9199\absw1199\absh104 \f10 \fs9 \cf0 \f10 \fs9 \cf0 Captar
mercado aleda�o \par
}
Ventas \par
}
\par
}
\par
}
An�lisis de competencia \par
}
Ventas \par
}
\par
}
\par
}
9001 \par
}
Ampliar nuestra cartera de
}
Desarrollar liderazgo en el
personal \par
}
Encuesta 180� \par
}
Promover el trabajo en
\par}{\phpg\posx3597\pvpg\posy10532\absw1233\absh336 \sl-129 \f10 \fs9 \cf0 equipo
para desarrollar la
}
{\phpg\posx5115\pvpg\posy10596\absw1070\absh221 \f10 \fs9 \cf0 \f10 \fs9 \cf0 # de
proyectos que se
desarrollan en equipo \par
}
Jefe Financiero,
Administrativo,
\par}{\phpg\posx6389\pvpg\posy9992\absw992\absh823 \sl-128 \f10 \fs9 \cf0 Acad�mico
y Ventas
\fi108 Jefe Financiero,
Administrativo,
\par}{\phpg\posx6389\pvpg\posy9992\absw992\absh823 \sl-128 \f10 \fs9 \cf0 Acad�mico
y Ventas \par
}
\par
}
\par
}
personal \par
}
1=20% \par
}
3=60% \par
}
personal \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs10 \cf0 J \par}}
\par
}
\par
}
Capacitar al personal del
Instituto
satisfacci�n de los
empleados con respecto al
\par}{\phpg\posx3597\pvpg\posy11214\absw1307\absh1219 \sl-128 \f10 \fs9 \cf0 clima
laboral
Evaluar la competencia del
personal (Instructores) \par
}
Evaluaciones de
desempe�o \par
}
Jefe Financiero,
Administrativo,
Acad�mico y Ventas \par
}
personal \par
}
Encuestas del ambiente
organizacional \par
}
Administrativo \par
}
\par
}
\par
}
9001 \par
}
Promedio de las
calificaciones de los
instructores \par
}
Acad�mico \par
}
\par
}
\par
}
personal \par
}
}
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c3a5756ff00a494fedfff00f84f7fc138bffa5e747fc3a5756ffa494fedff00ff0084f7fc138bff00a5
e75fafb45007e417fc3a5756ff00a494fedfff00f84f7fc138bffa5e747fc3a5756ffa494fedff00ff0
084f7fc138bff00a5e75fafb45007e417fc3a5756ff00a494fedfff00f84f7fc138bffa5e747fc3a575
6ffa494fedff00ff0084f7fc138bff00a5e75fafb45007e297c43ff822c691f157c01e39f85fe3eff82
89fedff00af7817e24783fc4de01f1a687fd9bff04f4d2ffb67c27e30d16f7c3de23d27fb4f45ff0082
7fe9dac69dfda3a3ea37967f6ed2750b1d4ad3cefb458de5add4714e87c3cff822c691f0abc01e07f85
fe01ff8289fedff00a0f817e1bf83fc33e01f05e87fd9bff04f4d53fb1bc27e0fd16cbc3de1cd27fb4f
5aff00827fea3ac6a3fd9da3e9d6767f6ed5b50bed4aefc9fb45f5e5d5d492ceff00b5b45007e417fc3
a5756ff00a494fedfff00f84f7fc138bffa5e747fc3a5756ffa494fedff00ff0084f7fc138bff00a5e7
5fafb45007e417fc3a5756ff00a494fedfff00f84f7fc138bffa5e747fc3a5756ffa494fedff00ff008
4f7fc138bff00a5e75fafb45007e417fc3a5756ff00a494fedfff00f84f7fc138bffa5e747fc3a5756f
fa494fedff00ff0084f7fc138bff00a5e75fafb45007e417fc3a5756ff00a494fedfff00f84f7fc138b
ffa5e747fc3a5756ffa494fedff00ff0084f7fc138bff00a5e75fafb45007e417fc3a5756ff00a494fe
dfff00f84f7fc138bffa5e745aff00c121745baf127c3ad6bc71fb777edbff0013743f873f183e0bfc6
bb6f01f8b2c7f618d23c2be26f157c06f8b3e0cf8d3e04d3fc4d7bf0e3f621f0178e4787c78e7c05e1d
b8d66d7c35e32f0dea3a8e9d05ce9c9aadb4575
2b57ebed140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451400514514005145140051451400514514005145140051451400514514005145140051
45140051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514005
14514005145140051451400514514005145140051451400514514005145140051451400514514005145
14005145140051451400514514005145140051451400514514005145140051451400514514005145140
05145140051451401fffd9
\cf0 81 \par
}
\cf0 4.6 DESARROLLO DE LAS INICIATIVAS
{\b0 La}{\b0 ejecuciyn}{\b0 del}{\b0 "Programa}{\b0 de}{\b0
