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O modelo de gerência de contas especiais: um estudo exploratório em instituições financeiras no Brasil.; Key Account Management model a exploratory study in finantial institutions in Brazil

Mendizabal Alvarez, Francisco Javier Sebastian
Fonte: Biblioteca Digitais de Teses e Dissertações da USP Publicador: Biblioteca Digitais de Teses e Dissertações da USP
Tipo: Tese de Doutorado Formato: application/pdf
Publicado em 07/06/2004 PT
Relevância na Pesquisa
65.99%
Esta tese de doutorado estuda a implantação e gestão do modelo de Gerência de Contas Especiais, em instituições financeiras no Brasil. O aumento da competitividade de mercado, fez com que os bancos tivessem que buscar novas formas de interação com seus clientes, como forma de garantir sua posição competitiva de mercado. A aplicação do modelo se inicia como uma forma diferenciada de atendimento de vendas aos principais clientes que são segmentados, em um primeiro momento, pelo volume de faturamento. A partir da evolução da implantação do modelo se identifica a necessidade de mudar o foco de vendas para o foco de marketing de relacionamento, o que exige a aplicação de instrumentos de gestão diferentes e uma mudança no foco da organização. Os instrumentos que devem ser desenvolvidos são : -a base de dados individual dos clientes, que além de transacional passa a ser gerencial e contemplar informações quantitativas e qualitativas dos clientes -o plano de negócios por cliente. O objetivo final é conseguir mudar o foco de obter resultados pelo volume de vendas de produtos aos clientes para o objetivo de obter rentabilidade no cliente pelo desenvolvimento do relacionamento. ; This thesis studies the Key Account Management model implementation in financial institutions in Brazil. The growth of market competition...

Uma proposta de solução de gerenciamento de contabilização utilizando Nagios e Cacti; An accounting management solution with Nagios and Cacti

Koch, Moisés
Fonte: Universidade Federal do Rio Grande do Sul Publicador: Universidade Federal do Rio Grande do Sul
Tipo: Trabalho de Conclusão de Curso Formato: application/pdf
POR
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45.81%
Esta monografia apresenta uma proposta de solução de gerenciamento para uma rede local de computadores, a partir do gerenciamento de contabilização. Depois de fazer uma breve revisão dos principais tópicos de gerência de redes, o trabalho concentra-se em gerenciamento de contabilização, descrevendo os princípios desta área funcional do gerenciamento e ferramentas. Além disso, também apresenta um estudo de caso com a utilização das ferramentas Nagios e Cacti, bem como uma análise dos resultados obtidos.; This document aims at showing a management solution to a local area network, from the perspective of accounting management. After a short review of the main topics in the computer network management field, the work focus attention in account management, describing its capabilities and tools. Also, it shows a study with the deployment of Nagios and Cacti tools, as well as an analysis of the associated results.

A reorganização da força de vendas face ao novo mercado de electrodomésticos de encastre: o caso da Teka Portugal SA

Manso, Paulo Alexandre Pereira
Fonte: Instituto Universitário de Lisboa Publicador: Instituto Universitário de Lisboa
Tipo: Dissertação de Mestrado
Publicado em 04/06/2012 POR
Relevância na Pesquisa
46.09%
Mestrado em Marketing; Na actual conjuntura global assiste-se de forma sistemática a grandes alterações em todos os domínios que compõem o mercado, nomeadamente no campo dos seus principais actores – os Vendedores e os Clientes. Está-se agora perante um novo contexto de relacionamento de mercado, a procura de um melhor serviço, novas formas de relacionamento e o aumento de valor acrescentado que levam a novas expectativas no que concerne às relações entre Forças de Vendas e os Consumidores. Para Piercy-Nigel e Lane (2009) é necessária uma Força de Vendas que interaja diferentemente, que efectue diferentes procedimentos e assim que acrescente valor ao negócio de novas formas, sendo necessária uma Força de Vendas com uma clara orientação de mercado. O conceito de Key Account Management surge no mercado como uma estratégia comercial cujo objectivo é o de responder de forma eficaz e rápida a consumidores cada vez mais exigentes, com necessidades variadas e complexas. A percepção da importância de conferir uma atenção especial aos clientes, viver o seu próprio negócio, o desenvolvimento de relacionamentos com os colaboradores das empresas clientes, tornou-se fundamental no que concerne à definição das estruturas organizativas do departamento comercial das empresas. As estruturas comerciais assentes em conceitos de Key Account Management ganham cada vez mais importância e relevância como factores de desencadeamento de vendas conseguindo a fidelização e retenção do cliente por períodos mais longos no tempo. Este projecto procura a melhor forma de aplicar um conceito de Key Account Management no departamento comercial da Teka Portugal procedendo-se assim à reorganização da sua Força de Vendas...

