Estimado lector: Hemos visto cómo este libro agrega valor para la humanidad a través del conocimiento que aporta, por lo tanto, con mucho agrado empleo también este medio digital. Esta es una versión completa del libro en 2009, sin costo durante este año como forma de contribuir en la solución de la crisis que nos afecta a nivel mundial. Laserie de libros aporta motivación, conceptos, técnicas y herramientas que han probado ser efectivas en cientos de casos narrados en los mismos textos. Observará que grandes avances fueron logrados justamente en alguna otra crisis. Esas soluciones tuvieron siempre, al menos, algo de conocimiento y una dosis de esfuerzo personal sereno, responsable y con fe. Le saluda cordialmente, Juan Bravo C.Doctor por la Universidad de Lleida Presidente Evolución Centro de Estudios Avanzados





4 © JUAN BRAVO CARRASCO, 1995 Derechos reservados, [email protected] Inscripción Nº 94.331 del 22 de septiembre de 1995 I.S.B.N.: 956-272-233-3, septiembre de 1995 Edición digital de junio de 2009 (sinactualización)


Valor versión digital: $ 8.000 (Chile) ó US$ 12 (sin costo en 2009) Puede complementar bajando los Modelos de la Gestión de Procesos y la Revista de Responsabilidad Social (

EDITORIAL EVOLUCIÓN S.A., [email protected] Alameda 171 Of. 307. Fono 6389717




A mis sobrinos Mario Esteban yCamila



Agradezco en primer término a las personas y empresas que aceptaron exponer sus casos y discutir propuestas revolucionarias, en particular a los Gerentes Generales de las empresas que señalo. • • • • • • • • • • • • Bernardo Caviglia Graselli, Industrias Ambrosoli S. A. Juan Decebal-Cuza Hewston, Termosistema Ltda. Francisco Guerrero Novoa,Integramédica S. A. Gerardo Kanthak Noack, Dentcard S.A. Mauricio Maluk Anabalón, Decomural S.A. Waldo Miranda Dömel, Cecinas San Pablo S. A. Nelson Montalva Arriagada, Eveleganz Alfonso Muena Rodríguez, Aquacultivos Ltda. Jorge Sabal Misle, Plastimisa S.A. Jorge Stein Blau, Agencia de Aduanas Stein y Cía. Ltda. Jorge Valenzuela Fernández, Transtecnia Chile Ltda. Roberto Weisselberger Rennert,Weisselberger y Cía. S.A.

En forma especial, la colaboración de dos personas fue verdaderamente enriquecedora y de mucha entrega: Giancarlo Gandolini Ambrosoli, analista de sistemas en Industrias Ambrosoli S.A. y Manuel Videla Abarca, Gerente General de Tecnoropa Ltda. Mis clientes de consultoría tienen un lugar muy especial en este libro porque representan el objetivo final de mi quehacer. Algunos deellos están mencionados en la lista anterior, a todos los demás: Editorial Andina, Sporting Club, Sodimac y Agrícola Ariztía, entre otros; mi gratitud por otorgarme la confianza de ayudar a realizar cambios en sus organizaciones. Deseo agradecer el desinteresado esfuerzo de quienes tuvieron la gentileza de revisar borradores de este texto: Elizabeth Tejos Sandoval, Luis Méndez Reyes, PatricioMünchmeyer Bartel, Rolf Achterberg Neumann, Edison Salas Sepúlveda, Raúl Prieto Prieto, Hernán Canales Navarrete y David Medina Avilés. Don Hugo Castillo Salinas revisó con esmero la redacción del texto, cuidando siempre de conservar lo que él llamó mi estilo personal. Todos ellos me ayudaron con la mejor intención de perfeccionar el texto. Si no lo conseguí, es mi responsabilidad. Este texto no seríaposible sin mi propio aprendizaje en seminarios con Russel L. Ackoff, Peter Drucker, Gregory Watson, Michael Hammer, Paul



Watzlavick, Richard Schonberger, Alvin Toffler, Edward Yourdon y Humberto Maturana, entre otros expertos. Los alumnos de mis cursos de Análisis y Diseño de Sistemas en la Universidad Santa María tuvieron una participación muy relevante en…

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