Business and competitive analysis: effective application of new and classic methods
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Upper Saddle River, NJ
Financial Times Press
2007
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXXII, 491 S. Ill., graph. Darst. |
| ISBN: | 0131873660 |
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Datensatz im Suchindex
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| adam_text | Table of Contents
Acknowledgments xxv
About the Authors xxvii
Preface xxviii
1 Business and Competitive Analysis:
Definition, Context, and Benefits 1
Understanding the Terminology 2
Competitive 2
Strategic 2
Analysis 3
Intelligence 6
Analysis as a Component in the Intelligence Cycle 7
Competitive Analysis and Decision Making 9
The Competitive Context Facing Contemporary Enterprises 10
Contemporary Context Facing the Analyst 11
Shifting Organizational Priorities for Analysts and Analysis 12
Summary 13
References 14
Endnotes 16
2 Performing the Analysis Process 19
Understanding the Customers of Analysis 20
Defining the Analysis Problem 21
Identifying the Scope of the Analysis 22
Intelligence Analysis at Differing Organizational Levels 26
Strategic Intelligence Analysis (SIA) 27
Tactical Intelligence Analysis (T1A) 27
Operational Intelligence Analysis (OIA) 28
Evaluating the Inputs to Analysis 28
Making Sense of the Analysis 29
Facts 29
viii Business and Competitive Analysis
Perceptions 29
Beliefs 30
Assumptions 30
Projections 30
Synthesis 30
Infrastructure to Support the Analysis Process 30
Intelligence Solutions 31
Limitations of Intelligence Solutions 31
Managing the Internal Network 32
Managing the External Network 33
Proactivity, Efficiency, and Perpetual Learning 33
Summary 34
Fleisher and Bensoussan s 10 Commandments for
Business and Competitive Analysis 34
References 35
Endnotes 36
3 Avoiding Analysis Pitfalls 39
Analysis of Failure 39
Failure Location 39
Sources of Failure 40
Four Level Hierarchical Model of Analysis Failures 41
Individual Analyst Level Failures 43
Analysis Task Level Failures 44
Internal Organizational Level Failures 46
External Environment Level Failures 48
Overcoming the Barriers and Improving Analysis Performance 50
Provide Empowerment 50
Realize the Value of Analysis 51
Value the Link Between Analysis and Success 51
Ask the Right Questions 51
Develop Recognized Analysis Training 52
Measure Performance Appropriately 52
Position the Analyst Correctly 52
Provide the Right Tools 53
Differentiate the Task 53
Table of Contents ix
Summary 53
References 54
Endnotes 56
* Communicating Analysis Results 57
The Art of Effective Communication 57
Packaging the Results of Your Analysis 58
Delivering the Message 59
Face to Face Briefings 59
Written Reports and Briefings 60
Presentations in Meetings, Seminars, and Workshops 60
E Mail/Instant Messaging 60
Intelligence Systems 60
Exercises and Planning Sessions 61
Common Products and Reports Used by Analysts 61
News Bulletins and Newsletters 61
Assessments 61
Competitor Profiles 62
Strategic Impact Worksheets 62
Intelligence Briefings 62
Situation Analysis 62
Special Intelligence Summaries 63
Creating the Report 63
Communication Difficulties Faced by Analysts 64
Effective Listening and Answering the Questions of Decision Makers 70
Conduct Communication Follow Up and Gather Feedback 71
Pragmatic Considerations 71
Summary 73
References 73
Endnotes 74
5 Applying the FAROUT Method 77
Applying the Techniques 79
An Evaluation Scheme for Assessing the Adequacy of Tools
and Techniques: FAROUT 80
x Business and Competitive Analysis
Using the FAROUT Rating System 82
References 85
Endnotes 86
* Industry Analysis (The Nine Forces) 87
Short Description 87
Background 87
General Environment 88
Operating Environment/Industry Analysis 90
Internal Environment 91
Strategic Rationale and Implications 91
Strengths and Advantages 93
Weaknesses and Limitations 94
Process for Applying the Technique 95
Case Study: Rating the Nine Forces Model in the Australian Airline Industry 96
Barriers to Entry—Weighting 9 96
Bargaining Power of Buyers—Weighting 6 97
Bargaining Power of Suppliers—Weighting 6 97
Government—Weighting 6 97
Social—Weighting 5 97
Competitors—Weighting 9 97
Technology—Weighting 8 97
Substitutes—Weighting 3 98
International—Weighting 6 98
FAROUT Summary 99
Related Tools and Techniques 100
References 100
Endnotes 102
7 Competitive Positioning Analysis 103
Short Description 103
Background 103
Strategic Rationale and Implications 104
Develop and Build on the Firm s Position 105
Maintain and Hold the Firm s Strong Market Position 105
Table of Contents xi
Defend a Dominant Position 106
Withdraw from a Market 106
Strengths and Advantages 106
Weaknesses and Limitations 107
Process for Applying the Technique 107
Identify Current Strategy and Market/Product/Project Parameters 108