capacitaciyn}{\b0 al}{\b0 personal}{\b0 es}{\b0 u}{\b0 n }
{\b0 proyecto}{\b0 del}{\b0 Instituto}{\b0 que}{\b0 desea}{\b0 realizarlo}{\b0
con}{\b0 el}{\b0 prop�sito}{\b0 de}{\b0 brindar }
{\b0 un}{\b0 mejor}{\b0 servicio}{\b0 a}{\b0 los}{\b0 clientes.}{\b0
Para}{\b0 llevar}{\b0 a}{\b0 cabo}{\b0 el}{\b0 programa}{\b0 de }
{\b0 capacitaci�n}{\b0 se}{\b0 debe}{\b0 incurrir}{\b0 en}{\b0
gastos}{\b0 como:}{\b0 contrataci�n}{\b0 de }
{\b0 instructores}{\b0 externos,}{\b0 solicitud}{\b0 de}{\b0 recursos}{\b0
(materiales}{\b0 y}{\b0 coffee}{\b0 break) }
{\b0 y}{\b0 alquiler}{\b0 de}{\b0 local. }
{\b0 A}{\b0 continuaci�n}{\b0 se}{\b0 detalla}{\b0 todos}{\b0 los}{\b0
gastos}{\b0 en}{\b0 que}{\b0 se}{\b0 van}{\b0 a}{\b0 incurrir}{\b0 en }
{\b0 la}{\b0 capacitaci�n}{\b0 del}{\b0 personal}{\b0 del}{\b0 Instituto,}{\b0
por}{\b0 lo}{\b0 que}{\b0 se}{\b0 ha}{\b0 realizado}{\b0 un }
{\b0 presupuesto}{\b0 detallado}{\b0 que}{\b0 se}{\b0 muestra}{\b0 en}{\b0
la}{\b0 siguiente}{\b0 tabla: }
\fi184 TABLA IV. VI PRESUPUESTO PROGRAMA DE CAPACITACI�N \par
}
\cf0 #
{\b0 1 }
{\b0 2 }
3 }\par
}
\f10 \fs14 \cf0 DESCRIPCI�N
{\b0 Contrataci�n}{\b0 instructores }
{\b0 externos }
{\b0 Recursos}{\b0 (materiales}{\b0 y }
{\b0 coffee}{\b0 break) }
{\b0 Alquiler}{\b0 de}{\b0 local }\par
}
\cf0 COSTO UNITARIO
\fi548 {\b0 $}{\b0 150,00 }
\fi548 {\b0 $}{\b0 100,00 }
\fi548 {\b0 $}{\b0 150,00 }
\fi606 TOTAL \par
}
\cf0 COSTO TOTAL
\fi357 {\b0 $}{\b0 600,00 }
\fi357 {\b0 $}{\b0 100,00 }
\fi357 {\b0 $}{\b0 300,00 }
\fi267 $ 1.000,00 \par
}
}
{\phpg\posx2976\pvpg\posy11126\absw7745\absh3222 \f10 \fs21 \cf0 \f10 \fs21 \cf0 El
costo total del programa de capacitaci�n fue calculado por un
per�odo de 2 d�as, los cuales comprendieron el pago de 4 instructores
externos, la capacitaci�n a 10 instructores internos. La inversi�n del
programa de capacitaci�n del personal es un costo que el Instituto
puede cubrir, adem�s podr�amos recalcar que dicha inversi�n va a ser
reflejada en el servicio de ense�anza que va a ser impartido a los
clientes. \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 82 \par
}
5. \par
}
\f10 \fs36 \cf0 CAPITULO V
\fi357 {\fs25 SINCRONIZACI�N,}{\fs25 DESPLIEGUE}{\fs25 Y}{\fs25 CULTURA}
{\fs25 DE }
\fi357 {\fs25 EJECUCI�N }
{\b0 \fs21 El}{\b0 \fs21 objetivo}{\b0 \fs21 de}{\b0 \fs21 esta}{\b0 \fs21
etapa}{\b0 \fs21 es}{\b0 \fs21 utilizar}{\b0 \fs21 la}{\b0 \fs21
metodolog�a}{\b0 \fs21 del}{\b0 \fs21 Balanced }
{\b0 \fs21 Scorecard,}{\b0 \fs21 a}{\b0 \fs21 fin}{\b0 \fs21 de}{\b0 \fs21
crear}{\b0 \fs21 un}{\b0 \fs21 sistema}{\b0 \fs21 de}{\b0 \fs21 Gesti�n}{\b0
\fs21 que}{\b0 \fs21 ayude}{\b0 \fs21 al}{\b0 \fs21 logro}{\b0 \fs21 de }
{\b0 \fs21 los}{\b0 \fs21 objetivos}{\b0 \fs21 institucionales. }
{\b0 \fs21 Nos}{\b0 \fs21 basaremos}{\b0 \fs21 en}{\b0 \fs21 estrategias,}
{\b0 \fs21 las}{\b0 \fs21 cuales}{\b0 \fs21 describen}{\b0 \fs21 de}{\b0 \fs21
qu�}{\b0 \fs21 manera }
{\b0 \fs21 una}{\b0 \fs21 organizaci�n}{\b0 \fs21 se}{\b0 \fs21 propone}
{\b0 \fs21 crear}{\b0 \fs21 valor}{\b0 \fs21 a}{\b0 \fs21 sus}{\b0 \fs21
interesados.}{\b0 \fs21 La }
{\b0 \fs21 creaci�n}{\b0 \fs21 de}{\b0 \fs21 VALOR}{\b0 \fs21 para}{\b0 \fs21
sus}{\b0 \fs21 Stakeholders,}{\b0 \fs21 debe}{\b0 \fs21 ser}{\b0 \fs21
consistente}{\b0 \fs21 con }
{\b0 \fs21 la}{\b0 \fs21 misi�n}{\b0 \fs21 de}{\b0 \fs21 la}{\b0 \fs21 entidad.
