Management

Consulting Toolkit
Overview and Approach

Frameworks Best Practices Templates

Content
Our management consulting firm decided to create an affordable Management Consulting Toolkit that
includes 7 components:

Tools

Frameworks
Templates

Toolkit
Support from tier-1 Step-by-step
management consultants tutorials

Best Real-life
practices examples

2
Who usually buys our Management Consulting Toolkit?

• Management consulting firms who want to increase their know-how (example of consulting firms leveraging our Toolkits: Accenture, Deloitte, KPMG, etc.)
• Management consultants who want to increase their know-how or launch their own consulting practice
• Executives who want to improve the growth and efficiency of their organization, or create an internal consulting practice
• Entrepreneurs who want to improve their business and can’t afford to hire high-calibre management consultants
• Professors teaching MBA programs
• MBA Students who want to become management consultants

3
Objectives
The management Consulting Toolkit includes frameworks, tools, templates, tutorials, real-life examples and
best practices to help you:
• Improve your management consulting capability with a simple and comprehensive 7-phase approach: (I) Create a Business Plan for your consulting
practice, (II) Create a consulting proposal, (III) Prepare your legal agreements, (IV) Gather data and identify the problem, (V) Conduct a financial analysis, (VI)
Create your deliverables, (VII) Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools
• (I) Create a Business Plan for your consulting practice: (1) Problem to solve & solution, (2) Mission, vision & strategic objectives, (3) Target market, (4)
Market analysis, (5) Competitor analysis, (6) Marketing plan, (7) Business structure, (8) Financial plan
• (II) Create a consulting proposal to better convince your prospects: (1) Our understanding of your situation, (2) Proposed approach, (3) Why us, (4)
Proposed team and budget
• (III) Prepare your legal agreements: (1) Business consultant agreement, (2) Non-disclosure agreement, (3) Non-compete agreement
• (IV) Gather data and identify the problem: (1) Project questionnaire, (2) Interview, (3) Focus group, (4) Survey, (5) Issue tree, (6) Five whys, (7) Fishbone
diagram, (8) Problem definition worksheet
• (V) Conduct a financial analysis: (1) Income statement analysis, (2) Balance sheet statement analysis, (3) Cash flow statement analysis, (4) Ratio analysis
• (VI) Create your deliverables: (1) Business case and financial model to estimate project financials and request financial investments, (2) Recommendation
structure best practices to help you present like a tier-1 management consultant, (3) Top 300 ready-made consulting diagrams and charts in Powerpoint and
Excel to build your deliverables quickly
• (VII) Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools: (1) Business model canvas to develop new
business models or improve existing ones, (2) Strategy map and balanced scorecard, (3) Profitability problem, (4) “Entering a new market” framework to
decide if you should enter a new market, (5) “Introducing a new product” framework to decide if you should introduce a new product based on desirability,
feasibility and profitability, (6) “Acquiring a company” framework to decide if your organization should acquire a new company based on the financial benefits,
strategic benefits and feasibility of the deal, (7) Initiative Prioritization Matrix to prioritize a company’s potential initiatives based on impact and effort, (8) RACI
matrix, (9) Porter’s generic corporate strategies, (10) Porter’s five forces, (11) Blue ocean strategy, (12) Entry/exit barriers, (13) Business roadmap, (14) Ansoff
growth matrix, (15) Net present value, (16) Experience curve, (17) Product life cycle, (18) Value chain analysis, (19) Value driver tree to explain your profit
growth or profit decline, and act accordingly, (20) PESTLE, (21) Change Commitment Curve, (22) Marketing Mix 4Ps, (23) Maturity Model, (24) McKinsey
Seven-S, (25) Mission & vision statement, (26) Pareto principle, (27) Change impact assessment, (28) Process mapping, (29) Risk assessment matrix, (30)
Six thinking hats, (31) SWOT

4
7-Phase Approach
The Management Consulting Toolkit includes a 7-Phase Approach and world-class consulting frameworks &
Tools to help you solve business problems
I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non-disclosure 3. Focus group 2. Balance sheet statement 2. Recommendation
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
5
In the next slides, you’ll see a small preview of the Phase I

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
6
Mission & Vision Statement
Description

Mission Statement Vision Statement

It is the company’s reason for existence or purpose. It describes the organization desired or intended state
at some point in the near or distant future.
It describes the overarching intent of the organization.
It describes the overarching aim of the organization as
It is usually defined during a workshop with the top
it progresses into the future.
management.
Like the Mission Statement, it is usually defined during
It should provide focus, direction and help guide
decision making and actions. a workshop with the top management.
It should provide focus, direction and help guide
It should be one easy to understand sentence and, if
decision making and actions.
required, a more details description below the main
sentence. It should be one easy to understand sentence and, if
required, a more details description below the main
sentence.

