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• Analysis of current position

• THE BIG PICTURE - Board and

Senior managers

• General issues - Senior and Middle

managers

• Operational issues - Middle managers

Ron Mukerji
• SWOT analysis (market position)

• Analysing product portfolio

• Analysing figures:

• Profit centers
• Cost centers

Ron Mukerji
• Evaluating current markets:
• Development / consolidation / withdrawal?
• Prioritizing:
• Sales growth & Market share?
• Earnings growth & profitability?
• Business development:
• Takeovers / mergers / alliances
• Entering new markets:
• From zero? Buying local companies? Joint venture?
• Product Diversification / Focus on core business?
• Marketing strategy:
• Worldwide
• Multi-domestic
• Identifying cost savings:
• Internal efficiencies / production in low-cost countries / outsourcing?
• Increasing shareholder value (shareprice / dividends)
• Image, reputation, Social Responsibilty
Ron Mukerji
• Setting overall sales and revenue goals

• Setting budgets and making long-term forecasts of costs

• Improving distribution channels

• Identifying new markets

• Identifying opportunities for new products

• Pricing policy:
• Value for money products?
• High quality / premium price products?

• Building brand loyalty

• Investing in technology / plant / equipment

• Integrating on-line and off-line procedures Ron Mukerji

• Monitoring and adapting plans:
• Comparing actual data with forecasts
• Acting on feedback from customers & suppliers
• Acting onreports prepared by 1st line managers

• Controlling budgets
• Implementing plans, procedure & projects
• Ensuring that objects are SMART
• Specific
• Measurable
• Agreed
• Realistic
• Time-specific

• Identifying customer needs

• Identifying ways to lower costs and reduce waste
• Determining staffing needs

Ron Mukerji