}\par
}
\fs21 \cf0 5.2DEFINICIONES
\cf0 Estrategia.-{\b0 Describe}{\b0 de}{\b0 que}{\b0 manera}{\b0 una}{\b0
organizaci�n}{\b0 se}{\b0 propone }
\cf0 {\b0 crear}{\b0 valor}{\b0 a}{\b0 sus}{\b0 interesados. }
\cf0 Estrategia Corporativa.-{\b0 Establece}{\b0 de}{\b0 que}{\b0
forma}{\b0 el}{\b0 centro }
\cf0 {\b0 corporativo}{\b0 agrega}{\b0 valor}{\b0 al}{\b0 conglomerado}{\b0
de}{\b0 empresas. }
\cf0 Proceso de alineamiento Corporativo.-{\b0 garantiza}{\b0 la}{\b0
replicaci�n}{\b0 de}{\b0 la }
\cf0 {\b0 estrategia}{\b0 corporativa}{\b0 a}{\b0 todas}{\b0 las}{\b0
Unidades}{\b0 Estrat�gicas}{\b0 de}{\b0 Negocios }
\cf0 {\b0 y}{\b0 las}{\b0 Unidades}{\b0 de}{\b0 Apoyo}{\b0 Corporativo. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 83 \par
}
\cf0 Mapa de Procesos.-{\b0 Identificaci�n}{\b0 gr�fica}{\b0 de}{\b0
la}{\b0 estructura}{\b0 de }
{\b0 procesos}{\b0 que}{\b0 conforman}{\b0 el}{\b0 sistema}{\b0 de}{\b0
gesti�n. }
Procesos.-{\b0 Secuencia}{\b0 de}{\b0 actividades}{\b0 que}{\b0 van}
{\b0 a�adiendo}{\b0 valor }
{\b0 mientras}{\b0 se}{\b0 produce}{\b0 un}{\b0 determinado}{\b0
producto}{\b0 o}{\b0 servicio}{\b0 a}{\b0 partir}{\b0 de }
{\b0 determinadas}{\b0 aportaciones} (Modelo EFQM).
SIPOC.-{\b0 Supplier-Input-Process-Output-Customer:}{\b0 Proveedor-
}
{\b0 Entrada-Proceso-Salida-Cliente:}{\b0 M�todo}{\b0 que}{\b0 le}{\b0 ayuda}
{\b0 a}{\b0 no}{\b0 olvidarse }
{\b0 de}{\b0 algo}{\b0 cuando}{\b0 se}{\b0 est�}{\b0 mapeando}{\b0 los}{\b0
procesos. }\par
}
\cf0 5.3 ESTRUCTURA ORGANIZACIONAL DE LA CORPORACI�N
{\b0 Los}{\b0 efectos}{\b0 crecientes}{\b0 de}{\b0 la}{\b0 globalizaci�n,}{\b0
los}{\b0 cambios}{\b0 continuos}{\b0 en }
{\b0 las}{\b0 preferencias}{\b0 de}{\b0 los}{\b0 consumidores}{\b0
y}{\b0 la}{\b0 din�mica}{\b0 de}{\b0 las }
{\b0 sociedades}{\b0 son}{\b0 solo}{\b0 algunos}{\b0 de}{\b0 los}
{\b0 factores}{\b0 que}{\b0 ponen}{\b0 de }
{\b0 manifiesto}{\b0 la}{\b0 importancia}{\b0 que}{\b0 el}{\b0 enfoque}{\b0
y}{\b0 re-enfoque}{\b0 estrat�gico}{\b0 as� }
{\b0 como}{\b0 el}{\b0 alineamiento}{\b0 de}{\b0 la}{\b0 organizaci�n}
{\b0 hacia}{\b0 dichos}{\b0 cambios }
{\b0 cobran,}{\b0 cada}{\b0 d�a}{\b0 m�s,}{\b0 dentro}{\b0 de}{\b0 las}{\b0
habilidades}{\b0 gerenciales}{\b0 de}{\b0 todo }
{\b0 empresario}{\b0 y/o}{\b0 directivo. }
{\b0 Dentro}{\b0 del}{\b0 concepto}{\b0 de} alineamiento estrat�gico,{\b0 para}
{\b0 alcanzar}{\b0 los }
{\b0 resultados}{\b0 esperados,}{\b0 es}{\b0 preciso}{\b0 sincronizar}{\b0 y}
{\b0 adecuar}{\b0 de}{\b0 un}{\b0 modo }
{\b0 efectivo}{\b0 las}{\b0 actividades}{\b0 y}{\b0 esfuerzos}{\b0 de}
{\b0 las}{\b0 diferentes}{\b0 unidades}{\b0 de }
{\b0 negocio,}{\b0 procesos}{\b0 y}{\b0 departamentos}{\b0 que}{\b0 conforman}
{\b0 la}{\b0 organizaci�n, }
{\b0 este}{\b0 es}{\b0 el}{\b0 concepto}{\b0 sobre}{\b0 el}{\b0 cual}{\b0
se}{\b0 sustenta}{\b0 nuestra}{\b0 metodolog�a. }\par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
0028a28a0028a28a0028a28a0028a28a0028a28
\cf0 84 \par
}
Esta metodolog�a de trabajo, se sustenta a nivel te�rico en los
procesos de alineamiento estrat�gico que operan habitualmente en
dos niveles diferenciados y a la vez complementarios entre s�: {\ul a}{\ul }{\ul
n}{\ul i}{\ul v}{\ul e}{\ul l}
{\ul h}{\ul o}{\ul r}{\ul i}{\ul z}{\ul o}{\ul n}{\ul t}{\ul a}{\ul l}, en