Orange pharma: caso pedagógico de uma reorganização da força de vendas

Rodrigues, Paulo Jorge Pereira
Fonte: Instituto Universitário de Lisboa Publicador: Instituto Universitário de Lisboa
Tipo: Dissertação de Mestrado
Publicado em //2013 POR
Relevância na Pesquisa
46.03%
Mestrado em Marketing/ Classificação: H51; I11; I18; L22; L25; M53; Este projecto foi desenvolvido na filial portuguesa de uma multinacional farmacêutica, a imaginária Orange Pharma (OP), com meio século de experiência no mercado farmacêutico. Como muitas outras empresas deste sector a Orange Pharma está a sofrer o impacto da conjuntura económica actual, ao nível do poder de compra e das inúmeras alterações específicas deste sector, (como as regulamentares) e na alteração dos decisores de compra. Perante esta nova realidade, e como a Orange Pharma tem uma estrutura de vendas tradicional, desenquadrada das novas exigências e dos principais decisores de negócio, não está a responder eficazmente aos novos desafios do mercado. Existe assim, uma oportunidade para inovar, ao nível da estrutura de vendas, com a implementação do Key Account Management (KAM), dando, desta forma, uma resposta aos novos desafios do mercado. Este caso pedagógico chama a atenção para a importância e as vantagens de uma boa organização da força de vendas, e também constitui uma ferramenta de treino para a aplicação da metodologia recolhida na revisão bibliográfica. Desta forma, descreve-se em detalhe as ferramentas e os passos para definir uma organização de vendas baseada em Key Account Management ajustada à realidade do mercado. Aplicaram-se as ferramentas ao caso estudado e tiraram-se as ilações.; This Project was developed at the Portuguese affiliate of a pharmaceutical multinational company: the fictional Orange Pharma...

Trust policy management for the financial industry using semantic web rules

Neogy, Chitravanu
Fonte: Massachusetts Institute of Technology Publicador: Massachusetts Institute of Technology
Tipo: Tese de Doutorado Formato: 94 leaves; 4721928 bytes; 4730914 bytes; application/pdf; application/pdf
ENG
Relevância na Pesquisa
45.82%
Trust Management is a growing problem in large corporations today. In industries like financial services, firms need to comply with constantly changing regulations, security requirements and business policies. Information technology is often the backbone of the processes that are regulated by such policies. Traditionally fine-grained Trust Management has been attempted by embedding policies within business logic of silo software applications. This practice leads to high total costs of ownership, minimal interoperability, potential security vulnerabilities and low management visibility into policy specifications and enforcement, which complicates compliance challenges with regulations like Sarbanes Oxley. This thesis makes several new contributions. First, it evaluates trust-policy related applications in the overall financial services industry that can benefit from rule technologies. A second contribution is proposing SCLP RuleML, an emerging semantic web rule language, for representing trust policies (SCLP = The Situated Courteous Logic Programs knowledge representation). A third contribution is providing several financial application scenarios in SCLP that demonstrate the effectiveness of RuleML, including credit card authorizations for electronic transactions...

Product and program management : battling the strangler trees of system and social complexity in the software market jungle

Hempe, John A. (John Alan)
Fonte: Massachusetts Institute of Technology Publicador: Massachusetts Institute of Technology
Tipo: Tese de Doutorado Formato: 147 p.
ENG
Relevância na Pesquisa
45.84%
An exploration of Software Product and Program Management as recently emergent roles in the information technology sector is presented. The exploration is presented in six sections divided into two major parts. The first part, in four sections, explores Product Management from a primarily anthropological and managerial perspective, while the second part, in two sections, explores major engineering issues related to the role. The first part gives a synopsis of the history and economics of software products, demonstrating the rapid evolution of a field facing unprecedented problems with product complexity and motivating the need for Product Management. The role of Product Manager is explored in detail using both extant literature and interviews conducted with current practitioners in industry. The related role of Program Manager is briefly discussed. Finally, an extended historical case study is presented demonstrating the struggles and pitfalls of Product Management in software product companies. The second part explores two major engineering issues related to the Product Management role: Project Management and Requirements Engineering.; (cont.) A survey of major Software Project Management methods in use is given along with critiques of their effectiveness. Finally...

