{"id":14361,"date":"2026-01-05T14:46:19","date_gmt":"2026-01-05T17:46:19","guid":{"rendered":"https:\/\/www.sertras.com\/gestao-de-fornecedores\/?p=14361"},"modified":"2026-01-05T15:01:46","modified_gmt":"2026-01-05T18:01:46","slug":"homologacao-fornecedores-at-kearney-chessboard","status":"publish","type":"post","link":"https:\/\/www.sertras.com\/gestao-de-fornecedores\/homologacao-fornecedores-at-kearney-chessboard\/","title":{"rendered":"Homologa\u00e7\u00e3o de Fornecedores e o AT Kearney Chessboard"},"content":{"rendered":"\t\t
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Homologa\u00e7\u00e3o de fornecedores e estrat\u00e9gias de negocia\u00e7\u00e3o\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Os compradores profissionais conhecem e utilizam no seu dia a dia o AT Kearney Chessboard<\/strong><\/a>, uma das mais s\u00f3lidas refer\u00eancias em estrat\u00e9gias de negocia\u00e7\u00e3o em compras. O modelo organiza a atua\u00e7\u00e3o do comprador em 4 estrat\u00e9gias de negocia\u00e7\u00e3o<\/strong>, desdobradas em 16 alavancas e 64 m\u00e9todos.<\/strong><\/p>

N\u00e3o vou falar aqui de compras profissionais. Para isso, o mercado conta com excelentes especialistas. O meu foco \u00e9 outro: o processo de homologa\u00e7\u00e3o de fornecedores<\/strong>. N\u00e3o como substituto do Chessboard, mas como o conjunto de evid\u00eancias t\u00e9cnicas<\/strong> que permite executar, com seguran\u00e7a, as estrat\u00e9gias de negocia\u00e7\u00e3o<\/strong> que o tabuleiro prop\u00f5e.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Dizer que todos os fornecedores s\u00e3o iguais \u00e9 desconhecer o risco.<\/strong><\/p>

\u00c9 desconhecer o impacto.<\/strong><\/p>

\u00c9 desconhecer a governan\u00e7a.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Nem todos os fornecedores apresentam o mesmo n\u00edvel de risco<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Cada categoria de compra possui um n\u00edvel distinto de criticidade<\/strong>. E, por consequ\u00eancia, os fornecedores que a comp\u00f5em tamb\u00e9m carregam n\u00edveis diferentes de risco<\/strong>. A homologa\u00e7\u00e3o<\/strong> n\u00e3o pode, e n\u00e3o deve, tratar todos da mesma forma.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Homologa\u00e7\u00e3o de fornecedores conforme a criticidade da categoria<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Fornecedores de baixo risco<\/strong>, normalmente associados a categorias n\u00e3o cr\u00edticas<\/strong>, podem ser homologados com base em documenta\u00e7\u00e3o p\u00fablica<\/strong>, informa\u00e7\u00f5es cadastrais<\/strong>, dados reputacionais<\/strong> e verifica\u00e7\u00f5es gerais de compliance, <\/strong>em resumo, qualquer big data <\/strong>de boa qualidade atende. N\u00e3o h\u00e1 racional econ\u00f4mico nem t\u00e9cnico para ir al\u00e9m disso nesses casos.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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O problema come\u00e7a quando essa l\u00f3gica simplificada \u00e9 aplicada a fornecedores estrat\u00e9gicos<\/strong>, aqueles que impactam diretamente a continuidade operacional<\/strong>, o custo total<\/strong>, a reputa\u00e7\u00e3o<\/strong> e a sustentabilidade do neg\u00f3cio<\/strong>. Nesses cen\u00e1rios, m\u00e9todos b\u00e1sicos s\u00e3o insuficientes e perigosos. Aqui, a homologa\u00e7\u00e3o precisa evoluir<\/strong>. N\u00e3o adianta somente pedir question\u00e1rios com boas inten\u00e7\u00f5es. O profissional deve saber o que est\u00e1 fazendo.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Tecnologia, velocidade e limites da homologa\u00e7\u00e3o\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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A tecnologia<\/strong> teve um papel decisivo nesse avan\u00e7o. O que antes exigia consultas manuais em dezenas de bases p\u00fablicas, hoje \u00e9 feito em segundos. Isso barateou e acelerou os m\u00e9todos iniciais de homologa\u00e7\u00e3o<\/strong>, permitindo que todos os fornecedores passem por um primeiro filtro t\u00e9cnico m\u00ednimo<\/strong>.<\/p>\n\n