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Mission & Vision Statement
Template
Mission Statement
Insert your own text

Vision Statement
Insert your own text

Strategic Goal #1 Strategic Goal #2 Strategic Goal #3 Strategic Goal #4

Insert your own text Insert your own text Insert your own text Insert your own text

Key Initiatives Key Initiatives Key Initiatives Key Initiatives

Insert your own text Insert your own text Insert your own text Insert your own text
Insert your own text Insert your own text Insert your own text Insert your own text
Insert your own text Insert your own text Insert your own text Insert your own text

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See below 4 screenshots from the Phase I

Strategy Map Competitor Comparison

Key Employees Profit and Loss Forecast

9
In the next slides, you’ll see a small preview of the Phase II

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
10
 a te
pl
m
Te

We estimate our fees for this 12-week project to be $xxx,xxx

Resources Number of Days Daily rate Total fees

1 Partner 5 $x,xxx $x,xxx

1 Senior Manager 10 $x,xxx $x,xxx

1 Manager 20 $x,xxx $x,xxx

2 Senior Consultants 40 $x,xxx $x,xxx

4 Consultants 100 $x,xxx $x,xxx

5 Junior Consultants 120 $x,xxx $x,xxx

$xxx,xxx

*The fees do not include expenses. We will make every effort to minimize expenses and believe they will not exceed xx% of our fees
11
 e
pl
am
Ex

We estimate our fees for this 12-week project to be $605,000

Resources Number of Days Daily rate Total fees

1 Partner 5 $5,000 $25,000

1 Senior Manager 10 $4,000 $40,000

1 Manager 20 $3,000 $60,000

2 Senior Consultants 40 $2,500 $100,000

4 Consultants 100 $2,000 $200,000

5 Junior Consultants 120 $1,500 $180,000

$605,000*

*The fees do not include expenses. We will make every effort to minimize expenses and believe they will not exceed xx% of our fees
12
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See below 4 screenshots from the Phase II

Proposed Approach Detailed of each Phase

Situation, Challenge and Question CV Template in Powerpoint

13
In the next slides, you’ll see a small preview of the Phase III

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
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See below screenshots from the Phase III

Business Consultant Agreement Non-Disclosure Agreement Business Consultant Agreement

15
In the next slides, you’ll see a small preview of the Phase IV

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
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Project Questionnaire
Example of questions

I. Industry IV. Customers

1. How is the industry structured? 1. Who are the Company’s customers?
2. What are the major trends in the industry? 2. Who are the Company’s most profitable customers? And the least
3. How is the client addressing the industry trends? profitable customers?
3. How are their needs evolving?
II. Company 4. Is the Company positioned to address these needs?
1. What is the Company’s Mission & Vision? 5. Are there other potential customers that could be targeted?
2. What is the Company existing strategy to reach its Vision?
3. How is the Company currently performing? V. Competition
4. What differentiates the Company from its competitors? 1. Who are the Company’s competitors?
5. What is the organizational structure of the Company 2. How does the Company perform compared to its competitors?
6. What are the Strategic objectives of the department/division/unit/region 3. How are competitors addressing customer needs?
with which we are working? 4. What strategies are competitors using?
5. How is the Company responding to its competitors?
III. Products
1. Can you describe the key products that you sell?
2. What are your most profitable products?
3. What are your least profitable products?
4. What are the life cycle stage of your products?
5. What are your products’ key benefits?
6. Are there any potential substitute products?

17
In the next slides, you’ll see a small preview of the Phase V

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
18
Financial Analysis - Income Statement
Purpose

The Income Statement, This financial statement

also called Profit & Loss provides information
(P&L), is a financial that shows the ability of
statement that a company to generate
summarizes the profit by increasing
revenue and costs revenue and reducing
incurred during a costs
specific period of time
(usually a fiscal quarter
or year)

19
Financial Analysis - Income Statement
Description

The Income Statement has three primary components:

Revenue - Expenses = Net Income

The money earned by the company The Money spent to generate revenue Net Income is referred to as “Profit” or
which includes: which includes: “Earnings,” when not negative and
“Loss” when negative.
• The sale of goods and services • Cost of Goods Sold (COGS): The direct
costs attributable to the production of the It is the company revenues minus its
• The interest earned
goods sold by a company expenses
• Some investment activities
• Selling Expenses: Cash payments (or
equivalent) for marketing services
• Administrative Expenses: Costs to the
firm to cover items such as salaries
• Interest Expenses: Payments made to
cover costs of financing
• Tax Expense: Payments made to the
government to cover income taxes
• Depreciation Expense: Amount of asset
usage that is applied to this year

20
Financial Analysis - Income Statement
Template

To access the Income Statement Template, open the Excel document “Income Statement
Template”, after purchasing the Toolkit

21
In the next slides, you’ll see a small preview of the Phase VI

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools

2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization

1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
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See below 4 screenshots from the Phase VI