Solution Methods for Service Network Design with Resource Management Consideration

Vu, Duc Minh
Fonte: Université de Montréal Publicador: Université de Montréal
Tipo: Thèse ou Mémoire numérique / Electronic Thesis or Dissertation
EN
Relevância na Pesquisa
36.02%
La gestion des ressources, équipements, équipes de travail, et autres, devrait être prise en compte lors de la conception de tout plan réalisable pour le problème de conception de réseaux de services. Cependant, les travaux de recherche portant sur la gestion des ressources et la conception de réseaux de services restent limités. La présente thèse a pour objectif de combler cette lacune en faisant l’examen de problèmes de conception de réseaux de services prenant en compte la gestion des ressources. Pour ce faire, cette thèse se décline en trois études portant sur la conception de réseaux. La première étude considère le problème de capacitated multi-commodity fixed cost network design with design-balance constraints(DBCMND). La structure multi-produits avec capacité sur les arcs du DBCMND, de même que ses contraintes design-balance, font qu’il apparaît comme sous-problème dans de nombreux problèmes reliés à la conception de réseaux de services, d’où l’intérêt d’étudier le DBCMND dans le contexte de cette thèse. Nous proposons une nouvelle approche pour résoudre ce problème combinant la recherche tabou, la recomposition de chemin, et une procédure d’intensification de la recherche dans une région particulière de l’espace de solutions. Dans un premier temps la recherche tabou identifie de bonnes solutions réalisables. Ensuite la recomposition de chemin est utilisée pour augmenter le nombre de solutions réalisables. Les solutions trouvées par ces deux méta-heuristiques permettent d’identifier un sous-ensemble d’arcs qui ont de bonnes chances d’avoir un statut ouvert ou fermé dans une solution optimale. Le statut de ces arcs est alors fixé selon la valeur qui prédomine dans les solutions trouvées préalablement. Enfin...

Debt Management Performance Assessment : Kazakhstan

World Bank
Fonte: Washington, DC Publicador: Washington, DC
EN_US
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A World Bank mission visited Kazakhstan from July 15-23, 2010, to undertake a comprehensive assessment of debt management operations using the Debt Management Performance Assessment tool (DeMPA). The DeMPA report provides an overview of strengths and weaknesses in government debt management in Kazakhstan, as evaluated at end-July, 2010. The scores demonstrate that areas of strength clearly outnumber areas where policies and practices fall short of minimum standards for effective debt management. Areas of strength include the legal framework, governance, and operational risk management, coordination with fiscal and monetary policies, as well as debt recording and reporting. Such strengths are impressive, taking into account the relatively low debt level and modest recourse to both domestic and external borrowing. However, many areas displaying relatively low scores would benefit from attention and reform. This need is most pressing in the context of developing a medium-term debt management strategy, which would involve outlining the preferred composition of debt based on cost-risk analyses...

Debt Management Performance Assessment : Sierra Leone

World Bank
Fonte: Washington, DC Publicador: Washington, DC
EN_US
Relevância na Pesquisa
36.04%
The results of this assessment show that seven (7) indicators warranted an overall score of C or better, demonstrating compliance with the minimum requirement; these referred to the debt management strategy; evaluation of debt management operation; coordination with fiscal policy; domestic borrowing; external borrowing; debt records and debt reporting, and debt administration and data security. A total of eight (8) indicators did not meet the minimum requirement at the time of the mission. These correspond to legal framework; managerial structure; audit, coordination with monetary policy; loan guarantees and on-lending; cash-flow forecasting and balance management; segregation of duties, staff capacity and business continuity and debt reporting. The mission notes that Ministry of Finance and Economic Development, or MOFED is currently implementing reforms in the areas of public debt management and domestic debt market development, including i) designing a new comprehensive public debt law; ii) implementing the reorganization of the debt management unit in MOFED; iii) formulating and implementing a procedures manual for debt management functions in MOFED; iv) implementing connectivity between two major data bases...

