Consulting Interview CaseinternetWord格式文档下载.docx

Consulting Interview CaseinternetWord格式文档下载.docx

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3.Collaborators

4.FutureMarket

MERGERS&

ACQUISITIONS

1.M&

ARational（beforedrawingtheframework）

2.M&

AStrategicFit

1.CompanyAttractiveness

5.M&

AImplementation:

6.ExitStrategies

PRICING

1.Product

2.Market/CompanyEconomics

3.PricingSchema

5.Supply&

demand

1.Implementation

GROWTHSTRATEGY

2.GrowthOptions

3.Product/MarketStrategicFit

5.Market/Product/M&

AImplementation&

Risks

STARTANEWBUSINESS

2.CompanyAttractiveness

3.Financials

RESPONSETOCOMPETITOR/EXTERNAL

1.ExternalChange→Costs&

Revenues

2.Competition&

Substitutes

3.CustomerReaction

4.CompetitiveResponse

PROFITABILITY

3.Customers

4.CompanyOperations（comparetocompetitors）

5.OptionstoIncreaseSales&

reducecosts

6.Financials

7.ProfitabilityImplementation

TURNAROUND

1.PROFITABILITYFRAMEWORK

2.Strategy:

short-term&

long-termgoals

3.Organization

5.TurnaroundImplementation

INVESTINNEWBUSINESSOREQUIPMENT,CAPACITYEXPANSION

1.CapacityInvestmentRational

2.IndustryAnalysis

3.CapacityInvestmentImpact

4.CapacityInvestmentFactors

5.CapacityInvestmentImplementation:

STREAMLINEAPROCESS

1.Processes

2.CustomerReaction

3.ProcessChanges

4.AlternativeComparison

5.Competitiveadvantageofchangedprocess

7.Measurement

STREAMLINEANORGANIZATION/PROCESS

3.OrganizationalChanges

5.Competitiveadvantageofchangedprocess/organization

BUILDINGBLOCKS

RATIONALS

M&

ARATIONAL

1.IncreaseRevenue:

（boostbrand,increaseshare,channelexpansion）

2.ReduceCost:

costsynergies（economiesofscale,economiesofscope,learningcurve）

3.Other:

DiversifyHolding,Pre-emptCompetition,ShareholderValue

CAPACITYINVESTMENTRATIONAL

1.Capacityutilization

2.Demandincrease

STRATEGICFITS

MARKETSTRATEGICFIT

1.Objectives

2.Competencies

3.Brandfit

4.OpportunityCost

5.OrganizationalImpact

PRODUCTSTRATEGICFIT

1.Fitinproductline,

2.Cannibalization,

3.Increaserevenue,

4.Tradeup-down

ASTRATEGICFIT

1.Investmentstrategy&

style

2.Size

3.Numberofinvestments

4.Hurdlerate

5.Expertiseintargetindustry

ATTRACTIVENESS&

TRENDS

MARKETATTRACTIVENESS

1.Economics（comparetous）

2.ExternalTrends

3.MarketDrivers

4.CustomersTrends

5.Competition&

SubstitutesTrends（comparetous）:

6.Entry/ExitBarriers

COMPANYATTRACTIVENESS

1.CompanyEconomics

2.Synergies:

reduction,costs,technology,capacity,complementarities,networkeffects

3.Management:

who?

strengths,workedtogetherbefore?

Advisoryboard?

keyemployees

4.Product

5.Brand

6.SupplyChain

MARKET/COMPANYECONOMICS（COMPARETOUS）

1.Size

2.Growth

3.Stage,

4.Profitability（margins,volumes,shares）,

5.Mono-oligo-comp

EXTERNALTRENDS

1.Technology

2.Segmentsgrowth

3.Regulation

4.Costs

MARKETDRIVERS

1.Consumerinsight

2.Technology

3.Brand

CUSTOMERSTRENDS

1.Segments

2.Channels（sellandadvertise）

3.Preferences

4.Loyalty

5.Geographies

COMPETITION&

SUBSTITUTESTRENDS（COMPARETOUS）

1.Players&

theirTargets

2.Price/Volume=Share/Quality,

3.Products（advantages&

disadvantages）,

4.Marketing（brand）

5.Strategy（M&

A）

6.Technology

7.CompetitorsResponse

8.Impactonus（share,revenues,growth）

ENTRY/EXITBARRIERS

1.Non-customer

i.Capital

ii.Scale,

iii.LearningCurve

iv.AccesstoSuppliers

v.Legal

vi.Geographical

2.Customer

i.Customers’switchingcosts

ii.Brandawareness

iii.Accesstochannels

iv.Networkeffects

OPERATIONS

PRODUCT

1.ProductMix（Price,Volume,Contribution）

2.Advantages&

Disadvantages

3.Substitutes:

Isitamust-have,advantagesofsubstitutes

4.Quality

5.AugmentedProduct

6.Costs:

R&

Dcost,Educateconsumer,Advertising,growth/decrease

7.Patented,Proprietary

COMPANYOPERATIONS（COMPARETOCOMPETITORS）

1.RevenuesStreams:

