Class 3.1 Generating Strategic Insight: Data Gathering & Analysis

Driving Strategic Impact “Mastering the Tools of Strategy Consulting” Problem Definition Problem Structuring Data Gathering & Analysis Recommendations Development Implementation TEAM MANAGEMENT (throughout & Class 4) CLIENT MANAGEMENT (Throughout & Class 5) Core Consulting Skills Reviewed You know what the Problem is -You’ve identified the key pieces -You’ve defined an Approach, some Hypotheses & Prioritized Analysis DATA GATHERING & ANALYSIS IS THE MOST INTENSIVE STAGE OF THE PROJECT © Professor M. Viola Generating Strategic Insights Identify data sources & Collect the data Perform analyses, Synthesize & Draw conclusions I. DATA GATHERING & ANALYSIS TODAY’S AGENDA II. HOW TO CONDUCT MEANINGFUL INTERVIEWS III. CONSULTING FRAMEWORKS I: ANALYZING A BUSINESS CONCLUSIONS ANALYSES (Storyboard Topics) DATA (Exhibits) TO BE A GOOD JOB MANAGER, YOU HAVE TO EFFECTIVELY AND EFFICIENTLY NAVIGATE THROUGH DATA GATHERING BY OPERATING AT THREE LEVELS PROBLEM STATEMENT Professor M. Viola Objectives, Scope Deliverables Issues, Hypotheses Analytics Questions, Data, Tasks Findings Conclusions n … n … n … n )… Recommendations • Identify and tap a broad range of data sources • Client • Internal (your firm) • External • Case studies • Experts • Store visits • Channel partners • Trade associations • Government agencies • Syndicated market research • Do not take inputs from clients (or other sources) at face value • Ensure tight linkage between data collection and end-product • Focus • Completeness • Use proxies where direct data is not available • Gain buy-in/support for analysis plan before major data collection activities - e.g., survey, database analysis DATA GATHERING HAS TO BE FOCUSED Professor M. Viola CONCLUSIONS ANALYSES (Storyboard Topics) DATA (Exhibits) • Credit Lane is a leading credit card company with 20 m + customers. • Management wants to migrate its customers online – i.e., get customers to use Credit Lane’s website to check account balances, transactions, pay bills, buy other financial products, and transfer balances. • Last year, management set aggressive migration goals, but online marketing team underperformed – missing them, qu