O processo de compra pode apresentar diferentes níveis de complexidade em virtude do que se compra. Insumos já conhecidos possuem processo de compra mais simples. Preço, fornecedores e condições de entrega são automaticamente comparados.
E quando o insumo não é conhecido, como a energia elétrica?
Neste caso, o responsável pela aquisição sente-se inseguro; faz o processo por necessidade. Montantes em kWh, MWh ou MW Médio não são visíveis; estão apenas no papel. Energia elétrica não é o tipo de produto que é entregue em caminhões ou que pode ser estocado em silos.
Há uma dificuldade natural em entender contratos de fornecimento de energia; estes contratos apresentam termos técnicos e jurídicos específicos, além de serem extensos. Para minimizar o risco, as empresas envolvem setores distintos (engenharia, manutenção, financeiro, compras e jurídico) no processo de tomada de decisão. Ocorre que cada agente apresentará sua necessidade – engenharia preocupará com a qualidade, manutenção com o abastecimento, financeiro e compras com o preço e jurídico com as garantias. Se fosse possível obter uma média destas opiniões para substanciar a tomada de decisão o problema estaria resolvido.
Qual o caminho correto para o processo de compra da energia elétrica? Antes de tudo, passa pela definição de valor – o que de fato se deseja quando algum produto, serviço ou solução são adquiridos. Para empresas que ainda não conseguem definir o valor da energia, a dica inicial é o uso de indicadores.
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