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Este estudo descreve a implantacao de um modelo de gestao por resultados em uma empresa de grande porte no setor de transporte ferroviario de cargas no Brasil. O modelo se baseia na teoria sobre Administracao por Objetivos (APO) e em estudos que discutem a implementacao de estrategias. Para a elaboracao do modelo de forma customizada, atendendo as expectativas das partes interessadas, houve a participacao de todos os niveis de gestao com a maior interacao possivel para aumentar as chances de sucesso. A equipe responsavel (Coordenacao de Gestao por Resultados) pela implementacao acumulou conhecimento teorico e pratico que a tornou mais capacitada para implementar estrategias, o que pode ser visto com clareza nos resultados apurados do primeiro ciclo de melhoria, estagio inicial de um modelo planejado para ser executado em quatro etapas. Esse importante passo dado pela empresa foi fundamental ao proposito principal da Gestao por Resultados: alcancar os resultados esperados de forma consistente e integrada internamente entre as areas. Palavras-chave: Gestao por Resultados. Implementacao da Estrategia. Ferrovia. ABSTRACT In this article, it is proposed the implementation of a results-based management model in a railway freight transport company. Promoting Administration by Objectives (APO) and discussing ways to implement strategies in this sector, which traditionally is not much studied in the academic environment, brings a relevant contribution at the national level regarding productivity optimization and cost reduction. As a strategic practice, there was a concern to use theoretical references on the subject to support the creation of a Customized Management by Results, meeting, therefore, the expectations of the interested parties. For that, there was participation of all levels of management, with the greatest interaction possible to increase the chances of success. The team was able to accumulate theoretical and practical knowledge that made it more capable of implementing strategies, which could be clearly seen in the results of the first improvement cycle. This important step taken by the team was fundamental to the main purpose of Results Management, which is in fact to achieve the expected results, and not only to draw up theoretical plans. Keywords: Results Management. Implementation of the Strategy. Railroad.

Implantação de um Modelo de Gestão por Resultados em uma Empresa de Transporte Ferroviário