Conduct Analysis 110
Review Results and Formulate Positioning Strategy 111
Summary 113
Case Study: Financial Services 114
FAROUT Summary 115
Related Tools and Techniques 116
References 116
Endnotes 116
8 Business Model Analysis 119
Short Description 119
Background 120
Strategic Rationale and Implications 121
The Business Model 121
Classification of Business Models 123
Strengths and Advantages 126
Comprehensive 126
Detailed Understanding 126
Integration of Value Delivery Mechanism 126
Innovation 126
Weaknesses and Limitations 126
Disruption front Outside the Industry 126
Innovation 127
Market Orientation 127
Process for Applying the Technique 127
Step 1: Articulate the Value Proposition 127
Step 2: Specify the Target Segment 128
Step 3: Determine Competitors 128
xii Business and Competitive Analysis
Step 4: Evaluate the Value Chain and the Cost Model 129
Step 5: Evaluate the Value Network 132
Step 6: Determine the Revenue Model for the Firm 132
Step 7: Determine the Critical Success Factors for the Industry 132
Step 8: Complete an Analysis Grid Detailing Each
Element of the Business Model 133
Case Study: Dell Computer and the Printer Market 134
FAROUT Summary 136
Related Tools and Techniques 136
References 137
Endnotes 138
9 SERVO Analysis 139
Short Description 139
Background 139
Strategy 140
Environment 141
Resources 142
Values 143
Organization 144
Strengths and Advantages 146
Weaknesses and Limitations 147
Process for Applying the Technique 147
Step 1: Evaluate the Current Performance of the Firm 147
Step 2: Assess the Current Strategy and Discern
Whether Change Is Necessary 148
Step 3: Develop and Evaluate Strategic Options and Programs 151
FAROUT Summary 152
Related Tools and Techniques 152
References 153
Endnotes 154
10 Supply Chain Management (SCM) Analysis 155
Short Description 155
Background 156
Table of Contents xiii
Strategic Rationale 157
Strengths and Advantages 158
Weaknesses and Limitations 159
Process for Applying the Technique 160
Rules and Tools 162
Case Study: A Tale of Two Supply Chains: Best Buy vs. Sears/Kmart 165
FAROUT Summary 167
Related Tools and Techniques 168
References 168
Endnotes 169
11 Benchmarking Analysis 171
Short Description 171
Background 171
Strategic Rationale and Implications 172
Taxonomy of Benchmarking 173
Strengths and Advantages 177
Powerful Competitive Analysis Tool 177
Objective Stretch Goal Setting and Performance Measurement 177
Flexibility 177
Removal of Blindspots 177
Improves Cost Efficiencies and Quality 177
Not Reinventing the Wheel but Redesigning It 178
Media Recognition 178
Requirement for Other Certifications 178
Creates an Innovative Culture Open to New Ideas 178
Weaknesses and Limitations 178
Copycat Syndrome 178
High Rate of Failure 179
What Works Well in One Organization Might Not Work in Another 179
Benchmarking Is Resource Intensive 179
No Firm Does Everything the Best 180
Low Performing Firms Have a Disadvantage 180
Some High Performing Companies May Not Be
Willing to Share Information 180
Process for Applying the Technique 180
xiv Business and Competitive Analysis
Step 1: Identify the Processes That Need to Be Benchmarked 181
Step 2: Identify Performance Measures , 181
Step 3: Evaluate Your Own Firm s Capabilities 183
Step 4: Identify Firms to Be Benchmarked 183
Step 5: Conduct Research of Selected Firms 184
Step 6: Analyze the Collected Data and Develop an Action Plan 185
Case Study: Delivery of Packages by Federal Express 186
Step 1: Identify the Process That Needs to Be Benchmarked 186
Step 2: Identify Performance Measures 186
Step 3: Evaluate Own Firm s Capabilities 186
Step 4: Identify Firms to Be Benchmarked 186
Step 5: Conduct Research from Selected Firms 187
Step 6: Analyze the Collected Data and Develop an Action Plan 187
FAROUT Summary 188
Related Tools and Techniques 189
References 189
Endnotes 190
12 McKinsey 7S Analysis 191
Short Description 191
Background 191
Strengths and Advantages 195
Weaknesses and Limitations 196
Process for Applying the Technique 197
Case Study: Privatization of Kenya Airways in the New Millennium 198
FAROUT Summary 201
Related Tools and Techniques 201
References 202
Endnotes 203
13 Shadowing 205
Short Description 205
Background 205
Strategic Rationale and Implications 206
Strengths and Advantages 208
Table of Contents xv
Weaknesses and Limitations 210
Process for Applying the Technique 211
Shadow Teams 211
Team Composition 211
Team Structure 212
Performance Goals 212
Shadowing 212
Developing a Shadow Market Plan 215
Case Study: Illuminating Strategy by Shadowing 216
Sources of Information 216
Inferences 216
Confirmation 217
Tentative Conclusions 217
Monitoring 217
Mini Case Studies 217
Casel—Deregulating Utility 217
Case 2—Packaged Food Multinational 217
Case 3—Ready to Eat Foods 218
Case 4—Pharmaceutical Firm 218