t�rminos de sincronizaci�n interdepartamental para
garantizar que la cadena de procesos y actividades de corte interno
(cadena de valor) y externos (cadena de suministro) de la
organizaci�n transcurre a lo largo de una l�nea de actividad acorde a
los objetivos, planes y estrategias esperados.
Por otro lado, ya que es necesario que todos los departamentos
funcionales y empleados sean participes de los objetivos, planes y
estrategias de la organizaci�n con el objetivo de involucrar a las
personas hacia el logro de las metas, gracias al {\ul a}{\ul l}{\ul i}{\ul n}{\ul
e}{\ul a}{\ul m}{\ul i}{\ul e}{\ul n}{\ul t}{\ul o}{\ul }{\ul v}{\ul e}{\ul r}{\ul
t}{\ul i}{\ul c}{\ul a}{\ul l}
se promueve que todos los niveles de la organizaci�n participen
activamente en la misi�n y se involucren hacia el logro de los
objetivos de la compa��a de los que son participes en t�rminos de
creaci�n.
La concreci�n de estas actividades a partir de la visi�n y misi�n del
negocio se refleja en la traducci�n de acciones (estrategias y
t�cticas) para producir los resultados esperados. Entramos pues en
el �mbito de definici�n de las �reas clave de resultados, la fijaci�n de
objetivos concretos para cada una de ellas, las estrategias de acci�n
t�cticas o programas en las que se materializar�n y el
establecimiento de indicadores de gesti�n, donde los �ltimos \par
}
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101010
10101010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101ffdb0043010101010101010101010101010101010101010101010101010101010101010
1010101010101010101010101010101010101010101010101010101010101010101ffc0001108034a02
5303012200021101031101ffc4001f00000105010101010101000000000000000001020304050607080
90a0bffc400b5100002010303020403050504040000017d010203000411051221314106135161072271
14328191a1082342b1c11552d1f02433627282090a161718191a25262728292a3435363738393a43444
5464748494a535455565758595a636465666768696a737475767778797a838485868788898a92939495
0102030405060708090a0bffc400b511000201020404030407050404000102770001020311040521310
61241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a26272829
2a35363738393a434445464748494a535455565758595a636465666768696a737475767778797a82838
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\cf0 85 \par
}
avances, sobre todo a trav�s de soluciones en el �mbito del
{\i Balanced}{\i Scorecard} (Cuadro de Mando Integral), no han hecho nada
m�s que confirmar que la formulaci�n del futuro y la alineaci�n de
toda la organizaci�n al cumplimiento de su misi�n carece de sentido
alguno si no disponemos de un{\b sistema}{\b de}{\b medici�n}{\b �gil} que nos
permita saber si vamos en el rumbo y direcci�n correcta o si es
necesario corregir posibles desviaciones.
organizaci�n tiene la siguiente estructura organizacional funcional
({\b Figura}{\b 5.1}): \par
}
\cf0 Figura 5.1 Determinaci�n del organigrama de la unidad del
\fi2882 negocio
\fi2452 {\fs12 JUNTA}{\fs12 DE}{\fs12 SOCIOS }
\par}{\phpg\posx3425\pvpg\posy7516\absw6774\absh1607 \sl-172 \par\par\b \f10
\fs21 \cf0 \fi2494 {\fs12 GERENTE}{\fs12 GRAL. }
\fi3865 {\fs12 SECRETARIA}{\fs12 GENERAL }\par
}
\cf0 GERENTE DE VENTAS \par
}
\fs12 \cf0 GERENTE
ADMINISTRATIVO \par
}
\cf0 GERENTE FINANCIERO \par
}
\cf0 GERENTE ACADEMICO \par
}
\fs12 \cf0 JEFE DE VENTAS.
