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Strategy Scenarios: 1. Entering a new market 2. Industry analysis 3. Mergers and acquisitions 4. Developing a new product 5. Pricing strategies 6. Growth strategies 7. Starting a new business 8. Competitive response Operating Scenarios: 9. Increasing sales 10. Reducing costs 11. Improving the bottom line 12. Turnarounds When operations cases are really about strategy (e.g., Strategy: Should we proceed with a turnaround? Vs. Operations: How do we proceed with a turnaround?) then think about using cost-benefit analysis (in which you analyze the pros and cons of each possibility). The First Four Steps 1. Summarize the Question 2. Verify the Objectives One objective is to raise profits. Are there any other objectives that I should know about? There are two objectives, I need to break the case in half and tackle one objective at a time. 3. Ask Clarifying Questions The key is to ask broad, open-ended questions. The company: is it public or private? How big is it? Is it growing? The industry: Where is the industry in its life cycle? Competition: Both internal (Who are the major players? What is our market share?) and external market factors (i.e., substitutions, the economy, interest rates, unemployment rate, price-cutting by competitors, rising material costs). The product: if it’s a new product, ask about both the advantages and the disadvantages. (Everyone forgets to ask about the disadvantages, but oftentimes disadvantages can drive your answer more than the advantages.) *Note: Keep in mind how the economy, the Internet, and other new technologies affect each question. 4. Lay Out your structure引自 Ivy Case System
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