Mas aten\u00e7\u00e3o:<\/strong> a rapidez n\u00e3o substitui a profundidade.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Homologa\u00e7\u00e3o aplicada aos quadrantes da Matriz de Kraljic\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Quando falamos dos fornecedores posicionados no quadrante de alavancagem da Matriz de Kraljic<\/a><\/strong>, para os quais o AT Kearney Chessboard<\/strong> recomenda estrat\u00e9gias de mudan\u00e7a na natureza da demanda<\/strong>, a homologa\u00e7\u00e3o precisa obrigatoriamente incorporar an\u00e1lise financeira profunda<\/strong>.<\/p>

E aqui \u00e9 importante ser claro:<\/strong><\/p>

An\u00e1lise financeira n\u00e3o \u00e9 \u201cpuxar um Serasa\u201d.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Estamos falando de consulta a \u00f3rg\u00e3os de prote\u00e7\u00e3o ao cr\u00e9dito<\/strong>, verifica\u00e7\u00e3o de d\u00edvidas ativas<\/strong>, an\u00e1lise do balan\u00e7o patrimonial<\/strong> e da DRE dos \u00faltimos dois exerc\u00edcios<\/strong>, gera\u00e7\u00e3o de indicadores financeiros<\/strong> e, principalmente, avalia\u00e7\u00e3o da capacidade real da empresa de sustentar a demanda contratada<\/strong>.<\/p>

E quando o fornecedor tem menos de um ano de opera\u00e7\u00e3o?<\/strong><\/p>

O risco n\u00e3o desaparece. Ele apenas muda de forma.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Se a empresa compradora decide avan\u00e7ar, deve exigir garantias<\/strong>. Seguros<\/strong>, cau\u00e7\u00f5es<\/strong>, fian\u00e7as<\/strong> ou outros instrumentos capazes de transferir parte do risco<\/strong>. Isso n\u00e3o \u00e9 desconfian\u00e7a. \u00c9 governan\u00e7a<\/strong>.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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No quadrante de gargalo<\/strong>, onde o AT Kearney Chessboard<\/strong> recomenda elevar a competi\u00e7\u00e3o entre fornecedores<\/strong>, a homologa\u00e7\u00e3o exige outro tipo de olhar. Aqui, o risco n\u00e3o est\u00e1 apenas no financeiro<\/strong>, mas na depend\u00eancia t\u00e9cnica<\/strong>.<\/p>\n\n

\u00c9 preciso entender o que torna esse fornecedor t\u00e3o espec\u00edfico<\/strong> e dif\u00edcil de substituir<\/strong>. Ele depende de autoriza\u00e7\u00f5es regulat\u00f3rias<\/strong>? Possui licen\u00e7as exclusivas<\/strong> naquela atividade?\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Nesses casos, a mitiga\u00e7\u00e3o de risco passa por atestados de capacidade t\u00e9cnica v\u00e1lidos e espec\u00edficos<\/strong>, certificados obrigat\u00f3rios por lei<\/strong> e registros regulat\u00f3rios vigentes<\/strong>. Um exemplo cl\u00e1ssico \u00e9 o Cadastro T\u00e9cnico Federal do IBAMA<\/strong><\/a>, quando aplic\u00e1vel. Documento vencido, inexistente ou gen\u00e9rico n\u00e3o protege ningu\u00e9m. Tem IA’s e big datas que falam que esta cadastro em dia \u00e9 um diferencial ESG sendo que isso est\u00e1 totalmente errado.<\/strong> Se \u00e9 obrigat\u00f3rio para a categoria e existe significa somente que cumpre. Se n\u00e3o \u00e9 obrigat\u00f3rio, n\u00e3o aplica. N\u00e3o podemos misturar conceitos e dar notas ESG por ter algo que nem todos precisam ter.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Por fim, os fornecedores posicionados no quadrante estrat\u00e9gico da Matriz de Kraljic<\/strong>, para os quais o AT Kearney Chessboard<\/strong> recomenda estrat\u00e9gias de busca de vantagem conjunta<\/strong>, exigem o n\u00edvel m\u00e1ximo de rigor<\/strong>. Aqui, a homologa\u00e7\u00e3o se aproxima de uma verdadeira due diligence<\/strong>, combinando an\u00e1lise financeira<\/strong>, compliance<\/strong>, ESG<\/strong>, auditorias em campo<\/strong> e avalia\u00e7\u00e3o da maturidade de gest\u00e3o<\/strong>.<\/p>\n\n