\fi116 ASIST. DE VTAS.
EJECUT. DE VTAS. 1
EJECUT. DE VTAS. 2 \par
}
\cf0 JEFE ADMINIST.
\cf0 \fi114 ASIST. ADM. \par
}
\cf0 JEFE FINANCIERO
\fi91 ASIST. FINANC.
\fi201 CONTADOR \par
}
\fs12 \cf0 JEFE ACADEMICO
\cf0 \fi53 CATEDRATICO 3 \par
}
}
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\cf0 86 \par
}
\cf0 5.4 DETERMINACI�N DE LOS MACROPROCESOS DE LA
\fi360 UNIDAD DE NEGOCIOS
{\b0 La}{\b0 cadena}{\b0 de}{\b0 valor}{\b0 del}{\b0 Instituto}{\b0 de}{\b0
Ingles,}{\b0 Quality,}{\b0 se}{\b0 la}{\b0 ha}{\b0 dividido}{\b0 en }
{\b0 cuatro}{\b0 niveles:}{\b0 macroprocesos,}{\b0 procesos,}{\b0 subprocesos,}
{\b0 actividades}{\b0 y }
{\b0 tareas. }
{\b0 Se}{\b0 han}{\b0 determinado}{\b0 los}{\b0 macroprocesos}{\b0 de}
{\b0 la}{\b0 Unidad}{\b0 de}{\b0 Negocios, }
{\b0 Quality,}{\b0 de}{\b0 la}{\b0 siguiente}{\b0 manera: }\par
}
\cf0 Procesos de Planificaci�n o estrat�gicos.-{\b0 En}{\b0 la}
Figura 5.2
{\b0 muestra}{\b0 los}{\b0 puntos}{\b0 relacionados}{\b0 con}{\b0
la}{\b0 Planeaci�n}{\b0 estrat�gica, }
{\b0 pol�ticas,}{\b0 definici�n}{\b0 de}{\b0 objetivos,}{\b0
disponibilidad}{\b0 de}{\b0 recursos,}{\b0 revisi�n }
{\b0 de}{\b0 la}{\b0 Gesti�n.} Anexo 47
\fi1524 Figura 5.2 Procesos Estrat�gicos \par
}
Planeaci�n Estrat�gica \par
}
Control y Monitoreo del cumplimiento de los objetivos \par
}
\cf0 Procesos para la Gesti�n de Recursos o de Apoyo.-{\b0 La} Figura 5.3
\cf0 {\b0 detalla}{\b0 Los}{\b0 procesos}{\b0 que}{\b0 apoyan}{\b0 a}{\b0 la}
{\b0 coordinaci�n}{\b0 y}{\b0 funcionamiento }
\cf0 {\b0 de}{\b0 los}{\b0 procesos}{\b0 de}{\b0 gesti�n,}{\b0 medici�n}
{\b0 y}{\b0 realizaci�n}{\b0 de}{\b0 productos}{\b0 y }
\cf0 {\b0 servicios.} Anexo 47 \par
}
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9
\cf0 87 \par
}
\cf0 Figura 5.3 Procesos de Apoyo \par
}
Presentaci�n de
Servicios de
Ense�anza \par
}
Promoci�n y Marketing de
Servicios de Ense�anza \par
}
{\phpg\posx6274\pvpg\posy3721\absw865\absh429 \f10 \fs9 \cf0 \f10 \fs9 \cf0 Dise�o
y Elaboraci�n
\par}{\phpg\posx6274\pvpg\posy3721\absw865\absh429 \sl-120 \f10 \fs9 \cf0 \fi33 de
Propuestas para
Servicios de
Ense�anza \par
}
Presentaci�n de
Propuestas de
Servicios de
Ense�anza \par
}
Desarrollo de
\par}{\phpg\posx9262\pvpg\posy3724\absw543\absh321 \sl-120 \f10 \fs9 \cf0 Proyectos
de
Ense�anza \par
}
Evaluaci�n de clientes \par
}
Atenci�n y Soporte de Clientes \par
}
Procesos de medici�n, an�lisis y mejora.{\b0 -}{\b0 La} figura 5.4{\b0 detalla}
{\b0 los }
{\b0 procesos}{\b0 relacionados}{\b0 con}{\b0 la}{\b0 Medici�n,}{\b0
monitoreo,}{\b0 auditorias, }
{\b0 acciones}{\b0 correctivas}{\b0 y}{\b0 mejoramientos}{\b0 de}{\b0 los}{\b0
diferentes}{\b0 procesos}{\b0 de}{\b0 la }
{\b0 organizaci�n.} Anexo 47
\fi1910 Figura 5.4 Procesos de Medici�n \par
}
Administraci�n Contable \par
}
Administraci�n de Tecnol�gia de Informaci�n \par
}
Administraci�n de Recursos Humanos \par
}
\cf0 {\b0 El}{\b0 subproceso}{\b0 dentro}{\b0 de} Desvinculaci�n del
Personal de Quality
\cf0 (Figura 5.5){\b0 desarrolla}{\b0 la}{\b0 cadena}{\b0 de}{\b0 valor}{\b0
de}{\b0 las}{\b0 actividades}{\b0 de}{\b0 estos }\par
