Page 58 - CHCS - Cisco Hosted Collaboration Solutions

Supporting Student Notes:

So how do you get ready for the executive meeting?

Fact Finding:
• From publically available documents plus any internal awareness:
• Where is the profitability coming from?
• Where is the pain coming from?
• Which businesses are growing?
• Which businesses are being managed for growth and which for return?
• Were changes in profitability due to anomalous or one-time occurrences (merger or restructuring charges, or the sale

or acquisition of businesses and portfolios) or to recurring or operating performance?
• Were mergers well executed?
• How long did they take to complete?
• How successful has the integration of the two organisation’s systems and corporate cultures been?

External Conditions:
• Look at all of the external market conditions specific to our account: their competitors; their market positioning and

market share; their target markets and consumers; the impact of regulation and technology change on their business;
and so on
• We are analyzing the business impacts and challenges they face externally
• The result is that we then have a great range of material to discuss with the senior management in the account