FAROUT Summary 219
Related Tools and Techniques 220
References 220
Endnotes 221
14 Product Line Analysis 223
Short Description 223
Background 223
Strategic Rationale 224
Strengths and Advantages 224
Weaknesses and Limitations 225
Process for Applying the Technique 226
Step 1: Initial Product Audit 226
Step 2: Assess the Product Relative to Its Position in the Product Life Cycle 227
Case Study: eBay, Inc. in 2004 234
FAROUT Summary 237
xvi Business and Competitive Analysis
Related Tools and Techniques 238
References 238
Endnotes 239
15 Win/Loss Analysis 241
Short Description 241
Background 241
Strategic Rationale and Implications 242
Strengths and Advantages 244
Weaknesses and Limitations 245
Process for Applying the Technique 246
Step 1: Determine the Target Segments and Identify Prospects 246
Step 2: Understand Internal Cultural Issues 247
Step 3: Develop the Questionnaire 247
Step 4: Preparation for the Interviews 248
Step 5: Conducting Interviews 248
Step 6: Analysis and Interpretation 249
Step 7: Dissemination 249
Case Study: Microsoft Business Solutions 249
Understanding the Environment 250
Learning from Their Losses 250
Leveraging the Data 250
Keeping Current 250
FAROUT Summary 251
Related Tools and Techniques 251
References 252
Endnotes 253
16 Strategic Relationship Analysis 255
Short Description 255
Background 255
Strategic Rationale 258
Purposes Served by SRs 258
Two Key Strategic Relationship Processes 260
Table of Contents xvii
Strengths and Advantages 261
Weaknesses and Limitations 262
Process for Applying the Technique 262
1. Studying Your Own Firm s Relationship Formation Readiness 262
2. Studying a Rival s Relationships 264
FAROUT Summary 269
Related Tools and Techniques 270
References 270
Endnotes 272
^ Corporate Reputation Analysis 275
Short Description 275
Background 275
Strategic Rationale and Implications 277
Strengths and Advantages 278
Universal 278
Bottom Line 278
Competitive Differentiation 279
Qualitative 279
Weaknesses and Limitations 280
Practical Uses 280
Reliability of Results 280
Return on Investment 280
Process for Applying the Technique 281
Reputation Quotient 281
Focused CRA 283
Media Ranking and Monitoring 284
Reputation Management 285
Case Study 286
FAROUT Summary 287
Related Tools and Techniques 288
References 288
Endnotes 289
xviii Business and Competitive Analysis
m Critical Success Factors Analysis 291
Short Description 291
Background 291
Strategic Rationale and Implications 293
Strengths and Advantages 297
Weaknesses and Limitations 298
Process for Applying the Technique 299
Leidecker and Bruno s Identification Techniques 300
Determining Critical Success Factor Importance 303
Summary 304
FAROUT Summary 304
Related Tools and Techniques 305
References 305
Endnotes 307
19 Country Risk Analysis 309
Short Description 309
Background 309
Strategic Rationale 310
Strengths and Advantages 311
Weaknesses and Limitations 312
Process for Applying the Technique 313
Economic Risk 315
Transfer Risk 316
Exchange Risk 316
Location/Neighborhood Risk 317
Sovereign Risk 317
Political Risk 317
Case Study: Zyboldt Metals (ZMC) Expansion into Eastern Europe 319
Hungary 321
Ukraine 322
FAROUT Summary 325
Related Tools and Techniques 326
References 326
Endnotes 327
Table of Contents xix
20 Driving Forces Analysis 329
Short Description 329
Background 329
Strategic Rationale 330
Strengths and Advantages 330
Weaknesses and Limitations 331
Process for Applying the Technique 331
Step 1: Identifying an Industry s DFs 332
Step 2: Assessing the Impact of the DFs 334
Summary 338
Case Study: The Digital Music Industry 338
FAROUT Summary 340
Related Tools and Techniques 341
References 341
Endnotes 342
21 Event and Timeline Analysis 343
Short Description 343
Background 343
Strategic Rationale and Implications 344
Strengths and Advantages 345
Weaknesses and Limitations 345
Process for Applying the Technique 346
Plot the Target Firm s History of Key Events on a Line 347
Develop a Chronological Table of Events 348
Develop an Events Matrix 349
Event and Causal Factors Analysis 349
Case Study 353
Timelines in Competitive Analysis 353
Development of the Timeline 354
FAROUT Summary 356
Related Tools and Techniques 357
References 357
Endnotes 358
xx Business and Competitive Analysis
22 Technology Forecasting 359
Short Description 359
Background 359
Strategic Rationale and Implications 361
Strengths and Advantages 363
Weaknesses and Limitations 364
Process for Applying the Technique 365
1. Delphi Technique—Expert Opinion 366
2. Trend Extrapolation 367
3. Growth Curves 368
4. Historical Analogy 369
5. Scenarios 369
6. Morphological Analysis 369
7. Relevance Trees 370
8. Monitoring 370
Using the Information 372
Case Study: Bell Canada and the Delphi Process 372
FAROUT Summary 373
Related Tools and Techniques 374
References 374
Endnotes 375
