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Ivy Case System
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Ivy Case System
12. Turnarounds
11. Improve Bottom Line
A 2-part process
1. Enter New Market
10. Reduce Costs
2. Industry analysis
9. Increase sales
3. M & A
8. Competitive Response
12. Turnarounds
4. Develop New Product
11. Improve Bottom Line
7. Start New Business
1. Enter New Market
5. Pricing Strategies
6. Growth Strategies
10. Reduce Costs
2. Industry analysis
Sum Up
the question
9. Increase sales
* re-listen
3. M & A
* weed out
* show listened
8. Competitive Response
4. Develop New Product
The 12 Scenarios
7. Start New Business
5. Pricing Strategies
Verify
the objectives
The 4 Steps
6. Growth Strategies
Layout
the structure
* assess expectations
* uncover all objectives (underlying, hidden?)
(know how environ affect each question)
About:
* company - private? size? growth?
* industry - life cycle
* competition - internal (industry), external (market + economy)
* product - adv & disadv
KEY:
* Broad
* Open-ended
Ask!
clarifying quetions
* Generic
Purpose:
* case to conversation
* additional info.
* narrow down