Shares,Trends

2.SalesForce:

incentives,presentation,training

3.SupplyChainCostChange（Price,Volume,Quality,Delay）:

Suppliers/Distributors/Wholesalers/Outsourcing

4.InternalCostChange:

Rent,Labor,Marketing,Labor,Equipment,Maintenance,General,Lobbying,R&

D

5.Product:

ProductMix（Price,Volume,Contribution）

6.Variable/Fixed:

Capacity,EconomiesofScale,ofScope

SUPPLYCHAIN

1.SecuredSuppliers

2.SecuredChannels

3.Number–Availability

4.TheirMarkets

PRICINGSCHEMA

1.CompetitiveAnalysis:

Pricesincomparisontous

2.CostPlus:

COGS,Margin

3.Price-Taker:

willingnesstopay,substitutes

4.EconomicValueAnalysis:

ReferenceValue,DifferentiationValue

5.Non-linearpricing:

Twopart-pricing,Bundling

SUPPLY&

DEMAND

1.Short-runoutcomes:

customerresponse,

2.Longrunoutcomes

3.Priceaffectmarketequilibrium

FINANCIALS

1.AttainableShare&

2.Price（profitable）:

onlyforM&

A

3.Funding:

Debt/Equity

4.BestAllocation

5.NPV–BreakEven:

InitialInvestment,OngoingDirectCost,OngoingFixedCost

6.Liquidity

7.FinancialRisks

IMPACTSANDREACTIONS

EXTERNALCHANGE→COSTS&

REVENUES

1.Economy:

interests

2.Legislation

3.People:

Strikes,PublicOpinion

4.Technology

5.SupplyChain

CUSTOMERREACTION

1.Switchers:

number,why,speed,gettingthemback

2.Non-Switchers:

number,why

COMPETITIVERESPONSE

1.CopyCompetitor

2.GROWTHOPTIONS

3.EXITSTRATEGIES

CAPACITYINVESTMENTIMPACT

1.Prices:

Supply⇑Prices⇓

2.CompetitiveReaction

3.Opportunitycost/economicrents

OPTIONS&

COMPARISONS

GROWTHOPTIONS

1.IncreasedPenetration（ExistingPinExistingM）

2.ProductDevelopment（NewPinExistingM）

3.NewMarketEntry（ExistingPinNewM）

4.Diversification（NewPinNewM）

5.CostReduction

OPTIONSTOINCREASESALES

1.Increase/ReducePrices

2.SeasonalBalance

3.Improve/IncreaseSalesForce,CustomerService,PayingModalities:

V⇑,V/sales⇑

4.Expandtonewareas:

V⇑

5.Expandtonichemarkets

6.IncreaseMarketing:

OPTIONSTOREDUCECOSTS

2.Capacity

3.Outsource

4.Changeprocess

ALTERNATIVECOMPARISON

1.Revenues/Costs

2.Advantages/Disadvantages

3.Choose

4.Resolvedisadvantagesofthesolution

CAPACITYINVESTMENTFACTORS

1.PPE&

Depreciation:

2.Utilizationrate

3.Proximitytosuppliers,distributors,transportationrequirements

4.Timeline

ORGANIZATIONAL

ORGANIZATION

1.Age,Size

2.Costs/Quality/Results

3.Problems:

Overburden,BadManagement

4.Mostvalue-addedparts

5.Impactinotherprocesses/organization

PROCESSES

1.Age

2.Cost/Quality/Results/Delay

3.Mostvalueaddedpartofprocess

4.Impactinotherprocesses/organizations

5.Processincompetitors,standards

IMPLEMENATIONS

PROFITABILITYIMPLEMENTATION

1.Timeline

2.OtherRisks

MARKET/PRODUCTIMPLEMENTATION

1.Acquisition,Merge,JointVenture

2.Organic:

IncreaseCapacity,IncreaseChannels,InvestinMarketing

3.Organization:

people（Hirecompetitor’smanagement）processes,systems

4.Geographicalchallenges

5.Timeline

6.Risks

AIMPLEMENTATION

1.Organizationalintegration:

corporateculture

2.VerticalIntegration:

Coordinationcosts,costsofusingthemarket

3.Timeline

4.OtherRisks

PRICINGIMPLEMENTATION

5.Rollout

6.Communicatenewprice（salesmen,advertising）

CAPACITYINVESTMENTIMPLEMENTATION

1.ExpandExistingFacility

2.BuildNewFacility

3.Lease

4.Outsource

5.Acquire

TURNAROUNDIMPLEMENTATION

7.Businessplan:

prioritizegoals

8.Reassureclients,suppliers,distributors

9.ORGANIZATIONALCHANGES

ORGANIZATIONCHANGES

1.Relocatepeople

2.Simplifystructure（rolechanges,directreports,people’sresponse）

3.Buildskills

4.Compensations&

incentives

EXITSTRATEGIES

1.Keepit

2.Sellitinparts

3.Restructureit&

Sellit

4.Closedown