Egyptian National Postal Organization : Postal Financial Services and Access to Finance

World Bank
Fonte: World Bank, Washington, DC Publicador: World Bank, Washington, DC
EN_US
Relevância na Pesquisa
36.05%
ENPO is an organization employing 48,000 staff and operating a network of more than 9,000 access points (of which 3,500 post offices, 6,500 agencies, of which 1,500 are currently active). A commercial entity with management autonomy, ENPO is primarily a provider of basic financial services. Other services are mail (regular and express), parcels and Government services. Postal financial services, with three main business lines (savings, payments and giro services) and 15 million savings accounts, generate around 50% to 60% of ENPO s total revenue, and occupy an estimated 15% of ENPO s staff. Although available accounting and financial information are limited, it seems that postal financial services are operated at a profit. For ENPO which is currently in a transition phase from an administration-type of organization, moving towards a corporate-type of organization, the strategic option will play as an accelerator of change (in case the Government decides for a drastic move towards bancarization) or as a consolidator of incremental reform (in case the Government opts for a progressive approach...

Debt Management Performance Assessment : Armenia

World Bank
Fonte: World Bank, Washington, DC Publicador: World Bank, Washington, DC
EN_US
Relevância na Pesquisa
36.03%
The World Bank mission team comprised of Memes/ Messrs. Lilia Razlog (mission lead, PRMED, WB), Antonio Velandia (FABDM) and Ying Li (Consultant, WB), joined by Juan Carlos Vilanova, Debt Relief International (DRI), who conducted a Government Debt Management performance Assessment (DeMPA) evaluation for Republic of Armenia. At the request of the authorities, the mission took place from October 29 to November 8, 2013. The team worked closely with the main counterparts at the Ministry of Finance (MoF), NASDAQ-OMX, Chamber of Control (CoC), as well as the officials from the other government agencies and the Central Bank of Armenia (CBA). The mission team benefited from excellent cooperation of the Public Debt Management Department (PDMD) of the Ministry of Finance, other line departments of the MoF, CBA, Ministry of Justice, and other government and private partners.

Cash Management Reform in Indonesia : Making the State Money Work Harder

Indonesian Ministry of Finance; World Bank Group
Fonte: Jakarta Publicador: Jakarta
EN_US
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36.03%
During the last decade, a body of common practices has emerged among developing countries on the legal, institutional and procedural foundations to support efficient cash management. These common practices have been reviewed and documented in guidance notes and publications on international practices issued by multilateral institutions like the International Monetary Fund (IMF), the World Bank (WB), and the Organization for Economic Co-operation and Development (OECD). Additionally, frequent peer-to-peer exchanges of experiences between countries have resulted in the continued evolution of cashmanagement practices to leverage improvements in data management, ICT and banking systems. The first part of this chapter examines international practices with regard to setting the objectives, as well as the legislative and institutional arrangements for cash management. It details the objectives and principles of cash management, its links with policy issues, information technology needs, incentives and sanctions to promote implementation...

Implementation of Treasury Single Account and Strengthening of Cash Management in Vietnam

World Bank
Fonte: Washington, DC Publicador: Washington, DC
EN_US
Relevância na Pesquisa
36.04%
Vietnam has made progress to improve oversight and control over cash balances for the state budget. The current arrangement however falls short of a treasury single account (TSA), which has led to inefficiencies in the management of cash balances and higher than necessary borrowing costs. In response to this, the Government of Vietnam has embarked on reforms to adopt a TSA and strengthen overall cash management. This policy note provides a review of progress in implementing a TSA system in Vietnam, the remaining challenges and obstacles, and how to overcome these for further TSA and cash management reforms. It is the product of ongoing discussions between the World Bank and the Ministry of Finance. Part A gives background and motivation; part B provides an overview of the state treasury system in Vietnam; part C reviews the progress in establishing a TSA, including against benchmarks of international good practice, and makes recommendations for priority next steps; and part D concludes with a review of cash management functions.