23 War Gaming 377
Short Description 377
Background 377
Strategic Rationale and Implications 378
Strengths and Advantages 379
Weaknesses and Limitations 380
Process for Applying the Technique 381
Step 1:1s a War Game the Way to Go? 382
Step 2: Getting a Business War Game Off the Ground 383
Step 3: Who Should Play? 384
Step 4: Preparing for Your War Game 385
Step 5: Playing the Game 386
Step 6: After the Game 387
Case Study 387
Table of Contents xxi
FAROUT Summary 388
Related Tools and Techniques 389
References 389
Endnotes 390
2* Indications and Warning Analysis 391
Short Description 391
Background 391
Strategic Rationale and Implications 393
Strengths and Advantages 394
Weaknesses and Limitations 394
Process for Applying the Technique 396
Step 1: Establish the Set of Indicators 396
Step 2: Establish Meaning Behind Indicators 398
Step 3: Validate and Rank Indicators Against Threshold
Levels to Determine When Warnings Need to Be Issued 400
Step 4: Determine and Recommend Appropriate Firm
Responses to the Warning 401
Summary 401
FAROUT Summary 402
Related Tools and Techniques 403
References 403
Endnotes 404
25 Historiographical Analysis 405
Short Description 405
Background 405
Strategic Rationale and Implications 406
Strengths and Advantages 408
Weaknesses and Limitations 409
Process for Applying the Technique 410
Step 1—Develop a General Proposition 410
Step 2—Collect Primary Information 410
Step 3—Collect Secondary Information 411
Step 4—Select the Best Sources for the Third Draft 411
S tep 5—Reporting 411
xxii Business and Competitive Analysis
Case Study—Australian Menswear Retailer 412
FAROUT Summary 414
Related Tools and Techniques 415
References 415
Endnotes 416
26 Interpretation of Statistical Analysis 417
Short Description 417
Background 417
Strategic Rationale and Implications 418
Strengths and Advantages 419
Weaknesses and Limitations 419
Process for Applying the Technique 420
Percentage Changes 420
Percentiles and Quartiles 421
Normal Distribution and Bell Curve 422
Summarizing Data with One Value—Central Tendency 422
Standard Deviation 424
Comparing Data 425
Regression Analysis 426
Correlation 430
P Values 430
FAROUT Summary 431
Related Techniques 432
References 432
Endnotes 432
2 7 Competitor Cash Flow Analysis 433
Short Description 433
Background 434
Strategic Rationale and Implications 435
Strengths and Advantages 437
Weaknesses and Limitations 438
Processes for Applying This Technique 438
Table of Contents xxiii
Future Cash Flow Analysis 440
Tip Sheet on Cash Flow Analysis 441
Case Studies 443
Historic Cash Flow Analysis: Burns Philp 443
Future Cash Flow Analysis: Power Brewing 445
FAROUT Summary 447
Related Tools and Techniques 448
References 448
Endnotes 449
28 Analysis of Competing Hypotheses 451
Short Description 451
Background 451
Strategic Rationale and Implications 453
Strengths and Advantages 453
Weaknesses and Limitations 454
Process for Applying the Technique 455
Step 1: Identify the Possible Hypotheses to Be Considered 455
Step 2: List the Significant Evidence in Support of
and Against Each Hypothesis 456
Step 3: Prepare a Matrix with Hypotheses Across the
Top and Evidence Down the Side 456
Step 4: Refine the Matrix 457
Step 5: Draw Tentative Conclusions About the Relative
Likelihood of Each Hypothesis by Trying to Disprove It 457
Step 6: Analyze How Sensitive Your Conclusion
Is to a Few Critical Pieces of Evidence 458
Step 7: Report Conclusions 459
Step 8: Identify Milestones for Future Observation That
May Indicate Events Are Taking a Different Course Than Expected 459
Summary 459
FAROUT Summary 460
Related Tools and Techniques 461
References 461
Endnotes 462
xxiv Business and Competitive Analysis
29 Linchpin Analysis 463
Short Description 463
Background 463
Strategic Rationale and Implications 464
Strengths and Advantages 467
Weaknesses and Limitations 467
Process for Applying the Technique 468
Linchpin Assumption Sensitivity Analysis 469
Process for Using Linchpin Analysis in Assessing Risk 469
FAROUT Summary 471
Related Tools and Techniques 472
References 472
Endnotes 473
Index 475
|
| adam_txt |
Table of Contents
Acknowledgments xxv
About the Authors xxvii
Preface xxviii
1 Business and Competitive Analysis:
Definition, Context, and Benefits 1
Understanding the Terminology 2
Competitive 2
Strategic 2
Analysis 3
Intelligence 6
Analysis as a Component in the Intelligence Cycle 7
Competitive Analysis and Decision Making 9
The Competitive Context Facing Contemporary Enterprises 10
Contemporary Context Facing the Analyst 11
Shifting Organizational Priorities for Analysts and Analysis 12
Summary 13
References 14
Endnotes 16
2 Performing the Analysis Process 19
Understanding the Customers of Analysis 20
Defining the Analysis Problem 21
Identifying the Scope of the Analysis 22
Intelligence Analysis at Differing Organizational Levels 26