}
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\cf0 88 \par
}
subprocesos.,{\b Anexo}{\b 61} este es un ejemplo de cuarto nivel de
la
cadena de valor:
\fi936 {\b Figura}{\b 5.5}{\b Desvinculaci�n}{\b del}{\b Personal}{\b de}{\b
Quality }\par
}
Desvinculaci�n del
Personal \par
}
Requerimientos
completos \par
}
Solicitar a
\par}{\phpg\posx6482\pvpg\posy5901\absw713\absh264 \sl-99 \f10 \fs7 \cf0 contador
realizar
liquidaci�n \par
}
General \par
}
Preparar
liquidaci�n de
haberes \par
}
Asistente Contable \par
}
Liquidaci�n de
haberes
preparada \par
}
General \par
}
{\phpg\posx6476\pvpg\posy9056\absw715\absh263 \f10 \fs7 \cf0 \f10 \fs7 \cf0 Revisar
y Validar
valores de
liquidaci�n \par
}
}
Los valores de
\par}{\phpg\posx5269\pvpg\posy10413\absw688\absh264 \sl-99 \f10 \fs7 \cf0 la
liquidaci�n se
encuentran... \par
}
Los valores de
\par}{\phpg\posx7853\pvpg\posy10394\absw688\absh264 \sl-99 \f10 \fs7 \cf0 la
liquidaci�n se
encuentran... \par
}
Validar si el
personal est�
\par}{\phpg\posx5223\pvpg\posy11188\absw709\absh353 \sl-99 \f10 \fs7 \cf0 conforme
con su
liquidaci�n \par
}
Gerente General \par
}
Solicitar
correcci�n en la
liquidaci�n \par
}
}
Realizar
correcci�n en la
liquidaci�n \par
}
}
correcci�n de
liquidaci�n
realizada \par
}
Personal se
encuentra
c... \par
}
Personal no se
encuentra
co... \par
}
}
Verificar motivos
la
inconformidad
\par}{\phpg\posx6468\pvpg\posy14416\absw693\absh353 \sl-99 \f10 \fs7 \cf0 \fi48 del
personal... \par
}
}
{\phpg\posx3330\pvpg\posy15368\absw750\absh263 \f10 \fs7 \cf0 \f10 \fs7 \cf0 Emitir
documento
liquidaci�n de
haberes \par
}
Asistente
Administrativa \par
}
Motivos de
inconformidad No
aplican \par
}
Motivos de
inconformidad
aplican \par
}
acta de
finiquito \par
}
Asistente
Administrativa \par
}
Comunicar al
personal
desvinculado que
\par}{\phpg\posx6125\pvpg\posy16426\absw745\absh353 \sl-99 \f10 \fs7 \cf0 no es
aceptada... \par
}
}
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{\b0 entrega}{\b0 el}{\b0 proceso}{\b0 al}{\b0 finalizar}{\b0 sus}{\b0
actividades,}{\b0 estas}{\b0 pueden}{\b0 ser: }
{\b0 productos}{\b0 terminados,}{\b0 Flujo}{\b0 de}{\b0 Caja,}{\b0 Ganancias,}
{\b0 Clientes}{\b0 satisfechos, }
{\b0 entre}{\b0 otros{\field{\*\fldinst SYMBOL 188 \\f Symbol }} }
Clientes,{\b0 a}{\b0 qui�n}{\b0 se}{\b0 le}{\b0 entrega}{\b0 el}{\b0
resultado}{\b0 del}{\b0 proceso. }
{\b0 Una}{\b0 vez}{\b0 que}{\b0 se}{\b0 llenan}{\b0 estas}{\b0 matrices}{\b0
con}{\b0 la}{\b0 informaci�n}{\b0 requerida}{\b0 y}{\b0 la }
{\b0 secuencia}{\b0 de}{\b0 actividades}{\b0 se}{\b0 procede}{\b0 a}{\b0
analizar}{\b0 en}{\b0 los}{\b0 procesos}{\b0 la }
{\b0 contribuci�n}{\b0 de}{\b0 valor}{\b0 que}{\b0 estos}{\b0 producen}
{\b0 mientras}{\b0 se}{\b0 ejecuta}{\b0 un }
{\b0 determinado}{\b0 producto}{\b0 o}{\b0 servicio. }\par
}
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\cf0 91 \par
}
\cf0 5.6 DETERMINACI�N DE LA CONTRIBUCI�N CR�TICA PARA LOS
\fi360 OBJETIVOS ESTRAT�GICOS
{\b0 El}{\b0 mapa}{\b0 estrat�gico}{\b0 es}{\b0 el}{\b0 conjunto}{\b0 de}