Customer Management in SME Banking

International Finance Corporation
Fonte: Washington, DC Publicador: Washington, DC
Tipo: Trabalho em Andamento
EN_US
Relevância na Pesquisa
45.86%
The objective of the Customer Management in Small and Medium Enterprise (SME) Banking Guide is to share and disseminate critical information for managing the SME client relationship, allowing banks that already serve the SME sector to move beyond lending to better capture the SME Banking opportunity. This Guide leverages IFC s SME Banking Diagnostic framework used to assess SME banking operations, as well as its SME Banking Benchmarking exercise used to analyze good practice business models. In addition, the Guide provides practical examples of customer management focused on SME banking from a number of featured financial institutions. Such examples may serve to highlight a good practice, or may simply serve to illustrate a learning experience. Financial institutions featured in this publication include Bankinter, DBS Bank, Diamond Bank, Garanti Bank, ICICI Bank, Banco Santander, and Türk Ekonomi Bankasi (TEB). Additional SME banking experiences are drawn from a variety of other banks and are cited throughout the text as appropriate. Profitably serving the SME segment requires a tailored customer management approach that will allow banks to answer these four questions: How can banks better understand SME customer needs? How can they match diverse needs with the right offer...

The United States Navy Reserve Component's account management challenge in a Navy Marine Corps intranet environment

Graves, Gwendolyn M.
Fonte: Monterey, California. Naval Postgraduate School Publicador: Monterey, California. Naval Postgraduate School
Tipo: Tese de Doutorado Formato: xx, 197 p. : ill. (some col.) ;
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Declining budgets and the reduction of workforce has caused many organizations to perform additional job assignments with fewer personnel. These organizations realized that in order to survive in a competitive market, scarce resources would provide the most value if used to work on mission-essential tasks, while allowing the performance of support functions by an outside source (called outsourcing). The Department of the Navy (DoN) is one organization that has chosen to outsource many business areas, but none bigger than the outsourcing of information technology (IT) to form the Navy Marine Corps Intranet (NMCI)â the largest IT outsourcing contract to date. While the DoN has faced many challenges since the onset of the NMCI contracting agreement, this thesis focuses on the challenges faced by the Navy Reserve with managing the Intranetâ 's user accounts. The research uses the principles of Business Process Redesign (BPR) and Knowledge Management (KM) to determine the current state (As-Is) and to recommend changes in the account management process. Specifically, the Knowledge-Value Added (KVA) methodology was used to determine the amount of knowledge quantitatively embedded in each sub-process for a relative comparison of the value that the sub-processes provide to the overall process.

Debt Management Performance Assessment : The Gambia

World Bank
Fonte: Washington, DC Publicador: Washington, DC
Tipo: Economic & Sector Work; Economic & Sector Work :: Debt Management Performance Assessment
ENGLISH; EN_US
Relevância na Pesquisa
36.04%
During January 11 to 20, 2010, a World Bank team undertook a Debt Management Performance Assessment (DeMPA) mission to Gambia. This tool provides a methodology for assessing government debt management performance through a comprehensive set of dimensions spanning the full range of DeM functions. The first time the tool was applied in Gambia was in 2007, when a pilot study was carried out, and this was a follow-up mission. The DeMPA methodology has evolved since the report made in 2007 and therefore it is not possible to carry out a strict comparison of the two DeMPA reports in terms of individual indicators as the detailed dimensions that make up an indicator are no longer aggregated; instead, each dimension is given a specific score. It is clear however that Gambia's debt management has progressed substantially in some dimensions during recent years although there are still remaining issues that would benefit from reform and institutional capacity-building. The mission notes that given that several reforms are currently being implemented...

Debt Management Performance Assessment : Albania

World Bank
Fonte: Washington, DC Publicador: Washington, DC
Tipo: Economic & Sector Work; Economic & Sector Work :: Debt Management Performance Assessment
ENGLISH; EN_US
Relevância na Pesquisa
36.09%
From November 8 to 17, 2010, a World Bank team undertook a Debt Management Performance Assessment (DeMPA) mission to Tirana, Albania. The mission's objective was to prepare a comprehensive assessment of government debt management functions by applying the DeMPA methodology. This report presents the results of the assessment, based on the December 2009 version of the DeMPA tool. The assessment reveals that Albania meets the requirements for the A score in eleven dimensions assessed the B score in five dimensions, the C score in twelve dimensions, and the D score in five dimensions. Of more than 50 countries assessed by the World Bank under the DeMPA program so far, Albania stands out as one of the few which has sound debt management practices in the largest number of areas as defined by the DeMPA methodology. Albanian economy is highly dependent on remittances. Sectors that rely on remittances construction, wholesale and retail, and other services together account for over 60 percent of the country's Gross Domestic Product (GDP) and has been the backbone of the country's strong growth. Large capital inflows (remittances...