Lean Business Case Financial Model - Input Sheet

Changer Impact Assessment Project Financials

23
In the next slides, you’ll see a small preview of the Phase VII
Let’s zoom on the framework “4. Entering a new market”

I. Create a Business
II. Create a consulting III. Prepare your legal IV. Gather data and V. Conduct a financial VI. Create your
Plan for your
proposal agreements identify the problem analysis deliverables
consulting practice
1. Problem to solve & 1. Our understanding of 1. Business consultant 1. Project questionnaire 1. Income statement 1. Business case and
solution your situation agreement 2. Interview analysis financial model
2. Mission, vision & 2. Proposed approach 2. Non disclosure 3. Focus group 2. Balance sheet statement 2. Recommendations
strategic objectives 3. Why us agreement analysis structure
4. Survey
3. Target market 4. Proposed team and 3. Non-compete agreement 3. Cash flow statement 3. Top 300 ready-made
5. Issue tree analysis consulting diagrams and
4. Market analysis budget
6. Five whys 4. Ratio analysis charts
5. Competitor analysis
7. Fishbone diagram
6. Marketing plan
8. Problem definition
7. Business structure worksheet
8. Financial plan

VII. Solve most business problems by leveraging our 31 world-class consulting frameworks & Tools
2. Strategy map and 4. Entering a new 5. Introducing a new 7. Initiative prioritization
1. Business model 3. Profitability problem 6. Acquiring a company
balanced scorecard market product matrix
9. Porter’s generic
8. RACI matrix 10. Porter’s five forces 11. Blue ocean strategy 12. Entry/exit barriers 13. Business roadmap 14. Ansoff growth matrix
corporate strategies
21. Change
15. Net present value 16. Experience curve 17. Product life cycle 18. Value chain analysis 19. Value driver tree 20. PESTLE
commitment curve
25. Mission & vision 27. Change impact
22. Marketing mix (4p’s) 23. Maturity model 24. Mckinsey Seven-S 26. Pareto principle 28. Process mapping
statement assessment
29. Risk assessment
30. Six thinking hats 31. SWOT
matrix
24
Entering a New Market

Step-by-step Framework
Table of Contents

Step 1: Define the situation, complication and main question to answer

Step 2: Identify the best Framework to use to solve the problem
Step 3: Understand how to use the “Entering a new market” Framework
Step 4: Apply the “Entering a new market” Framework
Step 5: Provide conclusion and recommendations
Table of Contents

Step 1: Define the situation, complication and main question to answer

Step 2: Identify the best Framework to use to solve the problem
Step 3: Understand how to use the “Entering a new market” Framework
Step 4: Apply the “Entering a new market” Framework
Step 5: Provide conclusion and recommendations
Situation, complication and main question to answer

Description Example from a Fortune 100 company

You need to provide a neutral description with Our company has been selling its products in
The situation facts that you know your audience will agree the US for the past 10 years, with an annual
on. profit growth above 10%.

The complication is a desired change of the With a market share already above 40%, profit
current situation. growth will be limited in the US.
The complication

The question that implicitly results from the Should we enter the European market?
The question complication.
Table of Contents

Step 1: Define the situation, complication and main question to answer

Step 2: Identify the best Framework to use to solve the problem
Step 3: Understand how to use the “Entering a new market” Framework
Step 4: Apply the “Entering a new market” Framework
Step 5: Provide conclusion and recommendations
Most business problems fall into 4 categories

“Profitability” “Entering a new “Introducing a new

“M&A” problem
problem market” problem product” problem

e.g. “Why does my e.g. “Should we enter e.g. “Should we e.g. “Should we
company’s profit have the Chinese introduce this new acquire the company
decreased by 10%?” market?” product X?” Y?”
To solve our problem, we need to use the “Entering a new market”
Framework

“Profitability” “Entering a new “Introducing a new

“M&A” problem
problem market” problem product” problem

e.g. “Why does my e.g. “Should we enter e.g. “Should we e.g. “Should we
company’s profit have the Chinese introduce this new acquire the company
decreased by 10%?” market?” product X?” Y?”
Table of Contents

Step 1: Define the situation, complication and main question to answer

Step 2: Identify the best Framework to use to solve the problem
Step 3: Understand how to use the “Entering a new market” Framework
Step 4: Apply the “Entering a new market” Framework
Step 5: Provide conclusion and recommendations
The “Entering a new market” Framework includes 3 components

Desirability

Profitability Feasibility
Each component has an underlying question that we will have to answer to
identify if it is a good strategic initiative to enter this new market

What is the potential demand for our Product in

Desirability this new Market?

What will be the profitability of Profitability Feasibility What is the feasibility to enter this new
this strategic initiative? Market?
If the answer is “high” or “very high” to the 3 questions, then it means that
entering the European market is a good strategic initiative

What is the potential demand for our Product in

Desirability this new Market?

