Consulting Interview CaseinternetWord格式文档下载.docx

1、3. Collaborators4. Future MarketMERGERS & ACQUISITIONS1. M&A Rational （before drawing the framework）2. M&A Strategic Fit1. Company Attractiveness5. M&A Implementation:6. Exit StrategiesPRICING1. Product2. Market / Company Economics3. Pricing Schema5. Supply & demand1. ImplementationGROWTH STRATEGY2.

2、 Growth Options3. Product / Market Strategic Fit5. Market / Product / M&A Implementation & RisksSTART A NEW BUSINESS2. Company Attractiveness3. FinancialsRESPONSE TO COMPETITOR / EXTERNAL1. External Change Costs & Revenues2. Competition & Substitutes3. Customer Reaction4. Competitive ResponsePROFITA

3、BILITY3. Customers4. Company Operations （compare to competitors）5. Options to Increase Sales & reduce costs6. Financials7. Profitability ImplementationTURNAROUND1. PROFITABILITY FRAMEWORK2. Strategy: short-term & long-term goals3. Organization5. Turnaround ImplementationINVEST IN NEW BUSINESS OR EQU

4、IPMENT, CAPACITY EXPANSION1. Capacity Investment Rational2. Industry Analysis3. Capacity Investment Impact4. Capacity Investment Factors5. Capacity Investment Implementation:STREAMLINE A PROCESS1. Processes2. Customer Reaction3. Process Changes4. Alternative Comparison5. Competitive advantage of cha

5、nged process7. MeasurementSTREAMLINE AN ORGANIZATION/PROCESS3. Organizational Changes5. Competitive advantage of changed process / organizationBUILDING BLOCKSRATIONALSM&A RATIONAL1. Increase Revenue: （boost brand, increase share, channel expansion）2. Reduce Cost: cost synergies （economies of scale,

6、economies of scope, learning curve）3. Other: Diversify Holding, Pre-empt Competition, Shareholder ValueCAPACITY INVESTMENT RATIONAL1. Capacity utilization2. Demand increaseSTRATEGIC FITSMARKET STRATEGIC FIT1. Objectives2. Competencies3. Brand fit4. Opportunity Cost5. Organizational ImpactPRODUCT STR

7、ATEGIC FIT1. Fit in product line,2. Cannibalization,3. Increase revenue,4. Trade up-downA STRATEGIC FIT1. Investment strategy & style2. Size3. Number of investments4. Hurdle rate5. Expertise in target industryATTRACTIVENESS & TRENDSMARKET ATTRACTIVENESS1. Economics （compare to us）2. External Trends3

8、. Market Drivers4. Customers Trends5. Competition & Substitutes Trends （compare to us）:6. Entry/Exit BarriersCOMPANY ATTRACTIVENESS1. Company Economics2. Synergies: reduction, costs, technology, capacity, complementarities, network effects3. Management: who?, strengths, worked together before? Advis

9、ory board?, key employees4. Product5. Brand6. Supply ChainMARKET / COMPANY ECONOMICS （COMPARE TO US）1. Size2. Growth3. Stage,4. Profitability （margins, volumes, shares）,5. Mono-oligo-compEXTERNAL TRENDS1. Technology2. Segments growth3. Regulation4. CostsMARKET DRIVERS1. Consumer insight2. Technology

10、3. BrandCUSTOMERS TRENDS1. Segments2. Channels （sell and advertise）3. Preferences4. Loyalty5. GeographiesCOMPETITION & SUBSTITUTES TRENDS （COMPARE TO US）1. Players & their Targets2. Price / Volume=Share / Quality,3. Products （advantages & disadvantages）,4. Marketing （brand）5. Strategy （M&A）6. Techno

11、logy7. Competitors Response8. Impact on us （share, revenues, growth）ENTRY/EXIT BARRIERS1. Non-customeri. Capitalii. Scale,iii. Learning Curveiv. Access to Suppliersv. Legalvi. Geographical2. Customeri. Customers switching costsii. Brand awarenessiii. Access to channelsiv. Network effectsOPERATIONSPR

12、ODUCT1. Product Mix （Price, Volume, Contribution）2. Advantages & Disadvantages3. Substitutes: Is it a must-have, advantages of substitutes4. Quality5. Augmented Product6. Costs: R&D cost, Educate consumer, Advertising, growth/decrease7. Patented, ProprietaryCOMPANY OPERATIONS （COMPARE TO COMPETITORS