{\b0 objetivos}{\b0 estrat�gicos}{\b0 que}{\b0 se }
{\b0 conectan}{\b0 a}{\b0 trav�s}{\b0 de}{\b0 relaciones}{\b0 causales.}{\b0
Los}{\b0 mapas}{\b0 estrat�gicos}{\b0 son }
{\b0 el}{\b0 aporte}{\b0 conceptual}{\b0 m�s}{\b0 importante}{\b0 del}{\b0
Balanced}{\b0 Scorecard.}{\b0 Ayudan }
{\b0 a}{\b0 entender}{\b0 la}{\b0 coherencia}{\b0 entre}{\b0 los}{\b0
objetivos}{\b0 estrat�gicos}{\b0 y}{\b0 permiten }
{\b0 visualizar}{\b0 de}{\b0 manera}{\b0 sencilla}{\b0 y}{\b0 muy}{\b0
gr�fica}{\b0 la}{\b0 estrategia}{\b0 de}{\b0 la }
{\b0 empresa. }
{\b0 El}{\b0 mapa}{\b0 estrat�gico}{\b0 ayuda}{\b0 a}{\b0 valorar}{\b0 la}
{\b0 importancia}{\b0 de}{\b0 cada}{\b0 objetivo }
{\b0 estrat�gico,}{\b0 ya}{\b0 que}{\b0 nos}{\b0 los}{\b0 presenta}{\b0
agrupados}{\b0 en}{\b0 perspectivas.}{\b0 Las }
{\b0 perspectivas}{\b0 son}{\b0 aquellas}{\b0 dimensiones}{\b0
cr�ticas}{\b0 clave}{\b0 en}{\b0 la }
{\b0 organizaci�n.}{\b0 Las}{\b0 cuatro}{\b0 perspectivas}{\b0 mas}{\b0
com�nmente}{\b0 utilizadas }
{\b0 son: }
\fi731 {\b0 Perspectiva}{\b0 Financiera }
\fi731 {\b0 Perspectiva}{\b0 del}{\b0 Cliente }
\fi731 {\b0 Perspectiva}{\b0 Interna}{\b0 o}{\b0 de}{\b0 los}{\b0 Procesos }
\fi731 {\b0 Perspectiva}{\b0 de}{\b0 aprendizaje}{\b0 y}{\b0 crecimiento }\par
}
Los indicadores (tambi�n llamados medidas) son el medio que
tenemos para visualizar si estamos cumpliendo o no los objetivos
estrat�gicos.
Un objetivo estrat�gico, como por ejemplo el desarrollo de capacidad
del personal de ventas, puede medirse a trav�s de indicadores. No \par
}
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\cf0 92 \par
}
existen indicadores perfectos, y por eso, para la medici�n de algunos
objetivos estrat�gicos se puede utilizar m�s de uno. Por ejemplo, el
desarrollo de esas capacidades comerciales se puede medir a trav�s
indicadores como el n�mero de horas de formaci�n por persona, el
�ndice de satisfacci�n de los empleados con la formaci�n percibida o
incremento medio de los contratos o ingresos por empleado. \par
}
pueden establecer dos tipos de indicadores:
{\b 1.-}{\b Indicadores}{\b de}{\b Resultados:} miden la consecuci�n del
objetivo
estrat�gico. Tambi�n se les llama indicadores de efecto y en ingl�s,
{\i lag}{\i indicators}{\i u}{\i outcome}{\i measures. }
{\b 2.-}{\b Indicadores}{\b de}{\b Causa:} miden el resultado de las
acciones que
permiten su consecuci�n. Tambi�n se llaman indicadores inductores, y
ingl�s,{\i lead}{\i indicators}{\i o}{\i performance}{\i drivers. }\par
}
Para determinar el aporte de los procesos se llena la{\b MATRIZ}{\b DE
}
{\b CONTRIBUCI�N}{\b CR�TICA}{\b (Figura}{\b 5.6)}, describiendo por perspectiva

los objetivos estrat�gicos, KPI�S, meta y responsables,{\b Anexo}{\b 62 }\par
}
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\cf0 93 \par
}
\cf0 Figura 5.6 Matriz de Contribuci�n Cr�tica \par
}
\cf0 BSC UNIDAD: {\ul Q}{\ul U}{\ul A}{\ul L}{\ul I}{\ul T}{\ul Y} \par
}
\cf0 OBJETIVO
ESTRATEGICO
Mejorar la rentabilidad
Instituto \par
}
\fs11 \cf0 KPI
Utilidades acum. A�o
actual / utilidades
acum. A�o anterior
\fi387 Gastos
salarios/#Sesiones
efectivas
