Presentation provided as part of 3-day Entrepreneurship Program for MBA graduates of Manipur Institute of Management Studies, Manipur University (India) during Oct 27-29th, 2010.

1. Business Case Study Analysis Approach Shanjoy Mairembam (BEng, MBA) shanjoym@gmail.com, +44-7772383734 A Presentation at Manipur Institute of Management Studies (MIMS), Manipur University on 29th October, 2010

2. Key Objectives How does a management Consultant (i.e. Business Doctor) approach a business issue? What Management Tools are used in a Business Case Development Analysis? What are the functional areas in Management for Business Case Study Analysis? Practice Cases Useful Notes & Links on the web

3. The 8-stage Consulting Methodology Verifying client objectives and identifying key issues for analysis based on dependency Awareness of Change Management & Benefits Realization Management (BRM) Laying out structure of analysis and logical justification of reports using recent data Quick wins & stakeholders management Appropriate use of management tools Appreciation of client feedbacks Update on cultures & behaviors of Clients

4. Management Frameworks & Tools SWOT PESTLE 4Ps Porter’s Five Forces 3Cs Value Chain Analysis McKinsey’s 7S NPV Capital Asset Pricing Model (CAPM) BCG Matrix Benchmarking 2x2 Matrix RBV Analysis Strategy Tool / Framework Chart When to use, where, and how? Developing customized framework for analysis Thinking of the various management functions while analysis (with a high-level perspective view) Tools: Project Management, Programme Management, Financial Management, Change Management, Benefits Realization Management, Supply Chain Management, etc.

6. Industry Analysis

7. Mergers and Acquisitions

8. Developing a new product

9. Pricing Strategies

10. Growth Strategies

11. Starting a new business

12. Competitive response

13. Increasing Sales

14. Reducing Costs

15. Improving the bottom line

17. Growth Rate

18. Customer SegmentationStart from Scratch Acquisition Joint Venture Cost Benefit Analysis of Each If Yes, How? No Entering

19. Laying Out Structure for Analysis Industry Analysis Life Cycle? (Emerging, Maturity, Decline) Performance (Growing or Declining) Client’s position within the Industry Major players and their market share Industry Changes (New Players, Technology, Regulations) Drivers (Brand, Size, Technology) Profitability, Margins Current Industry Structure How Many? Product Availability What’s Going on in their Market? Suppliers Are players entering or leaving the market? Mergers and acquisitions? Barriers to entry, To Exit? Substitutes? Future

20. Laying Out Structure for Analysis Mergers and Acquisitions Market access Diversify holdings Pre-empt competition Taxes Synergies Boost brand Increase market share Reduction of fixed and varied costs Objectives Why Buy? Cost savings Cultural integration Distribution channel expansion Fair price? Is it profitable? Can we afford it? How to pay for it? Reintegration costs What if the economy sours? What shape is the economy in? A market leader? How secure are markets and their customers? Industry overall / technology risks Margins Competitive response Acquisition Costs Due Diligence / Risks Exit Strategy Hold for how long? Break it up and sell off its parts

21. Laying Out Structure for Analysis Developing a New Product Special or Proprietary Financing Patented Substitutions Product Advantages and disadvantages Place in product line Cannibalizing own products? Replacing existing product? Expanding customer base Prompting competitive response Market Strategy Barriers to entry Major Players and market share Who? How to reach them? Customers Retention – how to hold them? How funded? Financing Best allocated of funds? Debt viable?

22. Laying Out Structure for Analysis Pricing Strategies Competitors’ Prices Competitive Analysis Competitors’ Prices compared to ours Substitutions Consumer buying habits Cost of goods sold – What does it cost to make? Cost-based Pricing What’s our breakeven point? How much profit margin can we add? What are customers willing to pay for the product? Price-based Costing What’s it worth to them compared to other things? Supply and demand

23. Laying Out Structure for Analysis Growth Strategies Is the industry growing How are we growing compared to the industry Assessment Prices relative to competitors Competitors marketing and development Which segments have the most potential? Funding for higher growth Increase distribution channels Increase product line Strategies Invest in major marketing campaign Diversity of products or services offered

