1. Business case first 4 steps
    • 1. summarize question
    • 2. verify objectives
    • 3. ask clarifying questions
    • 4. lay out your structure
  2. Entering a new market
    Step 1: do we enter the market -- competition, barriers to entry, industry structure

    Step 2: if we enter, how to enter -- start from scratch, acquire existing player, form joint venture or strategic alliance
  3. Mergers and acquisitions
    Step 1: determine goals/objectives of M&A -- why buying? business sense? better alternatives?

    Step 2: evaluate payment -- how much? how to pay for it? can they afford it?

    Step 3: due diligence -- company, its customers, industry, competitors

    Step 4: exit strategies
  4. Developing a new product
    Step 1: product -- differentiation, competition, substitutes

    Step 2: market strategy -- impact on existing products, customer base, competitive response

    Step 3: customers -- who, how to reach, needs

    Step 4: financing of product
  5. Pricing strategies
    Step 1: investigate product -- differentiation, competition, substitutes, market

    Step 2: pricing strategy -- cost-based vs. price-based, supply and demand
  6. Growth strategies
    Step 1: context -- industry vs. company growth, competitors

    Step 2: growth strategy -- increase channels, increase product line, invest in marketing, diversity products/services, acquire
  7. Start a new business
    Step 1: market -- market size, competition, barriers to entry

    Step 2: VC perspective -- management, business plan, product, channels, customers, financing
  8. Competitive response
    Step 1: evaluate competitor's product -- what is different? better?

    Step 2: respond -- acquire, merge with another competitor, copy, hire competitor's talent, invest in marketing/publicity
  9. Increasing sales
    Step 1: understand industry -- growth of industry vs. company, pricing vs. competitors

    Step 2: sales strategy -- increase volume, increase amount of sale, increase prices, create seasonal balance
  10. Reducing costs
    Step 1: get cost breakdown

    Step 2: investigate any costs that seem out of line

    Step 3: benchmark competitors

    Step 4: determine any labor-saving approaches/technologies
  11. Increasing profits
    Step 1: assess revenue

    Step 2: examine costs

    Step 3: determine whether to increase volume -- expand to new areas, increase sales force, increase marketing, reduce prices, improve customer service
  12. Turnarounds
    Step 1: gather information -- company, failing areas, industry, competitors, financials

    Step 2: determine actions -- review products/services, review finances, review talent, determine short- and long-term company goals, devise business plan, visit customers, prioritize goals
Card Set
business scenarios