Strategic Intelligence Analysis (SIA) 27
Tactical Intelligence Analysis (T1A) 27
Operational Intelligence Analysis (OIA) 28
Evaluating the Inputs to Analysis 28
Making Sense of the Analysis 29
Facts 29
viii Business and Competitive Analysis
Perceptions 29
Beliefs 30
Assumptions 30
Projections 30
Synthesis 30
Infrastructure to Support the Analysis Process 30
Intelligence Solutions 31
Limitations of Intelligence Solutions 31
Managing the Internal Network 32
Managing the External Network 33
Proactivity, Efficiency, and Perpetual Learning 33
Summary 34
Fleisher and Bensoussan's 10 Commandments for
Business and Competitive Analysis 34
References 35
Endnotes 36
3 Avoiding Analysis Pitfalls 39
Analysis of Failure 39
Failure Location 39
Sources of Failure 40
Four Level Hierarchical Model of Analysis Failures 41
Individual Analyst Level Failures 43
Analysis Task Level Failures 44
Internal Organizational Level Failures 46
External Environment Level Failures 48
Overcoming the Barriers and Improving Analysis Performance 50
Provide Empowerment 50
Realize the Value of Analysis 51
Value the Link Between Analysis and Success 51
Ask the Right Questions 51
Develop Recognized Analysis Training 52
Measure Performance Appropriately 52
Position the Analyst Correctly 52
Provide the Right Tools 53
Differentiate the Task 53
Table of Contents ix
Summary 53
References 54
Endnotes 56
* Communicating Analysis Results 57
The Art of Effective Communication 57
Packaging the Results of Your Analysis 58
Delivering the Message 59
Face to Face Briefings 59
Written Reports and Briefings 60
Presentations in Meetings, Seminars, and Workshops 60
E Mail/Instant Messaging 60
Intelligence Systems 60
Exercises and Planning Sessions 61
Common Products and Reports Used by Analysts 61
News Bulletins and Newsletters 61
Assessments 61
Competitor Profiles 62
Strategic Impact Worksheets 62
Intelligence Briefings 62
Situation Analysis 62
Special Intelligence Summaries 63
Creating the Report 63
Communication Difficulties Faced by Analysts 64
Effective Listening and Answering the Questions of Decision Makers 70
Conduct Communication Follow Up and Gather Feedback 71
Pragmatic Considerations 71
Summary 73
References 73
Endnotes 74
5 Applying the FAROUT Method 77
Applying the Techniques 79
An Evaluation Scheme for Assessing the Adequacy of Tools
and Techniques: FAROUT 80
x Business and Competitive Analysis
Using the FAROUT Rating System 82
References 85
Endnotes 86
* Industry Analysis (The Nine Forces) 87
Short Description 87
Background 87
General Environment 88
Operating Environment/Industry Analysis 90
Internal Environment 91
Strategic Rationale and Implications 91
Strengths and Advantages 93
Weaknesses and Limitations 94
Process for Applying the Technique 95
Case Study: Rating the Nine Forces Model in the Australian Airline Industry 96
Barriers to Entry—Weighting 9 96
Bargaining Power of Buyers—Weighting 6 97
Bargaining Power of Suppliers—Weighting 6 97
Government—Weighting 6 97
Social—Weighting 5 97
Competitors—Weighting 9 97
Technology—Weighting 8 97
Substitutes—Weighting 3 98
International—Weighting 6 98
FAROUT Summary 99
Related Tools and Techniques 100
References 100
Endnotes 102
7 Competitive Positioning Analysis 103
Short Description 103
Background 103
Strategic Rationale and Implications 104
Develop and Build on the Firm's Position 105
Maintain and Hold the Firm's Strong Market Position 105
Table of Contents xi
Defend a Dominant Position 106
Withdraw from a Market 106
Strengths and Advantages 106
Weaknesses and Limitations 107
Process for Applying the Technique 107
Identify Current Strategy and Market/Product/Project Parameters 108
Conduct Analysis 110
Review Results and Formulate Positioning Strategy 111
Summary 113
Case Study: Financial Services 114
FAROUT Summary 115
Related Tools and Techniques 116
References 116
Endnotes 116
8 Business Model Analysis 119
Short Description 119
Background 120
Strategic Rationale and Implications 121
The Business Model 121
Classification of Business Models 123
Strengths and Advantages 126
Comprehensive 126
Detailed Understanding 126
Integration of Value Delivery Mechanism 126
Innovation 126
Weaknesses and Limitations 126
Disruption front Outside the Industry 126
Innovation 127
Market Orientation 127
Process for Applying the Technique 127
Step 1: Articulate the Value Proposition 127
Step 2: Specify the Target Segment 128
Step 3: Determine Competitors 128
xii Business and Competitive Analysis
Step 4: Evaluate the Value Chain and the Cost Model 129
Step 5: Evaluate the Value Network 132
Step 6: Determine the Revenue Model for the Firm 132
Step 7: Determine the Critical Success Factors for the Industry 132
Step 8: Complete an Analysis Grid Detailing Each
Element of the Business Model 133
Case Study: Dell Computer and the Printer Market 134