24. Laying Out Structure for Analysis Starting a New Business Who is the competition and their market share? Products comparison Barriers to entry Market Management Marketing and strategic plan Distribution channels Product Customers Finance Cost/Benefit Analysis

25. Laying Out Structure for Analysis Competitive Response Competitor’s New Products What‘s changed? Have they picked up market share? Competitive Analysis Acquire the competitor Merge with the competitor Copy the competitor Hire the competitor’s Management Increase our own profile with P.R. Campaign Responses

26. Laying Out Structure for Analysis Increasing Sales Assessment (increasing sales doesn’t necessarily mean increasing profits) Growth relative to market share Changes in market share Customer polls Prices competitive? Competitor’s strategies (marketing & product development Increase volume? Increase amount of each sale? Increase prices? Create seasonal balance? How?

27. Laying Out Structure for Analysis Reducing Costs Get cost breakdown Investigate for irregularities Benchmark competitors Labor-saving technologies Assessment Union wages, suppliers, materials, economies of scale, increased support system Cost analysis – Internal Economy, interest rates, government regulations, transportation / shipping strikes Cost analysis – External

28. Laying Out Structure for Analysis Increasing Profits What are the revenue streams? What percentage of the total revenue does each stream represent? Does anything seem unusual in the balance of percentages? Have the percentages changed lately? If so, Why? Analyze the revenues Examine your costs ID major costs Any major shifts in costs? Do any costs seem out of line? Benchmark cost against competitors Volume Expand into new areas Increase sales force Increase marketing Reduce prices Improve customer service

29. Laying Out Structure for Analysis Turnarounds Learn about company Review services, products, finances Secure funding Review talent and culture Determine short term / long term goals Business plan Reassure clients, suppliers, distributors Prioritize goals and develop some small successes for momentum Strategy

30. Practice Cases Brain Teasers / Market Sizing : How many weddings are conducted ever year in Manipur? How big is the market for sales/hire of wedding dresses (consider both the needs for brides and bridegrooms)? Strategy Case: An entrepreneur is interested in opening a swimming pool. Consider the project and advise whether to go ahead or not. Operations Case: ABC is a bottled-water manufacturing and sales company based at Imphal, Manipur. Sales are up, but profits are flat. What do we need to look at?

31. Useful Links for Case Study on the Web http://www.quintcareers.com/case_interview_resources.html http://job-interview.net/Bank/QCaseInterview.htm http://www.vpul.upenn.edu/careerservices/wharton/interviewing.html http://www.capitalone.com/careers/hiring/business_case.php?linkid=WWW_Z_Z_Z_CARHIIN_C1_01_T_CARHIBC http://web.mit.edu/career/www/guide/caseinterview.html http://www.ruf.rice.edu/~jgsmcc/the_interview.htm http://www.oliverwyman.com/ow/4797.htm http://www.mckinsey.com/careers/how_do_i_apply/how_to_do_well_in_the_interview/case_interview.aspx http://www.bcg.com/join_bcg/interview_prep/process/default.aspx http://www.joinbain.com/apply-to-bain/interview-preparation/default.asp http://careers3.accenture.com/Careers/US/CampusConnection/Strategy/InterviewProcess/ http://careers.deloitte.com/united-states/students/Service_Main.aspx?FunctionID=11&ServiceAreaID=1&ServiceAreaPageID=48&AudienceID=1 http://www.atkearney.com/images/global/pdf/interview_casebook_S.pdf http://www.occstrategy.com/node/453

32. Useful Links for Management on the Web Free eBooks download: http://www.ebookee.net/business.html http://www.sosotech.com/business.html http://www.ebook3000.com/Business/ Useful books and notes: http://hsepubl.lib.hse.fi/FI/ethesis/pdf/12185/hse_ethesis_12185.pdf http://www.bcs.org/upload/pdf/business-analysis-techniques.pdf http://www.bized.co.uk/index.htm http://www.valuebasedmanagement.net/ http://www.businessmodelalchemist.com/ http://www.netmba.com www.casequestions.com

33. Any Questions?