What will be the profitability of Profitability Feasibility What is the feasibility to enter this new
this strategic initiative? Market?

Sweet spot
Table of Contents

Step 1: Define the situation, complication and main question to answer

Step 2: Identify the best Framework to use to solve the problem
Step 3: Understand how to use the “Entering a new market” Framework
Step 4: Apply the “Entering a new market” Framework
Step 5: Provide conclusion and recommendations
Desirability
What is the potential demand for our Product in this new Market? Very High

Describe the key product(s) we would like to sell? Is it a commodity or a differentiated product? What are its Key benefits? Any potential substitute
Product product?

Are we answering a customer need or are we creating a new customer need? Who are our potential customers? How many are they? Is the
Customers customer demand expected to increase or decrease in the future? How much the customer will be willing to pay for our product? How many
products will the customer be buying per year?

Who will be our main competitors? What is the revenue, profit, unique selling proposition and strategy of each one of them? How intense is the
Competition competition in this market? Do they have key capabilities that we don’t have or vice versa? What’s their pricing position?

The total market size is: The number of customers multiplied by the number of products purchased every year per customer multiplied by the
Market size Product price. Checking the annual report of our competitors may help us calculate this number.
How much of this market do we think we can get? Why do we think so? Do we have a strong enough unique selling proposition (USP)?

Caption: Very Low Low Medium High Very High

Desirability
What is the potential demand for our Product in this new Market? Very High

Describe the key product(s) we would like to sell? Is it a commodity or a differentiated product? What are its Key benefits? Any potential substitute
Product product? Replace this rating by your own
rating based on the 4 sections
below

Are we answering a customer need or are we creating a new customer need? Who are our potential customers? How many are they? Is the
Customers customer demand expected to increase or decrease in the future? How much the customer will be willing to pay for our product? How many
products will the customer be buying per year?

Replace the questions in the 4

Who will be our main competitors? What is the revenue, profit, unique selling proposition and strategy of each one of them? How intense is the
Competition white rectangles by your own
competition in this market? Do they have key capabilities that we don’t have or vice versa? What’s their pricing position?
answers

The total market size is: The number of customers multiplied by the number of products purchased every year per customer multiplied by the
Market size Product price. Checking the annual report of our competitors may help us calculate this number.
How much of this market do we think we can get? Why do we think so? Do we have a strong enough unique selling proposition (USP)?

Caption: Very Low Low Medium High Very High

Feasibility
What is the feasibility to enter this new Market? High

Capital What is the capital required to enter this new market? Do we have enough capital to invest in this new market without hurting the stability of the
company?
requirement

Legal requirement Can we legally enter this market?

Political risk Is the political situation in this new market stable enough?

Capability Do we have the right capability to enter this market? If no, can we easily acquire this capability?

Caption: Very Low Low Medium High Very High

Profitability
What will be the profitability of this strategic initiative? Very High

Cost What will be our main cost drivers (manufacturing cost, marketing cost, distribution cost, etc.)? Let’s estimate each cost driver.

Revenue What will be our expected annual revenue (product price multiplied by number of products sold)?

What will be the profit generated by each unit sold?

Profit What will be our expected annual profit (revenue minus cost)?
What will be our expected profit margin (profit divided by cost multiplied by 100)?

Return on Based on the estimated annual profit calculated above, and the capital required to enter this new market, what will be our ROI? When will we reach
a breakeven point? What will be the net present value (NPV) of this strategic initiative?
Investment (ROI)

Caption: Very Low Low Medium High Very High

Table of Contents

Step 1: Define the situation, complication and main question to answer

Step 2: Identify the best Framework to use to solve the problem
Step 3: Understand how to use the “Entering a new market” Framework
Step 4: Apply the “Entering a new market” Framework
Step 5: Provide conclusion and recommendations
Conclusion and Recommendation
We highly recommend to enter this new market

What is the potential demand for our Product in

Desirability this new Market? Very High

What will be the profitability of Profitability Feasibility What is the feasibility to enter this new
this strategic initiative? Very High Market? High

Caption: Very Low Low Medium High Very High

 Structure of the Toolkit
The Management Consulting Toolkit includes 650 Powerpoint slides and 50 Excel sheets categorized in 8
folders that you can download on your device immediately after your purchase.

+
650 editable Powerpoint slides* 50 editable Excel sheets*

1 2 3 4 5 6 7 8

Overview and Create a business Create a consulting Prepare your legal Gather data Conduct a financial Create your Solve business
approach plan for your proposal agreements and identify the analysis deliverables problems
consulting practice issue

*Please note that the number of Powerpoint slides and Excel sheets listed is the number of unique slides and sheets. For example, a Powerpoint slide
that has been duplicated to facilitate the understanding of our clients only count for 1 Powerpoint slide.

43
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