\fi116 ( Vtas a trav�s de
nuevos canales/
ventas totales)
\fi352 {\field{\*\fldinst SYMBOL 83 \\f Symbol }}Ventas
2008/{\field{\*\fldinst SYMBOL 83 \\f Symbol }}Ventas 2007
\fi228 # de intentos
adicionales para
aprobar el m�dulo
\fi51 % de personas que \par
}
META \par
}
PERSP \par
}
RESPONSABLE \par
}
\fs14 \cf0 PROCESOS
\fi888 CLAVES
{\b0 \fs11 FINANC.}{\b0 \fs11 ACADEM}{\b0 \fs11 ADMINIST.}{\b0 \fs11
VENTAS }\par
}
50% \par
}
Gerente
Financiero \par
}
X \par
}
75% \par
}
X \par
}
x \par
}
Optimizar costos en
recursos humanos
(instructores)
Aumentar las ventas
\par}{\phpg\posx3693\pvpg\posy4284\absw1122\absh1225 \sl-152 \f10 \fs11 \cf0 de los
paquetes a
\par}{\phpg\posx3693\pvpg\posy4284\absw1122\absh1225 \sl-150 \f10 \fs11 \cf0 trav�s
de canales
}
Mejorar el aprendizaje
}
Incrementar el % de \par
}
\cf0 Gerente
Financiero y
Acad�mico \par
}
40% \par
}
Ventas \par
}
\cf0 X \par
}
60% \par
}
Financiero y
Ventas \par
}
X \par
}
\cf0 X \par
}
33,33% \par
}
Acad�mico \par
}
X \par
}
personas que domine aprueban el examen \par
}
{\phpg\posx3693\pvpg\posy6802\absw1115\absh664 \f10 \fs11 \cf0 \f10 \fs11 \cf0 un
idioma extranjero
Identificar las no
conformidades de
atenci�n al cliente \par
}
\fs11 \cf0 Toefl
\fi196 N�mero de No
conformidades
identificadas
Cantidad de llamadas
confirmadas
favorablemente /
Total de
requerimientos
recibidos
\fi73 % Participaci�n del
mercado
\fi55 (# m�dulos abiertos
con antig�edad <1) /
total cursos abiertos \par
}
40% \par
}
\cf0 Gerente
Acad�mico
\fi316 Jefe
Administrativo y
Ventas \par
}
X \par
}
\par
}
X \par
}
\cf0 X \par
}
Establecer
disponibilidad de
horarios \par
}
60% \par
}
Acad�mico y
Administrativo \par
}
X \par
}
X \par
}
30% \par
}
Ventas \par
}
\cf0 X \par
}
Captar mercado
\par}{\phpg\posx3693\pvpg\posy8771\absw1130\absh830 \sl-152 \f10 \fs11 \cf0 aleda�o
Ampliar nuestra
\par}{\phpg\posx3693\pvpg\posy8771\absw1130\absh830 \sl-152 \f10 \fs11 \cf0 cartera
de productos
(portafolio) \par
}
75% \par
}
Ventas \par
}
\cf0 X \par
}
Desarrollar liderazgo
\par}{\phpg\posx3693\pvpg\posy10117\absw1131\absh260 \sl-152 \f10 \fs11 \cf0 en el
personal \par
}
Encuesta 180� \par
}
40% \par
}
Financiero,
Administrativo,
Acad�mico y
Ventas \par
}
x \par
}
x \par
}
\cf0 X \par
}
\cf0 x \par
}
60 \par
}
x \par
}
x \par
}
\cf0 X \par
}
\cf0 x \par
}
{\sp{\sn txflTextFlow}{\sv 2}}}{\shptxt \b \f10 \fs12 \cf0 J \par}}
Promover el trabajo
\par}{\phpg\posx3693\pvpg\posy10813\absw1217\absh531 \sl-152 \f10 \fs11 \cf0 en
equipo para
desarrollar la
}
{\phpg\posx5040\pvpg\posy10888\absw1046\absh396 \f10 \fs11 \cf0 \f10 \fs11 \cf0 #
de proyectos que
se desarrollan en
equipo \par
}
Jefe Financiero,
Administrativo,
Acad�mico y
Ventas
Jefe Financiero,
Administrativo,
Acad�mico y
Ventas \par
}
70% \par
}
x \par
}
x \par
}
\cf0 X \par
}
\cf0 x \par
}
Capacitar al personal
Instituto
satisfacci�n de los
empleados con
respecto al clima
laboral
Evaluar la
competencia del
personal (Instructores) \par
}
Evaluaciones de
desempe�o \par
}
Encuestas del
ambiente
organizacio

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