FAROUT Summary 136
Related Tools and Techniques 136
References 137
Endnotes 138
9 SERVO Analysis 139
Short Description 139
Background 139
Strategy 140
Environment 141
Resources 142
Values 143
Organization 144
Strengths and Advantages 146
Weaknesses and Limitations 147
Process for Applying the Technique 147
Step 1: Evaluate the Current Performance of the Firm 147
Step 2: Assess the Current Strategy and Discern
Whether Change Is Necessary 148
Step 3: Develop and Evaluate Strategic Options and Programs 151
FAROUT Summary 152
Related Tools and Techniques 152
References 153
Endnotes 154
10 Supply Chain Management (SCM) Analysis 155
Short Description 155
Background 156
Table of Contents xiii
Strategic Rationale 157
Strengths and Advantages 158
Weaknesses and Limitations 159
Process for Applying the Technique 160
Rules and Tools 162
Case Study: A Tale of Two Supply Chains: Best Buy vs. Sears/Kmart 165
FAROUT Summary 167
Related Tools and Techniques 168
References 168
Endnotes 169
11 Benchmarking Analysis 171
Short Description 171
Background 171
Strategic Rationale and Implications 172
Taxonomy of Benchmarking 173
Strengths and Advantages 177
Powerful Competitive Analysis Tool 177
Objective Stretch Goal Setting and Performance Measurement 177
Flexibility 177
Removal of Blindspots 177
Improves Cost Efficiencies and Quality 177
Not Reinventing the Wheel but Redesigning It 178
Media Recognition 178
Requirement for Other Certifications 178
Creates an Innovative Culture Open to New Ideas 178
Weaknesses and Limitations 178
Copycat Syndrome 178
High Rate of Failure 179
What Works Well in One Organization Might Not Work in Another 179
Benchmarking Is Resource Intensive 179
No Firm Does Everything the Best 180
Low Performing Firms Have a Disadvantage 180
Some High Performing Companies May Not Be
Willing to Share Information 180
Process for Applying the Technique 180
xiv Business and Competitive Analysis
Step 1: Identify the Processes That Need to Be Benchmarked 181
Step 2: Identify Performance Measures , 181
Step 3: Evaluate Your Own Firm's Capabilities 183
Step 4: Identify Firms to Be Benchmarked 183
Step 5: Conduct Research of Selected Firms 184
Step 6: Analyze the Collected Data and Develop an Action Plan 185
Case Study: Delivery of Packages by Federal Express 186
Step 1: Identify the Process That Needs to Be Benchmarked 186
Step 2: Identify Performance Measures 186
Step 3: Evaluate Own Firm's Capabilities 186
Step 4: Identify Firms to Be Benchmarked 186
Step 5: Conduct Research from Selected Firms 187
Step 6: Analyze the Collected Data and Develop an Action Plan 187
FAROUT Summary 188
Related Tools and Techniques 189
References 189
Endnotes 190
12 McKinsey 7S Analysis 191
Short Description 191
Background 191
Strengths and Advantages 195
Weaknesses and Limitations 196
Process for Applying the Technique 197
Case Study: Privatization of Kenya Airways in the New Millennium 198
FAROUT Summary 201
Related Tools and Techniques 201
References 202
Endnotes 203
13 Shadowing 205
Short Description 205
Background 205
Strategic Rationale and Implications 206
Strengths and Advantages 208
Table of Contents xv
Weaknesses and Limitations 210
Process for Applying the Technique 211
Shadow Teams 211
Team Composition 211
Team Structure 212
Performance Goals 212
Shadowing 212
Developing a Shadow Market Plan 215
Case Study: Illuminating Strategy by Shadowing 216
Sources of Information 216
Inferences 216
Confirmation 217
Tentative Conclusions 217
Monitoring 217
Mini Case Studies 217
Casel—Deregulating Utility 217
Case 2—Packaged Food Multinational 217
Case 3—Ready to Eat Foods 218
Case 4—Pharmaceutical Firm 218
FAROUT Summary 219
Related Tools and Techniques 220
References 220
Endnotes 221
14 Product Line Analysis 223
Short Description 223
Background 223
Strategic Rationale 224
Strengths and Advantages 224
Weaknesses and Limitations 225
Process for Applying the Technique 226
Step 1: Initial Product Audit 226
Step 2: Assess the Product Relative to Its Position in the Product Life Cycle 227
Case Study: eBay, Inc. in 2004 234
FAROUT Summary 237
xvi Business and Competitive Analysis
Related Tools and Techniques 238
References 238
Endnotes 239
15 Win/Loss Analysis 241
Short Description 241
Background 241
Strategic Rationale and Implications 242
Strengths and Advantages 244
Weaknesses and Limitations 245
Process for Applying the Technique 246
Step 1: Determine the Target Segments and Identify Prospects 246
Step 2: Understand Internal Cultural Issues 247
Step 3: Develop the Questionnaire 247
Step 4: Preparation for the Interviews 248
Step 5: Conducting Interviews 248
Step 6: Analysis and Interpretation 249
Step 7: Dissemination 249
Case Study: Microsoft Business Solutions 249
Understanding the Environment 250
Learning from Their Losses 250
Leveraging the Data 250
