DISCUSSION QUESTIONS FOR DELL CASE

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DISCUSSION QUESTIONS FOR DELL CASE
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Strategic Objective Long-Term, Big Picture, and
Inspirational

• Develop a Strategic Objective for Dell
• Strategic Objective

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Metrics By Functional Area and Year

• Develop Functional Area Metrics with Yearly
  Targets
• Marketing Metrics (07 08 09 10)
• Finance Metrics
• HR Metrics
• Operations Metrics

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Key Strength Identification What is Dells Key
Strength?

• Step 1 List Strengths Across Functional Areas
  (Marketing, Finance, HR, operations)
• Step 2 Key Strength (a) has DIRECT impact on
  firms ability to attain objective, and (b) is
  not easily imitable by the competition
• Key Strength

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Key Opportunity Identification What is Dells
Key Opportunity?

• Step 1 List Opportunities Across Environmental
  Sectors (Social, Technological, Economic,
  Political)
• Step 2 Key Opportunity (a) has DIRECT impact
  on firms ability to attain objective, and (b) is
  not easily exploitable by the competition
• Key Opportunity

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Key Weakness Identification What is Dells Key
Weakness?

• Step 1 List Weaknesses Across Functional Areas
  (Marketing, Finance, HR, operations)
• Step 2 Key Weakness (a) DIRECTLY undermines
  firms ability to attain objective, and (b) is
  something that the competition has
• Key Weakness

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Key Threat Identification What is Dells Key
Threat?

• Step 1 List Threats Across Environmental Sectors
  (Social, Technological, Economic, Political)
• Step 2 Key Threat (a) DIRECTLY undermines
  firms ability to attain objective, and (b)
  affects us more than the competition (we are
  uniquely vulnerable)
• Key Threat

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Dells Strategic Alternatives How to Exploit
the Key Driver?

• Drivers
• Key Strength
• Key Opportunity
• Key Driver
• Two Types of Exploitation
• Incremental Dell could
• Radical Dell could

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Evaluating Dells Strategic Alternatives Ways
to Exploit the Drivers

• Incremental Exploitation
• Advantages
• Disadvantages
• Radical Exploitation
• Advantages
• Disadvantages
• Recommendation

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Dells Strategic Alternatives How to Address
the Key Impediment?

• Impediments
• Key Weakness
• Key Threat
• Key Impediment
• Two Ways to Address the Impediments
• Adapt Dell could
• Defy Dell could

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Evaluating Dells Strategic Alternatives Ways
to Address the Impediments

• Adapt
• Advantages
• Disadvantages
• Defy
• Advantages
• Disadvantages
• Recommendation

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Summary of Recommendations

• Recommendation 1
• Recommendation 2

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Implementation Planning Putting the
Recommendations into Action Recommendation 1
(2)

• MARKETING
• People
• Position
• Product
• Price
• Promotion
• Place

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Implementation Planning

• HR
• Selection
• Motivation (Reward Good Performance)
• Control (Address Poor Performance)

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Implementation Planning

• Operations
• In-Bound Logistics
• Operations
• Out-Bound Logistics
• Sales and Marketing
• After-Sales

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Implementation Planning

• Finance
• Resource Requirements to Implement Plan
• Expected Pay-Back

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Implementation Planning

• Time-Line
• WHO
• WILL DO WHAT
• WHEN

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Implementation Planning

• Risk and Contingency
• Risk 1
• Contingency 1
• Risk 2
• Contingency 2

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Implementation Planning

• Summary
• Strategic Objective
• Key Recommendations to Attain this Objective

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Planning the Presenation

• Creating the Hook
• A story, fable, metaphor, saying, that captures
  the big idea of your presentation
• E.g., Metaphor Ecosystem Story Blind Men and
  Elephant Saying Stitch in Time Saves Nine
• The Hook Becomes the Title and Guiding Theme of
  your Presentation

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Presentation Structure

• HOOK
• Moral, Fable, Metaphor that captures essence of
  your story)
• SITUATION
• Strategic Objective
• Key Drivers
• COMPLICATION
• Key Impediment
• RESOLUTION
• Recommendation
• Rationale
• Key Implementation Considerations
• Risk and Contingency
• SUMMARY
• Strategic Objective
• Recommendations
• HOOK