N\u00e3o porque o fornecedor seja \u201csuspeito\u201d.<\/strong><\/p>\n\n

Mas porque o impacto de uma falha \u00e9 alto demais para ser tratado com superficialidade.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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A l\u00f3gica \u00e9 simples e implac\u00e1vel:<\/strong><\/p>

Quanto maior o impacto da categoria, maior deve ser o n\u00edvel de evid\u00eancia exigido.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Homologa\u00e7\u00e3o como ferramenta de governan\u00e7a<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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A homologa\u00e7\u00e3o de fornecedores<\/strong> n\u00e3o \u00e9 um processo burocr\u00e1tico. \u00c9 uma ferramenta de gest\u00e3o de risco<\/strong> alinhada \u00e0 estrat\u00e9gia de negocia\u00e7\u00e3o em compras<\/strong>. Quando bem estruturada, protege a empresa compradora<\/strong>, qualifica a base fornecedora<\/strong> e fortalece rela\u00e7\u00f5es de longo prazo<\/strong>.<\/p>

Governan\u00e7a<\/strong> n\u00e3o nasce de atalhos.<\/p>

Nasce de m\u00e9todo<\/strong>, crit\u00e9rio<\/strong> e coragem<\/strong> para tratar riscos de forma proporcional.<\/p>

E nisso, o AT Kearney Chessboard<\/strong> continua sendo um excelente tabuleiro. Basta saber jogar a partida certa<\/strong>, no momento certo<\/strong>, com as pe\u00e7as corretas<\/strong>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Perguntas Frequentes<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tO que \u00e9 homologa\u00e7\u00e3o de fornecedores?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t
A homologa\u00e7\u00e3o de fornecedores<\/strong> \u00e9 o processo de avalia\u00e7\u00e3o t\u00e9cnica que verifica se uma empresa est\u00e1 apta a fornecer, considerando riscos financeiros<\/strong>, t\u00e9cnicos<\/strong>, regulat\u00f3rios<\/strong>, compliance<\/strong>, ESG<\/strong> e governan\u00e7a<\/strong>.\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tQual a rela\u00e7\u00e3o entre homologa\u00e7\u00e3o de fornecedores e o AT Kearney Chessboard?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t
O AT Kearney Chessboard<\/strong> \u00e9 uma ferramenta de estrat\u00e9gias de negocia\u00e7\u00e3o em compras<\/strong>. Ele n\u00e3o orienta a homologa\u00e7\u00e3o, mas evidencia que estrat\u00e9gias de negocia\u00e7\u00e3o diferentes<\/strong> exigem n\u00edveis diferentes de evid\u00eancia<\/strong> sobre os fornecedores, o que impacta diretamente a profundidade do processo de homologa\u00e7\u00e3o.<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tTodos os fornecedores devem passar pelo mesmo processo de homologa\u00e7\u00e3o?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t
N\u00e3o. Cada categoria de compra<\/strong> possui um n\u00edvel diferente de criticidade<\/strong> e impacto<\/strong>. Fornecedores de baixo risco<\/strong> podem ser homologados com m\u00e9todos mais simples, enquanto fornecedores estrat\u00e9gicos<\/strong> exigem avalia\u00e7\u00f5es t\u00e9cnicas mais profundas.\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tO que diferencia a homologa\u00e7\u00e3o de fornecedores estrat\u00e9gicos?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t
Fornecedores estrat\u00e9gicos exigem um n\u00edvel elevado de rigor<\/strong>, com an\u00e1lises financeiras profundas<\/strong>, avalia\u00e7\u00f5es de compliance<\/strong>, crit\u00e9rios ESG<\/strong>, auditorias em campo<\/strong> e, em muitos casos, processos semelhantes a uma due diligence<\/strong>.<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tAn\u00e1lise financeira de fornecedores \u00e9 apenas consulta ao Serasa?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t
N\u00e3o. An\u00e1lise financeira<\/strong> envolve consulta a \u00f3rg\u00e3os de prote\u00e7\u00e3o ao cr\u00e9dito<\/strong>, verifica\u00e7\u00e3o de d\u00edvidas ativas<\/strong>, an\u00e1lise de balan\u00e7o patrimonial<\/strong>, DRE<\/strong>, gera\u00e7\u00e3o de indicadores financeiros<\/strong> e avalia\u00e7\u00e3o da capacidade real do fornecedor<\/strong> de sustentar a demanda contratada.\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t
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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tComo homologar fornecedores com menos de um ano de opera\u00e7\u00e3o?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t