Keeping Current 250
FAROUT Summary 251
Related Tools and Techniques 251
References 252
Endnotes 253
16 Strategic Relationship Analysis 255
Short Description 255
Background 255
Strategic Rationale 258
Purposes Served by SRs 258
Two Key Strategic Relationship Processes 260
Table of Contents xvii
Strengths and Advantages 261
Weaknesses and Limitations 262
Process for Applying the Technique 262
1. Studying Your Own Firm's Relationship Formation Readiness 262
2. Studying a Rival's Relationships 264
FAROUT Summary 269
Related Tools and Techniques 270
References 270
Endnotes 272
^ Corporate Reputation Analysis 275
Short Description 275
Background 275
Strategic Rationale and Implications 277
Strengths and Advantages 278
Universal 278
Bottom Line 278
Competitive Differentiation 279
Qualitative 279
Weaknesses and Limitations 280
Practical Uses 280
Reliability of Results 280
Return on Investment 280
Process for Applying the Technique 281
Reputation Quotient 281
Focused CRA 283
Media Ranking and Monitoring 284
Reputation Management 285
Case Study 286
FAROUT Summary 287
Related Tools and Techniques 288
References 288
Endnotes 289
xviii Business and Competitive Analysis
m Critical Success Factors Analysis 291
Short Description 291
Background 291
Strategic Rationale and Implications 293
Strengths and Advantages 297
Weaknesses and Limitations 298
Process for Applying the Technique 299
Leidecker and Bruno's Identification Techniques 300
Determining Critical Success Factor Importance 303
Summary 304
FAROUT Summary 304
Related Tools and Techniques 305
References 305
Endnotes 307
19 Country Risk Analysis 309
Short Description 309
Background 309
Strategic Rationale 310
Strengths and Advantages 311
Weaknesses and Limitations 312
Process for Applying the Technique 313
Economic Risk 315
Transfer Risk 316
Exchange Risk 316
Location/Neighborhood Risk 317
Sovereign Risk 317
Political Risk 317
Case Study: Zyboldt Metals (ZMC) Expansion into Eastern Europe 319
Hungary 321
Ukraine 322
FAROUT Summary 325
Related Tools and Techniques 326
References 326
Endnotes 327
Table of Contents xix
20 Driving Forces Analysis 329
Short Description 329
Background 329
Strategic Rationale 330
Strengths and Advantages 330
Weaknesses and Limitations 331
Process for Applying the Technique 331
Step 1: Identifying an Industry's DFs 332
Step 2: Assessing the Impact of the DFs 334
Summary 338
Case Study: The Digital Music Industry 338
FAROUT Summary 340
Related Tools and Techniques 341
References 341
Endnotes 342
21 Event and Timeline Analysis 343
Short Description 343
Background 343
Strategic Rationale and Implications 344
Strengths and Advantages 345
Weaknesses and Limitations 345
Process for Applying the Technique 346
Plot the Target Firm's History of Key Events on a Line 347
Develop a Chronological Table of Events 348
Develop an Events Matrix 349
Event and Causal Factors Analysis 349
Case Study 353
Timelines in Competitive Analysis 353
Development of the Timeline 354
FAROUT Summary 356
Related Tools and Techniques 357
References 357
Endnotes 358
xx Business and Competitive Analysis
22 Technology Forecasting 359
Short Description 359
Background 359
Strategic Rationale and Implications 361
Strengths and Advantages 363
Weaknesses and Limitations 364
Process for Applying the Technique 365
1. Delphi Technique—Expert Opinion 366
2. Trend Extrapolation 367
3. Growth Curves 368
4. Historical Analogy 369
5. Scenarios 369
6. Morphological Analysis 369
7. Relevance Trees 370
8. Monitoring 370
Using the Information 372
Case Study: Bell Canada and the Delphi Process 372
FAROUT Summary 373
Related Tools and Techniques 374
References 374
Endnotes 375
23 War Gaming 377
Short Description 377
Background 377
Strategic Rationale and Implications 378
Strengths and Advantages 379
Weaknesses and Limitations 380
Process for Applying the Technique 381
Step 1:1s a War Game the Way to Go? 382
Step 2: Getting a Business War Game Off the Ground 383
Step 3: Who Should Play? 384
Step 4: Preparing for Your War Game 385
Step 5: Playing the Game 386
Step 6: After the Game 387
Case Study 387
Table of Contents xxi
FAROUT Summary 388
Related Tools and Techniques 389
References 389
Endnotes 390
2* Indications and Warning Analysis 391
Short Description 391
Background 391
Strategic Rationale and Implications 393
Strengths and Advantages 394
Weaknesses and Limitations 394
Process for Applying the Technique 396
Step 1: Establish the Set of Indicators 396
Step 2: Establish Meaning Behind Indicators 398
Step 3: Validate and Rank Indicators Against Threshold
Levels to Determine When Warnings Need to Be Issued 400
Step 4: Determine and Recommend Appropriate Firm
Responses to the Warning 401
Summary 401
FAROUT Summary 402
Related Tools and Techniques 403
References 403
Endnotes 404
25 Historiographical Analysis 405
Short Description 405