13、）1. Revenues Streams: Shares, Trends2. Sales Force: incentives, presentation, training3. Supply Chain Cost Change （Price, Volume, Quality, Delay）: Suppliers / Distributors / Wholesalers / Outsourcing4. Internal Cost Change: Rent, Labor, Marketing, Labor, Equipment, Maintenance, General, Lobbying, R&

14、D5. Product: Product Mix （Price, Volume, Contribution）6. Variable / Fixed: Capacity, Economies of Scale, of ScopeSUPPLY CHAIN1. Secured Suppliers2. Secured Channels3. Number Availability4. Their MarketsPRICING SCHEMA1. Competitive Analysis: Prices in comparison to us2. Cost Plus: COGS, Margin3. Pric

15、e-Taker: willingness to pay, substitutes4. Economic Value Analysis: Reference Value, Differentiation Value5. Non-linear pricing: Two part-pricing, BundlingSUPPLY & DEMAND1. Short-run outcomes: customer response,2. Long run outcomes3. Price affect market equilibriumFINANCIALS1. Attainable Share &2. P

16、rice （profitable）: only for M&A3. Funding: Debt/Equity4. Best Allocation5. NPV Break Even: Initial Investment, Ongoing Direct Cost, Ongoing Fixed Cost6. Liquidity7. Financial RisksIMPACTS AND REACTIONSEXTERNAL CHANGE COSTS & REVENUES1. Economy: interests2. Legislation3. People: Strikes, Public Opini

17、on4. Technology5. Supply ChainCUSTOMER REACTION1. Switchers: number, why, speed, getting them back2. Non-Switchers: number, whyCOMPETITIVE RESPONSE1. Copy Competitor2. GROWTH OPTIONS3. EXIT STRATEGIESCAPACITY INVESTMENT IMPACT1. Prices: Supply Prices 2. Competitive Reaction3. Opportunity cost/ econo

18、mic rentsOPTIONS & COMPARISONSGROWTH OPTIONS1. Increased Penetration （Existing P in Existing M）2. Product Development （New P in Existing M）3. New Market Entry （Existing P in New M）4. Diversification （New P in New M）5. Cost ReductionOPTIONS TO INCREASE SALES1. Increase / Reduce Prices2. Seasonal Bala

19、nce3. Improve / Increase Sales Force, Customer Service, Paying Modalities: V, V/sales4. Expand to new areas: V5. Expand to niche markets6. Increase Marketing:OPTIONS TO REDUCE COSTS2. Capacity3. Outsource4. Change processALTERNATIVE COMPARISON1. Revenues/Costs2. Advantages/Disadvantages3. Choose4. R

20、esolve disadvantages of the solutionCAPACITY INVESTMENT FACTORS1. PPE & Depreciation:2. Utilization rate3. Proximity to suppliers, distributors, transportation requirements4. TimelineORGANIZATIONALORGANIZATION1. Age, Size2. Costs / Quality / Results3. Problems: Overburden, Bad Management4. Most valu

21、e-added parts5. Impact in other processes / organizationPROCESSES1. Age2. Cost/ Quality/Results/ Delay3. Most value added part of process4. Impact in other processes / organizations5. Process in competitors, standardsIMPLEMENATIONSPROFITABILITY IMPLEMENTATION1. Timeline2. Other RisksMARKET / PRODUCT

22、 IMPLEMENTATION1. Acquisition, Merge, Joint Venture2. Organic: Increase Capacity, Increase Channels, Invest in Marketing3. Organization: people （Hire competitors management） processes, systems4. Geographical challenges5. Timeline6. RisksA IMPLEMENTATION1. Organizational integration: corporate cultur

23、e2. Vertical Integration: Coordination costs, costs of using the market3. Timeline4. Other RisksPRICING IMPLEMENTATION5. Roll out6. Communicate new price （salesmen, advertising）CAPACITY INVESTMENT IMPLEMENTATION1. Expand Existing Facility2. Build New Facility3. Lease4. Outsource5. AcquireTURNAROUND

24、IMPLEMENTATION7. Business plan: prioritize goals8. Reassure clients, suppliers, distributors9. ORGANIZATIONAL CHANGESORGANIZATION CHANGES1. Relocate people2. Simplify structure （role changes, direct reports, peoples response）3. Build skills4. Compensations & incentivesEXIT STRATEGIES1. Keep it2. Sell it in parts3. Restructure it & Sell it4. Close down