Gestão estratégica e Balanced Scorecard: aplicação em propriedades leiteiras da Bacia do Alto Paraguai

his study approach issues related to organizational and commercial strategy in the dairy farms on Productive Agglomerate of the Alto Paraguay, Mato Grosso. The objective of the research was to identify the socioeconomic profile and the production factors on the dairy farms in order to elaborate the production and commercial strategy for these properties. The research includes producers located in the municipalities of Alto Paraguai, Arenápolis, Denise, Nova Olímpia, Santo Afonso and Tangará da Serra, that compose the referred agglomerate. The selection of these cities considered previous studies developed by the Federal University of Mato Grosso (UFMT), based on the design of Local Productive Arrangements, registered in the National GTP-APL group, supported by the Ministry of Development, Industry and Foreign Trade (MDIC). In order to elaborate the strategy, the method used was the Balanced Scorecard and the analysis of the research data allowed to identify the performance vectors that guided in the elaboration of the strategy, as well as to determine the result indicators that were linked in a cause and effect relationship. For communication, the Balanced Scorecard strategic map was elaborated, which shows the lack of structure and planned management in most of the surveyed properties, which results in low productivity and activity performance. It is also concluded that the government was unable to promote local development, generating competitive advantages in the milk production chain, due to the bureaucratic process and the lack of alignment between the various agents involved. Este estudo aborda questões relacionadas à estratégia organizacional e comercial nas propriedades leiteiras do Aglomerado Produtivo do Alto Paraguai, Mato Grosso. O objetivo consiste em identificar o perfil socioeconômico dos produtores de leite e os fatores de produção, a fim de elaborar uma estratégia produtiva e comercial mais eficiente para as propriedades leiteiras. A pesquisa contempla produtores localizados nos municípios de Alto Paraguai, Arenápolis, Denise, Nova Olímpia, Santo Afonso e Tangará da Serra, que compõem o referido aglomerado. A seleção destes municípios considerou estudos prévios desenvolvidos pela Universidade Federal de Mato Grosso (UFMT), com base na concepção de um Arranjo Produtivo Local (APL), registrado junto ao GTP-APL nacional e apoiado pelo Ministério do Desenvolvimento, Indústria e Comércio Exterior (MDIC). Para elaboração da estratégia, o método