Background 405
Strategic Rationale and Implications 406
Strengths and Advantages 408
Weaknesses and Limitations 409
Process for Applying the Technique 410
Step 1—Develop a General Proposition 410
Step 2—Collect Primary Information 410
Step 3—Collect Secondary Information 411
Step 4—Select the Best Sources for the Third Draft 411
S tep 5—Reporting 411
xxii Business and Competitive Analysis
Case Study—Australian Menswear Retailer 412
FAROUT Summary 414
Related Tools and Techniques 415
References 415
Endnotes 416
26 Interpretation of Statistical Analysis 417
Short Description 417
Background 417
Strategic Rationale and Implications 418
Strengths and Advantages 419
Weaknesses and Limitations 419
Process for Applying the Technique 420
Percentage Changes 420
Percentiles and Quartiles 421
Normal Distribution and Bell Curve 422
Summarizing Data with One Value—Central Tendency 422
Standard Deviation 424
Comparing Data 425
Regression Analysis 426
Correlation 430
P Values 430
FAROUT Summary 431
Related Techniques 432
References 432
Endnotes 432
2 7 Competitor Cash Flow Analysis 433
Short Description 433
Background 434
Strategic Rationale and Implications 435
Strengths and Advantages 437
Weaknesses and Limitations 438
Processes for Applying This Technique 438
Table of Contents xxiii
Future Cash Flow Analysis 440
Tip Sheet on Cash Flow Analysis 441
Case Studies 443
Historic Cash Flow Analysis: Burns Philp 443
Future Cash Flow Analysis: Power Brewing 445
FAROUT Summary 447
Related Tools and Techniques 448
References 448
Endnotes 449
28 Analysis of Competing Hypotheses 451
Short Description 451
Background 451
Strategic Rationale and Implications 453
Strengths and Advantages 453
Weaknesses and Limitations 454
Process for Applying the Technique 455
Step 1: Identify the Possible Hypotheses to Be Considered 455
Step 2: List the Significant Evidence in Support of
and Against Each Hypothesis 456
Step 3: Prepare a Matrix with Hypotheses Across the
Top and Evidence Down the Side 456
Step 4: Refine the Matrix 457
Step 5: Draw Tentative Conclusions About the Relative
Likelihood of Each Hypothesis by Trying to Disprove It 457
Step 6: Analyze How Sensitive Your Conclusion
Is to a Few Critical Pieces of Evidence 458
Step 7: Report Conclusions 459
Step 8: Identify Milestones for Future Observation That
May Indicate Events Are Taking a Different Course Than Expected 459
Summary 459
FAROUT Summary 460
Related Tools and Techniques 461
References 461
Endnotes 462
xxiv Business and Competitive Analysis
29 Linchpin Analysis 463
Short Description 463
Background 463
Strategic Rationale and Implications 464
Strengths and Advantages 467
Weaknesses and Limitations 467
Process for Applying the Technique 468
Linchpin Assumption Sensitivity Analysis 469
Process for Using Linchpin Analysis in Assessing Risk 469
FAROUT Summary 471
Related Tools and Techniques 472
References 472
Endnotes 473
Index 475 |
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| illustrated | Illustrated |
| index_date | 2024-07-02T17:18:37Z |
| indexdate | 2024-07-09T20:56:48Z |
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| spellingShingle | Fleisher, Craig S. Business and competitive analysis effective application of new and classic methods Compétitivité (Économie) Intelligence économique Business intelligence Competition Business Intelligence (DE-588)4588307-5 gnd Analyse (DE-588)4122795-5 gnd Unternehmensplanung (DE-588)4078609-2 gnd |
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| title | Business and competitive analysis effective application of new and classic methods |
| title_auth | Business and competitive analysis effective application of new and classic methods |
| title_exact_search | Business and competitive analysis effective application of new and classic methods |
| title_exact_search_txtP | Business and competitive analysis effective application of new and classic methods |
| title_full | Business and competitive analysis effective application of new and classic methods Craig Fleisher and Babette Bensoussan |
| title_fullStr | Business and competitive analysis effective application of new and classic methods Craig Fleisher and Babette Bensoussan |
| title_full_unstemmed | Business and competitive analysis effective application of new and classic methods Craig Fleisher and Babette Bensoussan |
| title_short | Business and competitive analysis |
| title_sort | business and competitive analysis effective application of new and classic methods |
| title_sub | effective application of new and classic methods |
| topic | Compétitivité (Économie) Intelligence économique Business intelligence Competition Business Intelligence (DE-588)4588307-5 gnd Analyse (DE-588)4122795-5 gnd Unternehmensplanung (DE-588)4078609-2 gnd |
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