Crisis Preparedness and Debt Management in Low Income Countries : Strengthening Institutions and Policy Frameworks

Weist, Dana; Togo, Eriko; Prasad, Abha; O'Boyle, William
Fonte: Banco Mundial Publicador: Banco Mundial
Tipo: Publications & Research :: Policy Research Working Paper
ENGLISH
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36.04%
The magnitude of the public liabilities incurred as a result of the unprecedented government action in the wake of the financial crisis of 2008-2009, and the consequences of exiting from the projected high debt scenario, have become a major source of concern about a future sovereign debt crisis. As Low-Income Countries (LICs) face unique challenges in debt management (DeM) due to their more limited financing sources and higher capacity constraints, their ability to successfully manage their public debt burdens effectively through a crisis of this magnitude is far from assured. Therefore, the challenges of the last two years will require a re-evaluation of existing DeM strategies in LICs, focusing on the identification of institutional weaknesses and the assessment and mitigation of potential risk. It is in this context that this paper examines the application of two global public goods in LICs: the Debt Management Performance Assessment (DeMPA) and the Medium-Term Debt Management Strategy (MTDS) tools. The results of the application of these tools from 2007-2009 provide valuable information to policymakers and other stakeholders on the development of sound public DeM practices and analytical capacity...

Does specialization in security analysis and portfolio management explain deviations from the CAPM?

Keyser, Leonid
Fonte: Massachusetts Institute of Technology Publicador: Massachusetts Institute of Technology
Tipo: Tese de Doutorado Formato: 45 p.; 2379923 bytes; 2381696 bytes; application/pdf; application/pdf
ENG
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45.8%
The Capital Asset Pricing Model (CAPM), which relates the risk of an individual security to its expected return, is frequently cited in investments textbooks and the academic literature as a centerpiece of modem finance theory. The main prediction of the CAPM is that investors are compensated in the form of expected return only for bearing systematic or market risk, which is the portion of a security's risk that cannot be diversified away. That investors demand reparation for and only for systematic risk is a consequence from the pivotal assumption that all investors have identical information for the entire universe of publicly traded securities. In actuality, professional active money managers rarely invest in a portfolio broad enough to be considered the market portfolio. Instead, the asset management industry has self-organized over time according to a top-down investment process, where asset allocators provide capital to security selectors who specialize in high-yield bonds, large-cap value stocks, and the like. Any losses in diversification benefits resulting from this theoretically suboptimal two-phase investment strategy are deemed an unavoidable cost of obtaining accurate forecasts through specialization in security analysis and portfolio management.; (cont.) This research paper extends the ideas of the CAPM to formulate an equilibrium security pricing model that attempts to account for the top-down approach followed by investors in the real-world.; by Leonid Keyser.; Thesis (M.B.A.)--Massachusetts Institute of Technology...

Building a scenario based active mapping investment tool within a physical asset management framework

Campher,CA; Vlok,PJ
Fonte: South African Journal of Economic and Management Sciences Publicador: South African Journal of Economic and Management Sciences
Tipo: Artigo de Revista Científica Formato: text/html
Publicado em 01/02/2014 EN
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45.76%
This study explores the implementation of an integrated capital budgeting visual mapping framework comprised of both Discounted Cash Flow (DCF) and Real Options Analysis (ROA) techniques. Physical asset investment decisions are based largely on rigid discounted cash flow tools which provide untimely and incomplete decisional criteria. While literature outlines the widespread use of traditional DCF techniques, it nevertheless reveals extensive limitations, including its static inflexibility and slow-to-evolve framework. ROA is a more recent valuation tool based on stock option theory. It brings into account added value found in the flexibility of managerial decision-making and uncertain conditions. This study implements a combined DCF and ROA capital budgeting tool within a Physical Asset Management (PAM) environment. The validity of the framework is realised through an industry-relevant case study presented by a South African mining company.