Quando o fornecedor \u00e9 novo, o risco n\u00e3o desaparece<\/strong>, apenas muda de forma. Nesses casos, \u00e9 recomend\u00e1vel exigir garantias<\/strong> como seguros<\/strong>, cau\u00e7\u00f5es<\/strong> ou fian\u00e7as<\/strong> para mitigar o risco da contrata\u00e7\u00e3o.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t

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\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\tQual o papel da homologa\u00e7\u00e3o na gest\u00e3o de risco?<\/a>\n\t\t\t\t\t<\/h4>\n\t\t\t\t\t
A homologa\u00e7\u00e3o<\/strong> \u00e9 uma ferramenta central de gest\u00e3o de risco<\/strong>. Quando alinhada \u00e0 estrat\u00e9gia de negocia\u00e7\u00e3o<\/strong>, ela protege a empresa compradora<\/strong>, qualifica a base fornecedora<\/strong> e fortalece rela\u00e7\u00f5es comerciais sustent\u00e1veis<\/strong>.<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Sobre o Autor<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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\n\t\t\t\t\t\t\t\t\tRodolfo Sandoval Rodr\u00edguez<\/strong> \u00e9 fundador e CEO da Sertras<\/strong>, especialista em gest\u00e3o de fornecedores<\/strong>, homologa\u00e7\u00e3o<\/strong>, gest\u00e3o de terceiros<\/strong> e an\u00e1lise de riscos<\/strong>. Atua h\u00e1 mais de uma d\u00e9cada apoiando empresas compradoras na estrutura\u00e7\u00e3o de processos de compras com foco em governan\u00e7a<\/strong>, compliance<\/strong> e ESG<\/strong>.\n\n\u00c9 engenheiro de execu\u00e7\u00e3o industrial, empreendedor e palestrante, com forte atua\u00e7\u00e3o na profissionaliza\u00e7\u00e3o das rela\u00e7\u00f5es entre compradores e fornecedores, sempre com base em evid\u00eancias t\u00e9cnicas, proporcionalidade de risco e tomada de decis\u00e3o respons\u00e1vel.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

Homologa\u00e7\u00e3o de fornecedores e estrat\u00e9gias de negocia\u00e7\u00e3o Os compradores profissionais conhecem e utilizam no seu dia a dia o AT Kearney Chessboard, uma das mais s\u00f3lidas refer\u00eancias em estrat\u00e9gias de negocia\u00e7\u00e3o em compras. O modelo organiza a atua\u00e7\u00e3o do comprador em 4 estrat\u00e9gias de negocia\u00e7\u00e3o, desdobradas em 16 alavancas e 64 m\u00e9todos. N\u00e3o vou falar…<\/p>\n","protected":false},"author":12,"featured_media":14362,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[143,149,144,1],"tags":[152,159,163,153,156,189],"class_list":["post-14361","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-analise-financeira","category-esg","category-homologacao","category-utilidade-publica","tag-compradores","tag-due-diligence","tag-esg","tag-fornecedores","tag-gestao-de-fornecedores","tag-kraljic"],"yoast_head":"\nHomologa\u00e7\u00e3o de Fornecedores e o AT Kearney Chessboard<\/title>\n<meta name=\"description\" content=\"Entenda como a homologa\u00e7\u00e3o de fornecedores fornece evid\u00eancias t\u00e9cnicas para executar, com governan\u00e7a, as estrat\u00e9gias de negocia\u00e7\u00e3o do AT Kearney Chessboard.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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